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      • August 1989 (Revised May 1991)
      • Case

      Grosvenor Park

      By: William J. Poorvu and Katherine Sweetman
      Dick Dublin believes he has designed a townhouse development which will appeal to mobile young professionals. Dublin has removed some market risk by locking in a forward commitment for low interest rate loans for future purchasers at Grosvenor Park. The pricing... View Details
      Keywords: Financial Management; Projects; Financing and Loans; Property; Financial Strategy; Price; Strategic Planning; Business and Government Relations; Real Estate Industry; Maryland
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      Poorvu, William J., and Katherine Sweetman. "Grosvenor Park." Harvard Business School Case 390-010, August 1989. (Revised May 1991.)
      • August 1989 (Revised November 1994)
      • Case

      Nissan Motor Co. Ltd.: Marketing Strategy for the European Market

      By: John A. Quelch
      Nissan executives are reviewing their European marketing strategy in light of the 1992 European Community (EC) market integration program and the likely end of bilateral import quotas on Japanese cars by some EC countries. Having recently established a manufacturing... View Details
      Keywords: Marketing Strategy; Resource Allocation; Market Entry and Exit; Trade; Auto Industry; Japan; United Kingdom; Europe
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      Quelch, John A. "Nissan Motor Co. Ltd.: Marketing Strategy for the European Market." Harvard Business School Case 590-018, August 1989. (Revised November 1994.)
      • July 1989 (Revised December 1990)
      • Case

      CIBA-GEIGY Pharmaceuticals: Pharma International

      By: John A. Quelch
      Examines the decision by Pharma International on whether to launch an antimalarial product in Nigeria and, if so, how that should be implemented. Involves commercial, ethical, and policy considerations. Rich in situation assessment data, the case refers to criticism of... View Details
      Keywords: Ethics; Decision Choices and Conditions; Product Launch; Policy; Developing Countries and Economies; Pharmaceutical Industry; Nigeria
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      Quelch, John A. "CIBA-GEIGY Pharmaceuticals: Pharma International." Harvard Business School Case 589-108, July 1989. (Revised December 1990.)
      • July 1989 (Revised May 2004)
      • Case

      Colonial Homes

      By: David E. Bell
      Colonial Homes supplies a complete raw materials package to build entire homes. The price of the package is guaranteed at the signing of the sales contract, while delivery (and payment) are not effected for up to six months. In an effort to reduce its exposure to... View Details
      Keywords: Customer Value and Value Chain; Contracts; Price; Price Bubble; Fluctuation; Monopoly; Problems and Challenges; Sales; Accommodations Industry; Accommodations Industry
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      Bell, David E. "Colonial Homes." Harvard Business School Case 190-008, July 1989. (Revised May 2004.)
      • June 1989 (Revised May 1993)
      • Case

      Rossin Greenberg Seronick & Hill, Inc. (A)

      By: John A. Quelch
      Rossin Greenberg Seronick & Hill (RGSH), a New England advertising agency, was keen to secure the account of Microsoft Corp. The case describes the bid for the account, which included the submission of a "flier" referring to knowledge of a competitor's plans, as a... View Details
      Keywords: Ethics; Marketing; Advertising; Advertising Industry; New England
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      Quelch, John A. "Rossin Greenberg Seronick & Hill, Inc. (A)." Harvard Business School Case 589-124, June 1989. (Revised May 1993.)
      • June 1989 (Revised May 1993)
      • Supplement

      Rossin Greenberg Seronick & Hill, Inc. (B)

      By: John A. Quelch
      Teaching objectives: 1) to show how aggressive marketing can lead to allegations of misconduct, 2) to consider responses under crisis management, and 3) to explore the importance of credibility within marketing communications. View Details
      Keywords: Ethics; Marketing Communications; Advertising; Crisis Management; Advertising Industry
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      Quelch, John A. "Rossin Greenberg Seronick & Hill, Inc. (B)." Harvard Business School Supplement 589-125, June 1989. (Revised May 1993.)
      • June 1989 (Revised May 1993)
      • Supplement

      Rossin Greenberg Seronick & Hill, Inc. (C)

