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All HBS Web
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- Faculty Publications (2,152)
- June 1987 (Revised May 1990)
- Case
John Deere Component Works (B)
By: Robert S. Kaplan
Having installed an activity-based system, the division is now exploring the insight provided by that system. In particular, it is studying the economics of lot-size process planning and product mix management.
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Keywords:
Activity Based Costing and Management;
Production;
Business or Company Management;
Planning;
Cost Accounting;
Cost Management;
Product Marketing;
Management Practices and Processes;
Consumer Products Industry;
Consumer Products Industry
Kaplan, Robert S. "John Deere Component Works (B)." Harvard Business School Case 187-108, June 1987. (Revised May 1990.)
- Article
Marketing the Premium Product
By: John A. Quelch
Quelch, John A. "Marketing the Premium Product." Business Horizons 30, no. 3 (May–June 1987): 38–45.
- April 1987 (Revised October 1989)
- Case
Winchell Lighting, Inc. (A)
By: Robin Cooper and Robert S. Kaplan
Designed to teach students how to trace marketing costs to products.
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Cooper, Robin, and Robert S. Kaplan. "Winchell Lighting, Inc. (A)." Harvard Business School Case 187-074, April 1987. (Revised October 1989.)
- February 1987 (Revised October 1989)
- Teaching Note
Rohm and Haas (A): New Product Marketing Strategy, Teaching Note
Teaching Note for (9-587-055).
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Keywords:
Chemical Industry
- December 1986 (Revised March 1991)
- Supplement
Caterpillar-Komatsu in 1986
Provides an update to the global competitive interaction between Caterpillar and Komatsu described in companion cases Caterpillar Tractor and Komatsu Ltd. Caterpillar's response to Komatsu's growing market share is outlined, then the impact of rapidly changing...
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Keywords:
Competition;
Currency Exchange Rate;
Price;
Global Strategy;
Policy;
Market Participation;
Strategy;
Industrial Products Industry;
Industrial Products Industry;
Industrial Products Industry
Bartlett, Christopher A. "Caterpillar-Komatsu in 1986." Harvard Business School Supplement 387-095, December 1986. (Revised March 1991.)
- November 1986 (Revised June 1987)
- Case
Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives
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...
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Cespedes, Frank V. "Fieldcrest Division of Fieldcrest Mills, Inc.: Compensation System for Field Sales Representatives." Harvard Business School Case 587-097, November 1986. (Revised June 1987.)
- September 1986 (Revised August 1987)
- Case
Pressco, Inc.--1984
A marketing representative of heavy industrial equipment needs to evaluate the net present value of his equipment from the perspective of the buyer under changing tax regulations.
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Keywords:
Machinery and Machining;
Valuation;
Product Positioning;
Performance Evaluation;
Taxation;
Price;
United States
Fruhan, William E., Jr. "Pressco, Inc.--1984." Harvard Business School Case 287-025, September 1986. (Revised August 1987.)
- August 1986 (Revised May 1989)
- Case
Ingersoll-Rand: Channel Selection and Management
By: E. Raymond Corey and V. Kasturi Rangan
Corey, E. Raymond, and V. Kasturi Rangan. "Ingersoll-Rand: Channel Selection and Management." Harvard Business School Case 587-045, August 1986. (Revised May 1989.)
- 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...
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Keywords:
Communication Strategy;
Marketing Strategy;
Product Launch;
Distribution;
Performance;
Sales
Rangan, V. Kasturi, and Lesley Susan. "Rohm and Haas (A): New Product Marketing Strategy." Harvard Business School Case 587-055, August 1986. (Revised May 1993.)
- 1986
- Chapter
Marketing Advanced Manufacturing Processes
By: D. A. Leonard-Barton and J. Gogan
- May 1986 (Revised October 1993)
- Case
Moet-Hennessy Group
Presents the strategic and organizational problems of a venerable French firm pursuing product and financial diversification in an international context.
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Salter, Malcolm S. "Moet-Hennessy Group." Harvard Business School Case 386-191, May 1986. (Revised October 1993.)
- 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...
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Quelch, John A. "General Mills, Inc.: Yoplait Custard-Style Yogurt (A)." Harvard Business School Case 586-087, May 1986. (Revised July 1995.)
- 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.
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Keywords:
Food;
Product Launch;
Product Development;
Product Marketing;
Food and Beverage Industry;
United States
Quelch, John A. "General Mills, Inc.: Yoplait Custard-Style Yogurt (B)." Harvard Business School Supplement 586-088, May 1986.
- 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...
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Keywords:
Leveraged Buyouts;
Business Strategy;
Business or Company Management;
Financial Strategy;
Marketing Strategy;
Marketing Channels;
Product Development
Cespedes, Frank V. "Alloy Rods Corp." Harvard Business School Case 586-046, April 1986. (Revised May 1989.)
- April 1986 (Revised May 1988)
- Case
Sun Microsystems, Inc. (B)
By: Kim B. Clark
Dissects the manufacturing process and procedures of a high-end computer manufacturer. The main issue is how to introduce new products and ramp them up quickly in a competitive environment where time-to-market is crucial. Focuses on engineering change orders--how they...
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Keywords:
Factories, Labs, and Plants;
Time Management;
Product Launch;
Production;
Business Processes;
Competitive Strategy;
Computer Industry
Clark, Kim B. "Sun Microsystems, Inc. (B)." Harvard Business School Case 686-134, April 1986. (Revised May 1988.)
- 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...
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Keywords:
Decision Choices and Conditions;
Product Launch;
Product Development;
Production;
Competitive Strategy;
Computer Industry
Wheelwright, Steven C. "Sun Microsystems, Inc. (A)." Harvard Business School Case 686-133, April 1986. (Revised September 1993.)
- 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...
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Keywords:
Price;
Growth and Development;
Code Law;
Leadership;
Marketing;
Distribution;
Production;
Salesforce Management;
Strategy;
Distribution Industry
Cespedes, Frank V. "Peripheral Products Company: The 'Gray Market' for Disk Drives." Harvard Business School Case 586-124, January 1986. (Revised November 2006.)
- September 1985
- Case
H.J. Heinz Co.: Plastic Bottle Ketchup (B)
By: John A. Quelch
The Heinz Ketchup product manager discovers she does not have sufficient finished inventory and production capacity to meet trade demand for a new plastic bottle ketchup. Alternatives include cancelling promotion events and putting the trade on allocation.
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Keywords:
Distribution;
Crisis Management;
Innovation and Invention;
Product Marketing;
Food and Beverage Industry
Quelch, John A. "H.J. Heinz Co.: Plastic Bottle Ketchup (B)." Harvard Business School Case 586-036, September 1985.
- September 1985 (Revised September 1987)
- Case
H.J. Heinz Co.: Plastic Bottle Ketchup (A)
By: John A. Quelch
The Heinz Ketchup product manager must decide whether or not to launch a new plastic bottle and, if so, what marketing program and support to place behind it.
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Quelch, John A. "H.J. Heinz Co.: Plastic Bottle Ketchup (A)." Harvard Business School Case 586-035, September 1985. (Revised September 1987.)
- July 1985
- Background Note
Concentration Measures
Keywords:
Market Participation
Schleifer, Arthur, Jr. "Concentration Measures." Harvard Business School Background Note 186-029, July 1985.