Publications
Publications
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(1,401)
- Faculty Publications (354)
- June 2000 (Revised June 2003)
- Teaching Note
Arrow Electronics, Inc. TN
By: Das Narayandas
Teaching Note for (9-598-022). View Details
- February 2000 (Revised January 2008)
- Case
Merrill Lynch: Integrated Choice
By: V. Kasturi Rangan and Marie Bell
Merrill Lynch, a full-service brokerage firm with $1.5 trillion in client assets, is under attack from both discount and electronic brokerage firms. It responds with Integrated Choice, a suite of products designed to capture clients from the do-it-yourself investor who... View Details
- February 2000 (Revised February 2002)
- Case
Owens & Minor, Inc. (A)
By: V.G. Narayanan and Lisa Brem
A forward-thinking manager at Owens & Minor (O&M), a large national medical and surgical distribution company, enlisted the help of both logistics and cost managers to develop an innovative pricing schedule based on the customer's activities instead of the price of the... View Details
- November 1999 (Revised March 2002)
- Case
Red Hat and the Linux Revolution
By: Alan D. MacCormack and Kerry Herman
The case describes the history of the Linux operating system and the open-source movement in general. Focuses on a critical decision being made by Red Hat, the largest distributor of Linux, about its future development efforts. The decision allows students to explore... View Details
- October 1999 (Revised March 2000)
- Case
HP Consumer Products Business Organization: Distributing Printers via the Internet
By: Rajiv Lal, Kirthi Kalyanam, Shelby Mc Intyre and Edie Prescott
In spring 1998, Pradeep Jotwani, vice president and general manager of the Consumer Products Business Organization of the Hewlett-Packard Co. (HP), was contemplating the increasing success of e-commerce and its implications for his division. The consumer products group... View Details
- September 1999 (Revised April 2000)
- Case
drugstore.com
By: Richard L. Nolan
On a clear day in August 1999 in the new headquarters of drugstore.com, against a backdrop of the Blue Angels flying in formation over Lake Washington practicing for their hydroplane Seafare Cup performance, Peter Neupert was pleased with his company's IPO performance.... View Details
- September 1999 (Revised October 2006)
- Case
MarketSoft
By: Joseph B. Lassiter III and Diana S. Gardner
Greg Erman and Nancy Benovich-Gilby have assembled a team and selected a market for the launch of a high-potential venture based on using an Internet-based service to manage the flow of sales leads between principals and their distribution channel partners. Their... View Details
- April 1999 (Revised May 2000)
- Case
Compaq Computer: Intel Inside?
By: David E. Bell and Ann Leamon
Presents the results of quantitative and qualitative market research on the possible acceptance of a non-Intel processor in Compaq Computer's consumer notebook line. If the low-priced, non-Intel notebook is a success, the company will maintain or increase its 45% share... View Details
- December 1998
- Case
Pioneer Hi-Bred: Turning Seeds Into Factories
By: F. Warren McFarlan and Melissa Dailey
The agricultural sector is among the preeminent information technology users in our economy," exclaimed an August 1998 Forbes ASAP survey of the U.S. economy's best and worst users of information technology (IT). The survey designated Pioneer Hi-Bred International,... View Details
- November 1998 (Revised July 1999)
- Case
Merrill Lynch's Acquisition of Mercury Asset Management
By: Andre F. Perold, Imran Ahmed and Randolph B Altschuler
In the Spring of 1998, Merrill Lynch faced an array of challenges and opportunities related to its global asset management business. The firm had recently completed its $5.3 billion cash acquisition of U.K.-based Mercury Asset Management, a transaction that made it one... View Details
- August 1998
- Case
Electronic Commerce at Air Products
By: F. Warren McFarlan and Melissa Dailey
In 1998,chief information officers (CIOs) in the highly competitive international gases and chemicals business faced the reality that electronic commerce capability was a strategic necessity. The results of annual surveys of technology officers in the chemical industry... View Details
- April 1998 (Revised January 2007)
- Case
Arrow Electronics, Inc.
By: Das Narayandas
Deals with the issue of cross-selling and managing a portfolio of products and services in business markets. Arrow/Schweber (A/S), a subsidiary of electronic parts distributor Arrow Electronics, has a portfolio of products that differ in the amount of value added by... View Details
- April 1998
- Case
Compaq, 1998
By: Steven C. Wheelwright and Matt Verlinden
In 1997, Compaq Computer Corp. had become a $25 billion powerhouse. It had accomplished its revenue growth projections, successfully made a number of strategic acquisitions, and increased its gross margins, principally by moving up market into servers, workstations,... View Details
- March 1998
- Case
Launch
Launch has developed an entertainment publication on CD-ROM with 240,000 subscribers and has recently introduced an on-line entertainment product (www.mylaunch.com) to complement the CD-ROM. Deals with multiple-channel delivery and platform selection and branding on... View Details
- September 1997 (Revised September 1997)
- Case
Koc Holding: Arcelik White Goods
By: John A. Quelch
Management is considering its options for future international expansion. Koc is the dominant supplier of white goods (kitchen appliances) in Turkey and has been increasing its export efforts. As lower import tariffs invite foreign competitors to enter Turkey, Koc must... View Details
- August 1997
- Background Note
Accounting for Manufacturing Companies
By: Srikant M. Datar
The accounting for a manufacturing company is examined, including the flow of costs from raw materials to work in process to finished goods and the distribution between an inventoriable or product cost and a noninventoriable or period cost. View Details
Keywords: Cost Accounting; Product; Cost; Distribution; Accrual Accounting; Accounting; Manufacturing Industry
- July 1997 (Revised February 1998)
- Case
Aladdin Knowledge Systems
By: John A. Quelch
The founder, president, and CEO of a leading software security company has just announced the $5.1 million cash acquisition of a key competitor. As a result, his company becomes the market share leader in Europe and number two in the United States. But now, he and the... View Details
- May 1997
- Teaching Note
Module Overview: Coordinating and Managing Supply Chains: Matching Supply and Demand TN
By: Ananth Raman
Prepares students to configure operating and distribution systems to provide product (or service) supply to match customer demand. Begins by introducing students to the supply-demand mismatch problem, documenting its significance in many companies, and suggesting ways... View Details
- January 1997 (Revised June 1997)
- Case
Southwire: Beyond 2000
By: F. Warren McFarlan and Melissa Dailey
Southwire, based in Carrollton, GA, was the leading producer of aluminum and copper rod, wire, and cable for the transmission and distribution of electricity. In one decade, CEO Roy Richards, Jr. grew annual sales from $500 million in 1985 to $1.9 billion in 1995, an... View Details
- November 1996 (Revised February 1997)
- Case
Farmington Fresh: Growers Changing Produce Distribution
By: Ray A. Goldberg and Don Daniels
Opening up of Asian markets for U.S. produce provided an opportunity for large-scale producers to develop their own packing house and airline to ship their product to Asian markets. Teaching Purpose: How do farmers take a proactive strategy in reaching global produce... View Details