      By: John A. Quelch
      Teaching objectives: 1) to consider legal and other obligations advertising agencies owe to their clients, 2) to show how aggressive marketing can lead to allegations of misconduct, 3) to explore conflicts of interest which may arise for professional service companies... View Details
      Keywords: Conflict of Interests; Ethics; Lawsuits and Litigation; Marketing; Advertising; Advertising Industry; New England
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      Quelch, John A. "Rossin Greenberg Seronick & Hill, Inc. (C)." Harvard Business School Supplement 589-126, June 1989. (Revised May 1993.)
      • June 1989 (Revised July 1993)
      • Case

      CIGNA Worldwide

      By: John A. Quelch
      A CIGNA Worldwide (CWW) task group of European country directors and key functional managers is meeting in November 1988 to discuss how CWW should respond to the European Community's plan to remove existing internal barriers and restrictions to the free flow of goods... View Details
      Keywords: Multinational Firms and Management; Insurance; Competitive Strategy; Emerging Markets; Trade; Insurance Industry; Europe
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      Quelch, John A. "CIGNA Worldwide." Harvard Business School Case 589-098, June 1989. (Revised July 1993.)
      • June 1989 (Revised November 1991)
      • Supplement

      Ingersoll-Rand (B): Managing Multiple Channels--1986

      By: V. Kasturi Rangan
      Peter Baldwin takes over Clabough's job and is charged with the responsibility to improve sales force morale, control expenses, and improve market share. View Details
      Keywords: Salesforce Management; Supply and Industry; Management Teams; Industrial Products Industry
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      Rangan, V. Kasturi. "Ingersoll-Rand (B): Managing Multiple Channels--1986." Harvard Business School Supplement 589-122, June 1989. (Revised November 1991.)
      • May 1989 (Revised February 1991)
      • Supplement

      Motorola and Japan (B)

      By: David B. Yoffie and John J. Coleman
      Updates Motorola and Japan (A) and Motorola and Japan (A), Supplement. A rewrite of two earlier supplements. View Details
      Keywords: Market Entry and Exit; Standards; Competition; Corporate Strategy; Telecommunications Industry; Japan
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      Yoffie, David B., and John J. Coleman. "Motorola and Japan (B)." Harvard Business School Supplement 389-172, May 1989. (Revised February 1991.)
      • April 1989 (Revised December 1998)
      • Background Note

      Household Furniture Industry in 1986

      By: Michael E. Porter and Cynthia A. Montgomery
      Profiles the household furniture industry in the United States in 1986. Designed for use with Masco Corp. (A) and (B). View Details
      Keywords: Supply and Industry; Consumer Products Industry
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      Porter, Michael E., and Cynthia A. Montgomery. "Household Furniture Industry in 1986." Harvard Business School Background Note 389-189, April 1989. (Revised December 1998.)
      • April 1989 (Revised December 1998)
      • Case

      Masco Corp. (A)

      By: Michael E. Porter and Cynthia A. Montgomery
      Describes the history and corporate position of a large and successful producer of faucets and related household products. Masco is considering entry into the $14 billion furniture industry. Designed to be used with Household Furniture Industry in 1986 in a strategy... View Details
      Keywords: Diversification; Market Entry and Exit; Corporate Strategy; Rank and Position; Consumer Products Industry
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      Porter, Michael E., and Cynthia A. Montgomery. "Masco Corp. (A)." Harvard Business School Case 389-186, April 1989. (Revised December 1998.)
      • April 1989 (Revised November 1998)
      • Supplement

      Masco Corp. (B)

      By: Michael E. Porter and Cynthia A. Montgomery
      Describes Masco's initial entry strategy and is designed as an in-class handout. View Details
      Keywords: Market Entry and Exit; Diversification; Consumer Products Industry
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      Porter, Michael E., and Cynthia A. Montgomery. "Masco Corp. (B)." Harvard Business School Supplement 389-187, April 1989. (Revised November 1998.)
      • April 1989
      • Case

