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May 1993 (Revised October 1993)
Case

Vanity Fair Mills: Market Response System

Describes the "Quick Response" program developed by Vanity Fair Mills (VFM), a division of the VF Corp. Beginning in 1989, VFM reorganized its manufacturing systems, invested heavily in computer and telecommunications equipment, and formed "partnership" agreements with... View Details

Keywords: Organizational Change and Adaptation; Logistics; Distribution Channels; Manufacturing Industry

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June 1989 (Revised January 1992)
Case

Ingersoll-Rand (A): Managing Multiple Channels--1985

By: V. Kasturi Rangan and E. Raymond Corey

James Clabough, marketing vice president at Ingersoll-Rand, has to decide on the distribution policy for a new product. The decision has marketing as well as organizational ramifications. View Details

Keywords: Decisions; Leadership Style; Marketing Channels; Product Launch; Distribution

March 2013 (Revised March 2014)
Case

Brazos Partners and the Tri-Northern Exit

By: Matthew Rhodes-Kropf and Nathaniel Burbank

Randall Fojtasek, a partner at the Dallas-based Brazos Private Equity Partners, must decide whether now is the time to sell his firm's investment in Tri-Northern Distribution. Brazos, a middle-market leveraged buyout group, created the company two years earlier through... View Details

Keywords: Private Equity Exit; LBO; Leveraged Buyout Transaction; Texas; Security; Brazos; Tri-Northern; Tri-Ed; Northern Video; Private Equity; Partners and Partnerships; Distribution; Leveraged Buyouts; Decision Choices and Conditions; Investment Funds; Distribution Industry; Distribution Industry; Texas

Article

The Price of Equality: Suboptimal Resource Allocations across Social Categories

By: Stephen M. Garcia, Max Bazerman, Shirli Kopelman, Avishalom Tor and Dale T. Miller

This paper explores the influence of social categories on the perceived trade-off between relatively bad but equal distribution of resources between two parties and profit maximizing, yet asymmetric, payoffs. Studies 1 and 2 show that people prefer to maximize profits... View Details

Keywords: Equality and Inequality; Resource Allocation; Societal Protocols; Profit; Decision Making; Prejudice and Bias; Market Transactions; Ethics; Power and Influence; Distribution; Organizations

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April 2001
Case

Technology Legend in China, A

Describes the sources of Legend's surge to dominance of the Chinese computer market and the subsequent split of distribution and manufacturing into Digital China and Legend Computing. View Details

Keywords: Organizational Change and Adaptation; Production; Distribution; Competitive Strategy; Computer Industry; China

May 2007 (Revised April 2009)
Case

Netflix

By: Willy C. Shih, Stephen P. Kaufman and David Spinola

Reed Hastings founded Netflix with a vision to provide a home movie service that would do a better job satisfying customers than the traditional retail rental model. But as it encouraged challenges it underwent several major strategy shifts, ultimately developing a... View Details

Keywords: Business Model; Film Entertainment; Disruptive Innovation; Growth and Development Strategy; Distribution Channels; Service Delivery; Renting or Rental; Competitive Strategy; Motion Pictures and Video Industry

Article

'Making Book Against Oneself,' the Independence Axiom, and Non-Linear Utility Theory

By: Jerry R. Green

An individual with known preferences over lotteries can be led to accept random wealth distributions different from his initial endowment by a sequential process in which some uncertainty is resolved and he is offered a new lottery in place of the remaining... View Details

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May 1981 (Revised May 1985)
Case

MEM Co., Inc.

By: John A. Quelch

The President of MEM Co., Inc. is assessing the proposed introduction of a new line of men's toiletries. He also must determine the best distribution channels and the size of the product's advertising budget. View Details

Keywords: Advertising; Distribution Channels; Budgets and Budgeting; Product Development; Beauty and Cosmetics Industry

26 Jul 2006
Research & Ideas

The Strategic Way to Go to Market

Is there any distribution system more poorly conceived than the one used by most U.S. car manufacturers and dealers? In the prevailing system, car prices are initially jacked up by locked-in labor concessions. Manufacturers pit dealers... View Details

Keywords: by Sean Silverthorne

August 2013
Teaching Plan

Remicade-Simponi

By: Guhan Subramanian and Charlotte Krontiris

This exercise models a negotiation between two pharmaceutical companies—Johnson & Johnson and Merck—concerning the international distribution rights for Remicade, a blockbuster anti-arthritis drug. At odds over the original distribution contract, the two companies... View Details

Keywords: Johnson ＆ Johnson; Merck; Negotiation; Negotiation Participants; Negotiation Deal; Pharmaceutical Industry

September 1997 (Revised March 1998)
Background Note

Automobile Retailing in the U.S.

