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- November 1994 (Revised January 1995)
- Case
Wheeling and Dealing: The Zirconia GT
By: Howard Raiffa, James K. Sebenius, Craig Best and Scot Melland
A personal negotiation episode in purchasing a car is presented. Tactics and strategies commonly encountered by car buyers and car salespeople are illustrated. View Details
- October 1994 (Revised January 1997)
- Case
Nestle Refrigerated Foods: Contadina Pasta and Pizza (A)
By: V. Kasturi Rangan and Marie Bell
Nestle Co.'s Refrigerated Foods Division has very successfully launched its Contadina brand pasta and sauces. The new product has achieved nearly $100 million in sales in three years. The division now considers an extension into the pizza line. This case provides a... View Details
- April 1994 (Revised September 1994)
- Case
KENETECH Corporation
Involves a strategic decision about how fast to ramp up sales. Improvements in technology have driven down the cost of electric power generated from wind turbines to the point where they are competitive with fossil-fuel plants. KENETECH needs to raise equity capital to... View Details
- April 1994 (Revised October 2001)
- Case
Mrs. Fields, Inc. (1977 - 1987)
By: Lynda M. Applegate and Keri O. Pearlson
Describes a small company selling freshly baked goods through privately owned specialty stores (each store sells only Mrs. Fields products). The company has about 8,000 employees worldwide and less than 150 information systems people for a unique leverage of MIS... View Details
- March 1994 (Revised March 1995)
- Case
Astra/Merck Group
By: Frank V. Cespedes and Marie Bell
Astra/Merck (A/M), originally a joint venture of AB Astra and Merck & Co., is preparing to be an independent company in 1993. Since the company does not engage in basic research and development of drugs, it is essentially a distribution organization. Fundamental to... View Details
- March 1994 (Revised October 1994)
- Case
Reading Energy
Reading Energy builds facilities that produce energy from nontraditional fuels. A privately held, entrepreneurial organization, it has spent six years developing a plan to build a waste-to-energy plant in the town of Robbins, Illinois. The plant would burn municipal... View Details
- March 1994
- Article
Expropriation and Inventions: Appropriable Rents in the Absence of Property Rights
By: J. Anton and Dennis Yao
We analyze the problem faced by a financially weak independent inventor when selling a valuable, but easily imitated, invention for which no property rights exist. The inventor can protect his or her intellectual property by negotiating a contingent contract (with a... View Details
- January 1994
- Case
ABC Sales and Service Division: A Case Study of Personal and Organizational Transformation
By: D. Quinn Mills, Brock W. Orwig, Janet M. Pumo, Todd C. Stilson and Richard C. Wei
In the midst of dramatic changes in the information systems industry and declining profits at the ABC Co., the vice president in charge of the sales and service division, Jeff, and his managers attempt to transform their division. The transformation gets off to a good... View Details
- December 1993 (Revised November 1995)
- Case
Wetherill Associates, Inc.
By: Lynn S. Paine
Top managers of Wetherill Associates, Inc., a small, privately held distributor of electrical parts to the automotive aftermarket, are considering whether to modify the company's compensation system for its salesforce. The management wants a compensation system that... View Details
- December 1993 (Revised March 1995)
- Case
Medical Products Co.
By: Robert H. Hayes
In early 1990, the company is contemplating changes in its European plant network for producing hypodermic products, including the total production capacity to be provided, the number and location of plants over which to spread this capacity, and which products should... View Details
- November 1993 (Revised September 1998)
- Supplement
Beech-Nut Nutrition Corporation (C): Conclusion
By: Lynn S. Paine
Describes the results of the charges related to the sale of the apple juice products. View Details
- November 1993
- Article
Reflections on 'Impact of Sales Promotions on When, What, and How Much to Buy'
By: Sunil Gupta
- October 1993 (Revised November 1994)
- Case
Becton Dickinson & Co.: Multidivisional Marketing Programs
In response to a potential competitive inroad at a key account, managers at Becton Dickinson are considering a multidivisional marketing effort. View Details
- October 1993 (Revised February 1995)
- Case
MCI Vision (A) (Condensed)
Concerns the development, introduction, and first-year sales performance of Vision, a telecommunications service aimed at small- and medium-sized businesses. Introduced in 1990, Vision surpassed goals in that year, but was significantly below target in the first... View Details
- October 1993 (Revised February 1995)
- Case
Dendrite International
By: Frank V. Cespedes and Marie Bell
Dendrite International is a $23 million (1992 revenues) supplier of sales automation software to pharmaceuticals companies in Europe, Japan, and the United States. The firm's strategy has depended on being a full-service supplier to multinational firms. Impending... View Details
- October 1993 (Revised September 1994)
- Case
Catalina Marketing Corp.
By: David E. Bell, Walter J. Salmon and Dinny Starr
Catalina Marketing is a very successful marketing service firm. Their current customers include major supermarket retailers and consumer products manufacturers nation-wide. Catalina provides a unique way for these clients to distribute coupons for their products via... View Details
- September 1993 (Revised December 1997)
- Case
Loctite Corp.: International Distribution
By: John A. Quelch
Loctite Corp., dissatisfied with the sales growth achieved by its independent distributor in Hong Kong, is considering whether to find a new distributor or acquire a controlling interest in a wholly owned subsidiary covering Hong Kong and possibly other markets.... View Details
- September 1993 (Revised June 2009)
- Case
Mary Kay Cosmetics: Asian Market Entry (A)
By: John A. Quelch
In February 1993, Curran Dandurand, senior vice president of Mary Kay Cosmetics Inc.'s global marketing group, was reflecting on the company's international operations. Mary Kay Cosmetics Inc. products had been sold outside the United States for over 15 years, but by... View Details
- September 1993
- Supplement
Manufacturing at ALZA: The Right Prescription? (C)
ALZA, a drug delivery company, considers marketing its own and other companies' products. The primary issue is whether to build an internal sales force focused on a few niche markets, to finance a sales force through alliances, or to acquire a marketing company. View Details
- July 1993
- Case
ABB Deutschland (Abridged)
Focuses in detail on implementing a corporate restructuring program in ABB's German subsidiary. Special attention is given to Germany's unique form of industrial governance. Two major problem areas--power plants and power transformers--are described in detail. ABB's... View Details