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- Faculty Publications (1,184)
- April 1998
- Teaching Note
Managing Customers for Profits (TN)
By: Das Narayandas
Teaching Note for (8249) and (8257).
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- April 1998
- Case
Compaq, 1998
By: Steven C. Wheelwright and Matt Verlinden
In 1997, Compaq Computer Corp. had become a $25 billion powerhouse. It had accomplished its revenue growth projections, successfully made a number of strategic acquisitions, and increased its gross margins, principally by moving up market into servers, workstations,...
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- April 1998 (Revised February 2001)
- Case
CBS Evening News
The CBS Evening News looks for options for growth of the franchise. This case discusses CBS's main competitors and their positioning in the evening news market, as well as the history and operations of the CBS Evening News.
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Keywords:
Customer Relationship Management;
Competition;
Business Growth and Maturation;
Media;
Media and Broadcasting Industry;
United States
Rayport, Jeffrey F., Dickson Louie, Michelle Toth, and Carrie Ardito. "CBS Evening News." Harvard Business School Case 898-086, April 1998. (Revised February 2001.)
- March 1998 (Revised April 1998)
- Case
Lehigh Steel
By: V.G. Narayanan and Laura Donohue
Lehigh Steel is a specialty steel manufacturer that plummeted from record profits to record losses in less than three years, driven by an inability to distinguish between profitable and unprofitable business. The scale and growth of service activities and overhead...
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Keywords:
Measurement and Metrics;
Product;
Cost;
Activity Based Costing and Management;
Profit;
Accounting;
Corporate Finance;
Steel Industry
Narayanan, V.G., and Laura Donohue. "Lehigh Steel." Harvard Business School Case 198-085, March 1998. (Revised April 1998.)
- March 1998 (Revised October 2001)
- Case
Teradyne: Corporate Management of Disruptive Change
By: Joseph L. Bower
Two cases deal with the introduction of a new product to Teradyne's line of semiconductor test equipment. This case deals with the problems facing the head of a start-up division responsible for developing and bringing to market a new product based on technology deemed...
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Keywords:
Business Startups;
Disruption;
Management;
Market Entry and Exit;
Product;
Problems and Challenges;
Competitive Strategy;
Corporate Strategy;
Technology
Bower, Joseph L. "Teradyne: Corporate Management of Disruptive Change." Harvard Business School Case 398-121, March 1998. (Revised October 2001.)
- January 1998
- Case
Frontgate Catalog
Frontgate is a high-end, Lebanon, Ohio-based catalog business. The decision makers are trying to determine how much financial and personnel resources to invest in the development of a Web site. The decision is being made in light of branding issues and competitor's Web...
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Keywords:
Customer Relationship Management;
Competition;
Internet and the Web;
Brands and Branding;
Retail Industry;
Ohio
Rayport, Jeffrey F., and Carrie Ardito. "Frontgate Catalog." Harvard Business School Case 898-080, January 1998.
- January 1998
- Case
Connecticut Spring and Stamping Corporation (B)
By: H. Kent Bowen, Massimo Russo and Steven J. Spear
Connecticut Spring and Stamping Corp. (CSSC), a 50-year-old spring manufacturing and metal stamping firm, is experiencing slow sales growth and feeling the impact of global competition. The company has over 800 customers but little understanding of those customers'...
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Keywords:
Globalization;
Competency and Skills;
Organizational Change and Adaptation;
Production;
Customer Relationship Management;
Quality;
Training;
Performance Efficiency;
Cost Management;
Sales;
System
Bowen, H. Kent, Massimo Russo, and Steven J. Spear. "Connecticut Spring and Stamping Corporation (B)." Harvard Business School Case 698-038, January 1998.
- January 1998 (Revised May 1999)
- Case
General Scanning, Inc. (A)
By: H. Kent Bowen, Sean McClenaghan and Charles Tillen
General Scanning, Inc. was founded by Jean Montagu and Pierre Brosens, two MIT mechanical engineers with an interest in developing innovative products based on the early application of lasers. They invented proprietary technology for laser beam positioning and scanning...
