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June 2018
Case

Forta Furniture: International Expansion

By: John A. Quelch and Karthik Easwar

The Forta Furniture case highlights the need to consider new market expansion to grow a firm. It demonstrates that simply doing what has always been done is not sustainable when other competitors enter the market with differentiated or potentially superior offerings.... View Details

Keywords: Market Entry and Exit; Global Range; Decision Making; Analysis; Cross-Cultural and Cross-Border Issues; Growth and Development Strategy; Brands and Branding; Expansion

April 2017 (Revised March 2024)
Case

Making Target the Target: Boycotts and Corporate Political Activity

By: Nien-hê Hsieh and Victor Wu

Through the challenges facing Target, the case examines ways in which corporations can become involved in political and legislative debates and processes, ranging from campaign contributions to lobbying to political activism. In 2016, Target CEO Brian Cornell must... View Details

Article

Buyer-Initiated vs. Seller-Initiated Information Revelation

Sales presentations are the core of the selling process where salespeople provide information to prospects. One challenge is that the amount of information available to be potentially communicated may exceed salespeople's ability to communicate or customers' ability to... View Details

Keywords: Information; Quality; Marketing Communications; Game Theory; Sales

July 2012 (Revised November 2012)
Case

Dragonfly Corporation

By: Howard H. Stevenson and Jim Sharpe

After 3 years of losses and under legal threats from their landlord, a husband and wife team are faced with shutting the company down, buying time with the landlord or turning to their parents for additional funds. Despite opening a new location and seeing that sales... View Details

Keywords: Entrepreneurs; Entrepreneurial Management; Turnarounds; Bankruptcy; Bank Loan; Crisis Management; Family Business; Retail Trade; Financial Crisis; Financial Analysis; Entrepreneurship; Insolvency and Bankruptcy; Retail Industry; United States

August 2009 (Revised August 2010)
Supplement

Eddie Bauer (B)

By: Paul M. Healy, Sharon P. Katz and Aldo Sesia

In February 2007, shareholders of Eddie Bauer, the specialty apparel retailer, were scheduled to vote on management's proposed sale of the company to two private equity firms. More than 50% of outstanding shares in Eddie Bauer needed to be voted in favor of the deal... View Details

Keywords: Financial Statements; Mergers and Acquisitions; Governing and Advisory Boards; Privatization; Valuation; Apparel and Accessories Industry; Retail Industry; United States

January 1998 (Revised April 1998)
Case

Lincoln Electric: Venturing Abroad

By: Christopher A. Bartlett and Jamie O'Connell

Lincoln Electric, a 100-year-old manufacturer of welding equipment and consumables based in Cleveland, Ohio, motivates its U.S. employees through a culture of cooperation between management and labor and an unusual compensation system based on piecework and a large... View Details

Keywords: Acquisition; Restructuring; Transformation; Construction; Compensation and Benefits; Management; Market Entry and Exit; Labor and Management Relations; Competitive Advantage; Expansion; Manufacturing Industry; Ohio

December 2017 (Revised January 2018)
Case

Alltech

By: David E. Bell and Natalie Kindred

Alltech was a Lexington, Kentucky–based producer of supplements for animal feed, with revenues of over $2 billion (projected to reach $3 billion in 2018), sales in 120 countries, 5,000 employees, and 100 manufacturing plants worldwide. For nearly four decades, Alltech... View Details

2010
Book

The New Science of Retailing: How Analytics Are Transforming the Supply Chain and Improving Performance

By: Marshall Fisher and Ananth Raman

Retailers today are drowning in data but lacking in insight: They have huge volumes of information at their disposal. But they're unsure of how to sort through it and use it to make smart decisions. The result? They're struggling with profit-sapping supply chain... View Details

Keywords: Profit; Knowledge Use and Leverage; Logistics; Supply Chain Management; Mathematical Methods; Retail Industry

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September 2012 (Revised January 2013)
Case

J.C. Penney's 'Fair and Square' Pricing Strategy

By: Elie Ofek and Jill Avery

As a he gets ready to release 2nd quarter 2012 results, Ron Johnson, the new CEO of department store J.C. Penney, is reconsidering the dramatic changes he initiated for the business model and brand image of his company. A new pricing scheme he put in place in February,... View Details

