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Publications
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(3,390)
- Faculty Publications (507)
- April 1990
- Case
Nestle Alimentana S.A. -- Infant Formula (Abridged)
By: James E. Austin
The new vice president of infant and dietetic products of Nestle Alimentana S.A. has to make recommendations on the company's marketing programs for its infant formulas in developing countries. The U.S. subsidiary is currently the target of a consumer boycott because... View Details
- March 1990 (Revised October 1999)
- Case
Mary Kay Cosmetics: Sales Force Incentives (A)
By: Robert L. Simons and Hilary Weston
Describes the incentive system by which Mary Kay Cosmetics motivates the sales force of 200,000 independent agents who comprise the firm's only distribution channel. Illustrates the powerful effect on sales-force behavior that results when creative types of employee... View Details
- February 1990 (Revised April 1991)
- Case
Central Maine Power Co.: Goals and Objectives Program (A)
By: Robert L. Simons
- February 1990 (Revised April 1991)
- Supplement
Central Maine Power Co.: Goals and Objectives Program (B)
By: Robert L. Simons
- 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
- April 1989 (Revised August 1989)
- Case
Burlington Northern (A)
Describes the forces that led to the development of a logistics analysis program by the Burlington Northern Railroad. The first half of the case describes changes in industrial structure, technology, demographics, shipper practices, and government regulation that led... View Details
- April 1989 (Revised March 1990)
- Case
Burlington Northern (B)
Describes the experiences of a seasoned Burlington Northern (BN) sales representative after the introduction of ShipSmart, a decision support system developed by the BN to help its employees and customers analyze logistics problems. After a brief description of a... View Details
- October 1988
- Case
Agrico, Inc.: A Software Dilemma
An information systems vice president has one hour to make an ethical decision: should a software program, left inadvertently on the company's computer, be copied and stored? Copying the program would protect clients' assets, but it seems to violate the vendor... View Details
- August 1988 (Revised November 1989)
- Case
Reebok International Ltd.
By: John A. Quelch
Reebok executives are reviewing the company's advertising and promotion programs for the second half of 1988. These include sponsorship of the 1988 Summer Olympics and a rock concert tour organized by Amnesty International. In addition, Reebok is launching a new... View Details
- July 1987
- Case
Altoona Corp.: Computer Products Division
By: Roger E. Bohn and Robert H. Hayes
A relatively small manufacturer of computer memory disks has achieved a major market position through the use of its statistical quality control (SQC) program. It is now expanding the production of a new line of disks and is encountering problems getting the process... View Details
- June 1987
- Supplement
Au Bon Pain: Interviews with Ron Shaich and Len Schlesinger, Video
By: W. Earl Sasser, Christopher Hart and Lucy N. Lytle
To be used with Au Bon Pain: The French Bakery Cafe, the Partner/Manager Program. View Details
- March 1987 (Revised October 1993)
- Case
Au Bon Pain: The French Bakery Cafe, The Partner/Manager Program
By: W. Earl Sasser
In recent years, Au Bon Pain (ABP), a chain of upscale French bakeries/sandwich cafes based in Boston, confronted a set of human resource problems endemic to the fast food industry (i.e., a labor shortage which made it difficult to attract and maintain quality crew... 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
- January 1986 (Revised March 1997)
- Case
Horizon Group
Contains a description of a situation confronting the co-founder of a company planning to produce software for microcomputers. The company has just completed raising money from some wealthy investors by forming an R&D Limited Partnership. Development of the program (an... View Details
- September 1985 (Revised September 1987)
- Case
H.J. Heinz Co.: Plastic Bottle Ketchup (A)
By: John A. Quelch
The Heinz Ketchup product manager must decide whether or not to launch a new plastic bottle and, if so, what marketing program and support to place behind it. View Details
- March 1985 (Revised November 1985)
- Case
Wilmington Tap and Die
By: Robert S. Kaplan
The general manager of a division manufacturing taps and dies must decide whether to continue a major capital investment program. The program was designed to replace aging mechanical machines with modern, electronically controlled equipment. A post-audit, after an... View Details
- May 1984 (Revised August 1987)
- Case
Raymond Mushroom Corp.
In April 1984 Deborah Raymond, president of Raymond Mushrooms was deciding whether or not to raise prices on Raymond canned mushrooms in conjunction with an advertising promotional program to build consumer preference. View Details
- January 1983 (Revised July 1985)
- Case
Cable News Network
By: John A. Quelch
The vice president of advertising and promotion is reviewing his advertising program for 1982. In particular, he is assessing an agency proposal for a new advertising campaign for cable news network. View Details
- January 1983 (Revised June 1985)
- Case
Mary Kay Cosmetics, Inc.: Marketing Communications
By: John A. Quelch
Marketing executives at the company are considering the merits of a variety of communications programs designed to increase the effectiveness of the company's sales force of beauty consultants. View Details
- December 1982 (Revised December 1984)
- Case
Hi-Tech Corp.
By: Fred K. Foulkes and William E. Fruhan Jr.
Hi-Tech examines the financial implications of a reduction in the work force via a voluntary severance program which offers up to two and a half times annual pay if an employee voluntarily terminates employment. View Details