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Keywords:
Transition;
Entrepreneurship;
Management Practices and Processes;
Product Development;
Strategic Planning;
Research and Development;
Risk and Uncertainty;
Commercialization;
Manufacturing Industry
Bowen, H. Kent, Sean McClenaghan, and Charles Tillen. "General Scanning, Inc. (A)." Harvard Business School Case 698-036, January 1998. (Revised May 1999.)
- January 1998 (Revised February 2002)
- Case
Funai Consulting Company, Ltd. (A)
By: Lynn S. Paine and Tomoya Nakamura
In the summer of 1997, a consultant at Japan's Funai Consulting Co. Ltd., must decide how to respond to a client's proposal to offer "open pricing" (based on willingness to pay) to customers unable to pay the standard price for the client's product. The client, Akita...
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Keywords:
Business or Company Management;
Price;
Corporate Social Responsibility and Impact;
Decisions;
Agribusiness;
Management Practices and Processes;
Business Ventures;
Consulting Industry;
Japan
Paine, Lynn S., and Tomoya Nakamura. "Funai Consulting Company, Ltd. (A)." Harvard Business School Case 398-017, January 1998. (Revised February 2002.)
- January 1998 (Revised February 1998)
- Case
Sideco Americana S.A. (A)
By: Lynn S. Paine and Harold F. Hogan Jr
This case focuses on a decision the Sideco management team faces when customers of its newly acquired and privatized water and sewer company neglect to pay its bills. Describes the effort to transform an old-style Argentine construction and engineering company into a...
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Keywords:
Organizational Change and Adaptation;
Organizational Culture;
Organizational Structure;
Corporate Social Responsibility and Impact;
Business and Government Relations;
Transformation;
Business or Company Management;
Values and Beliefs;
Argentina
Paine, Lynn S., and Harold F. Hogan Jr. "Sideco Americana S.A. (A)." Harvard Business School Case 398-081, January 1998. (Revised February 1998.)
- December 1997 (Revised April 1998)
- Case
www.springs.com
By: F. Warren McFarlan and Melissa Dailey
Business Week's June 1997 "Rising Star" profile of Springs Industries' president and COO, Crandall Bowles, reported that she was poised to become one of the top two or three women executives in the country. In November 1997, the company announced Bowles' appointment to...
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Keywords:
Information Technology;
Operations;
Product Marketing;
Management;
Strategy;
Consumer Products Industry;
South Carolina
McFarlan, F. Warren, and Melissa Dailey. "www.springs.com." Harvard Business School Case 398-091, December 1997. (Revised April 1998.)
- December 1997 (Revised October 1999)
- Case
Citibank: Performance Evaluation
By: Robert L. Simons and Antonio Davila
Citibank has introduced a new, comprehensive performance-scorecard system. A regional president struggles with a tough decision: how to evaluate an outstanding branch manager who has scored poorly on an important customer satisfaction measure. This case provides a...
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Keywords:
Performance Evaluation;
Balanced Scorecard;
Business Strategy;
Customer Satisfaction;
Performance Expectations;
Decisions;
Motivation and Incentives;
Quality;
Banking Industry
Simons, Robert L., and Antonio Davila. "Citibank: Performance Evaluation." Harvard Business School Case 198-048, December 1997. (Revised October 1999.)
- November 1997 (Revised February 1998)
- Case
WESCO Distribution, Inc.
By: Das Narayandas
In 1996, WESCO, a national distributor of electrical equipment and supplies, charted out a growth of 6 to 8 percent in sales, and 12 to 16 percent in profitability over the next five years. The centerpiece of this growth strategy is the National Accounts (NA) program...
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Keywords:
Restructuring;
Customer Satisfaction;
Growth and Development;
Growth and Development Strategy;
Distribution;
Sales;
Balance and Stability;
Distribution Industry;
Electronics Industry
Narayandas, Das. "WESCO Distribution, Inc." Harvard Business School Case 598-021, November 1997. (Revised February 1998.)
- October 1997 (Revised May 1998)
- Supplement
Asda (B)
By: Michael Beer and James Weber
Describes Archie Norman's efforts over a five-year period to turn around the company by regaining financial control, delivering management, creating experimental projects where individuals felt free to innovate, instituting a back-to-roots strategy that put customers...
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Keywords:
Change Management;
Customer Relationship Management;
Governance Controls;
Innovation and Invention;
Management;
Service Delivery;
Organizational Culture;
Strategy;
Food and Beverage Industry;
Retail Industry
Beer, Michael, and James Weber. "Asda (B)." Harvard Business School Supplement 498-007, October 1997. (Revised May 1998.)
