Publications
Publications
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(1,635)
- Faculty Publications (634)
- September 1999 (Revised April 2000)
- Case
drugstore.com
By: Richard L. Nolan
On a clear day in August 1999 in the new headquarters of drugstore.com, against a backdrop of the Blue Angels flying in formation over Lake Washington practicing for their hydroplane Seafare Cup performance, Peter Neupert was pleased with his company's IPO performance.... View Details
- September 1999 (Revised October 2006)
- Case
MarketSoft
By: Joseph B. Lassiter III and Diana S. Gardner
Greg Erman and Nancy Benovich-Gilby have assembled a team and selected a market for the launch of a high-potential venture based on using an Internet-based service to manage the flow of sales leads between principals and their distribution channel partners. Their... View Details
- May 1999 (Revised March 2001)
- Case
Marshall Industries
Confounding predictions that the Internet would "disintermediate" commerce, making "middle man" companies all but obsolete, Marshall Industries, a leading electronics distributor, used the Internet and digital technologies to reinvent itself. Marshall continued to sell... View Details
- April 1999 (Revised May 2000)
- Case
Compaq Computer: Intel Inside?
By: David E. Bell and Ann Leamon
Presents the results of quantitative and qualitative market research on the possible acceptance of a non-Intel processor in Compaq Computer's consumer notebook line. If the low-priced, non-Intel notebook is a success, the company will maintain or increase its 45% share... View Details
- April 1999 (Revised June 1999)
- Case
1-800 Buy Ireland
By: Willis M. Emmons III, Adele S. Cooper and J. Richard Lenane
After decades of poor economic performance, the Irish government adopted major changes in economic policy in 1987. By the end of the 1990s, Ireland's real GDP growth rate of almost 10% per year exceeds that of all member nations of the European Union (EU). A key... View Details
- March 1999
- Case
MySoftware Company (A)
By: H. Kent Bowen and Nicole Tempest
In 1997, Gregory Slayton took the position as CEO of MySoftware, which had been experiencing revenue and operating losses for the past two years. Within 90 days, he stabilized the company through a combination of cost cutting, financial discipline, and accountability... View Details
- March 1999 (Revised October 2002)
- Case
Xerox: Book-In-Time
Book-In-Time, developed at Xerox, can dramatically reduce the cost of printing "one" book. Combined with the possibilities of digital content storage and transmittal, the new technology has vast opportunities. Xerox needs a commercial plan. The case describes the state... View Details
- January 1999 (Revised July 2003)
- Case
Shady Trail
By: Arthur I Segel
Holt Lunsford was intrigued by the packet of papers that lay in front of him. The papers comprised a brochure that Lonestar Bank had put together in an effort to sell the Shady Trail Distribution Center in Dallas, Texas. Shady Hill was a five-year-old,... View Details
- December 1998
- Case
Pioneer Hi-Bred: Turning Seeds Into Factories
By: F. Warren McFarlan and Melissa Dailey
The agricultural sector is among the preeminent information technology users in our economy," exclaimed an August 1998 Forbes ASAP survey of the U.S. economy's best and worst users of information technology (IT). The survey designated Pioneer Hi-Bred International,... View Details
- September 1998 (Revised February 1999)
- Case
Interactive Insurance Services: Redefining Insurance Distribution
By: Lynda M. Applegate and Marla Malcom-Nagler
Founded in July 1995, Interactive Insurance Services provided personal lines of insurance over the World Wide Web. In June 1996, the company was acquired by Intuit for $7.5 million. The case details the competitive and organizational issues faced by this rapidly... View Details
- August 1998
- Case
Electronic Commerce at Air Products
By: F. Warren McFarlan and Melissa Dailey
In 1998,chief information officers (CIOs) in the highly competitive international gases and chemicals business faced the reality that electronic commerce capability was a strategic necessity. The results of annual surveys of technology officers in the chemical industry... View Details
- June 1998 (Revised January 2000)
- Case
Egghead.com
Egghead Software, an entrenched traditional chain retailer specializing in computer software and peripherals, had established a nationwide chain of mall and shopping center stores and a well-organized national brand. In early 1998, management made a highly unusual, and... View Details
- June 1998 (Revised April 1999)
- Case
Wiegandt GmbH Cologne
By: Dwight B. Crane and Mathew M Millett
The credit department of Wiegandt, a furniture manufacturer, is evaluating the financial condition of two stores that retail the company's furniture. View Details
- May 1998
- Teaching Note
C-Car TN
By: V. Kasturi Rangan and Marie Bell
Teaching Note for (9-598-064). View Details
- May 1998
- Teaching Note
RCI Master Distributor: Evolution of Supplier Relationships TN
Teaching Note for (9-595-001). View Details
Keywords: Distribution Industry
- April 1998 (Revised January 2007)
- Case
Arrow Electronics, Inc.
By: Das Narayandas
Deals with the issue of cross-selling and managing a portfolio of products and services in business markets. Arrow/Schweber (A/S), a subsidiary of electronic parts distributor Arrow Electronics, has a portfolio of products that differ in the amount of value added by... View Details
- April 1998
- Case
Compaq, 1998
By: Steven C. Wheelwright and Matt Verlinden
In 1997, Compaq Computer Corp. had become a $25 billion powerhouse. It had accomplished its revenue growth projections, successfully made a number of strategic acquisitions, and increased its gross margins, principally by moving up market into servers, workstations,... View Details
- April 1998
- Case
Geffen Records
Geffen Records faces new challenges due to emerging technologies, namely, streaming audio and CD-recordable drives. These technologies have the ability to reshape the foundation on which the music industry is founded. A rewritten version of an earlier case. View Details
- April 1998
- Teaching Note
WESCO Distribution, Inc. TN
By: Das Narayandas
Teaching Note for (9-598-021). View Details
- March 1998
- Case
Launch
Launch has developed an entertainment publication on CD-ROM with 240,000 subscribers and has recently introduced an on-line entertainment product (www.mylaunch.com) to complement the CD-ROM. Deals with multiple-channel delivery and platform selection and branding on... View Details