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      • July 1987 (Revised May 1993)
      • Case

      Atlas Copco (A): Gaining and Building Distribution Channels

      By: V. Kasturi Rangan
      Atlas Copco, a Swedish company, holds the highest market share for air compressors worldwide. However, its attempts to enter U.S. markets have been unsuccessful. The case describes a series of strategic distribution maneuvers implemented by the company which enable it... View Details
      Keywords: Growth and Development; Marketing Channels; Market Entry and Exit; Market Participation; Distribution Channels; Failure; Industrial Products Industry; Sweden; United States
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      Rangan, V. Kasturi. "Atlas Copco (A): Gaining and Building Distribution Channels." Harvard Business School Case 588-004, July 1987. (Revised May 1993.)
      • December 1986 (Revised November 1989)
      • Case

      Hewlett-Packard: Manufacturing Productivity Division (A)

      By: Benson P. Shapiro and Lawrence B. Levine
      In late summer 1986, the management of the Manufacturing Productivity Division (MPD) of Hewlett-Packard (HP) was in the process of making major market selection and product policy decisions. MPD is a small division which develops and markets manufacturing productivity... View Details
      Keywords: Business Divisions; Marketing; Product Marketing; Market Entry and Exit; Production; Research and Development; Manufacturing Industry
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      Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (A)." Harvard Business School Case 587-101, December 1986. (Revised November 1989.)
      • November 1986 (Revised December 1992)
      • Case

      Kentucky Fried Chicken (Japan) Ltd.

      By: Christopher A. Bartlett
      Describes the internationalization of the Kentucky Fried Chicken (KFC) fast food chain, focusing on KFC's entry into Japan. An entrepreneurial country general manager, Lou Weston, battles numerous problems to establish the business and is eventually highly successful.... View Details
      Keywords: Business Subsidiaries; Entrepreneurship; Globalized Economies and Regions; Governing Rules, Regulations, and Reforms; Policy; Market Entry and Exit; Strategic Planning; Agency Theory; Perspective; Corporate Strategy; Food and Beverage Industry; Japan
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      Bartlett, Christopher A. "Kentucky Fried Chicken (Japan) Ltd." Harvard Business School Case 387-043, November 1986. (Revised December 1992.)
      • August 1986 (Revised June 1987)
      • Case

      Lotus Development Corporation: Entering International Markets

      By: David B. Yoffie and John J. Coleman
      Lotus 1-2-3 exploded on the American market in the spring of 1983. Nine months later Jim Manzi, vice president of marketing, hired Chuck Digate to develop an international strategy for Lotus. Case explores Lotus' rapid rise to the top of the software market in the... View Details
      Keywords: Market Entry and Exit; Applications and Software; Global Strategy; Management Teams; Information Technology Industry; United States
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      Yoffie, David B., and John J. Coleman. "Lotus Development Corporation: Entering International Markets." Harvard Business School Case 387-034, August 1986. (Revised June 1987.)
      • August 1986 (Revised May 1993)
      • Case

      Rohm and Haas (A): New Product Marketing Strategy

      By: V. Kasturi Rangan and Lesley Susan
      Joan Macey, Rohm and Haas' market manager for Metalworking Fluid Biocides, found that sales of a new biocide, Kathon MWX, was utterly disappointing. This was all the more puzzling since sales of her other product--Kathon 886 MW, a liquid biocide used only in... View Details
      Keywords: Communication Strategy; Marketing Strategy; Product Launch; Distribution; Performance; Sales
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      Rangan, V. Kasturi, and Lesley Susan. "Rohm and Haas (A): New Product Marketing Strategy." Harvard Business School Case 587-055, August 1986. (Revised May 1993.)
      • August 1986 (Revised February 1991)
      • Supplement

      Population Services International: The Social Marketing Project in Bangladesh, Video

      By: V. Kasturi Rangan
      Population Services International, a not-for-profit agency founded to promote family planning information and to market birth control products, had an agreement with the government of Bangladesh to conduct a social marketing program using modern marketing techniques to... View Details
      Keywords: Social Marketing; Health; Advertising; Marketing; Nonprofit Organizations; Government and Politics; Agreements and Arrangements; Health Industry; Bangladesh
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      Rangan, V. Kasturi. "Population Services International: The Social Marketing Project in Bangladesh, Video." Harvard Business School Video Supplement 887-506, August 1986. (Revised February 1991.)
      • June 1986 (Revised July 1990)
      • Case

