Publications

January 1990 (Revised February 1990)
Case

MSA: The Software Company--Planning the AMAPs Product Line

By: Robert J. Dolan

MSA has commissioned a major market research study to assess demand potential for a computer software system designed for aerospace and defense contractors. Students must evaluate the results of the study (including a conjoint analysis) to assess whether MSA should... View Details

Keywords: Product; Marketing; Mathematical Methods; Software

Educators

Purchase

August 2012
Article

Consumer Response to Versioning: How Brands' Production Methods Affect Perceptions of Unfairness

By: Andrew Gershoff, Ran Kivetz and Anat Keinan

Marketers often extend product lines by offering limited-capability models that are created by removing or degrading features in existing models. This production method, called versioning, has been lauded because of its ability to increase both consumer and firm... View Details

Keywords: Brands and Branding; Production; Competency and Skills; Welfare or Wellbeing; Cost vs Benefits; Perception; Customers; Performance Evaluation; Fairness; Business Ventures

1994
Article

Accelerating the Design-build-test Cycle for Effective Product Development

By: S. C. Wheelwright and K. B. Clark

Keywords: Design; Product; Research and Development

summer 1988
Article

Simultaneous Signaling to the Capital and Product Markets

By: David S. Scharfstein, Robert Gertner and Robert Gibbons

Keywords: Product; Capital; Markets

spring 1995
Article

Optimal Incentive Schemes in Bottleneck Constrained Production Environments

By: S. Datar and M. Rajan

Keywords: Production; Motivation and Incentives

29 Oct 2014
Research & Ideas

Inventing Products is Less Valuable Than Inventing Ideas

social network that would allow everyone to share their lives with one another across geographies. "Compared to the value of the global network idea, the value of the actual product of a platform for college kids was much less,"... View Details

Keywords: by Michael Blanding; Technology

September 1988
Supplement

Watt Group: Consumer Product and Retailing Doctors (C)

By: Ray A. Goldberg

Keywords: Consumer Products Industry; Consumer Products Industry

1990
Chapter

Implementing New Production Technologies: Exercises in Corporate Learning

By: D. A. Leonard-Barton

Keywords: Technological Innovation; Innovation and Management; Production; Organizational Change and Adaptation; Business Ventures; Technology Industry; Manufacturing Industry

October 2023
Article

Product Variety, the Cost of Living, and Welfare Across Countries

By: Alberto Cavallo, Robert C. Feenstra and Robert Inklaar

We use the structure of the Melitz (2003) model to compute the cost of living and welfare across 47 countries, and compare these to conventional measures of prices and real consumption from the International Comparisons Project (ICP). The cost of living is inferred... View Details

Keywords: Macroeconomics; Trade

July–August 2017
Article

Why Outlet Stores Exist: Averting Cannibalization in Product Line Extensions

By: Donald Ngwe

Outlet stores are a large and growing component of many firms' retailing strategies, particularly in the fashion industry. Outlet stores offer attractive prices in locations far from central shopping districts. The main perspectives on why outlet stores exist can be... View Details

Keywords: Fashion; Industrial Organization; Outlet Stores; Price Discrimination; Retail; Channel Management; Luxury; Product Marketing; Price; Retail Industry; Fashion Industry

September 1988 (Revised November 1988)
Supplement

Watt Group: Consumer Product and Retailing Doctors (B)

By: Ray A. Goldberg

Keywords: Consumer Products Industry; Consumer Products Industry

August 2013 (Revised November 2013)
Supplement

Ford vs. GM: The Evolution of Mass Production (B)

By: Willy Shih

This case explores the very different paths taken by the Ford Motor Company and the General Motors Corporation in the first three decades of the twentieth century. Henry Ford's Model T was a car for the masses. After considerable experimentation, Ford Motor... View Details

Keywords: Innovation; Exploration; Dominant Design; Business Growth and Maturation; Business History; Innovation and Management; Innovation Strategy; Technological Innovation; Leading Change; Growth and Development Strategy; Product Positioning; Product Design; Product Development; Business Strategy; Corporate Strategy; Vertical Integration; Auto Industry; Manufacturing Industry; Michigan

Purchase

April 2021
Article

The Effects of Quota Frequency: Sales Performance and Product Focus

By: Doug J. Chung, Das Narayandas and Dongkyu Chang

This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. We develop a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a sales-quota... View Details

Keywords: Sales Force Compensation; Field Experiment; Quotas; Quota Frequency; Commissions; Bonuses; Goals; Salesforce Management; Compensation and Benefits; Goals and Objectives; Behavior; Performance