Publications
Publications
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(10,295)
- Faculty Publications (3,028)
- December 1992
- Case
BASF: Corporate Advertising for 1992
By: Stephen A. Greyser and Norman Klein
Describes BASF's corporate advertising program in the United States. In 1992, BASF's U.S. companies extended an existing corporate advertising campaign to continue to build awareness of the German-based multinational's corporate identity. The core theme of the campaign... View Details
- December 1992
- Supplement
Wal-Mart Ventures into Mexico
By: David B. Yoffie and Jonathan Ginns
Introduces Wal-Mart's initial plans to enter the Mexican retail market. Designed for use with Wal-Mart Stores' Discount Operations. View Details
- November 1992 (Revised December 1992)
- Case
Pioneer in Egypt and Ethiopia
By: Ray A. Goldberg and David M. Theobald
- 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
- October 1992 (Revised December 1992)
- Case
American Connector Company (A)
By: Gary P. Pisano
American Connector Co. is forced to reexamine operations at its Sunnyvale plant when a Japanese competitor announces plans to build an "ultimate" plant in the United States. Case examines issues related to benchmarking a competitor's manufacturing capabilities and... View Details
- October 1992 (Revised December 1992)
- Supplement
Salomon and the Treasury Securities Auction: 1992 Update
By: Dwight B. Crane
Briefly summarizes the events that transpired after the investment bank Salomon Brothers revealed that it had repeatedly violated the rules governing the auction of new U.S. Government securities. Includes a description of the violations, the management shake-up that... View Details
- September 1992
- Case
Kodak Business Imaging Systems Division
By: Marie-Therese M. Flaherty and Steven C. Wheelwright
Describes Kodak's decision regarding a manufacturing site for some of its products. Compares several types of products (with different cost structures) and several worldwide locations (with different characteristics). Provides a framework (model) for comparing and... View Details
- September 1992 (Revised November 1997)
- Case
DHL Worldwide Express
By: John A. Quelch
The worldwide sales and marketing manager must determine the degree to which pricing strategy and tactics should be standardized or left to the discretion of the DHL subsidiary in each country. View Details
- August 1992
- Case
Otis Pacific Asia Operations (A): National Challenges
Describes the elevator market and Otis's competitive position in four markets: Hong Kong, Malaysia, India, and Japan. The student is asked to evaluate the strategic and competitive challenges in each market, especially in light of strong Japanese competition across the... View Details
- 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 January 2000)
- Supplement
ABB: Accountability Times Two (A)
By: Robert L. Simons
Describes the complexity of setting and reconciling performance targets in a global, matrix company. The president of the Finnish industry and rail transport company has received targets from two bosses--his regional superior and his business area superior. Each has... View Details
- May 1992 (Revised January 2000)
- Supplement
ABB: Accountability Times Two (B)
By: Robert L. Simons
Describes internal allocation conflicts in a complex global company structured as a matrix organization. ABB Switzerland has secured and will build an important power station project; however, internal market allocation policies dictate that this work be handled by ABB... View Details
- May 1992 (Revised January 2000)
- Case
Asea Brown Boveri: The ABACUS System
By: Robert L. Simons
Describes the computer-based information system (ABACUS) used to monitor and control business operations in a complex, global company. Describes the technical attributes of the database system, financial reporting requirements, target setting and profit calculations on... View Details
- April 1992 (Revised June 1993)
- Case
Otis South Africa (A)
By: Michael Beer
Otis Worldwide CEO, George David, was frustrated with the slow pace of nonwhite advancement within Otis South Africa. After a few years of trying to elicit action from South African management, he decided to send a 28-year old U.S. employee to take over as the human... View Details
- April 1992 (Revised February 1993)
- Supplement
Otis South Africa (B)
By: Michael Beer
Covers a June 1990 Social Responsibility Conference held by George David to evaluate the progress of his new management team in increasing the pace of nonwhite advancement. The U.S. CEO and the managing director of Otis South Africa disagree over the suitability of... View Details
- March 1992 (Revised April 1995)
- Case
Saatchi & Saatchi Co. PLC: Corporate Strategy
By: David J. Collis
Saatchi & Saatchi, founded in 1970, became the world's largest advertising agency in 1986. It then diversified into consulting and other managerial areas before crashing in 1989. Under a new CEO, the company restructured and refocused on its advertising agencies. View Details