      OTISLINE (A)

      By: F. Warren McFarlan and Donna B. Stoddard
      Describes the company's use of information technology to strengthen its position in the elevator sales and service market. Also demonstrates how information technology can be used to better manage and control a large geographically dispersed service organization. View Details
      Keywords: Information Technology; Technology Adoption; Sales; Marketing; Rank and Position; Salesforce Management; Service Operations; Management Analysis, Tools, and Techniques; Global Range; Accounting; Business Ventures; Industry Growth
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      McFarlan, F. Warren, and Donna B. Stoddard. "OTISLINE (A)." Harvard Business School Case 186-304, June 1986. (Revised July 1990.)
      • September 1985 (Revised July 2007)
      • Case

      Population Services International: The Social Marketing Project in Bangladesh

      By: V. Kasturi Rangan
      Population Services International (PSI) was a not-for-profit agency founded to disseminate family planning information and to market birth control products, primarily in less developed countries seeking to curb their population explosions. In 1976, PSI concluded an... View Details
      Keywords: Developing Countries and Economies; Health; Marketing Strategy; Social Marketing; Business and Government Relations; Nonprofit Organizations; Bangladesh
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      Rangan, V. Kasturi. "Population Services International: The Social Marketing Project in Bangladesh." Harvard Business School Case 586-013, September 1985. (Revised July 2007.)
      • January 1985 (Revised March 2003)
      • Case

      Conex do Brasil

      By: Christopher A. Bartlett and John Young
      Describes interactions between Brazilian local, Latin American regional, and USA headquarters staff during the three years after establishing a manufacturing subsidiary in Sao Paulo. In a highly protected national environment, a market entry plan is developed to meet... View Details
      Keywords: Cross-Cultural and Cross-Border Issues; Resignation and Termination; Goals and Objectives; Market Entry and Exit; Operations; Performance Expectations; Opportunities; Corporate Strategy; Latin America; United States; Brazil
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      Bartlett, Christopher A., and John Young. "Conex do Brasil." Harvard Business School Case 385-257, January 1985. (Revised March 2003.)
      • 1985
      • Chapter

      The Use of Market Research in Industrial Organizations

      By: Rohit Deshpandé and G. Zaltman
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      Deshpandé, Rohit, and G. Zaltman. "The Use of Market Research in Industrial Organizations." In A Strategic Approach to Business Marketing, edited by Robert Spekman and David Wilson, 58–66. American Marketing Association, 1985.
      • September 1984 (Revised December 1992)
      • Case

      Federated Industries (A)

      By: Robert J. Dolan
      The market leader in an overcapacity industry with a commodity product is trying to restore industry price levels. Price cutting has hurt overall industry price levels and the leader must determine whether (and how) to bring up price levels or exit the market. View Details
      Keywords: Supply and Industry; Market Entry and Exit; Price; Goods and Commodities; Competition; Consumer Products Industry; United States
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      Dolan, Robert J. "Federated Industries (A)." Harvard Business School Case 585-104, September 1984. (Revised December 1992.)
      • May 1984 (Revised September 1986)
      • Background Note

      Basic Quantitative Analysis for Marketing

      By: Robert J. Dolan
      Shows how to calculate and use the break-even volume in marketing decision making. View Details
      Keywords: Marketing Strategy; Mathematical Methods
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      Dolan, Robert J. "Basic Quantitative Analysis for Marketing." Harvard Business School Background Note 584-149, May 1984. (Revised September 1986.)
      • January 1984
      • Article

      A Simulation Analysis of Alternative Pricing Strategies for Dynamic Environments

      By: Robert J. Dolan
      Researchers of the strategic implications of the well-known demand (e.g., adoption and diffusion) and supply (e.g., experience effects) dynamics have typically sought analytical solutions. Their success in this has been achieved partly by limiting the richness of the... View Details
      Keywords: Demand and Consumers; Price; Mathematical Methods; Supply and Industry
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      Dolan, Robert J. "A Simulation Analysis of Alternative Pricing Strategies for Dynamic Environments." Journal of Business 57, no. 1 (January 1984).
      • November 1983 (Revised October 1988)
      • Case

