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Publications
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(14,121)
- Faculty Publications (5,221)
- October 1986 (Revised November 1989)
- Case
Becton Dickinson & Co.: VACUTAINER Systems Division
Concerns negotiations between managers of Becton Dickinson's (BD) VACUTAINER division (which manufactures and sells blood collection products) and managers of a large hospital buying group. Recent changes in the health care industry are the background for the... View Details
- September 1986 (Revised August 1987)
- Case
Pressco, Inc.--1984
A marketing representative of heavy industrial equipment needs to evaluate the net present value of his equipment from the perspective of the buyer under changing tax regulations. View Details
- 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
- 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
- July 1986
- Case
Nicaragua and the U.S. Trade Embargo
By: James E. Austin
- July 1986 (Revised July 1991)
- Case
Nippon-WTI Ltd.
By: W. Carl Kester and Glynn Ferguson
A Japanese joint venture between a U.S. parent and a Japanese parent has proposed that 100% of the U.S. parent's product be produced in Japan rather than the 40% currently being manufactured there. This would require the U.S. parent to give up a dollar profit earned on... View Details
Keywords: Joint Ventures; Currency Exchange Rate; Profit; Product; Production; Strategy; Manufacturing Industry; Asia; Japan; United States
- May 1986 (Revised November 1990)
- Case
Airbus vs. Boeing (A): Turbulent Skies
Presents the economic and political dimensions of competition in the commercial aircraft industry, as demonstrated by Airbus of Europe and Boeing of the United States. View Details
Keywords: Economics; Government and Politics; Competition; Aerospace Industry; Europe; United States
- May 1986
- Case
U.S. Retail Coffee Market (A), Software Case
- May 1986 (Revised July 1995)
- Case
General Mills, Inc.: Yoplait Custard-Style Yogurt (A)
By: John A. Quelch
Yoplait's director of new product development is evaluating alternative line extensions including custard-style Yoplait. He must determine what additional research to recommend. Options include a mini-market test, a simulated test market and a fully-fledged test... View Details
- May 1986
- Supplement
General Mills, Inc.: Yoplait Custard-Style Yogurt (B)
By: John A. Quelch
Yoplait's director of new product development is finalizing plans for the national introduction of custard-style Yoplait. Based on the results of a mini-market test and a BASES laboratory test market. View Details
- March 1986 (Revised March 1990)
- Teaching Note
Benetton (B), Teaching Note
By: James L. Heskett
Teaching Note for (9-685-020). View Details
- February 1986 (Revised November 1992)
- Case
Novo Industri A/S--1981
By: W. Carl Kester and Glynn Ferguson
This small but rapidly growing Danish biochemical company must choose among several financing opportunities that include a convertible Eurobond, a rights offering in Denmark and an issue of new common shares in the United States. The case involves a broad range of... View Details
- February 1986 (Revised September 1986)
- Case
Bank of Boston: New Ventures Group
- January 1986
- Background Note
Note on the U.S. Airline Industry in the 1980s
By: George C. Lodge and Charles C. Heckscher