Publications

1986
Chapter

Relationship Management of Distributors: A Proposed Framework

By: V. K. Rangan

Keywords: Distribution; Relationships

June 1986 (Revised July 1990)
Case

OTISLINE (A)

By: F. Warren McFarlan and Donna B. Stoddard

Describes the company's use of information technology to strengthen its position in the elevator sales and service market. Also demonstrates how information technology can be used to better manage and control a large geographically dispersed service organization. View Details

Keywords: Information Technology; Technology Adoption; Sales; Marketing; Rank and Position; Salesforce Management; Service Operations; Management Analysis, Tools, and Techniques; Global Range; Accounting; Business Ventures; Industry Growth

January 1986 (Revised March 1997)
Case

Horizon Group

By: William A. Sahlman

Contains a description of a situation confronting the co-founder of a company planning to produce software for microcomputers. The company has just completed raising money from some wealthy investors by forming an R&D Limited Partnership. Development of the program (an... View Details

Keywords: Business or Company Management; Venture Capital; Partners and Partnerships; Business Plan; Outcome or Result; Research and Development; Financial Strategy; Corporate Finance; Information Technology Industry

1986
Chapter

New and Old Multinationals: Competitors or Partners?

By: L. T. Wells Jr.

Keywords: Multinational Firms and Management; Competition; Partners and Partnerships

October 1985
Article

Further Thoughts on the Power of Alternatives: An Example from Labor-Management Negotiations in Major League Baseball

By: A. E. Roth

Keywords: Cognition and Thinking; Labor and Management Relations; Negotiation; Entertainment; Sports Industry

September 1985 (Revised July 2007)
Case

Population Services International: The Social Marketing Project in Bangladesh

By: V. Kasturi Rangan

Population Services International (PSI) was a not-for-profit agency founded to disseminate family planning information and to market birth control products, primarily in less developed countries seeking to curb their population explosions. In 1976, PSI concluded an... View Details

Keywords: Developing Countries and Economies; Health; Marketing Strategy; Social Marketing; Business and Government Relations; Nonprofit Organizations; Bangladesh

1985
Chapter

Implicit Labor Contracts Viewed as Options: A Discussion of 'Insurance Aspects of Pensions'

By: Robert C. Merton

Keywords: Compensation and Benefits; Decision Choices and Conditions; Contracts; Labor and Management Relations; Insurance

March 1985
Background Note

MNCs and Host Country Relationships

By: Christopher A. Bartlett

Keywords: Multinational Firms and Management

1985
Chapter

The Riskiness of Private Pensions

By: Jerry R. Green

Keywords: Retirement; Compensation and Benefits; Employee Relationship Management; Risk and Uncertainty

Read Now

October 1984
Case

Transition from Contract to Consensus at General Motors

By: George C. Lodge

Keywords: Labor and Management Relations; Labor Unions; Human Resources; Management

June 1984 (Revised June 1987)
Case

Sanford C. Bernstein & Co., Inc.

By: Andre F. Perold

Keywords: Financial Management; Investment Portfolio; Management; Financial Services Industry

January–February 1984
Article

Manage Beyond Portfolio Analysis

By: Richard G. Hamermesh and Roderick E. White

Keywords: Investment; Theory; Management

November 1983
Background Note

Note on Labor-Management Cooperation

By: D. Quinn Mills and Mary Lou Balbaky

Keywords: Labor and Management Relations

October 1983 (Revised May 1984)
Case

From Lean Years to Fat Years: The Labor Movement Between the Wars

By: Richard S. Tedlow

Keywords: History; Labor Unions; Labor and Management Relations

September 1983 (Revised December 1988)
Case

Cleveland Twist Drill (A)

By: Richard G. Hamermesh

Deals with the problems of implementing strategy in a declining industry and the negotiation of strategy with external constituencies, particularly labor unions. Traces Jim Bartlett's first nine months as president and asks for a plan of action. View Details

Keywords: Decision Choices and Conditions; Management Style; Negotiation Tactics; Labor and Management Relations; Corporate Strategy

June 1983 (Revised April 1991)
Case

Dominion Engineering Works

By: Christopher A. Bartlett

Dominion Engineering Works faces important strategic decisions about whether to continue its focused strategy of selling newsprint machines to the Canadian paper industry or whether recent changes in industry conditions and the emergence of three global competitors... View Details

Keywords: Machinery and Machining; Globalized Markets and Industries; Management Analysis, Tools, and Techniques; Partners and Partnerships; Competitive Strategy; Customization and Personalization; Diversification

October 1982 (Revised September 1986)
Case

Coal Strike of 1977-78 (A) (Condensed)

By: D. Quinn Mills

Keywords: Labor Unions; Labor and Management Relations; Mining Industry

October 1982 (Revised December 1984)
Case

Air Traffic Controllers (Condensed)

By: Michael Beer

Keywords: Government Administration; Labor and Management Relations; Human Resources; Management; Public Administration Industry; Air Transportation Industry; United States

July 1982 (Revised December 1984)
Case

Esmark, Inc. (A)

By: William E. Fruhan Jr.

Involves the management of a firm with a market value of a going concern that is less than its breakup value. How does management maximize value for shareholders in this environment? View Details

Keywords: Finance; Markets; Business and Shareholder Relations; Value; Food and Beverage Industry