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Publications
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(7,643)
- Faculty Publications (1,658)
- 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
- October 1994 (Revised November 1994)
- Case
British Airways: Using Information Systems to Better Serve the Customer
By: W. Earl Sasser and Norman Klein
Explores the uses of scanning technology, interactive software, and powerful data bases to assist customer relations representatives in resolving customer complaints. Competitive alliances in international markets are noted, but the focus is on the evolving commitment... View Details
- October 1994
- Case
Bankers Trust: Global Investment Bank
By: Andre F. Perold and Kuljot Singh
In October 1992, Eugene Shanks, president of Bankers Trust New York Corp., and Brian Walsh, head of the Global Investment Bank (GIB) business unit, are considering a proposal for a large and complex financing involving the North Sea Oil Co. (NSOC). The financing... View Details
- September 1994
- Supplement
Otis Elevator Company: China Joint Venture (E-2)
Describes what happened and presents the perspectives of the three executives who played key roles in the process. A rewritten version of an earlier case. View Details
- July 1994 (Revised July 1995)
- Case
VeriFone: The Transaction Automation Company (A)
By: Richard L. Nolan, Donna B. Stoddard and Hossam Galal
Describes VeriFone's new organizational model and its role in catapulting VeriFone to a market leadership position. Examines the impact of information technology and information access on the ability to leverage global resources, market responsiveness, and... View Details
- June 1994 (Revised August 1994)
- Case
Cunard Line Ltd.: Managing Integrated Marketing Communications
Cunard, the world's oldest luxury line company, is confronted with several key issues involving its marketing and marketing communications strategy. One concerns the balance between image/positioning advertising and short-term-oriented promotional... View Details
- May 1994
- Background Note
Segmenting Customers in Mature Industrial Markets: An Application
In mature industrial markets, segmenting customers by size, industry, or product benefits alone rarely is sufficient. Customer behavior regarding trade-offs between price and service also becomes an important criterion. This note offers a framework to enable such... 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
- February 1994 (Revised July 2008)
- Case
Banc One Corporation: Asset and Liability Management
By: Benjamin C. Esty, Peter Tufano and Jon Headley
Banc One's share price has been falling recently due to analyst and investor concern over the bank's heavy use of interest rate derivatives. Dick Lodge, chief investment officer in charge of the bank's investment and derivative portfolio, must recommend to the CEO a... View Details
- February 1994 (Revised September 1995)
- Case
Leland O'Brien Rubinstein Associates, Inc.: Portfolio Insurance
By: Peter Tufano
Leland O'Brien Rubinstein Associates, a small financial advisory firm founded in 1980, has created a successful business by selling a product commonly known as portfolio insurance. Portfolio insurance is a trading strategy that institutional investors use to establish... View Details
- January 1994
- Article
Foreign Multinationals in British Manufacturing, 1850-1962
By: G. Jones and Frances Bostock
This article draws on a new database to describe the dimensions and characteristics of 685 foreign companies which established British manufacturing subsidiaries between 1850 and 1962. The numbers of foreign companies grew from the 1890s, expanded rapidly in the... View Details
- November 1993 (Revised September 1994)
- Case
Food Distribution in Russia: The Harris Group and the LUX Store
By: David E. Bell, Walter J. Salmon and Dinny Starr
Discusses the challenges facing businesses entering the Russian business environment, especially focusing on food retailing and distribution in that country. Highlights one small, entrepreneurial company, The Harris Group, which, with the help of both Russian partners... View Details
- November 1993
- Case
FCB and Publicis (C): The German-Led Network
By: Rosabeth M. Kanter and Pamela A. Yatsko
After U.S.-based Foote, Cone & Belding (FCB) and Publicis of France established an international advertising alliance in May 1988, alliance leaders set out to merge offices in Europe. They were confronted with a particularly tricky situation in Germany, which, if... View Details
- October 1993 (Revised September 1994)
- Case
Northern Telecom (A): Greenwich Investment Proposal (Condensed)
By: Robert J. Dolan
The business products division has developed a business proposal asking for $50 million to fund the creation of a new telephone system for the small business market. The company's last entry into this marketplace lost $70 million. The new product would face 100... View Details
- October 1993 (Revised July 1994)
- Case
A Brush with AIDS (A)
By: Joseph L. Badaracco Jr. and Jerry Useem
A product manager at a health products company is responsible for marketing sharps containers, which hospitals use to store used needles in order to protect medical workers from being pricked with AIDS-contaminated needles. After hospitals report repeated instances of... View Details
- September 1993 (Revised June 1994)
- Case
Hewlett-Packard: Singapore (A)
In the over 20 years since Hewlett-Packard (HP) set up a manufacturing site in Singapore to produce calculators, HP has invested managerial talent and resources in developing its licensor into a technology development partner. The case details the growth of high-volume... View Details
- September 1993 (Revised December 1993)
- Case
Cott Corp.: Private Label in the 1990s
By: Ray A. Goldberg and Robert S. Kaplan
Private label cola, Cott, gets 30% of the market in Canada. How does it move into the U.S. market? How do retailers evaluate its benefit costs? Does Cott use an existing structure or build new ones? Does Cott diversify from drink to snack foods? 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 (Revised July 1995)
- Background Note
Public Policy and the Manager: Conceptual Framework
Government intervention in markets may have significant effects--both positive and negative--on a firm's strategic options and its performance outcomes. Thus the ability to analyze the origins, implications, and dynamics of public policy is a critical managerial skill... View Details
- August 1993 (Revised April 1998)
- Case
Filene's Basement
By: David E. Bell and Dinny Starr
Filene's Basement is in the process of deciding where, and if, to locate two new stores in its new Chicago area of operations. The existing Chicago area stores have been performing well, however, management is concerned with over saturation of the market. At the time... View Details