Publications
Publications
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- All HBS Web
(3,042)
- Faculty Publications (1,050)
- 1986
- Working Paper
Price Competition with a Distribution of Switch Costs and Reservation Prices
By: Jerry R. Green and Suzanne Scotchmer
When there is a distribution of switch costs and of reservation prices for a good, and marginal cost of producing the good is zero, equilibrium in pure price strategies may (and sometimes must) exhibit price dispersion. Equilibrium may or may not exist, and there may... View Details
- August 1986 (Revised May 1993)
- Case
Rohm and Haas (A): New Product Marketing Strategy
By: V. Kasturi Rangan and Lesley Susan
Joan Macey, Rohm and Haas' market manager for Metalworking Fluid Biocides, found that sales of a new biocide, Kathon MWX, was utterly disappointing. This was all the more puzzling since sales of her other product--Kathon 886 MW, a liquid biocide used only in... View Details
- 1986
- Chapter
Food Marketing Public Enterprises
By: James E. Austin and Michael J. Buckley
- January 1986 (Revised November 2006)
- Case
Peripheral Products Company: The 'Gray Market' for Disk Drives
In mid-1985, the vice president of marketing for a large manufacturer of disk drives is considering how to deal with a growing "gray market" for his company's products. The case provides good background material on the evolution of gray markets throughout the disk... View Details
- September 1985
- Case
H.J. Heinz Co.: Plastic Bottle Ketchup (B)
By: John A. Quelch
The Heinz Ketchup product manager discovers she does not have sufficient finished inventory and production capacity to meet trade demand for a new plastic bottle ketchup. Alternatives include cancelling promotion events and putting the trade on allocation. View Details
- August 1985
- Case
Peripheral Products Co.
- May 1985 (Revised October 2001)
- Case
Comdisco, Inc.
By: Carliss Y. Baldwin and Rita J. Seymour
Comdisco, the largest independent dealer and lessor of computers and peripheral equipment, needs financing in order to match its market's growth of 20-30% per year. The company has access to two types of risk capital, but there are substantial costs and risks... View Details
- September 1984 (Revised October 1992)
- Background Note
Distribution Policy
By: Robert J. Dolan
Presents some fundamental principles of channels of distribution management. View Details
Keywords: Distribution Channels
- February 1984 (Revised March 1984)
- Teaching Note
Southwest Lumber Distributors, Teaching Note
By: David E. Bell
Keywords: Distribution Industry
- Article
Participation Constraints in the Vickrey Auction
By: Jerry R. Green and Jean-Jacques Laffont
Economic agents are characterized by two privately observable parameters: their willingness to pay for an item being auctioned, and their reservation utility level which must be exceeded, in expectation, to induce them to participate in this auction. This creates a... View Details
- December 1983
- Case
Robeson Distribution Systems
By: Howard H. Stevenson and Michael J. Roberts
Keywords: Distribution Industry
- August 1983 (Revised March 1995)
- Case
Nineteenth Century Retailing and the Rise of the Department Store
Discusses changes in retailing in the nineteenth century. View Details
- June 1983
- Article
A Comparison of Tournaments and Contracts
By: Jerry R. Green and Nancy Stokey
Tournaments, reward structures based on rank order, are compared with individual contracts in a model with one risk-neutral principal and many risk-averse agents. Each agent's output is a stochastic function of his effort level plus an additive shock term that is... View Details
- May 1983 (Revised November 1987)
- Case
Technical Data Corp.: Business Plan
Contains materials extracted from a business plan developed by the company in 1980. The purpose of the business plan was to raise $100,000 to finance the commencement of operations. The firm intended to provide analytical services to bond market traders. The product... View Details
Keywords: Business Plan
- December 1982 (Revised September 2015)
- Case
Halloran Metals
By: Roy Shapiro
Two competitors in the Northeast steel service center industry have made very different choices with regards to logistics and operating strategy. One distributes from a large central location; the other operates seven widely scattered warehouses. Students can diagnose... View Details
- October 1982 (Revised November 1983)
- Case
Distribution Systems, Inc.
By: Ramchandran Jaikumar and Roy D. Shapiro
Keywords: Distribution
- April 1982 (Revised June 1993)
- Case
Hart Schaffner & Marx: The Market for Separately Ticketed Suits
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
- July 1981 (Revised October 1992)
- Case
Chipman-Union, Inc.: Odor-Eaters Socks
By: John A. Quelch
The company is considering whether or not to introduce a branded line of men's athletic socks. Considers a preliminary marketing program, including supermarket and drug store distribution. View Details
- May 1981 (Revised May 1985)
- Case
MEM Co., Inc.
By: John A. Quelch
The President of MEM Co., Inc. is assessing the proposed introduction of a new line of men's toiletries. He also must determine the best distribution channels and the size of the product's advertising budget. View Details