Keywords: Change Management; Consumer Behavior; Management Teams; Business Model; Marketing Strategy; Price; Brands and Branding; Decision Making; Retail Industry; United States

January 2004 (Revised October 2006)
Case

Electronic Arts in Online Gaming

By: Thomas R. Eisenmann and Justin Wong

Electronic Arts (EA), the world's largest independent video-game publisher, must decide whether to support Microsoft's initiatives in online gaming. Historically, EA has been platform-agnostic, releasing versions of its titles for all major console platforms. However,... View Details

Keywords: Corporate Strategy; Digital Platforms; Network Effects; Policy; Customer Focus and Relationships; Games, Gaming, and Gambling; Revenue; Segmentation; Sales; Entertainment and Recreation Industry; Electronics Industry

September 2002 (Revised July 2012)
Case

Athleta

By: William A. Sahlman and Taslim Pirmohamed

The management team at Athleta is attempting to raise equity capital for the company in March 2002. Athleta is a catalog and online retailer of women's athletic clothing. The company has made substantial progress, with anticipated 2002 sales over $20 million, but has... View Details

Keywords: Management Teams; Financing and Loans; Business Model; Business Strategy; Equity; Capital; Retail Industry

24 Nov 2014
News

Why businesses need to design more reliable experiments

09 Dec 2014
News

The Discipline of Business Experimentation

November 1991 (Revised December 1996)
Case

Pressco, Inc.--1985

By: William E. Fruhan Jr.

A capital budgeting problem is viewed from the context of a marketing representative attempting to make a sale of energy saving heavy industrial equipment. Tax law changes promise to have a significant impact on the customer's decision process. Teaching purpose: To... View Details

Keywords: Capital Budgeting; Machinery and Machining; Valuation; Taxation; Customer Value and Value Chain; Cost vs Benefits; Inflation and Deflation; Cost Management; Product Marketing; North and Central America

September 2019 (Revised December 2019)
Case

Anthony Soohoo at Dot & Bo: Bringing Storytelling to Furniture E-Commerce

By: Thomas R. Eisenmann, Allison M. Ciechanover and George Gonzalez

The case provides students an opportunity to examine the founding of an e-commerce startup that used storytelling and compelling images to sell furniture and home accessories to millennials. The case describes the rapid sales growth the company experienced, as well as... View Details

Keywords: E-commerce; Startups; Furnishing; Leadership; Business Startups; Entrepreneurship; Internet and the Web; Failure; United States

November 1996 (Revised December 1996)
Case

SAP America

By: David A. Garvin and Artemis March

SAP America has grown at an explosive rate. This case describes the company's strategy, organization, and culture, with special attention to its approach to partnering and its sales and consulting process, which have been instrumental in allowing growth to proceed. Now... View Details

Keywords: Business Growth and Maturation; Change Management; Entrepreneurship; Growth Management; Demand and Consumers; Organizational Culture; Alliances; Competitive Strategy; Corporate Strategy; United States

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03 Apr 2020
News

If You Want to Survive a Downturn? Build a Better Platform

October 1987 (Revised November 1991)
Case

Fiat--1986

By: W. Carl Kester and Richard P. Melnick

Describes Fiat's 1986 Euro-equity offering of $2.1 billion of stock. The offering proved to be highly problematic, particularly for the lead manager, Deutsche Bank, and raises questions about the future of the Euro-equity market. Students are provided opportunities to... View Details

Keywords: Equity; Stocks; Negotiation Deal; Outcome or Result; Opportunities; Auto Industry

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January 2019
Case

King Abdullah Economic City: Population Drivers and Cash Flow

By: John D. Macomber

CEO of high profile new economic city in Saudi Arabia must decide how to allocate limited investment funds across projects under duress. Issues include understanding core economic drivers; planning infrastructure investment and return; attracting multinationals; and... View Details

Keywords: Urban Development; Infrastructure; Project Finance; Resource Allocation; Decision Making; City; Real Estate Industry; Saudi Arabia

June 2001
Case

Privatization of Anatolia National Telekom, The: TAD Confidential Instructions

Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and... View Details

Keywords: Negotiation Process; Emerging Markets; Privatization; State Ownership; Telecommunications Industry; Turkey

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