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      • September 1990 (Revised May 1991)
      • Case

      Global Fund

      By: William J. Poorvu
      Keywords: Financial Services Industry
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      Poorvu, William J. "Global Fund." Harvard Business School Case 391-057, September 1990. (Revised May 1991.)
      • July 1990 (Revised February 1992)
      • Case

      Meiwa/Citicorp

      By: William E. Fruhan Jr.
      Keywords: Financial Services Industry
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      Fruhan, William E., Jr. "Meiwa/Citicorp." Harvard Business School Case 291-004, July 1990. (Revised February 1992.)
      • June 1990 (Revised August 1992)
      • Case

      H. Ross Perot

      By: Joseph L. Badaracco Jr.
      Keywords: Financial Services Industry; Financial Services Industry
      Citation
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      Badaracco, Joseph L., Jr. "H. Ross Perot." Harvard Business School Case 390-210, June 1990. (Revised August 1992.)
      • April 1990
      • Case

      What Is Done Is Dun . . . & Bradstreet

      By: Stephen A. Greyser and Norman Klein
      Keywords: Crisis Management; Financial Services Industry
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      Greyser, Stephen A., and Norman Klein. "What Is Done Is Dun . . . & Bradstreet." Harvard Business School Case 590-103, April 1990.
      • 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
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      Simons, Robert L., and Hilary Weston. "Mary Kay Cosmetics: Sales Force Incentives (A)." Harvard Business School Case 190-103, March 1990. (Revised October 1999.)
      • February 1990
      • Case

      Retail Financial Services Industry in 1988

      By: Dwight B. Crane
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      Crane, Dwight B. "Retail Financial Services Industry in 1988." Harvard Business School Case 290-047, February 1990.
      • January 1990 (Revised March 1994)
      • Case

      Royal Ahold NV

      By: Richard F. Meyer
      Contains a general description of a large international retailer. Focus is on the major financial risks facing the company: exchange rate risk and commodity price risk. This case is an introduction to financial risk management. It poses some of the major problem areas. View Details
      Keywords: Risk Management; Currency Exchange Rate; Futures and Commodity Futures; Trade; Distribution; Financial Services Industry
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      Meyer, Richard F. "Royal Ahold NV." Harvard Business School Case 190-113, January 1990. (Revised March 1994.)
      • October 1989
      • Case

      PaineWebber: Institutional Equity Division

      By: Joseph L. Bower
      Keywords: Financial Services Industry
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      Bower, Joseph L. "PaineWebber: Institutional Equity Division." Harvard Business School Case 390-065, October 1989.
      • September 1989 (Revised December 1989)
      • Background Note

      Note on the Credit Bureau Industry and the Fair Credit Reporting Act (FCRA)

      By: F. Warren McFarlan and H. Jeff Smith
      Keywords: Financial Services Industry
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      McFarlan, F. Warren, and H. Jeff Smith. "Note on the Credit Bureau Industry and the Fair Credit Reporting Act (FCRA)." Harvard Business School Background Note 190-044, September 1989. (Revised December 1989.)
      • June 1989 (Revised May 1993)
      • Supplement

      Rossin Greenberg Seronick & Hill, Inc. (C)

      By: John A. Quelch
      Teaching objectives: 1) to consider legal and other obligations advertising agencies owe to their clients, 2) to show how aggressive marketing can lead to allegations of misconduct, 3) to explore conflicts of interest which may arise for professional service companies... View Details
      Keywords: Conflict of Interests; Ethics; Lawsuits and Litigation; Marketing; Advertising; Advertising Industry; New England
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      Quelch, John A. "Rossin Greenberg Seronick & Hill, Inc. (C)." Harvard Business School Supplement 589-126, June 1989. (Revised May 1993.)
      • January 1989
      • Case

      Primerica Corp. (B)

      By: Stephen A. Greyser and Norman Klein
      Keywords: Financial Services Industry
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      Greyser, Stephen A., and Norman Klein. "Primerica Corp. (B)." Harvard Business School Case 589-088, January 1989.
      • September 1988 (Revised January 1992)
      • Case

