Publications
Publications
Show Results For
- All HBS Web
(18,564)
- Faculty Publications (7,019)
- November 1992 (Revised December 1992)
- Case
Deere & Co. (A): The Computer Aided Manufacturing Services Division - A Window to the World (Abridged)
By: Robert H. Hayes
The Computer-Aided Manufacturing (CAM) Services Division of John Deere has just received approval to sell their software and computer systems to external customers. These tools, initially developed for internal use, have been widely used throughout Deere. Still,... View Details
- November 1992 (Revised November 1992)
- Teaching Note
IBM: Assistant General Manager of Marketing TN
- November 1992 (Revised June 1994)
- Case
Packaged Products Company: Handy-Pak Introduction
By: Frank V. Cespedes and Laura Goode
The product manager and the market research director for a new line of snacking nuts are reviewing options concerning the upcoming roll-out of the product. These options include changes in pricing, promotional plans, and salesforce incentives intended to build support... View Details
- November 1992 (Revised May 1993)
- Case
American Mobile Satellite Corporation
By: Frank V. Cespedes and Laura Goode
American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited... View Details
- October 1992 (Revised September 1993)
- Case
L.L. Bean, Inc.: Item Forecasting and Inventory Management
L.L. Bean must make stocking decisions on thousands of items sold through its catalogs. In many cases, orders must be placed with vendors twelve or more weeks before a catalog lands on a customer's doorstep, and commitments cannot be changed thereafter. As a result,... View Details
- October 1992 (Revised September 1993)
- Case
Nopane Advertising Strategy
By: David E. Bell
Nopane is a proprietary drug that sells in much of the United States. It faces substantial competition. The brand manager is undertaking an experiment to determine whether ad copy should be emotional-based or rational-based. The data and associated regression results... View Details
- October 1992 (Revised October 1993)
- Case
MCI Communications Corporation: National Accounts Program (Condensed)
Concerns the early stages of a major-account program at MCI, a telecommunications firm seeking to penetrate the corporate-account market. Among the issues are: 1) coordination of field sales efforts with national account selling efforts; 2) sales strategy for major... View Details
- 1992
- Book
Canada at the Crossroads: The Reality of a New Competitive Environment
By: M. E. Porter and The Monitor Company
- 1992
- Book
The Marketing Roles and Impact of "Tombstone" Advertising
By: S. A. Greyser and J. M. Case
Keywords: Advertising
- October 1992
- Article
Segmenting Industrial Customers by Buyer Behavior
By: V. K. Rangan, R. T. Moriarty Jr. and G. Swartz
- September 1992 (Revised October 1995)
- Case
Exxon: Communications After Valdez
By: Stephen A. Greyser and Nancy Langford
Focuses on the communications in the period immediately following the March 24, 1989 Alaska oil spill caused by the Exxon Valdez. Includes the text of Exxon Chairman Rawl's "open letter" in an April 3 newspaper advertisment. Addresses the timing and content of... View Details
- September 1992 (Revised July 1994)
- Case
MEM Company, Inc.: English Leather
By: Frank V. Cespedes and Laura Goode
In 1992, the president of MEM (a producer of personal care products, including men's fragrances) considered a redeployment of field sales efforts and changes in sales compensation policies. Any changes, moreover, must consider the context of strategic decisions... View Details
- September 1992 (Revised July 1993)
- Case
Staples, Inc.
By: David E. Bell
Staples is dissatisfied with the merchandising of its office furniture. The case reviews the situation, allowing students to consider whether the category should be dropped or changed. Permits consideration of the portfolio of products a positioning implies, and... View Details
- September 1992
- Case
Vintage Directions, Inc.
Focuses on the problem of determining whether to continue with a start-up after the first market test. The company has seen product success but is far from break-even and needs additional financing. Focuses on opportunity analysis and the use of market data to assess... View Details
- September 1992 (Revised January 1993)
- Case
Courtyard by Marriott
By: James L. Heskett and Roger H. Hallowell
Courtyard by Marriott, a chain of modestly priced hotels, weighs its future options regarding human resources, its service delivery system, and management structure. Fairfield Inn, another Marriott product, is discussed for contrast. View Details
- September 1992
- Case
Star Cablevision Group (A): Harvesting in a Bull Market
First case in a series of six cases that follow the experience of a cable television company as it adjusts to the rapid rise and precipitous decline of the stock market in the late 1980s. In this case Don Jones, the company's founder and owner, sees the rise in public... View Details
- September 1992
- Case
Star Cablevision Group (B): Adjusting to a Stock Market Correction
Second case in a series of six cases. This case describes the company as it adjusts to a stock market correction. View Details
Keywords: Financial Markets
- September 1992
- Case
Star Cablevision Group (C): Responding to a Credit Market Contraction
Third case in a series of six cases. This case describes the company as it adjusts to a credit market contraction. View Details
- September 1992 (Revised November 1997)
- Case
DHL Worldwide Express
By: John A. Quelch
The worldwide sales and marketing manager must determine the degree to which pricing strategy and tactics should be standardized or left to the discretion of the DHL subsidiary in each country. View Details