      Canon Inc.: Worldwide Copier Strategy

      By: Michael E. Porter
      Describes Canon's worldwide strategy in the copier business. Designed to be used to explore strategy formulation in a worldwide industry, and the principles of international competition. View Details
      Keywords: Values and Beliefs; Global Strategy; Marketing Strategy; Business Strategy; Competitive Strategy; Manufacturing Industry
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      Porter, Michael E. "Canon Inc.: Worldwide Copier Strategy." Harvard Business School Case 384-151, November 1983. (Revised October 1988.)
      • September 1983 (Revised February 1989)
      • Background Note

      The Oil Tanker Shipping Industry in 1983

      By: Michael E. Porter
      Describes the international oil tanker shipping industry both historically and in 1983. Designed to provide a vehicle for practicing industry analysis in a volatile commodity business, and for formulating strategy in such an environment. Also can be used to examine... View Details
      Keywords: Strategic Planning; Globalized Markets and Industries; Goods and Commodities; Volatility; Vertical Integration; Supply and Industry; Shipping Industry
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      Porter, Michael E. "The Oil Tanker Shipping Industry in 1983." Harvard Business School Background Note 384-034, September 1983. (Revised February 1989.)
      • August 1983 (Revised May 1985)
      • Case

      Jamestown Co.

      By: Benson P. Shapiro and Edward J. Hoff
      In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details
      Keywords: Decision Making; Leadership Style; Marketing Channels; Salesforce Management
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      Shapiro, Benson P., and Edward J. Hoff. "Jamestown Co." Harvard Business School Case 584-017, August 1983. (Revised May 1985.)
      • June 1983 (Revised April 1991)
      • Case

      Dominion Engineering Works

      By: Christopher A. Bartlett
      Dominion Engineering Works faces important strategic decisions about whether to continue its focused strategy of selling newsprint machines to the Canadian paper industry or whether recent changes in industry conditions and the emergence of three global competitors... View Details
      Keywords: Machinery and Machining; Globalized Markets and Industries; Management Analysis, Tools, and Techniques; Partners and Partnerships; Competitive Strategy; Customization and Personalization; Diversification
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      Bartlett, Christopher A. "Dominion Engineering Works." Harvard Business School Case 383-184, June 1983. (Revised April 1991.)
      • June 1983
      • Background Note

      Note on the Paper Machinery Industry

      By: Christopher A. Bartlett
      Describes the major structural changes taking place in the paper industry in the 1970s: major oil and pulp price increases, pollution legislation, a shift in industry development from OECD countries to LDCs and NICs and the technological revolution in paper making.... View Details
      Keywords: Engineering; Price; Global Strategy; Growth and Development; Industry Structures; Organizational Change and Adaptation; Pollutants; Competition; Pulp and Paper Industry
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      Bartlett, Christopher A. "Note on the Paper Machinery Industry." Harvard Business School Background Note 383-185, June 1983.
      • December 1982 (Revised November 2006)
      • Background Note

      Note on Futures Contracts

      By: David E. Bell
      Provides an introduction to futures contracts, what they are, what their use in hedging is, and their usefulness in providing forecasts. Also covers basic risk. Includes a list of commodities currently traded in futures markets and the necessary properties of a... View Details
      Keywords: Futures and Commodity Futures
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      Bell, David E. "Note on Futures Contracts." Harvard Business School Background Note 183-126, December 1982. (Revised November 2006.)
      • August 1982 (Revised September 1991)
      • Case

      Rockwell International (A)

      By: Michael E. Porter
      Describes the competitive situation facing Rockwell International, the market leader in the U.S. water meter industry. The industry is undergoing structural change, and competitor activity is intensifying. Rockwell must decide what, if any, actions are necessary to... View Details
      Keywords: Transformation; Decisions; Management Analysis, Tools, and Techniques; Markets; Industry Structures; Business Strategy; Competition; Manufacturing Industry; United States
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      Porter, Michael E. "Rockwell International (A)." Harvard Business School Case 383-019, August 1982. (Revised September 1991.)
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