Publications

April 1989 (Revised February 1990)
Case

Workbench

By: Gwendolyn K. Ortmeyer and Walter J. Salmon

Keywords: Consumer Products Industry

July 1987 (Revised May 1993)
Case

Atlas Copco (A): Gaining and Building Distribution Channels

By: V. Kasturi Rangan

Atlas Copco, a Swedish company, holds the highest market share for air compressors worldwide. However, its attempts to enter U.S. markets have been unsuccessful. The case describes a series of strategic distribution maneuvers implemented by the company which enable it... View Details

Keywords: Growth and Development; Marketing Channels; Market Entry and Exit; Market Participation; Distribution Channels; Failure; Industrial Products Industry; Sweden; United States

February 1987 (Revised August 1988)
Case

Gillette Personal Care Division: Marketing Planning and Control

Bill Ryan, president of the Gillette Co.'s Personal Care Division, is considering changing the division's planning and control system for marketing. White Rain, the division's most recent success, had been launched by taking shortcuts through the system, while other... View Details

Keywords: Marketing; Management Systems; Consumer Products Industry; United States

April 1984 (Revised October 1994)
Teaching Note

Cumberland Metal Industries (A), (B), (C), and (D), Teaching Note

By: Benson P. Shapiro

Teaching Note for (9-578-170), (9-578-171), (9-578-172), and (9-578-173). View Details

Keywords: Industrial Products Industry

March 1975 (Revised April 1985)
Case

L'eggs Products, Inc. (Condensed)

Describes designing an advertising or promotion program to sustain the momentum on L'eggs successful market entry. View Details

Keywords: Market Entry and Exit; Advertising Campaigns; Consumer Products Industry

March 1998 (Revised July 2001)
Case

Haier Group (B), The

By: Lynn S. Paine and Robert J. Crawford

Describes the decision made in response to the (A) case as well as subsequent developments. View Details

Keywords: Consumer Products Industry; China

October 1995
Supplement

Otis Elevator Company (C) : China Strategy

By: Thomas W. Malnight and Michael Y. Yoshino

Supplements the (B) case. View Details

Keywords: Industrial Products Industry; China

June 1980 (Revised November 2006)
Case

Southwest Lumber Distributors

By: David E. Bell

Concerns a lumber wholesaler who has been asked to give a forward price commitment. The market price has been volatile and the type of wood is different from that traded on the futures market. The question is: What to do about customer's request? View Details

Keywords: Customers; Markets; Price; Forest Products Industry

February 1991 (Revised January 1992)
Case

Henderson Home Products: USSR Joint Venture

By: Michael Y. Yoshino

Keywords: Joint Ventures; Consumer Products Industry; Soviet Union; United States

August 1990 (Revised February 1991)
Case

Whirlpool Corp.

By: Michael Y. Yoshino and Sarah D. Hall

Examines the company's global strategy and potential acquisition of Philips' major domestic appliance operations in Europe in light of increasing trends toward globilization in the major appliance industry. Allows discussions weighing the advantages and risks of... View Details

Keywords: Acquisition; Joint Ventures; Global Strategy; Market Entry and Exit; Risk and Uncertainty; Opportunities; Competitive Strategy; Consumer Products Industry; Europe

September 1990 (Revised November 1991)
Supplement

Procter & Gamble Japan (B)

By: Michael Y. Yoshino

Updates the (A) case. View Details

Keywords: Consumer Products Industry; Japan

October 1987 (Revised March 1991)
Case

Colgate-Palmolive (A): Company In Transition

By: James L. Heskett

Keywords: Organizational Change and Adaptation; Transition; Consumer Products Industry

November 1986
Case

Machine Tool Industry (B): United Kingdom

By: David J. Collis

Keywords: Industrial Products Industry; United Kingdom

May 1986
Case

Disposable Diaper Industry in 1974, Software Case

By: W. Carl Kester

Keywords: Consumer Products Industry

February 1985 (Revised June 2001)
Teaching Note

Clarion Optical Co., Teaching Note

By: Howard H. Stevenson and Michael J. Roberts

Teaching Note for (9-393-116). View Details

Keywords: Consumer Products Industry