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Publications
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- Faculty Publications (4,480)
- July 1993 (Revised September 1995)
- Supplement
Block 16: Environmental Groups' Perspectives
By: Malcolm S. Salter and Susan E.A. Hall
Supplements Block 16: Conoco's Green Oil Strategy (A). Provides the environmental groups' perspective on Conoco's Ecuadorian strategy. Designed to be distributed to students who will be playing the role of Ecuadorian environmentalists. View Details
- July 1993 (Revised September 1994)
- Case
Millipore New Product Commercialization: A Tale of Two New Products
By: V. Kasturi Rangan and Kevin Bartus
Millipore, the worldwide leader in separations technology, was in the process of launching two key new products: one a liquid chromatography/mass spectrometer and the other a virus separation membrane. The case documents the product development and commercialization... View Details
- July 1993 (Revised April 1999)
- Case
ABB's Relays Business: Building and Managing a Global Matrix
Describes the development and management of the relays business area (BA) in ABB's global matrix organization. Focuses on three levels of management--corporate, BA, and operating company. Highlights the roles and responsibilities of individuals at each level as ABB... View Details
- July 1993
- Supplement
Advertising Council Get Out the Vote Campaign: Strategy and Creative Execution
- July 1993
- Supplement
Advertising Council: Corporate Strategy
- July 1993 (Revised November 1993)
- Case
European Bank for Reconstruction and Development: Marketing Strategy for the Debut Bond Offering
The European Bank for Reconstruction and Development, the first supranational financial institution of the post-Cold War era, is planning its debut in the international capital markets through a bond issuance of $500 million. The bank must determine its marketing... View Details
- June 1993 (Revised December 1995)
- Case
Frito-Lay, Inc.: The Navigator Project (A)
By: Lynda M. Applegate, Richard O. Mason and Melinda Conrad
Provides an overview of the company's recent organizational changes followed by a discussion of the company's new sales promotion software, "Promotion Planner." The president of Frito-Lay's central division must decide how he should proceed with the rollout of this new... View Details
- June 1993 (Revised September 1993)
- Case
Retail in Mexico 1993
By: David B. Yoffie and Charles McHugh LaFollette
In the wake of NAFTA, U.S. retail firms begin to see Mexico as an attractive market for international expansion. This case examines the structure of Mexico's volume retail (grocery, discount, warehouse club, hypermarket) industry, the joint ventures between U.S. and... View Details
Keywords: Expansion; Global Strategy; Joint Ventures; Industry Structures; Trade; Retail Industry; United States; Mexico
- June 1993 (Revised December 1994)
- Case
Milkpak Limited.: International Joint Venture
By: John A. Quelch
Considers a Pakistani company's decision to conduct a joint venture with a foreign multinational. In 1987, Milkpak Ltd. had successfully developed a market for sterilized milk and wanted to produce other value-added food products. The company was evaluating the best... View Details
- June 1993 (Revised July 1996)
- Case
Bajaj Auto Ltd.
By: John A. Quelch
Bajaj Auto Ltd., the world's second-largest manufacturer of two- and three-wheeler vehicles, is facing increasing competition in its domestic Indian market. The case evaluates appropriate marketing responses both in the Indian market and export markets. View Details
- May 1993 (Revised July 1995)
- Case
Air Miles
By: John A. Quelch
The chairman and CEO of a U.K.-based frequent buyer travel award program is planning on launching in North America. Management must determine the marketing strategy to be used, specifically how the U.K. program should be altered, whether the U.S. and Canadian markets... View Details
- May 1993 (Revised January 1994)
- Case
Cummins Engine Company, The: Starting Up "B" Crankshaft Manufacturing at the San Luis Potosi Plant
By: Robert H. Hayes
Cummins Engine Co. is starting up production of diesel engine crankshafts in its plant in central Mexico. This operation requires much tighter tolerances than any product previously produced at the plant, and the young (recent MBA) manager who is in charge of the... View Details
- 1993
- Working Paper
Currency Hedging Over Long Horizons
By: K. A. Froot
This paper reexamines the widely-held wisdom that the currency exposure of international investments should be entirely hedged. It finds that the previously documented ability of hedges to reduce portfolio return variance holds at short horizons, but not at long... View Details
- April 1993 (Revised July 1994)
- Case
MathSoft, Inc. (A)
MathSoft's VP of sales has doubled the size of the company's direct field sales force to support the launch of a new, high-end workstation software product priced at almost $9,000. However, sales of the new product are far below plan. At the same time, the VP of... View Details
- April 1993 (Revised June 1994)
- Supplement
MathSoft, Inc. (B)
Describes the president's decision regarding MathSoft's marketing channels and communications methods, and the company's sales results during the next five quarters. The (A) case market response model is also updated. View Details
- April 1993 (Revised December 1994)
- Case
American Express TRS Charge-Card Receivables
By: Andre F. Perold and Kuljot Singh
American Express (TRS) Co. is considering a proposal to securitize a portion of their consumer charge-card receivables portfolio. In the past, they have relied exclusively on a captive finance subsidiary, Credco, to perform this function. The proposed securitization... View Details
- April 1993 (Revised May 1994)
- Case
General Dynamics and Computer Sciences Corporation: Outsourcing the IS Function (A)
By: F. Warren McFarlan and Katherine Seger
Designed to generate discussion on the issues of outsourcing from the perspective of a firm thinking about turning over its IS activities to a third-party vendor. View Details
Keywords: Management Systems; Management Style; Information Technology; Job Cuts and Outsourcing; Business Strategy; Economic Systems; Business or Company Management; Organizational Change and Adaptation; Business Processes; Employment; Emerging Markets; Activity Based Costing and Management; Information Technology Industry; Consulting Industry
- April 1993 (Revised May 1994)
- Background Note
Positioning
By: David E. Bell
Describes the importance of positioning for retail outlets. Sections of the note deal with aspects of the retailing mix. View Details
- April 1993 (Revised June 1993)
- Case
Bayerische Motoren Werke AG (BMW)
By: Robert J. Dolan
In 1992, BMW attempts to revive its position in the United States market. In 1991, unit sales had fallen to 53,000 from 88,000 in 1987. The new CEO of North America considers a multifaceted plan to turn around the situation. View Details