- August 1997
- Case
Natural Blends, Inc.
By: H. Kent Bowen, Ramchandran Jaikumar and Karen Krause
Describes the continuous flow process used to generate orange juice concentrate. Production involves several tightly coupled process steps with varying production rates and setup times. Given production constraints and customer requirements, management choices must be...
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Keywords:
Customer Focus and Relationships;
Decisions;
Management Analysis, Tools, and Techniques;
Product;
Performance Capacity;
Performance Productivity
Bowen, H. Kent, Ramchandran Jaikumar, and Karen Krause. "Natural Blends, Inc." Harvard Business School Case 698-012, August 1997.
- June 1997 (Revised May 1998)
- Case
Mobil USM&R (A1)
By: Robert S. Kaplan
First of a two-part case on the development and use of a Balanced Scorecard (BSC) at Mobil's US Marketing and Refining Division. Split from the original (A) case to give students an opportunity to suggest objectives and measures for the division's initial BSC, without...
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Keywords:
Balanced Scorecard;
Measurement and Metrics;
Restructuring;
Corporate Strategy;
Organizational Change and Adaptation;
Growth and Development Strategy;
Management Teams;
Marketing Strategy;
Motivation and Incentives;
Mining Industry;
Energy Industry;
United States
Kaplan, Robert S. "Mobil USM&R (A1)." Harvard Business School Case 197-120, June 1997. (Revised May 1998.)
- June 1997
- Article
Customization or Conformity? An Institutional and Network Perspective on the Content and Consequences of TQM Adoption
By: Ranjay Gulati, James Westphal and Steve Shortell
Gulati, Ranjay, James Westphal, and Steve Shortell. "Customization or Conformity? An Institutional and Network Perspective on the Content and Consequences of TQM Adoption." Administrative Science Quarterly 42, no. 2 (June 1997): 366–394. (Winner of Academy of Management. Organization and Management Theory Division. Best Paper Award For the empirical or conceptual paper submitted to the Academy of Management annual meeting that offers a significant contribution to the field of organization and management theory presented by Academy of Management. Also appeared in the Academy of Management Best Papers Proceedings.)
- May 1997 (Revised March 1998)
- Case
Teradyne: Managing Disruptive Change
By: Joseph L. Bower
Three cases deal with the introduction of a new product to Teradyne's line of semiconductor test equipment. Teradyne: Managing Strategic Change provides historic and administrative background for the other two cases. Teradyne: The Aurora Project deals with the problems...
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Keywords:
Business Startups;
Disruption;
Management;
Market Entry and Exit;
Product;
Product Development;
Problems and Challenges;
Competitive Strategy;
Corporate Strategy;
Technology
Bower, Joseph L. "Teradyne: Managing Disruptive Change." Harvard Business School Case 397-112, May 1997. (Revised March 1998.)
- May 1997 (Revised March 1998)
- Case
Teradyne: Managing Strategic Change
By: Joseph L. Bower
Three cases deal with the introduction of a new product to Teradyne's line of semiconductor test equipment. This case provides historic and administrative background for the other two cases. Teradyne: The Aurora Project deals with the problems facing the head of a...
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Keywords:
Business Startups;
Change Management;
Business or Company Management;
Market Entry and Exit;
Product;
Problems and Challenges;
Competitive Strategy;
Corporate Strategy;
Technology
Bower, Joseph L. "Teradyne: Managing Strategic Change." Harvard Business School Case 397-113, May 1997. (Revised March 1998.)
- May 1997 (Revised October 2007)
- Case
Teradyne: The Aurora Project
By: Joseph L. Bower
Three cases deal with the introduction of a new product to Teradyne's line of semiconductor test equipment. Teradyne: Managing Strategic Change provides historic and administrative background for the other two cases. This case deals with the problems facing the head of...
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Keywords:
Business Divisions;
Business Startups;
Customer Satisfaction;
Product Launch;
Product Development;
Corporate Strategy;
Semiconductor Industry
Bower, Joseph L. "Teradyne: The Aurora Project." Harvard Business School Case 397-114, May 1997. (Revised October 2007.)