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(17,976)
- Faculty Publications (4,931)
- September 1986 (Revised November 1994)
- Case
Lotus Development Corp. Channel Choice: Direct vs. Distribution
Lotus Development Corp., the number one microsoftware firm has traditionally sold to its customers through a distributor-retail dealer network. In early 1986, the company is considering the option of selling direct to large corporate customers. Students are expected to... View Details
- September 1986 (Revised July 2001)
- Case
Eastern Electric Apparatus Repair Company (A)
By: Carliss Y. Baldwin and Harry Gruner
As principals engaged in structuring leveraged buyouts for a well-capitalized risk arbitrage firm, Bob Meehan and George Schwartz are preparing to bid for the business and assets of a Westinghouse subsidiary. The case focuses on the value of the opportunity, methods of... View Details
- September 1986
- Article
Technological Discontinuities and Organizational Environments
By: Michael Tushman and Philip Anderson
- August 1986 (Revised June 1987)
- Case
Lotus Development Corporation: Entering International Markets
By: David B. Yoffie and John J. Coleman
Lotus 1-2-3 exploded on the American market in the spring of 1983. Nine months later Jim Manzi, vice president of marketing, hired Chuck Digate to develop an international strategy for Lotus. Case explores Lotus' rapid rise to the top of the software market in the... View Details
- August 1986 (Revised February 1991)
- Supplement
Population Services International: The Social Marketing Project in Bangladesh, Video
Population Services International, a not-for-profit agency founded to promote family planning information and to market birth control products, had an agreement with the government of Bangladesh to conduct a social marketing program using modern marketing techniques to... View Details
- July 1986
- Background Note
Hints for Casewriting
Helps casewriters and their supervisors to understand the basics of developing cases for classroom use. View Details
Keywords: Cases
- Article
Partially Verifiable Information and Mechanism Design
By: Jerry R. Green and Jean-Jacques Laffont
In a principal-agent model with adverse selection, we study the implementation of social choice functions when the agent's message space is a correspondence which depends on this true characteristic. We characterize such correspondence for which the Revelation... View Details
- summer 1986
- Article
Salesforce Compensation Plans in Environments with Asymmetric Information
By: R. Lal and Richard Staelin
- June 1986 (Revised July 1990)
- Case
OTISLINE (A)
By: F. Warren McFarlan and Donna B. Stoddard
Describes the company's use of information technology to strengthen its position in the elevator sales and service market. Also demonstrates how information technology can be used to better manage and control a large geographically dispersed service organization. View Details
- May 1986 (Revised October 1986)
- Case
Data Administration in Citibank Brazil (B): Strategy and Technology
By: Shoshana Zuboff
- May 1986 (Revised October 1986)
- Case
Data Administration in Citibank Brazil (C): The Back-End Project
By: Shoshana Zuboff
- April 1986 (Revised July 1996)
- Case
Comdisco, Inc.: Financial Statement Analysis (A)
- February 1986 (Revised November 1987)
- Case
Palladian Software
- January 1986 (Revised October 1986)
- Case
Data Administration in Citibank Brazil (Abridged)
By: Shoshana Zuboff