Publications

September 1985 (Revised July 2007)
Case

Population Services International: The Social Marketing Project in Bangladesh

By: V. Kasturi Rangan

Population Services International (PSI) was a not-for-profit agency founded to disseminate family planning information and to market birth control products, primarily in less developed countries seeking to curb their population explosions. In 1976, PSI concluded an... View Details

Keywords: Developing Countries and Economies; Health; Marketing Strategy; Social Marketing; Business and Government Relations; Nonprofit Organizations; Bangladesh

May 1985
Supplement

Milford Industries (A1)

By: Robert J. Dolan

Presents the salesforce performance data of the Milford (A) case in a format suitable for spreadsheet analysis using a personal computer. View Details

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation

March 1985 (Revised November 1985)
Case

Wilmington Tap and Die

By: Robert S. Kaplan

The general manager of a division manufacturing taps and dies must decide whether to continue a major capital investment program. The program was designed to replace aging mechanical machines with modern, electronically controlled equipment. A post-audit, after an... View Details

Keywords: Capital Budgeting; Investment; Accounting Audits; Cost Management; Technological Innovation; Information Technology; Performance Productivity; Production; Management Analysis, Tools, and Techniques; Manufacturing Industry

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January 1985 (Revised June 1993)
Case

Turner Construction Co.

By: Frank V. Cespedes

In June, 1984, a vice president at Turner Construction Co. must decide whether to approve a construction project being considered by one of Turner's territorial offices and how to manage that territory general manager's apparent reluctance to pursue another account... View Details

Keywords: Organizational Structure; Projects; Market Entry and Exit; Integration; Contracts; Marketing Strategy; Sales; Business or Company Management; Business Offices; Geographic Location; Construction Industry

October 1984 (Revised July 2003)
Case

At the T. Rowe Price Trading Desk (A)

By: Andre F. Perold

Describes the events surrounding the sale of a particular large block of a thinly traded stock. Brings the situation to the point at which the seller has received an offer, and must now decide what to do. View Details

Keywords: Asset Management; Stocks; Financial Services Industry

September 1984
Case

Henkel Corp.: International Sealants Brand SISTA (A)

By: Robert J. Dolan

Corporate headquarters wishes to expand sales of a sealant product currently sold only in the West German market. Regional affiliates, operating on a profit center basis, are not enthusiastic about taking on the new product. The case describes the company's... View Details

Keywords: Marketing Strategy; Globalization; Expansion; Profit; Conflict Management; Consumer Products Industry; Construction Industry; Europe; West Germany

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August 1983 (Revised May 1985)
Case

Jamestown Co.

By: Benson P. Shapiro and Edward J. Hoff

In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details

Keywords: Decision Making; Leadership Style; Marketing Channels; Salesforce Management

August 1983 (Revised May 2007)
Case

Milford Industries (A)

By: Robert J. Dolan and Benson P. Shapiro

The new district sales manager for a tool company must determine how to get his district "back on track." The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district... View Details

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation

August 1983 (Revised June 1985)
Supplement

Milford Industries (B)

By: Robert J. Dolan and Benson P. Shapiro

Supplements the (A) case. A rewritten version of part of an earlier series. View Details

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation

August 1983 (Revised June 1985)
Supplement

Milford Industries (C)

By: Robert J. Dolan and Benson P. Shapiro

Supplements the (A) case. A rewritten version of part of an earlier series. View Details

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation

July 1983 (Revised July 1991)
Case

Hintz-Kessels-Kohl A.G.

By: Thomas R. Piper

A truck manufacturer must decide whether to bid on the sale of 120 trucks to a private firm in Costa Rica. If a bid is submitted, a decision must be made on whether to protect against the credit, exchange rate, and sovereign risks. View Details

Keywords: Risk Management; Currency Exchange Rate; Truck Transportation; Cross-Cultural and Cross-Border Issues; Manufacturing Industry; Auto Industry; Germany; Costa Rica

January 1983 (Revised June 1985)
Case

Mary Kay Cosmetics, Inc.: Marketing Communications

By: John A. Quelch

Marketing executives at the company are considering the merits of a variety of communications programs designed to increase the effectiveness of the company's sales force of beauty consultants. View Details

Keywords: Marketing Communications; Salesforce Management; Decision Making; Performance Effectiveness; Management Teams; Beauty and Cosmetics Industry; United States