Publications

February 1992 (Revised March 1993)
Case

Intel Corp.--1992

By: Kenneth A. Froot

Intel Corp., the world's dominant designer and manufacturer of microprocessors (the "brains" of the personal computer), has accumulated a large amount of cash (net of debt). Furthermore, it expects to continue to accumulate cash at an unprecedented rate. Has the... View Details

Keywords: Dividends; Financial Management; Competition; Multinational Firms and Management; Cash; Technological Innovation; Capital Structure; Investment Return; Equity; Financial Strategy; Corporate Finance; Semiconductor Industry; United States

October 1991 (Revised August 2000)
Case

Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)

By: V. Kasturi Rangan and Frank V. Cespedes

Becton Dickinson, a phenomenally successful company with an 80% market share in the blood collection needles and syringes market faces a change in the customer buying environment (cost containment pressures at hospitals). This forces a reevaluation of the company's... View Details

Keywords: Business Divisions; Customer Satisfaction; Demand and Consumers; Market Participation; Distribution Channels; Success; Corporate Strategy; Value Creation; Health Industry

June 1989 (Revised January 1992)
Case

Ingersoll-Rand (A): Managing Multiple Channels--1985

By: V. Kasturi Rangan and E. Raymond Corey

James Clabough, marketing vice president at Ingersoll-Rand, has to decide on the distribution policy for a new product. The decision has marketing as well as organizational ramifications. View Details

Keywords: Decisions; Leadership Style; Marketing Channels; Product Launch; Distribution

January 1989
Case

Cathay Pacific Airways (A): Globalization of Airline Reservation and Distribution Systems Technology

By: James I. Cash Jr.

Keywords: Air Transportation; Information Technology; Air Transportation Industry

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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

April 1982 (Revised June 1993)
Case

Hart Schaffner & Marx: The Market for Separately Ticketed Suits

By: Richard S. Tedlow

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

Keywords: Advertising; Decisions; Price; Markets; Distribution Channels; Production; Mathematical Methods; Competitive Strategy; Apparel and Accessories Industry

July 1980
Case

Colonial Bakery Products Distribution Co.

By: James I. Cash Jr.

Keywords: Distribution Industry; Distribution Industry

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October 1976 (Revised May 1985)
Case

Raytheon Co.: Diversification

By: Michael E. Porter

Centers on the question of whether Raytheon should enter the electronic component distribution industry in the context of its broad diversification approach and acquisition criteria. This industry represents a vertical integration area for Raytheon, so the analytical... View Details

Keywords: Acquisition; Policy; Market Entry and Exit; Distribution; Diversification; Vertical Integration; Distribution Industry; Distribution Industry