      New England Brown Egg Council Takes on Salmonella

      By: Stephen A. Greyser and Norman Klein
      Keywords: Advertising Campaigns; Perception; Agriculture and Agribusiness Industry; New England
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      Greyser, Stephen A., and Norman Klein. "New England Brown Egg Council Takes on Salmonella." Harvard Business School Case 589-114, April 1989.
      • April 1989 (Revised October 2005)
      • Case

      James Burke: A Career in American Business (A)

      By: Richard S. Tedlow and Wendy Smith
      Presents an historical overview of the professional career of James E. Burke, chairman and CEO of Johnson & Johnson. Examines the corporation's handling of three major occurrences--the Tylenol poisonings in 1982 and 1986 and the acquisition and subsequent sale of... View Details
      Keywords: Business History; Marketing Strategy; Ethics; Personal Development and Career; Crisis Management; Consumer Products Industry; Consumer Products Industry; United States
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      Tedlow, Richard S., and Wendy Smith. "James Burke: A Career in American Business (A)." Harvard Business School Case 389-177, April 1989. (Revised October 2005.)
      • April 1989 (Revised January 1994)
      • Case

      Novo Industri

      By: Michael E. Porter and Michael J. Enright
      Describes the structure of the insulin industry, a treatment for diabetes and Novo's strategy and competitive position in early 1982. The industry is undergoing significant change and Novo must decide how to defend and build its international position. Designed as an... View Details
      Keywords: Change; Global Strategy; Industry Structures; Alliances; Competitive Strategy; Health Disorders; Pharmaceutical Industry
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      Porter, Michael E., and Michael J. Enright. "Novo Industri." Harvard Business School Case 389-148, April 1989. (Revised January 1994.)
      • March 1989 (Revised August 1989)
      • Case

      GI Wars: Tums vs. Rolaids—Positioning Over-the-Counter Drugs

      By: Regina E. Herzlinger
      Keywords: Health; Product Positioning; Pharmaceutical Industry
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      Herzlinger, Regina E. "GI Wars: Tums vs. Rolaids—Positioning Over-the-Counter Drugs." Harvard Business School Case 189-118, March 1989. (Revised August 1989.)
      • February 1989 (Revised October 1994)
      • Case

      Asahi Breweries Ltd.

      By: Malcolm S. Salter
      Focuses on competitive repositioning, organizational renewal, and personal leadership. Describes how Asahi Breweries was faced with a major capacity expansion decision after succeeding in increasing market share dramatically in the traditionally stable Japanese beer... View Details
      Keywords: Competitive Strategy; Expansion; Leadership; Organizational Structure; Product Launch; Management Teams; Business or Company Management; Marketing Strategy; Supply Chain Management; Mission and Purpose; Food and Beverage Industry; Japan
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      Salter, Malcolm S. "Asahi Breweries Ltd." Harvard Business School Case 389-114, February 1989. (Revised October 1994.)
      • February 1989 (Revised November 1991)
      • Case

      Science Technology Co.--1985

      By: Thomas R. Piper
      The CEO of a U.S. electronics firm is assessing the financial forecasts and the financing plan prepared by the chief financial officer. Given the cyclicality of the industry and the volatility of the firm's performance, the CEO is unsure as to the usefulness of... View Details
      Keywords: Risk and Uncertainty; Change Management; Industry Growth; Forecasting and Prediction; Financial Strategy; Volatility; Electronics Industry
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      Piper, Thomas R. "Science Technology Co.--1985." Harvard Business School Case 289-040, February 1989. (Revised November 1991.)
      • January 1989 (Revised December 1991)
      • Case

      British Airways: ""Go for It, America!"" Promotion (A)

      By: Stephen A. Greyser
      Senior marketing executives of a major international airline are deciding on a strategy to address a crisis situation precipitated by a series of terrorist acts. The company is experiencing the worst downturn ever in its U.S.-U.K. travel business due to media reports... View Details
      Keywords: Advertising Campaigns; Crime and Corruption; Crisis Management; Management Teams; Time Management; Marketing Strategy; Perception; Value Creation; Travel Industry; United Kingdom; United States
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      Greyser, Stephen A. British Airways: ""Go for It, America!"" Promotion (A). Harvard Business School Case 589-089, January 1989. (Revised December 1991.)
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