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Publications
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(9,502)
- Faculty Publications (3,070)
- 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
- Case
Star Cablevision Group (A): Harvesting in a Bull Market
First case in a series of six cases that follow the experience of a cable television company as it adjusts to the rapid rise and precipitous decline of the stock market in the late 1980s. In this case Don Jones, the company's founder and owner, sees the rise in public... 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
- September 1992 (Revised March 1998)
- Case
Japan Confronts an Interdependent World
By: George C. Lodge
Traces the evolution of Japan's economic strategy from 1972 to 1992. Describes the collapse of the Japanese stock market in the spring of 1992, raising the question: Is this the end of Japan's miraculous growth? To help students consider that question, the case... 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 February 1995)
- Case
Otis Pacific Asia Operations (B): Regionalization
Describes Otis's effort to build a regional organization linking its previously autonomous opportunities across the Pacific Asia region. Describes changes being made in several key functions, including manufacturing, marketing, engineering, and finance. Presents major... View Details
Keywords: Engineering; Finance; Marketing Strategy; Production; Opportunities; Competition; Integration
- August 1992 (Revised June 1993)
- Case
Compania de Telefonos de Chile
By: W. Carl Kester, Enrique Ostale and Charles McHugh La Follette
The newly privatized Chilean telephone company, Compania de Telefonos de Chile (CTC) must raise substantial new funds externally in order to finance its expansion program. This task is complicated by Chile's small, illiquid capital markets and the skeptical view of... View Details
- May 1992
- Supplement
Fabtek (B)
By: Rowland T. Moriarty Jr. and Benson P. Shapiro
Presents an urgent order for repair service from an important customer who had purchased an item from a competitor. The item, which TiFab had bid on, went out at a price that TiFab predicted was below the amount necessary to ensure quality manufacture. Now the customer... 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
- May 1992 (Revised August 1996)
- Case
NIKE in Transition (A): The Ascendancy of Bob Woodell
Explores Bob Woodell's tenure as Nike's first COO. Describes development of Woodell's management style, his attempts to develop the organization, and his responses to unforeseen business problems. Changing market forces, new competitors, a build-up of low-end... View Details
- May 1992 (Revised May 2002)
- Case
NIKE in Transition (B): Phil Knight Returns
After returning to the CEO/COO job, Phil Knight makes changes to Nike's strategy, organization, and management between 1983 and 1987 aimed at making Nike more responsive to the market place. He takes cost-cutting measures, and experiments with several management and... View Details
- April 1992 (Revised August 1994)
- Case
Apple Computer--1992
By: David B. Yoffie
In 1992, Apple received the only profitable standard other than IBM/Microsoft/Intel in the PC industry. The case examines Apple's dilemma of how to retain its profitability as the structure of the industry deteriorates. Apple's CEO poses the critical question: Can... 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
- March 1992 (Revised October 1994)
- Case
AT&T Consumer Products
Describes the factors AT&T Consumer Products managers considered in deciding whether to locate a new plant for telephone answering machines in the United States, Asia, or Mexico. Describes in depth the restructuring of AT&T during the 1980s, the competition facing its... View Details
- March 1992 (Revised June 1992)
- Case
Thermo Electron Corp.
George Hatsopoulos, CEO at Thermo Electron Corp., is considering whether to issue shares in a subsidiary via an initial public offering (IPO). The company has developed an unusual corporate structure in which subsidiaries fund new ventures by raising debt and equity in... View Details
- March 1992 (Revised December 1992)
- Case
Harley-Davidson, Inc.--1987
By: W. Carl Kester and Julia Morley
After an LBO and near bankruptcy in the early 1980s, Harley-Davidson makes an astonishing recovery, going public in 1986. Its listing on the New York Stock Exchange in 1987 provides the occasion of an equity analyst to publish a research report in which she must issue... View Details
- February 1992 (Revised December 1994)
- Case
Birds Eye and the U.K. Frozen Food Industry (A)
By: David J. Collis
Describes the forty-year evolution of the U.K. frozen food industry, and traces the emergence, dominance, and the decline of Birds Eye. Its success is as a vertically integrated producer, distributor, and marketer of frozen foods that pioneers the industry in the U.K.... View Details
- February 1992 (Revised April 1995)
- Case
Pfizer: Global Protection of Intellectual Property
By: Lynn S. Paine and Michael Santoro
Top officials at Pfizer are assessing their strategy for improving protection of Pfizer's patents around the world. The outcome of the Uruguay Round of the GATT negotiations is uncertain, and it is not clear whether an acceptable intellectual property protection... 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
- January 1992 (Revised March 1993)
- Case
Maison Bouygues
By: John A. Quelch
The vice president of marketing is reviewing the 1991 marketing plan and budget for Maison Bouygues, the leading builder of new single family homes in France. Due to recession, the company's sales are forecast to be flat and adjustments may need to be made in the... View Details