Publications
Publications
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(8,190)
- Faculty Publications (2,893)
- August 1992 (Revised June 1993)
- Case
Euro Disney: The First 100 Days
By: Gary W. Loveman and Leonard A. Schlesinger
The Walt Disney Co. theme parks historically have thrived on the basis of a formula stressing excellent customer service and a magnificent physical environment. The formula has proven successful in Japan, as well as the United States. With the controversial opening of... View Details
- May 1992 (Revised June 1993)
- Case
Jan Carlzon: CEO at SAS (A)
Describes Jan Carlzon's actions on assuming the CEO's responsibility at SAS in a time of financial and organizational difficulty. After tracing Carlzon's development as a manager, it focuses on the way in which he developed, then communicated a clear and motivating... View Details
- May 1992 (Revised May 1993)
- Supplement
Jan Carlzon: CEO at SAS (B)
Summarizes Carlzon's new focus externally on building alliances and acquiring travel service companies. Describes the financial problems resulting from the recession and the Gulf War crisis. Designed as an in-class handout to highlight the long-term management... View Details
- May 1992 (Revised November 1992)
- Case
Fabtek (A)
By: Rowland T. Moriarty Jr., Benson P. Shapiro and Craig E. Cline
Concerns the selection and scheduling of orders by a small industrial titanium fabricator that in recent months has been plagued by poor deliveries and a lack of capacity. Four orders are offered, from which the student must select one. Each order represents different... View Details
- May 1992 (Revised August 1993)
- Case
Forest Policy in Malaysia
The governments of Malaysia and the Malaysian State of Sarawak need to assess possible changes in forest policy. Environmentalist pressure threatens traditional market relationships and patterns of business-government interaction. Harvest regulations, subsidies, trade... View Details
- May 1992 (Revised September 2019)
- Case
Richardson Sheffield
By: Christopher A. Bartlett and Ashish Nanda
The case traces Bryan Upton’s 20-plus years as managing director of a Sheffield-based cutlery company and describes the strategic and organizational actions he took to raise sales and earnings at more than 25% annually, even as the local industry was in steep... View Details
- 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
- April 1992 (Revised June 1994)
- Case
Grappling with Garbage: The Bandung Municipal Cleansing Enterprise, P.D. Kerbersihan
By: James E. Austin
- February 1992 (Revised March 1995)
- Case
Amelia Rogers at Tassani Communications (A)
By: Linda A. Hill
Describes a conflict that has arisen between an account manager and a creative director at Tassani Communications, a Chicago-based advertising agency which is making the transition from entrepreneurial to professional management. The client, the marketing director of a... View Details
- February 1992 (Revised October 1996)
- Case
CUC International, Inc. (A)
By: Krishna G. Palepu and Paul M. Healy
The case series examines the role of financial reporting and corporate finance policies as vehicles for communication between managers and outside investors. This case describes management's concern that the company's stock is undervalued because analysts viewed the... View Details
- February 1992 (Revised December 1992)
- Case
MCI Vision (A)
This case series focuses on divisional marketing and sales efforts concerning Vision, a new telecommunication product intended for the small business marketplace. Vision represents both a significant opportunity, and different field marketing requirements, for MCI.... View Details
- February 1992 (Revised September 2019)
- Case
The House of Tata
By: James E. Austin and Ashish Nanda
The case traces the evolution of the Tata group, one of the largest and highly respected Indian business houses, from its 19th century founding and early growth in diverse industries, to its response to changes in government regulation in independent India, up to its... View Details
Keywords: Indian Economy; International Business; Government And Business; Government Regulation; Synergy; Conglomerates; Business Conglomerates; Developing Countries and Economies; Business and Government Relations; Business History; Steel Industry; Electronics Industry; Chemical Industry; Insurance Industry; Air Transportation Industry; India
- January 1992 (Revised August 1992)
- Case
Lexon Corp. (A)
By: Lynn S. Paine
A general manager at Lexon Computer Corp. must decide whether interception and surveillance of employees' e-mail is acceptable company practice, and whether to follow the advice of his computer operations manager who wants to fire the person who complained that the... View Details
- January 1992 (Revised August 1992)
- Case
Lexon Corp. (B)
By: Lynn S. Paine
Lexon Corp. lawyers must decide how to respond to two lawsuits challenging the company's interception of electronic mail on privacy grounds. They must also formulate a company policy on e-mail. One suit was filed by an employee dismissed from her job after asking that... View Details
- January 1992
- Background Note
Managing Sales Interfaces: An Introduction
Concerns issues involved in coordinating sales efforts with product management and customer service activities. First, discusses environmental factors that increase integration requirements among these groups, and why these factors make the field sales force a crucial... View Details
- January 1992 (Revised April 1993)
- Case
FBO, Inc.
FBO, Inc. is a fixed-base operator at a large metropolitan airport. The general manager must decide if the current pooling format is the appropriate way to staff the commercial refueling operations. If pooling is deemed inappropriate then the implementation of a... View Details
- November 1991 (Revised April 1994)
- Case
Nucleon, Inc.
By: Gary P. Pisano
Nucleon is a small biotechnology company whose first potential product is about to enter clinical testing. Before Nucleon can begin clinical trials, however, its management must decide how and where to manufacture the product. Three options are being contemplated: 1)... View Details
- November 1991 (Revised December 1996)
- Case
Pressco, Inc.--1985
A capital budgeting problem is viewed from the context of a marketing representative attempting to make a sale of energy saving heavy industrial equipment. Tax law changes promise to have a significant impact on the customer's decision process. Teaching purpose: To... View Details
- November 1991 (Revised January 1995)
- Case
Teradyne Japan
Describes a parent-subsidiary relationship in the high technology industry. The subsidiary, located in Japan, has been expanding its activities throughout the 1980s in the face of stiff local competition. Examines the dilemma facing corporate and country management as... View Details
- August 1991 (Revised September 1994)
- Background Note
What Is Industrial Marketing?
Discusses the key distinguishing aspects of industrial as compared to consumer marketing. These differences are highlighted for organizational as well as marketing mix aspects. View Details