By: V. Kasturi Rangan and Marie Bell

In the mid-1990s, the U.S. automobile retailing industry is on the brink of profound change. This case traces the drivers of change, the history of the industry, and potential distribution systems of the future. View Details

Keywords: History; Distribution; Change; Auto Industry; Retail Industry; United States

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February 1985 (Revised April 1991)
Case

Computervision-Japan (A)

The CAD/CAM market in Japan is about to take off. Computervision wants its exclusive distributor to dramatically expand its sales and service coverage. The distributor wants a joint venture with Computervision before expanding. Several distribution alternatives... View Details

Keywords: Marketing Channels; Distribution Channels; Information Technology Industry; Japan

May 2011 (Revised July 2012)
Exercise

Remicade/Simponi: Confidential Instructions for Johnson & Johnson

By: Guhan Subramanian and Rhea Ghosh

This two-party negotiation exercise features a real-life dispute between Merck and Johnson & Johnson regarding European distribution rights to two highly lucrative drugs. View Details

Keywords: Price; Rights; Agreements and Arrangements; Negotiation Deal; Problems and Challenges; Risk and Uncertainty; Europe

12 Jun 2006
Research & Ideas

The Promise of Channel Stewardship

Most company distribution systems are designed ad-hoc when needed, and serve neither value chain partners nor end users well—just look at the frustrating new-car buying process set up by American auto makers. At the same time, says... View Details

Keywords: by V. Kasturi Rangan & Marie Bell; Consumer Products

October 2022 (Revised December 2022)
Case

Aphro Beverages

By: Frank V. Cespedes and Amram Migdal

This case focuses on distribution, sales, and product decisions as Aphro Beverages reaches an inflection point in its growth trajectory. In 2020, Aphro Beverages, based in Accra, Ghana, successfully launched its brand and brought two new alcoholic spirits products to... View Details

March 1995
Case

Procter & Gamble: Improving Consumer Value Through Process Redesign

The evolution of Procter & Gamble's development of efficient consumer response (ECR) involved a series of trials, a resolve to distribute diapers on the basis of product movement, a conscious effort to move to a new means of distribution across all lines, a first cut... View Details

Keywords: Technology; Organizational Change and Adaptation; Customer Value and Value Chain; Consumer Products Industry

May 1995
Case

Hannaford Brothers: Leading the Grocery Channel Transformation

The merchandising manager of a supermarket chain leads an effort to reorganize the process of buying and delivering products from manufacturers to their warehouse for further distribution to stores. The company is an early mover in implementing efficient consumer... View Details

Keywords: Competition; Supply Chain Management; Distribution Channels; Customer Focus and Relationships; Retail Industry; Food and Beverage Industry

July 2022
Teaching Note

Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience

By: Ayelet Israeli, Fares Khrais and Menna Hassan

Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details

July–August 2014
Article

Obamacare Rules Pose Challenges for S Corp Owners

By: Josh Baron, Steve Salley and Judith L. Walsh

The article offers information financial impacts of tax by the U.S. Affordable Care Act (ACA) applied in January 2013 on family business shareholders and owners of S Corp. It discusses suggestions in tax planning to equalize tax burden including establishing family... View Details

Keywords: Ownership Type; Family Ownership; Compensation and Benefits; Taxation; Government Legislation

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October 1999
Case

Intel Labs (A): Photolithography Strategy in Crisis

Intel has evolved a new approach to managing its industrial research, the distributed labs model. The benefits and limits of this model are explored. View Details

Keywords: Operations; Research and Development

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