Publications

Keywords: Foreign Direct Investment

September 1988 (Revised July 2000)
Case

Alex Dean

By: Shoshana Zuboff, Dave DeLong and Kathleen Scharf

Traces the evolution of Alex Dean's internal and external careers, exploring his psychological and emotional development, as well as seemingly dramatic shifts in career direction from research scientist to venture capitalist. Designed to encourage students to reflect... View Details

Keywords: Personal Development and Career; Jobs and Positions; Emotions; Research and Development; Venture Capital

June 1988
Case

Decontrol of Fertilizer Prices in Pakistan

Keywords: Business and Government Relations; Developing Countries and Economies; Price; Pakistan

1987
Chapter

Evaluating Foreign Investment with Special Reference to Southeast Asia

Keywords: Foreign Direct Investment; Performance Evaluation; Developing Countries and Economies; Asia

October 1987
Journal Article

Shape for Place: Herrings & Co. in the Netherlands East Indies

October 1987
Article

Water, Bread, and Meat: Payment for Work in the Atacama Desert

Keywords: Compensation and Benefits; South America

May 1987
Background Note

Note on Intellectual Property

February 1987 (Revised August 1989)
Background Note

United States Trade Law

By: David B. Yoffie

Examines the manner in which U.S. trade law and policy has evolved, with emphasis on trade in manufactured goods and services as well as the relationship between the executive and the legislature. The structure and content of U.S. trade law is discussed including a... View Details

Keywords: Trade; Machinery and Machining; Policy; Law Enforcement; Outcome or Result; Business and Government Relations; United States

January 1987
Background Note

Indonesia: Choice of Industrialization Strategy

January 1987
Background Note

Pakistan: A Background Note

December 1986 (Revised January 1988)
Case

Hewlett-Packard: Manufacturing Productivity Division (C)

By: Benson P. Shapiro and Lawrence B. Levine

Focuses on the development of a "market driven" culture at Hewlett-Packard (HP); the conflict between autonomous, well integrated divisions making products responsive to their own markets and a greater degree of systems integration at the corporate level; and the... View Details

Keywords: Business Divisions; Marketing; Marketing Strategy; Production; Organizational Culture; Research and Development; Sales; Integration; Manufacturing Industry

November 1986 (Revised June 1987)
Case

Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives

By: Frank V. Cespedes

Focuses on the compensation plan for Fieldcrest sales representatives. Management is reviewing the structure of the plan and must decide how to establish compensation goals and guidelines for the following year so that sales efforts are allocated among products and/or... View Details

Keywords: Markets; Competitive Strategy; Compensation and Benefits

1986
Chapter

Government Relations in the Global Firm

By: L. T. Wells Jr. and Amir Mahini

Keywords: Globalized Firms and Management; Business and Government Relations

1986
Chapter

Doing Well While Doing Good: Dilemmas of Performance Measurement in Nonprofit Organizations and the Need for a Multiple Constituency Approach

By: R. M. Kanter

Keywords: Nonprofit Organizations; Performance Evaluation; Performance Productivity

October 1986 (Revised November 1989)
Case

Becton Dickinson & Co.: VACUTAINER Systems Division

By: Frank V. Cespedes

Concerns negotiations between managers of Becton Dickinson's (BD) VACUTAINER division (which manufactures and sells blood collection products) and managers of a large hospital buying group. Recent changes in the health care industry are the background for the... View Details

Keywords: Distribution; Negotiation Participants; Negotiation Process; Price; Sales; Manufacturing Industry; Medical Devices and Supplies Industry; Health Industry; United States

August 1986
Case

Dow Indonesia (A), Software Case

By: James E. Austin and Louis T. Wells Jr.

Keywords: Chemical Industry; Indonesia

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