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- October 1989
- Background Note
Managing Major Accounts
Written as an introduction to a module in the second-year MBA course, Marketing Implementation. Discusses issues encountered in the selling and management of major accounts. The topics covered include: 1) reasons for the increasing importance of major account...
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Keywords:
Accounting Audits;
Marketing;
Marketing Strategy;
Consumer Behavior;
Market Participation;
Relationships;
Salesforce Management
Cespedes, Frank V. "Managing Major Accounts." Harvard Business School Background Note 590-046, October 1989.
- Article
Fly-by-Night Firms and the Market for Product Reviews
By: Gerald R. Faulhaber and Dennis A. Yao
This paper presents a model that permits third-party information provision in a market characterized by information asymmetries and reputation formation. The model is used to examine how the market for information provision affects prices and supply in the primary...
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Keywords:
Markets;
Reputation;
SWOT Analysis;
Mathematical Methods;
Price Bubble;
Inflation and Deflation;
Duopoly and Oligopoly;
Cost;
Information;
Quality;
Price;
Competitive Advantage;
Information Industry
Faulhaber, Gerald R., and Dennis A. Yao. "Fly-by-Night Firms and the Market for Product Reviews." Journal of Industrial Economics 38, no. 1 (September 1989): 65–77. (Harvard users click here for full text.)
- August 1989 (Revised November 1994)
- