Publications
Publications
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- All HBS Web
(7,293)
- Faculty Publications (3,038)
- 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
- August 1991 (Revised February 1992)
- Case
Gain Sharing at Star Cablevision Group
By: Leonard A. Schlesinger and Sarah Ann Greene
Describes Star's experiment with gain sharing over a three-year period. Background on the industry and company's history are provided to establish the context for the shift to pay-for-performance. Describes the three different gain sharing programs, the resulting... View Details
- July 1991 (Revised August 1991)
- Case
Philip Morris Companies, Inc. (A)
This large tobacco and diversified food processor is seeking to refinance debt funds raised to accomplish a large acquisition. It has filed a large "shelf" registration that authorizes it to issue during the subsequent two years. At the time of the case, the market... View Details
- July 1991 (Revised August 1991)
- Case
Philip Morris Companies, Inc. (B)
Looks at the company's plans for a new debt offering under the Rule 415 shelf underwriting provision--in this instance from the vantage point of the lead investment banker for the deal. The decision-maker must assess the risks of the issuer, the tone of the market, the... View Details
- July 1991 (Revised August 1991)
- Supplement
Philip Morris Companies, Inc. (C)
Supplements the (B) case. View Details
- June 1991 (Revised June 1993)
- Teaching Note
John M. Case Co., Teaching Note
Teaching Note for (9-291-008). View Details
Keywords: Industrial Products Industry
- June 1991 (Revised June 1993)
- Case
Becton Dickinson (B): Global Management
By: Michael Beer
The president of Becton Dickinson (BD) and his top management team struggle with issues of: 1) how to manage the top of the organization, focusing on leadership style, the committee structure, and the role of sector presidents, and 2) how to manage a multinational... View Details
- May 1991 (Revised October 1998)
- Case
NIKE (A) (Condensed)
By: David B. Yoffie
Describes the history of Nike, its strategy, and the industry in which it competes. The teaching objective is to ask the student to identify and evaluate Nike's economic/technical strategy. View Details
- May – June 1991
- Article
Manufacturing Costs for Advanced Composites Aerospace Parts
By: Rebecca M. Henderson, C. Shipp and T. Gutowski
- spring 1991
- Article
Breaking the Cycle of Failure in Services
By: Leonard A. Schlesinger and James Heskett
Most managers recognize that good service is a direct result of having effective, productive people in customer contact positions. However, most service companies perpetuate a cycle of failure by tolerating high turnover and expecting employee dissatisfaction. This... View Details
- April 1991 (Revised July 1992)
- Case
Koito Manufacturing Ltd.
By: W. Carl Kester and Robert W. Lightfoot
Having acquired a 26% stake in Koito Manufacturing, a Japanese automotive parts supplier in the Toyota Group, T. Boone Pickens seeks a seat on Koito's board of directors. Koito's management resists, claiming Pickens is an unhelpful greenmailer, not a true long-term... View Details
- April 1991 (Revised July 1991)
- Case
RJR Nabisco Board: Guardians of the Gate? (A)
By: Jay W. Lorsch
Charles Hugel, the chairman of RJR Nabisco, receives a call from RJR Nabisco's CEO, Ross Johnson; Johnson plans to present an LBO plan to the board of directors at the board meeting the following week. The case details Hugel's actions as chairman, and describes the... View Details
- April 1991 (Revised July 1991)
- Supplement
RJR Nabisco Board: Guardians of the Gate? (B)
By: Jay W. Lorsch
The special committee of the RJR Nabisco board has extended the bidding deadline for the company by 10 days. The case explains the process by which Kohlberg Kravis Roberts and the management group bid against one another for ownership of RJR Nabisco. The board of... View Details
- March 1991 (Revised May 1991)
- Case
Charles Schwab: Financial Advisors Service
- March 1991 (Revised February 1992)
- Teaching Note
IBM Corp: ""Make It Your Business"" (A) and (B), Teaching Note
By: Robert L. Simons
Teaching Note for (9-190-137) and (9-190-138). View Details
- March 1991
- Article
Engines of Progress: Designing and Running Entrepreneurial Vehicles in Established Companies: Raytheon's New Product Center, 1969-89
By: R. M. Kanter, J. North, L. Richardson, C. Ingols and J. Zolner
- 1991
- Book
Product Development Performance: Strategy, Organization, and Management in the World Auto Industry
By: K. B. Clark and T. Fujimoto
- February 1991 (Revised April 1991)
- Case
Zenith and High-Definition Television--1990
By: Benjamin Gomes-Casseres, David B. Yoffie and Heather A. Hazard
Describes Zenith's strategy in HDTV and high resolution monitors. Includes overview of HDTV industry with profiles of major competitors worldwide and policies of U.S., Japanese, and European governments. Focuses on competition over standards setting, industrial policy,... View Details
- February 1991 (Revised January 1992)
- Case
Henderson Home Products: USSR Joint Venture
- February 1991 (Revised February 1992)
- Case
Appex Corp.
By: Nitin Nohria
1990 Business Week named Appex Corp. the fastest growing high-technology company in the United States. Appex provided management information systems and intercarrier network services to cellular telephone companies. During its rapid growth, the company went through... View Details
Keywords: Information Technology; Organizational Change and Adaptation; Organizational Design; Management Analysis, Tools, and Techniques; Organizational Culture; Mobile and Wireless Technology; Performance Productivity; Problems and Challenges; Management Practices and Processes; Business Divisions; Information Management; Information Technology Industry; Information Technology Industry; United States