      JMB Growth Fund XXV

      By: William J. Poorvu
      Keywords: Financial Services Industry
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      Poorvu, William J. "JMB Growth Fund XXV." Harvard Business School Case 389-026, September 1988. (Revised January 1992.)
      • August 1988 (Revised December 1989)
      • Case

      Golden Gate Bank Pension Fund

      By: David E. Bell
      Keywords: Investment Funds; Financial Services Industry; Financial Services Industry
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      Bell, David E. "Golden Gate Bank Pension Fund." Harvard Business School Case 189-039, August 1988. (Revised December 1989.)
      • June 1988 (Revised May 1989)
      • Case

      Primerica Corp. (A): How American Can Discovered Primerica

      By: Stephen A. Greyser and Norman Klein
      Keywords: Financial Services Industry
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      Greyser, Stephen A., and Norman Klein. "Primerica Corp. (A): How American Can Discovered Primerica." Harvard Business School Case 588-066, June 1988. (Revised May 1989.)
      • May 1988
      • Article

      Management Dilemmas in Securities Firms

      By: Robert G. Eccles Jr. and Dwight B. Crane
      Keywords: Problems and Challenges; Management; Business Ventures; Financial Instruments; Financial Services Industry
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      Eccles, Robert G., Jr., and Dwight B. Crane. "Management Dilemmas in Securities Firms." Issue 726 International Financing Review (May 1988): 13–14.
      • April 1988 (Revised September 1992)
      • Case

      Frito-Lay, Inc.: The Backhaul Decision

      By: Janice H. Hammond
      Prior to the Motor Carrier Act of 1980, companies with private trucking fleets were generally prohibited from selling transportation services to other companies. The deregulation of the trucking industry in 1980 allowed private carriers to offer for-hire transportation... View Details
      Keywords: Cost Management; Revenue; Governing Rules, Regulations, and Reforms; Marketing Strategy; Distribution; Service Operations; Sales; Salesforce Management; Transportation; Food and Beverage Industry
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      Hammond, Janice H. "Frito-Lay, Inc.: The Backhaul Decision." Harvard Business School Case 688-104, April 1988. (Revised September 1992.)
      • December 1987
      • Case

      John Hancock Financial Services: Sports Sponsorship

      By: Stephen A. Greyser
      Senior corporate communications executives of a major financial services firm are reviewing the company's sports sponsorship program and are considering expanding it. Hancock already is the corporate sponsor of the Boston Marathon and has the opportunity to sponsor the... View Details
      Keywords: Communication Strategy; Brands and Branding; Marketing Strategy; Performance Evaluation
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      Greyser, Stephen A. "John Hancock Financial Services: Sports Sponsorship." Harvard Business School Case 588-051, December 1987.
      • December 1987 (Revised May 1991)
      • Case

      One Leather Street

      By: William J. Poorvu and Jeffrey A. Libert
      Presents a problem involving rehabilitating a small office building in Boston. Describes an investment decision which is knowingly underfunded. As construction proceeds, the developer realizes that it is not up to building code and faces difficult business and ethical... View Details
      Keywords: Financial Management; Ethics; Investment; Decisions; Decision Choices and Conditions; Property; Real Estate Industry; Construction Industry; Boston
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      Poorvu, William J., and Jeffrey A. Libert. "One Leather Street." Harvard Business School Case 388-084, December 1987. (Revised May 1991.)
      • September 1987 (Revised July 1991)
      • Case

      Primerica Corp.

      By: Samuel L. Hayes III
      Keywords: Financial Services Industry
      Citation
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      Hayes, Samuel L., III. "Primerica Corp." Harvard Business School Case 288-019, September 1987. (Revised July 1991.)
      • July 1987 (Revised May 1991)
      • Case

      Merrill Lynch Capital Partners, Inc.

      By: Samuel L. Hayes III
      Keywords: Financial Services Industry
      Citation
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      Hayes, Samuel L., III. "Merrill Lynch Capital Partners, Inc." Harvard Business School Case 288-009, July 1987. (Revised May 1991.)
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