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- Faculty Publications (2,038)
- October 1987 (Revised November 1994)
- Case
Boston Fights Drugs (A): Designing Communications Research
Describes in detail the research mounted by five individuals with a $20,000 budget to combat drug abuse among Boston's school-going population. Using the focus group methodology they discover that most of the current anti-drug advertising is useless. They create their... View Details
- July 1987 (Revised May 1993)
- Case
Atlas Copco (A): Gaining and Building Distribution Channels
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
- June 1987 (Revised September 1997)
- Case
Mebel, Doran & Co.
Puts the student in the position of a senior official of a major New York investment bank who discovers that information has leaked to the market on a confidential takeover plan that was being developed by a corporate client. The official has to decide how to deal with... View Details
- 1987
- Working Paper
Tests of Excess Forecast Volatility in the Foreign Exchange and Stock Markets
By: K. A. Froot
Simple regression tests that have power against the alternatives that asset prices and expected future asset returns are excessively volatile are developed and performed for the foreign exchange and stock markets. These tests have a number of advantages over... View Details
- 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
- 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
- September 1986 (Revised November 1994)
- Case
Lotus Development Corp. Channel Choice: Direct vs. Distribution
Lotus Development Corp., the number one microsoftware firm has traditionally sold to its customers through a distributor-retail dealer network. In early 1986, the company is considering the option of selling direct to large corporate customers. Students are expected to... View Details
- 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
- May 1986 (Revised July 1995)
- Case
General Mills, Inc.: Yoplait Custard-Style Yogurt (A)
By: John A. Quelch
Yoplait's director of new product development is evaluating alternative line extensions including custard-style Yoplait. He must determine what additional research to recommend. Options include a mini-market test, a simulated test market and a fully-fledged test... View Details
- May 1986
- Supplement
General Mills, Inc.: Yoplait Custard-Style Yogurt (B)
By: John A. Quelch
Yoplait's director of new product development is finalizing plans for the national introduction of custard-style Yoplait. Based on the results of a mini-market test and a BASES laboratory test market. View Details
- April 1986 (Revised May 1989)
- Case
Alloy Rods Corp.
In July of 1985 the managers of Alloy Rods (who recently purchased the company through a leveraged buyout arrangement) find that their chief competitor (a company more than 6 times as large as Alloy Rods) has introduced a new product clearly aimed at Alloy's most... View Details
- April 1986 (Revised September 1993)
- Case
Sun Microsystems, Inc. (A)
Sun Microsystems managers must decide whether to launch a new product into manufacturing. Teaching objectives include: 1) an analysis of the competitive environment, 2) examination of technological choices, 3) understanding of the new product development process, and... View Details
- January 1986 (Revised November 2006)
- Case
Peripheral Products Company: The 'Gray Market' for Disk Drives
In mid-1985, the vice president of marketing for a large manufacturer of disk drives is considering how to deal with a growing "gray market" for his company's products. The case provides good background material on the evolution of gray markets throughout the disk... View Details
- September 1985 (Revised July 2007)
- Case
Population Services International: The Social Marketing Project in Bangladesh
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
- April 1985 (Revised September 1993)
- Background Note
Hattori-Seiko and the World Watch Industry in 1980
By: Michael E. Porter and Edward J. Hoff
Focuses on the industry's development and evolution in three principal watch producing countries: Switzerland, the United States, and Japan. Based in part on two earlier cases by F.T. Knickerbocker and H.E.R. Uyterhoeven. View Details
- 1985
- Chapter
Achieving System Cooperation in Developing the Market for Consumer Videotex
By: John A. Quelch and George Yip
- February 1985
- Case
Business Research Corp. (B)
Contains a description of a set of related decisions confronting the management and directors of Business Research Corp. (BRC) in April of 1984. BRC needs more capital to finance continued development of the market for a full-text database comprised of Wall Street... View Details
- February 1985 (Revised September 1988)
- Case
Komatsu Ltd.
Reviews and updates the structure and characteristics of the earth-moving equipment industry presented in the companion case, Caterpillar Tractor Co. After revealing that CAT has suffered major financial losses during the period from 1981 through 1984, the case... View Details
- February 1985 (Revised September 1988)
- Case
Caterpillar Tractor Co.
Describes the structure and evolution of the earth moving equipment industry worldwide in the post war era, particularly focusing on developments in the 1960s and 1970s. Describes Caterpillar's strategy in becoming the dominant worldwide competitor (industry market... View Details
- 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