Publications

February 2003 (Revised March 2007)
Case

Internet Customer Acquisition Strategy at Bankinter

By: Francisco de Asis Martinez-Jerez, V.G. Narayanan and Lisa Brem

Bankinter, a relatively small Spanish bank, has a large presence as an Internet financial services provider. Leading the way to profitability through the Internet will give Bankinter a major competitive advantage over the larger, more established Spanish banks. Ann... View Details

Keywords: Customer Relationship Management; Internet and the Web; Activity Based Costing and Management; Customer Value and Value Chain; Banks and Banking; Banking Industry; Spain

2001
Book

The Performing Arts in a New Era

By: Kevin F. McCarthy, Arthur C. Brooks, Julia Lowell and Laura Zakaras

This book examines recent trends in the performing arts and discusses how the arts are likely to evolve in the future. It is the first book to provide a comprehensive overview of the performing arts, including analysis of opera, theater, dance, and music, in both their... View Details

Keywords: Performing Arts; United States

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October 2000 (Revised June 2017)
Case

Vyaderm Pharmaceuticals: The EVA Decision

By: Robert Simons and Indra A. Reinbergs

In 2016, the new CEO of Vyaderm Pharmaceuticals introduces an Economic Value Added (EVA) program to focus the company on long-term shareholder value. The EVA program consists of three elements: EVA centers (business units), EVA drivers (operational practices that... View Details

Keywords: Compensation and Benefits; Employee Relationship Management; Economic Growth; Economic Systems; Management; Motivation and Incentives; Organizational Design; Organizational Structure; Performance Evaluation; Decision Choices and Conditions; Pharmaceutical Industry; Washington (state, US)

September 1997
Case

Tri Valley Growers: A New Age Co-op

By: Ray A. Goldberg and Mollie H. Carter

Tri Valley Growers is a dominant co-operative in its industry and, yet, still suffers from poor returns. The board of directors worked with the new CEO to change the product, market, and financing focus of the co-op to assure a long and profitable future for its... View Details

Keywords: Capital; Profit; Goods and Commodities; Product Marketing; Cooperative Ownership

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July 1993
Case

Air Miles Canada

By: Thomas O. Jones, Leonard A. Schlesinger and Roger H. Hallowell

Air Miles Canada both increases customer loyalty by rewarding shopping frequency at specified merchants, and enables its sponsors to develop a new, more complex understanding of their customers' (and potential customers') shopping habits, thus making future customer... View Details

Keywords: Programs; Customer Relationship Management; Information Management; Air Transportation Industry; Canada

April 1991 (Revised July 1994)
Case

Southland Corp. (B)

By: Richard S. Ruback

Examines Southland's financial difficulties following the LBO in 1987 up to the first restructuring plan in July 1990. The teaching objectives are: to explore the complexities of a failed leverage buyout and the operating restrictions that result from financial... View Details

Keywords: Leveraged Buyouts; Restructuring; Equity; Insolvency and Bankruptcy; Financing and Loans; Crisis Management

January 1990 (Revised March 1994)
Case

Royal Ahold NV

By: Richard F. Meyer

Contains a general description of a large international retailer. Focus is on the major financial risks facing the company: exchange rate risk and commodity price risk. This case is an introduction to financial risk management. It poses some of the major problem areas. View Details

Keywords: Risk Management; Currency Exchange Rate; Futures and Commodity Futures; Trade; Distribution; Financial Services Industry

February 1982 (Revised June 1990)
Case

Massey-Ferguson Ltd.—1980

By: Carliss Y. Baldwin and Scott P. Mason

Massey Ferguson began fiscal year 1981 in default on $2.5 billion of outstanding debt. The company's future depends on the ability of lenders, the governments of Canada and Ontario, and management, to agree on a refinancing plan. The case reviews Massey's performance... View Details

Keywords: Financial Condition; Financial Markets; Financing and Loans; Insolvency and Bankruptcy; Financial Strategy; Borrowing and Debt; Corporate Finance; Canada