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- December 2004 (Revised December 2005)
- Case
Nectar: Making Loyalty Pay
By: John A. Deighton
Loyalty Management UK (LMUK) manages British supermarket chain Sainsbury's frequent-shopper card program, called Nectar. LMUK uses Sainsbury's sponsorship as the magnet to attract other retailers into a profitable, multisponsor loyalty network. Examines the economics... View Details
- September 2004 (Revised February 2010)
- Case
The Passion of the Christ (A)
By: John A. Quelch, Anita Elberse and Anna Harrington
Bob Berney, president of Newmarket Films, must decide on a distribution and marketing strategy for Mel Gibson's controversial new movie, The Passion of the Christ. Fueled by Gibson's star power as well as an extensive prescreening campaign among Christian leaders and... View Details
- August 2004 (Revised February 2006)
- Case
Marketing James Patterson
By: John A. Deighton
Can a successful novelist use direct-to-consumer marketing to grow his brand? The author, who in a previous career ran a major advertising agency, uses advertising with great success to build his stature as a crime fiction writer. Further, he applies his experience at... View Details
- April 2004 (Revised May 2017)
- Case
Real Madrid Club de Futbol
By: John Quelch, Jose Luis Nueno and Carin-Isabel Knoop
In June 2004, Florentino Perez, a well-known Spanish businessman, was elected president of Real Madrid, one of the world's top soccer clubs. In his campaign, Perez had promised to turn around the club's finances, bring in world-class talent, and expand the club's brand... View Details
- April 2004 (Revised June 2004)
- Case
Entrepreneurship Goes Global: ResMed's Gamble
By: Christopher A. Bartlett, Andrew N. McLean and Meg Glinska
On the basis of its innovative medical device for treating sleep apnea, CEO Peter Farrell has made Australian-born ResMed a successful global company. But the company is struggling to implement a strategy to expand the device from its focused core market to a much... View Details
- April 2004 (Revised July 2019)
- Case
Wal-Mart in Europe
By: J. Gunnar Trumbull and Louisa Neissa
Presents challenges facing Wal-Mart during its move into Germany. Explores the dynamics of the German retail market. View Details
- spring 2004
- Article
Multinationals and Linkages: An Empirical Investigation
By: Laura Alfaro and Andres Rodriguez-Clare
Several recent papers have used plant-level data and panel econometric techniques to carefully explore the existence FDI externalities. One conclusion that emerges from this literature is that it is difficult to find evidence of positive externalities from... View Details
- March 2004
- Case
L.L. Bean: A Search for Growth
By: Rajiv Lal, Walter J. Salmon and James Weber
In mid-2003, CEO Chris McCormick felt L.L. Bean was in a good position to begin to grow again. For nearly 90 years, the company sold clothing and gear for outdoor enthusiasts through its catalogs and a single retail store in Freeport, Maine. In the three decades prior... View Details
- March 2004 (Revised September 2005)
- Case
RealNetworks Rhapsody
By: Thomas R. Eisenmann and Steven Carpenter
Examines RealNetwork's (Real's) strategy for the rapidly emerging online music market. In contrast to rivals who sell individual copies of songs, Real offers online music on a subscription basis. For a $10 monthly fee, subscribers to Real's Rhapsody service have... View Details
- March 2004
- Article
Inflation, Inflation Variability, and Corruption
By: Miguel Braun and Rafael Di Tella
We present a model where agents can inflate the cost of goods needed to start an investment project and inflation variability increases monitoring costs. We show that inflation variability can lead to higher corruption and lower investment. We document a positive... View Details
- February 2004
- Case
Bradman and Tendulkar, LLC
By: Ananth Raman and Vishal Gaur
An investment firm is trying to project inventory turns for Radio Shack, a chain of consumer electronics stores. The investment firm has access to public financial data but not to internal operational metrics. It needs to project inventory turns because inventory... View Details
- October 2003
- Supplement
Strategic Inflection: TiVo in 2003 (B)
By: Christina Darwall, Pai-Ling Yin and David B. Yoffie
Spreadsheet for use with case (9-704-429). Download Only. (Examines the possibility of TIVo being a content distributor). View Details
- August 2003 (Revised October 2003)
- Case
C&S Wholesale Grocers: Self-Managed Teams
By: Thomas J. DeLong, Tejal Mody and David Ager
Rick Cohen, president and CEO of C&S Wholesale Grocers, is trying to decide whether and how to implement the self-managed teams concept in his warehouse. Eight months earlier, C&S had begun to act as principal wholesaler to A&P throughout New England, a decision that... View Details
- July 2003 (Revised March 2004)
- Case
XM Satellite Radio (A)
By: David B. Godes and Elie Ofek
XM Satellite Radio is a radically new way to listen to radio. Management must develop a marketing strategy to launch the firm and the category. A crucial aspect of the strategy is to determine which of two business models the company will pursue. Should it focus... View Details
- September 2002 (Revised June 2003)
- Background Note
Multinationals as Global Intermediaries
By: Tarun Khanna and Krishna G. Palepu
Presents a conceptual framework of the circumstances when multinationals attempt to create, or face difficulty creating, value in cross-border commerce. Particular attention is paid to the role of multinationals as intermediaries in international transactions where the... View Details
- September 2002 (Revised October 2002)
- Case
GolfLogix: Measuring the Game of Golf
By: John T. Gourville and Professor Jerry N. Conover
GolfLogix has developed a small, GPS-based device to help golfers track their play. They must decide how best to distribute these devices: 1) sell them directly to golfers through traditional retail channels; 2) sell them to courses, which would then provide them to... View Details
- September 2002
- Case
Abercrombie & Kent
By: Frances X. Frei, Brian Corbett, Mark Partin and Daniel Rethazy
Describes Abercrombie & Kent, the outdoor adventure company that has provided services throughout the entire history of the outdoor adventure industry. Provides an opportunity to learn how the company successfully grown into a premier player in the industry by adapting... View Details
- August 2002 (Revised June 2006)
- Case
Great Dakota Bank: Online Banking
By: Frances X. Frei, Youngme E. Moon and Hanna Rodriguez-Farrar
In 2002, Great Dakota Bank's retail division is considering how heavily it should be promoting the company's online banking service. A recent promotional campaign appears to have significantly increased enrollments in online banking, but it is unclear whether the bank... View Details
- June 2002 (Revised September 2005)
- Case
Online Music Distribution in a Post-Napster World
By: Youngme E. Moon
Provides a description of the rise and decline of Napster, the free Internet music-swapping service. Also describes second-generation peer-to-peer services (e.g., Gnutella) as well as paid subscription services (e.g., MusicNet, pressplay). View Details
- June 2002 (Revised July 2002)
- Case
NTT DoCoMo: Marketing i-mode
By: Youngme E. Moon
i-mode is a wireless Internet service offered in Japan by NTT DoCoMo. In just three years, the service has won over 30 million subscribers and achieved a 60% share of Japan's mobile Internet market, making it the most successful mobile data service in the world. It is... View Details