Publications

July 1993 (Revised September 1995)
Case

Block 16: Conoco's "Green" Oil Strategy (A)

By: Malcolm S. Salter and Susan E.A. Hall

Conoco's attempted to win an oil development contract in Ecuador's tropical rain forest. The case discusses government perspectives, environmental perspectives, and indigenous people's perspectives. Allows role playing in a "negotiating forum" set up by Conoco to get... View Details

Keywords: Governance; Contracts; Growth and Development Strategy; Negotiation; Practice; Business and Community Relations; Environmental Sustainability; Perspective; Culture; Corporate Strategy; Latin America

July 1993 (Revised June 1994)
Case

Peak Electronics: Vendor Relationship with the Ford Motor Co. (A)

By: V. Kasturi Rangan

Keywords: Partners and Partnerships; Relationships; Electronics Industry; Auto Industry

July 1993 (Revised June 1994)
Supplement

Peak Electronics: Vendor Relationship with the Ford Motor Co. (B)

By: V. Kasturi Rangan

Keywords: Electronics Industry

July 1993 (Revised June 1994)
Supplement

Peak Electronics: Vendor Relationship with the Ford Motor Co. (C)

By: V. Kasturi Rangan

Keywords: Electronics Industry

July 1993
Case

Air Miles Canada

By: Thomas O. Jones, Leonard A. Schlesinger and Roger H. Hallowell

Air Miles Canada both increases customer loyalty by rewarding shopping frequency at specified merchants, and enables its sponsors to develop a new, more complex understanding of their customers' (and potential customers') shopping habits, thus making future customer... View Details

Keywords: Programs; Customer Relationship Management; Information Management; Air Transportation Industry; Canada

June 1993 (Revised April 1998)
Case

COMCO Holding AG (B): COMCO Martech

By: Rosabeth M. Kanter

COMCO Martech was a new breed of joint venture for COMCO Holding, a mid-sized Swiss-German company that had grown over a five-year period through tie-ups with small, start-up companies. Whereas a typical COMCO venture provided services to a large German retailer, was... View Details

Keywords: Joint Ventures; Business Startups; Trade; Operations; Environmental Sustainability; Business or Company Management; Multinational Firms and Management; Partners and Partnerships; Switzerland; United States; Europe

June 1993 (Revised November 2007)
Case

Duckworth Industries, Inc.--Incentive Compensation Programs

By: William E. Fruhan Jr.

A private company is considering an introduction of a long-run incentive compensation system in which payoffs to managers are determined by the economic value added for shareholders by their individual business units. The proposed new system is compared to a number of... View Details

Keywords: Executive Compensation; Management Teams; Business and Shareholder Relations; Motivation and Incentives; Value Creation

June 1993
Case

Laura Ashley (A): Creating a World Class Service Organization in Support of a Global Brand & Federal Express

By: Shoshana Zuboff

Keywords: Service Operations; Customer Focus and Relationships; Performance Effectiveness; Apparel and Accessories Industry

June 1993
Article

The Dynamics of Managing Racial Diversity in Developmental Relationships

By: D. A. Thomas

Keywords: Management; Diversity; Growth and Development; Relationships

June 1993
Article

The Effects of Relationships and Justification in an Interdependent Allocation Task

By: J. Polzer, M. Neale and P. Glenn

Keywords: Relationships

21 May 1993
Lecture

Shareholder Value Creation: Solely a U.S. Concept?

By: W. Carl Kester

Keywords: Business and Shareholder Relations; Value Creation; United States

March 1993
Case

Liz Claiborne, Inc. and Ruentex Industries, Ltd. (Abridged)

By: Roy D. Shapiro and Marie-Therese M. Flaherty

Details the evolution of a value-creating supplier-buyer partnership. Describes the buyer's (Liz Claiborne) manufacturing and marketing strategy, and details the workings of the firm's relationship with an important Taiwanese supplier of piece goods (Ruentex Industries... View Details

Keywords: Marketing Strategy; Order Taking and Fulfillment; Production; Supply Chain Management; Alliances; Value Creation; Manufacturing Industry

March 1993 (Revised June 1995)
Case

Singapore TradeNet: The Tale Continues

By: Lynda M. Applegate, John L. King and Boon-Siong Neo

Continues the story of Singapore Network Services Pte. Ltd. (SNS), which was created to initiate and manage the creation of value-added networks for trade and other aspects of commerce in the island nation of Singapore. SNS built on its TradeNet experience to develop... View Details

Keywords: Internet and the Web; Information Infrastructure; Internet and the Web; Profit Sharing; Partners and Partnerships; Trade; Business and Government Relations; Web Services Industry; Singapore

March 1993
Supplement

Burroughs Wellcome and AZT (B)

By: Willis M. Emmons III

Describes Burroughs Wellcome's response to protests over the pricing of its AIDS drug AZT in September 1989. Also presents short-term reactions by government officials, AIDS activists, and investors to Burroughs Wellcome's strategy. View Details

Keywords: Ethics; Health Pandemics; Multinational Firms and Management; Price; Crime and Corruption; Risk and Uncertainty; Business Strategy; Business and Community Relations; Business and Government Relations; Business and Shareholder Relations; Pharmaceutical Industry

March 1993 (Revised April 1995)
Case

IBM After-Sales Service

By: Janice H. Hammond

IBM has established a service delivery system to provide service and maintenance parts for its installed base of computers. The case outlines the competitive pressures IBM faces from alternative providers of maintenance services (e.g. other OEMs, third-party... View Details

Keywords: Service Delivery; Service Operations; Supply Chain; Supply Chain Management; Logistics; Operations; Distribution; Customer Focus and Relationships; Competitive Strategy; Computer Industry

February 1993 (Revised June 2011)
Case

David Fletcher

By: Linda A. Hill and Melinda B. Conrad

David Fletcher, manager of the Emerging Growth Fund at a New York investment management firm, decides to assemble a team of analysts to which he can delegate part of his workload. The case explores the challenges of being a producing manager and Fletcher's efforts to... View Details

Keywords: Problems and Challenges; Groups and Teams; Management Teams; Investment Funds; Management Style; Selection and Staffing; Financial Services Industry; New York (city, NY)

February 1993 (Revised August 1995)
Case

Medicare Payment for Drugs and Medical Devices

By: Regina E. Herzlinger

Keywords: Health Care and Treatment; Business and Government Relations; Medical Devices and Supplies Industry; Health Industry; Pharmaceutical Industry

January 1993 (Revised November 1993)
Case

FCB and Publicis (A): Forming the Alliance

By: Rosabeth M. Kanter

Two of the largest ad agencies form a partnership to be able to offer their clients global capabilities. After five years, how is the alliance faring? May be used with FCB and Publicis (B): Managing Client and Country Diversity and (C): The German-Led Network. View Details

Keywords: Alliances; Partners and Partnerships; Globalized Firms and Management; Advertising; Global Strategy; Marketing Strategy; Customer Focus and Relationships; Market Timing; Outcome or Result; Advertising Industry; United States; France; Germany