Publications
Publications
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(7,570)
- Faculty Publications (1,669)
- February 2001 (Revised February 2002)
- Case
Estee Lauder and the Market for Prestige Cosmetics
By: Nancy F. Koehn
Opens with a brief history of the U.S. cosmetics market and its rapid development in the 1920s. Also recounts Lauder's initial involvement in the sector, making skin care products and selling them in Manhattan beauty parlors during the Great Depression. Pays particular... View Details
- January 2001
- Case
Abgenix and the XenoMouse
By: Robert J. Dolan
Abgenix has a unique method for generating antibodies useful in treating a number of diseases, including cancer. In early 2000, the company's cancer has performed very well in animal testing and is moving to early stage human testing. Abgenix must decide whether to... View Details
- January 2001 (Revised May 2010)
- Case
BP Amoco (B): Financing Development of the Caspian Oil Fields
By: Benjamin C. Esty and Michael Kane
British Petroleum and Amoco were the two largest members of the Azerbaijan International Oil Consortium (AIOC), an 11-firm consortium that was spending $10 billion to develop oil fields in the Caspian Sea. As of March 1999, AIOC had completed a $1.9 billion development... View Details
- 2000
- Chapter
Anticipating Greener Supply Chain Demands: One Singapore Company's Journey to ISO 14001
One major benefit of Jebsen & Jessen Packaging Pte Ltd (JJPS’s) implementation of ISO 14001 is that it acquired a third-party 'seal of approval' that will be used in its marketing efforts to meet the growing environmental concern of its customers within the electronics... View Details
- December 2000 (Revised March 2001)
- Background Note
Strategic Use of Music in Marketing, The: A Selective Review
By: Gerald Zaltman and Nancy Puccinelli
Summarizes selected research on music and its impact on mood and shopping behavior, and its impact on the communication of ideas. View Details
- November 2000 (Revised May 2001)
- Case
State of South Carolina, The
This case presents the managerial dilemma faced by the treasurer of South Carolina in 1998. Until last year, the South Carolina state pension fund (with over $17 billion in assets) was barred by the state constitution from investing in equities. After the constitution... View Details
- October 2000 (Revised April 2001)
- Case
Cost of Capital at Ameritrade
By: Mark L. Mitchell and Erik Stafford
Ameritrade Holding Corp. is planning large marketing and technology investments to improve the company's competitive position in deep-discount brokerage by taking advantage of emerging economies of scale. In order to evaluate whether the strategy would generate... View Details
- October 2000
- Case
Procter & Gamble Italy: The Pringles Launch (A)
By: Roy D. Shapiro
Procter & Gamble's (P&G) Pringles potato chips have been a very successful brand. This case reviews the development and first launch in the United States, then in markets around the world. Italy is one of the last countries where Pringles will be launched. Should P&G... View Details
- October 2000
- Background Note
Sustaining Value
By: Robert J. Dolan
Describes the challenges a firm faces in building and sustaining a value proposition over time. Describes major ways in which the marketing environment changes over time and the methods a firm can use to protect its market position. View Details
- October 2000
- Background Note
Creating Value
By: Rohit Deshpande
Creating value involves understanding consumers/customers and bringing this knowledge into the organization. Market-driven and market-driving strategies are contrasted in the context of new product development. View Details
- September 2000 (Revised November 2000)
- Case
GetConnected.com
By: Rajiv Lal, Nilanjana R. Pal and Jodi L. Prins
Describes the situation faced by GCI.com in April 2000, soon after raising $12 million for their new venture. After hiring an advertising agency, management needs to decide on the nature of the advertising campaign to target the right set of customers with the right... View Details
- September 2000 (Revised September 2005)
- Case
New Beetle, The
By: Rajiv Lal and Nilanjana R. Pal
Volkswagen of America introduced the New Beetle at the Detroit auto show in January 1998 to rave reviews from the automobile press and industry gurus. Elisabeth Vanzura, marketing director of Volkswagen American had the challenging task of converting this enthusiasm to... View Details
- August 2000 (Revised September 2005)
- Case
Omnitel Pronto Italia
By: Rajiv Lal, Carin-Isabel Knoop and Suma Raju
Describes the situation faced by Omnitel soon after launching its mobile telecommunication services in Italy in December 1995. Competing against the Italian monopoly, TIM, Omnitel had positioned its services to be better on the quality dimension. However, sales were... View Details
- August 2000 (Revised November 2001)
- Case
Edmunds.com (A)
By: Stephen P. Bradley and Christina Akers
Edmund's began in 1966 as a publisher of new and used vehicle guides and grew into one of the leading third-party automotive web sites of today. This case explores how Edmunds.com gained a competitive edge using strategic partnerships and alliances, as well as careful... View Details
- August 2000 (Revised December 2003)
- Case
Dell's Working Capital
By: Richard S. Ruback and Aldo Sesia
Dell Computer Corp. manufactures, sells, and services personal computers. The company markets its computers directly to its customers and builds computers after receiving a customer order. This build-to-order model enables Dell to have much smaller investment in... View Details
- June 2000
- Case
Lifeline Systems, Inc. (A)
By: H. Kent Bowen and Marilyn Matis
Lifeline Systems provides emergency response equipment to the elderly who live at home. The company uses local hospitals to market, sell, and install these units in homes, while the hospital monitors and calls for aid to respond to emergency calls from the elderly... View Details
- June 2000 (Revised November 2007)
- Case
Dogfight over Europe: Ryanair (A)
By: Jan W. Rivkin
In April 1986, the Ryan brothers announce that their fledging Irish airline Ryanair will soon commence service between Dublin and London. For the first time, Ryanair will face formidable competitors such as Aer Lingus and British Airways on a major route. Students are... View Details
- June 2000
- Case
Rebirth of the Swiss Watch Industry, 1980-1992 (A)
By: Michael L. Tushman and Daniel Radov
The Swiss watch industry has been devastated by new entrants from Asia in the low- and mid-priced watch segments. Japanese and Hong Kong firms have used quartz technology to lower costs dramatically. Nicolas Hayek, president of a Swiss consulting firm, is asked to help... View Details
- May 2000 (Revised April 2003)
- Case
Contractual Innovation in the UK Energy Markets: Enron Europe, The Eastern Group, and the Sutton Bridge Project
By: Benjamin C. Esty and Peter Tufano
In December 1996, Enron Europe and The Eastern Group were on the verge of signing an innovative transaction in the utility industry. Eastern was going to buy a long-term option to convert natural gas into electricity from Enron, thereby giving it the economic right to... View Details
- Article
Valuation of Bankrupt Firms
By: S. C. Gilson, E. S. Hotchkiss and R. S. Ruback
This study compares the market value of firms that reorganize in bankruptcy with estimates of value based on management's published cash flow projections. We estimate firm values using models that have been shown in other contexts to generate relatively precise... View Details