Publications

June 2003 (Revised July 2004)
Case

WWF

WWF is the best known environmental organization in the world. This case explores the issues WWF currently faces and reviews the organization's partnerships with the private sector. The protagonist, Paul Steele, WWF's COO, must decide which of three potential private... View Details

Keywords: Natural Environment; Nonprofit Organizations; Partners and Partnerships; Private Sector

June 2002
Supplement

Callaway Golf Company

July 1985
Supplement

Procter & Gamble Co.: H-80 Postscript, Video

November 1984
Supplement

Marketing Management: Volume 1, Video

May 1985
Supplement

Quaker Oats Co.: Field Sales Force Strategy and Management, R. Balsbaugh Interview, Video

June 1982
Supplement

Loctite Corp.: Interview with Jeffrey J. Fox, Video

June 1982
Supplement

Hartmann Luggage, Video

The company president describes current strategy, and the decisions made in response to the problems. View Details

Keywords: Decision Choices and Conditions; Business Strategy; Consumer Products Industry

March 1998 (Revised March 1999)
Case

NIKE, Inc. in the 1990s (C)

In 1998, Nike's earnings and sales growth slowed. Management faced new competition from Adidas. This case asks students to review the various strategies (including diversification into sports equipment) pursued by Nike to resuscitate corporate growth. View Details

Keywords: Diversification; Competition; Product Launch; Brands and Branding; Growth and Development Strategy; Apparel and Accessories Industry; Sports Industry

October 1997 (Revised March 1998)
Case

Daewoo's Globalization: Uz-Daewoo Auto Project

The top management at Daewoo is reviewing its close relationship with the Uzbekistan government, focusing especially on the performance of Uz-Daewoo Auto, a strategic alliance to manufacture and market passenger cars. View Details

Keywords: Globalized Economies and Regions; Alliances; Developing Countries and Economies; Manufacturing Industry; Auto Industry; Uzbekistan; South Korea

July 1997 (Revised February 1998)
Case

Aladdin Knowledge Systems

The founder, president, and CEO of a leading software security company has just announced the $5.1 million cash acquisition of a key competitor. As a result, his company becomes the market share leader in Europe and number two in the United States. But now, he and the... View Details

Keywords: Distribution; Marketing; Applications and Software; Globalization; Acquisition; Sales; Information Technology Industry; United States; Europe

January 1997 (Revised August 2007)
Case

Computron, Inc. (2006)

In July 1996, Mr. Thomas Zimmermann, European Manager of Computron, must select a price for a new computer for his largest customer. A rewritten version of an earlier case. View Details

Keywords: Customer Relationship Management; Price; Product; Europe

October 1995 (Revised October 1995)
Case

International Marketing Managers (A): Susana Elespuru

August 1994 (Revised December 1996)
Case

Astra Sports, Inc. (B)

Astra executives meet to discuss their options with a Venezuelan company that, for seven years, manufactured and marketed athletic shoes under the Astra name without authorization from Astra. View Details

Keywords: Strategy; Crime and Corruption; Brands and Branding; Manufacturing Industry; Apparel and Accessories Industry; Sports Industry; Venezuela

October 1993 (Revised December 2003)
Case

Bausch & Lomb: Regional Organization

The CEO of Bausch & Lomb is contemplating replacing an international division with three regional divisions to sustain the company's growth, especially in international markets, and to add value to customers. View Details

Keywords: Organizational Change and Adaptation; Marketing Strategy; Organizational Structure; Globalization; Consumer Products Industry

July 1993 (Revised June 2000)
Case

Harlequin Romances-Poland (A)

Harlequin Enterprises, the world's leading publisher of series romances, has been particularly successful in Poland. The case explores some of the challenges/opportunities of doing business in Eastern Europe and the marketing mix elements necessary for success. View Details

Keywords: Globalized Firms and Management; Brands and Branding; Publishing Industry; Poland

June 1993 (Revised December 1993)
Case

Hewlett-Packard Co.: European Remarketing Operation

June 1993 (Revised July 1996)
Case

Bajaj Auto Ltd.

Bajaj Auto Ltd., the world's second-largest manufacturer of two- and three-wheeler vehicles, is facing increasing competition in its domestic Indian market. The case evaluates appropriate marketing responses both in the Indian market and export markets. View Details

Keywords: Competition; Marketplace Matching; Product Development; Product Marketing; Transportation Industry; Manufacturing Industry; Auto Industry; India