Publications

July 1982 (Revised July 2004)
Case

Esmark, Inc. (B)

By: William E. Fruhan Jr.

Esmark's management sells its most valuable business and its most unattractive business in an effort to reposition itself and maximize shareholder value. View Details

Keywords: Business Exit or Shutdown; Product Positioning; Business and Shareholder Relations; Reputation; Value

July 1982 (Revised May 1992)
Case

Danton's: The Specialty Store Men's Apparel Business

By: Richard S. Tedlow

Keywords: Marketing Strategy; Consumer Behavior; Apparel and Accessories Industry

June 1982 (Revised May 1995)
Case

Ellis finds itself in a weakening competitive position largely due to the lack of rationalization in its plants. Driven by a strong traditionally decentralized sales organization, Ellis finds that all plants want control over all product lines. As a result, overall... View Details

Keywords: Factories, Labs, and Plants; Cost; Analytics and Data Science; Brands and Branding; Performance Capacity; Competitive Strategy; Construction Industry

May 1982
Article

Assessing Competition in the Market for Corporate Acquisitions

By: R. S. Ruback

Keywords: Mergers and Acquisitions; Competition; Markets

April 1982 (Revised June 1993)
Case

Hart Schaffner & Marx: The Market for Separately Ticketed Suits

By: Richard S. Tedlow

Calls for a decision on whether Hart Schaffner & Marx, the nation's leading manufacturer of high quality, branded suits, should expand its product line by marketing suits that are separately ticketed (i.e., the coat, vest, and slacks are sold from individual hangers... View Details

Keywords: Advertising; Decisions; Price; Markets; Distribution Channels; Production; Mathematical Methods; Competitive Strategy; Apparel and Accessories Industry

April 1982
Background Note

Systems Analysis in Marketing

By: Benson P. Shapiro

Keywords: Marketing

March 1982 (Revised August 1985)
Background Note

Marketing Planning, Programming, and Budgeting

By: Benson P. Shapiro

Keywords: Marketing; Planning

March 1982 (Revised September 1985)
Case

Sealed Air Corporation

By: Robert J. Dolan

Market leadership and technological innovation have marked Sealed Air's participation in the U.S. protective packaging market. Several small regional producers have introduced products which are less effective than Sealed Air's but similar in appearance and cheaper.... View Details

Keywords: Product Marketing; Product; Technological Innovation; Supply and Industry; Competitive Advantage; Consumer Products Industry; United States

February 1982 (Revised August 1987)
Case

Hoover: Multinational Product Planning

By: Robert D. Buzzell and Benson P. Shapiro

Keywords: Product Marketing; Global Strategy; Multinational Firms and Management

February 1982 (Revised August 1984)
Case

Jordan Marsh Co.: Merchandising Men's Tailored Clothing

By: Richard S. Tedlow

Keywords: Marketing Strategy; Apparel and Accessories Industry

February 1982 (Revised June 1990)
Case

Massey-Ferguson Ltd.—1980

By: Carliss Y. Baldwin and Scott P. Mason

Massey Ferguson began fiscal year 1981 in default on $2.5 billion of outstanding debt. The company's future depends on the ability of lenders, the governments of Canada and Ontario, and management, to agree on a refinancing plan. The case reviews Massey's performance... View Details

Keywords: Financial Condition; Financial Markets; Financing and Loans; Insolvency and Bankruptcy; Financial Strategy; Borrowing and Debt; Corporate Finance; Canada

Article

Factors Affecting the Consumption of Market Research: A Path Analysis

By: Rohit Deshpandé and Gerald Zaltman

1982
Article

Incentive Compatibility in a Market with Indivisible Goods

By: A. E. Roth

Keywords: Motivation and Incentives; Markets; Goods and Commodities

December 1981 (Revised September 1986)
Background Note

Research Methods in Marketing: Survey Research

By: Robert J. Dolan

Presents basic issues in survey research, covering both measurement and sampling error. The intention is to consider each element of the survey process: problem statement, questionnaire design, sampling, and data analysis. View Details

Keywords: Mathematical Methods; Surveys; Marketing

December 1981 (Revised July 1991)
Case

Ocean Drilling, Inc.

By: Thomas R. Piper

Management must choose between two mutually exclusive bids to build two drilling rigs. Both bids involve attractive export credit financing denominated in foreign currencies. View Details

Keywords: Credit; Currency; Financing and Loans; Bids and Bidding; Natural Environment