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      • 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
      Keywords: Product Marketing; Emerging Markets; Developing Countries and Economies; Distribution Channels; Marketing Strategy; Cross-Cultural and Cross-Border Issues; Food; Business Subsidiaries; Food and Beverage Industry; United States; Switzerland
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      Austin, James E. "Nestle Alimentana S.A. -- Infant Formula (Abridged)." Harvard Business School Case 590-070, April 1990.
      • 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
      Keywords: Motivation and Incentives; Cost Management; Salesforce Management; Distribution Channels; Beauty and Cosmetics Industry; United States
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      Simons, Robert L., and Hilary Weston. "Mary Kay Cosmetics: Sales Force Incentives (A)." Harvard Business School Case 190-103, March 1990. (Revised October 1999.)
      • February 1990 (Revised April 1991)
      • Case

      Central Maine Power Co.: Goals and Objectives Program (A)

      By: Robert L. Simons
      Keywords: Mission and Purpose; Utilities Industry; Maine
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      Simons, Robert L. "Central Maine Power Co.: Goals and Objectives Program (A)." Harvard Business School Case 190-065, February 1990. (Revised April 1991.)
      • February 1990 (Revised April 1991)
      • Supplement

      Central Maine Power Co.: Goals and Objectives Program (B)

      By: Robert L. Simons
      Keywords: Goals and Objectives; Programs; Utilities Industry; Maine
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      Simons, Robert L. "Central Maine Power Co.: Goals and Objectives Program (B)." Harvard Business School Supplement 190-105, February 1990. (Revised April 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.)
      • April 1989 (Revised August 1989)
      • Case

      Burlington Northern (A)

      By: Janice H. Hammond
      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
      Keywords: Change Management; Rail Transportation; Logistics; Rail Industry; United States
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      Hammond, Janice H. "Burlington Northern (A)." Harvard Business School Case 689-081, April 1989. (Revised August 1989.)
      • April 1989 (Revised March 1990)
      • Case

      Burlington Northern (B)

      By: Janice H. Hammond
      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
      Keywords: Change Management; Expansion; Rail Transportation; Logistics; Distribution Channels; Truck Transportation; Innovation and Invention; Sales; Rail Industry; United States
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      Hammond, Janice H. "Burlington Northern (B)." Harvard Business School Case 689-083, April 1989. (Revised March 1990.)
      • October 1988
      • Case

      Agrico, Inc.: A Software Dilemma

      By: F. Warren McFarlan
      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
      Keywords: Decision Choices and Conditions; Ethics; Contracts; Business and Stakeholder Relations; Business and Shareholder Relations; Information Technology Industry
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      McFarlan, F. Warren. "Agrico, Inc.: A Software Dilemma." Harvard Business School Case 189-085, October 1988.
      • 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
      Keywords: Marketing Strategy; Music Entertainment; Advertising Campaigns; Sports; Advertising Industry; Advertising Industry; Advertising Industry
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      Quelch, John A. "Reebok International Ltd." Harvard Business School Case 589-027, August 1988. (Revised November 1989.)
      • 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
      Keywords: Factories, Labs, and Plants; Volatility; Performance Consistency; Performance Improvement; Performance Productivity; Quality; Mathematical Methods; Hardware; Manufacturing Industry
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      Bohn, Roger E., and Robert H. Hayes. "Altoona Corp.: Computer Products Division." Harvard Business School Case 688-010, July 1987.
      • 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
      Keywords: Employee Relationship Management; Human Resources; Management Systems; Selection and Staffing; Programs; Partners and Partnerships; Food and Beverage Industry
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      Sasser, W. Earl, Christopher Hart, and Lucy N. Lytle. "Au Bon Pain: Interviews with Ron Shaich and Len Schlesinger, Video." Harvard Business School Video Supplement 887-548, June 1987.
      • 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
      Keywords: Motivation and Incentives; Managerial Roles; Retention; Employees; Performance Improvement; Recruitment; Problems and Challenges; Compensation and Benefits; Food and Beverage Industry; Food and Beverage Industry; Boston
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      Sasser, W. Earl. "Au Bon Pain: The French Bakery Cafe, The Partner/Manager Program." Harvard Business School Case 687-063, March 1987. (Revised October 1993.)
      • August 1986 (Revised February 1991)
      • Supplement

      Population Services International: The Social Marketing Project in Bangladesh, Video

      By: V. Kasturi Rangan
      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
      Keywords: Social Marketing; Health; Advertising; Marketing; Nonprofit Organizations; Government and Politics; Agreements and Arrangements; Health Industry; Bangladesh
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      Rangan, V. Kasturi. "Population Services International: The Social Marketing Project in Bangladesh, Video." Harvard Business School Video Supplement 887-506, August 1986. (Revised February 1991.)
      • January 1986 (Revised March 1997)
      • Case

      Horizon Group

      By: William A. Sahlman
      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
      Keywords: Business or Company Management; Venture Capital; Partners and Partnerships; Business Plan; Outcome or Result; Research and Development; Financial Strategy; Corporate Finance; Information Technology Industry
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      Sahlman, William A. "Horizon Group." Harvard Business School Case 286-058, January 1986. (Revised March 1997.)
      • 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
      Keywords: Decisions; Food; Product Launch; Innovation and Invention; Food and Beverage Industry
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      Quelch, John A. "H.J. Heinz Co.: Plastic Bottle Ketchup (A)." Harvard Business School Case 586-035, September 1985. (Revised September 1987.)
      • 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
      Keywords: Capital Budgeting; Investment; Accounting Audits; Cost Management; Technological Innovation; Information Technology; Performance Productivity; Production; Management Analysis, Tools, and Techniques; Manufacturing Industry
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      Kaplan, Robert S. "Wilmington Tap and Die." Harvard Business School Case 185-124, March 1985. (Revised November 1985.)
      • May 1984 (Revised August 1987)
      • Case

      Raymond Mushroom Corp.

      By: Benson P. Shapiro
      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
      Keywords: Product Positioning; Advertising; Decisions; Price; Management Teams; Food and Beverage Industry
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      Shapiro, Benson P. "Raymond Mushroom Corp." Harvard Business School Case 584-093, May 1984. (Revised August 1987.)
      • 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
      Keywords: Advertising Campaigns; Management Teams; Journalism and News Industry; Journalism and News Industry
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      Quelch, John A. "Cable News Network." Harvard Business School Case 583-067, January 1983. (Revised July 1985.)
      • 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
      Keywords: Marketing Communications; Salesforce Management; Decision Making; Performance Effectiveness; Management Teams; Beauty and Cosmetics Industry; United States
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      Quelch, John A. "Mary Kay Cosmetics, Inc.: Marketing Communications." Harvard Business School Case 583-068, January 1983. (Revised June 1985.)
      • 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
      Keywords: Job Cuts and Outsourcing; Financial Management; Retirement; Employees; Compensation and Benefits; Corporate Finance; Technology Industry; Europe
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      Foulkes, Fred K., and William E. Fruhan Jr. "Hi-Tech Corp." Harvard Business School Case 283-045, December 1982. (Revised December 1984.)
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