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- Faculty Publications (1,697)
- October 1993 (Revised February 1995)
- Case
MCI Vision (A) (Condensed)
Concerns the development, introduction, and first-year sales performance of Vision, a telecommunications service aimed at small- and medium-sized businesses. Introduced in 1990, Vision surpassed goals in that year, but was significantly below target in the first... View Details
- October 1993 (Revised September 1994)
- Case
Catalina Marketing Corp.
By: David E. Bell, Walter J. Salmon and Dinny Starr
Catalina Marketing is a very successful marketing service firm. Their current customers include major supermarket retailers and consumer products manufacturers nation-wide. Catalina provides a unique way for these clients to distribute coupons for their products via... View Details
- autumn 1993
- Article
Motivational Synergy: Toward New Conceptualizations of Intrinsic and Extrinsic Motivation in the Workplace
By: T. M. Amabile
The foundation for a model of motivational synergy is presented. Building upon but going beyond previous conceptualizations, the model outlines the ways in which intrinsic motivation (which arises from the intrinsic value of the work for the individual) might interact... View Details
- August 1993 (Revised April 1997)
- Case
Southwest Airlines: 1993 (A)
By: James L. Heskett and Roger H. Hallowell
Southwest Airlines, the only major U.S. airline to be profitable in 1992, makes a decision as to which of two new cities to open, or to add a new long-haul route. Provides windows into Southwest's strategy, operations, marketing, and culture. View Details
- June 1993 (Revised April 1998)
- Case
COMCO Holding AG (B): COMCO Martech
COMCO Martech was a new breed of joint venture for COMCO Holding, a mid-sized Swiss-German company that had grown over a five-year period through tie-ups with small, start-up companies. Whereas a typical COMCO venture provided services to a large German retailer, was... View Details
- May 1993 (Revised July 1995)
- Case
Air Miles
By: John A. Quelch
The chairman and CEO of a U.K.-based frequent buyer travel award program is planning on launching in North America. Management must determine the marketing strategy to be used, specifically how the U.K. program should be altered, whether the U.S. and Canadian markets... View Details
- May 1993 (Revised May 1994)
- Case
Managing for Integrity: Three Vignettes
By: Lynn S. Paine
Three situations are described. A branch manager for a retail brokerage firm must decide whether to change the branch's cash management techniques to increase interest earnings. An auto mechanic must decide whether to oversell parts and repairs to meet sales and... View Details
- April 1993 (Revised December 1994)
- Case
Lehman Brothers and the Securitization of American Express Charge-Card Receivables
By: Andre F. Perold and Kuljot Singh
In early 1992, Lehman Brothers had received a mandate from its affiliate, American Express Travel Related Services (TRS) Co., to securitize a portion of its consumer charge-card receivables portfolio. It is now July 22, and Lehman and TRS have just returned from a... View Details
- April 1993 (Revised December 2001)
- Case
General Dynamics and Computer Sciences Corporation: Outsourcing the IS Function (B)
By: F. Warren McFarlan and Katherine Seger
Designed to look at outsourcing from the perspective of a major computer services company trying to get into the business. View Details
Keywords: Communication Technology; Business Startups; Business Plan; Business Strategy; Job Cuts and Outsourcing; Financial Management; Management Teams; Communication Strategy; Organizational Design; Product Design; Accounting; Activity Based Costing and Management; Computer Industry; Information Technology Industry
- April 1993 (Revised May 1994)
- Case
Prodigy Services Company (A)
By: Lynn S. Paine
Top executives of Prodigy Services Co. must decide how to respond when publicly accused of allowing anti-Semitic messages to be posted on the electronic bulletin boards of the company's interactive computer service. Can they defend free expression while at the same... View Details
- April 1993
- Supplement
Prodigy Services Company (B)
By: Lynn S. Paine
Describes the actions taken by Prodigy executives. View Details
- March 1993 (Revised June 1995)
- Case
Singapore TradeNet: The Tale Continues
By: Lynda M. Applegate, John L. King and Boon-Siong Neo
Continues the story of Singapore Network Services Pte. Ltd. (SNS), which was created to initiate and manage the creation of value-added networks for trade and other aspects of commerce in the island nation of Singapore. SNS built on its TradeNet experience to develop... View Details
- March 1993 (Revised April 1995)
- Case
IBM After-Sales Service
IBM has established a service delivery system to provide service and maintenance parts for its installed base of computers. The case outlines the competitive pressures IBM faces from alternative providers of maintenance services (e.g. other OEMs, third-party... View Details
- February 1993 (Revised June 2011)
- Case
David Fletcher
By: Linda A. Hill and Melinda B. Conrad
David Fletcher, manager of the Emerging Growth Fund at a New York investment management firm, decides to assemble a team of analysts to which he can delegate part of his workload. The case explores the challenges of being a producing manager and Fletcher's efforts to... View Details
- December 1992 (Revised November 1994)
- Case
Becton Dickinson Division: Marketing Organization
The marketing director for the largest division of a health care products company is reviewing the structure and staffing of the division's marketing organization. The division has authorization to hire an additional marketing manager. Hence, the immediate case... View Details
- November 1992
- Background Note
Note on Service Mapping
By: James L. Heskett
Illustrates a simple technique for diagramming operations flows in service companies. Can be used to help structure analysis and discussion of cases involving sequenced operations. View Details
- November 1992 (Revised June 1994)
- Case
Packaged Products Company: Handy-Pak Introduction
By: Frank V. Cespedes and Laura Goode
The product manager and the market research director for a new line of snacking nuts are reviewing options concerning the upcoming roll-out of the product. These options include changes in pricing, promotional plans, and salesforce incentives intended to build support... View Details
- November 1992 (Revised May 1993)
- Case
American Mobile Satellite Corporation
By: Frank V. Cespedes and Laura Goode
American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited... View Details
- October 1992 (Revised September 1996)
- Case
McDonald's Corporation
By: David M. Upton and Joshua D. Margolis
McDonald's has over many years built an operating strategy based on consistency and quality through a limited product range. Competitive forces have drawn the company into a much wider variety of foods and services in order to maintain growth. Now, new competitors... View Details