Publications

March 1990 (Revised June 1991)
Case

IBM Corp.: ""Make It Your Business"" (A)

In 1987, IBM changed its strategy in an attempt to become a market-driven company rather than a product-driven company. The case begins with a description of the new strategy and the reasons for the change and then describes the top-down sales planning and quota system... View Details

Keywords: Commercialization; Competitive Advantage; Business Strategy; Goals and Objectives; Strategic Planning; Motivation and Incentives; Sales; Volatility; System; Information Technology Industry

March 1990 (Revised November 1999)
Case

MCI Communications: Planning for the 1990s

By: Robert L. Simons and Hilary Weston

Concentrates on the evolution of MCI's strategy-setting process following a period of dramatic growth. Opportunistic strategies during MCI's early years have given top managers a dislike of formal strategic planning and a strongly-held belief in top down strategy... View Details

Keywords: Globalization; Growth and Development; Planning; Strategic Planning; Growth Management; Business or Company Management; Competition; Alignment; Communications Industry

March 1990 (Revised October 1999)
Case

Mary Kay Cosmetics: Sales Force Incentives (A)

By: Robert L. Simons and Hilary Weston

Describes the incentive system by which Mary Kay Cosmetics motivates the sales force of 200,000 independent agents who comprise the firm's only distribution channel. Illustrates the powerful effect on sales-force behavior that results when creative types of employee... View Details

Keywords: Motivation and Incentives; Cost Management; Salesforce Management; Distribution Channels; Beauty and Cosmetics Industry; United States

March 1990 (Revised March 1992)
Supplement

Mary Kay Cosmetics: Sales Force Incentives (B)

Details the changes made to the VIP automobile plan. View Details

Keywords: Motivation and Incentives; Salesforce Management; Beauty and Cosmetics Industry

February 1990 (Revised April 1991)
Case

Central Maine Power Co.: Goals and Objectives Program (A)

Keywords: Mission and Purpose; Utilities Industry; Maine

February 1990 (Revised April 1991)
Supplement

Central Maine Power Co.: Goals and Objectives Program (B)

Keywords: Goals and Objectives; Programs; Utilities Industry; Maine

January 1990 (Revised March 1991)
Case

American Red Cross Blood Services: Northeast Region

Recounts the financial difficulties and management changes experienced by American Red Cross Blood Services: Northeast Region (NER) during the 1980s. After summarizing industry-wide changes in the collection, testing, and distribution of blood and blood products, the... View Details

Keywords: Change Management; Budgets and Budgeting; Financial Management; Restructuring; Health; SWOT Analysis; Social Enterprise; Marketplace Matching; Management Style; Organizational Culture; Organizational Change and Adaptation; Medical Devices and Supplies Industry; Health Industry; North and Central America

November 1989 (Revised November 1999)
Case

Automatic Data Processing: The EFS Decision

By: Robert L. Simons and Hilary Weston

Illustrates how ADP's top management uses formal planning and control systems to establish strategic boundaries for its business units. Top management has developed a detailed list of strategic criteria that ADP managers use to evaluate products and business units, as... View Details

Keywords: Business Units; Strategic Planning; Management Systems; Accounting; Acquisition

November 1989 (Revised June 1991)
Background Note

Facts and Figures on Defense Procurement: The Department of Defense and Defense Procurement, An Overview

Provides statistics and other factual information on the Department of Defense procurement process, DOD expenditures, market share segmentation, the variety of contract types, and the role of the Defense Contract Audit Agency. View Details

Keywords: National Security

October 1989 (Revised February 1992)
Teaching Note

General Electric: Compliance Systems, Teaching Note

Teaching Note for (1-189-081). View Details

Keywords: System; Governance Compliance

October 1989 (Revised June 1991)
Teaching Note

General Electric: Valley Forge (A)--(H), Teaching Note

Teaching Note for (1-189-009--013), (1-189-015), and (1-189-016). View Details

Keywords: Consumer Products Industry; Manufacturing Industry; Pennsylvania

January 1989 (Revised June 1993)
Case

General Electric: Compliance Systems

After General Electric (GE) is indicted in 1985 for defrauding the Department of Defense, Chairman John F. Welch takes dramatic steps to prevent a recurrence. This case documents the new systems and procedures that are put in place to ensure that all GE employees are... View Details

Keywords: Policy; Contracts; Business or Company Management; Communication; Business History; Behavior; Boundaries; Management Style; Cost Management; Electronics Industry

January 1989 (Revised April 1991)
Case

General Electric: Valley Forge (A)

A series of eight vignette cases designed to be taught in one classroom session. This case describes a potential problem in the way that General Electric has billed the government under a large defense contract. Designed to allow students to discuss what actions top... View Details

Keywords: Government Administration; Contracts; Policy; Accounting; Management Teams; Business and Government Relations; Industrial Products Industry