Publications
Publications
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(8,660)
- Faculty Publications (2,843)
- December 1992 (Revised September 1996)
- Case
ImmuLogic Pharmaceutical Corporation (Abridged)
By: Josh Lerner
ImmuLogic Pharmaceutical Corp., a development-stage biotechnology company, is considering making an initial offering of common stock. The rationales for and problems of high-technology start-ups are explored. The challenges posed by "windows" for public offerings are... View Details
- November 1992 (Revised August 2001)
- Case
Eskimo Pie Corporation
In early 1991, Reynolds Metals, the makers of aluminum products, decided to sell its holding of Eskimo Pie, a marketer of branded frozen novelties. Reynolds had an offer from Nestle to acquire Eskimo Pie. However, Reynolds decided instead to make an initial public... View Details
- November 1992 (Revised May 1993)
- Case
American Mobile Satellite Corporation
By: Frank V. Cespedes and Laura Goode
American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited... View Details
- October 1992 (Revised September 1993)
- Case
L.L. Bean, Inc.: Item Forecasting and Inventory Management
L.L. Bean must make stocking decisions on thousands of items sold through its catalogs. In many cases, orders must be placed with vendors twelve or more weeks before a catalog lands on a customer's doorstep, and commitments cannot be changed thereafter. As a result,... View Details
- October 1992 (Revised November 1997)
- Case
ImmuLogic Pharmaceutical Corporation (A): March 1991
By: Josh Lerner
ImmuLogic Pharmaceutical Corp., a development-stage biotechnology company, is considering making an initial offering of common stock. The diverse perspectives of the entrepreneur, venture capitalist, investment banker, and institutional investor are explored. Problems... View Details
- October 1992 (Revised October 1993)
- Case
MCI Communications Corporation: National Accounts Program (Condensed)
Concerns the early stages of a major-account program at MCI, a telecommunications firm seeking to penetrate the corporate-account market. Among the issues are: 1) coordination of field sales efforts with national account selling efforts; 2) sales strategy for major... View Details
- September 1992 (Revised July 1994)
- Case
MEM Company, Inc.: English Leather
By: Frank V. Cespedes and Laura Goode
In 1992, the president of MEM (a producer of personal care products, including men's fragrances) considered a redeployment of field sales efforts and changes in sales compensation policies. Any changes, moreover, must consider the context of strategic decisions... View Details
- September 1992
- Case
Vintage Directions, Inc.
Focuses on the problem of determining whether to continue with a start-up after the first market test. The company has seen product success but is far from break-even and needs additional financing. Focuses on opportunity analysis and the use of market data to assess... View Details
- September 1992 (Revised January 1993)
- Case
Courtyard by Marriott
By: James L. Heskett and Roger H. Hallowell
Courtyard by Marriott, a chain of modestly priced hotels, weighs its future options regarding human resources, its service delivery system, and management structure. Fairfield Inn, another Marriott product, is discussed for contrast. View Details
- September 1992 (Revised October 1992)
- Case
Acid Rain: The Southern Co. (B)
In addition to the issues of expected cost minimization elucidated in Acid Rain: The Southern Co. (A), problems involving regulatory uncertainty are critical to the firm's Clean Air Act compliance strategy. The regulatory uncertainty affects, and is affected by, the... View Details
- September 1992 (Revised November 1996)
- Case
Royal Automobile Club Rescue Services Division: Transformation Through Technology
By: W. Earl Sasser and Roger H. Hallowell
The Royal Automobile Club uses a new computer and telephone system to improve its service standards and profitability. After the initial impact of changes from technology, the organization faces a need to choose between future technological development or... View Details
- 1992
- Chapter
Exchange Rate Forecasting Techniques, Survey Data, and Implications for the Foreign Exchange Market
By: J. Frankel and K. A. Froot
Keywords: Currencies; Exchange Rates; International Macroeconomics; Monetary Policy; Currency Controls; Fixed Exchange Rates; Floating Exchange Rates; Currency Bands; Currency Zones; Currency Areas; Rational Expectations; International Finance; Currency Exchange Rate; Asset Pricing; Forecasting and Prediction; Policy
- July 1992
- Article
New Product Channel Choice: A Framework, a Method and an Application
By: V. K. Rangan, M. Menezes and E. P. Maier
- summer 1992
- Article
Capital Choices: Changing the Way America Invests in Industry
By: M. E. Porter
- June 1992
- Article
Reversals of Preference in Allocation Decisions: Judging an Alternative Versus Choosing Among Alternatives
By: M. H. Bazerman, G. F. Loewenstein and S. B. White
- Article
Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach
By: Randolph E. Bucklin and Sunil Gupta
- April 1992 (Revised July 1993)
- Case
Conoco's: "Green" Oil Strategy (A)
Conoco faces challenges in formulating a proactive environmental strategy for its proposed oil development in Ecuador's pristine tropical rain forest region. The case outlines the innovative process in which Conoco collaborated with a wide range of often conflicting... View Details
- March 1992 (Revised April 1995)
- Teaching Note
BMW: The 7-Series Project (A), Teaching Note
By: Gary P. Pisano
Teaching Note for (9-692-083). View Details
- March 1992
- Case
Applied Materials
Describes three subsequent generations of product development effort at an equipment firm supplying the semiconductor industry. The firm is partway into the third generation development and must decide whether and how to accelerate product development to respond to... View Details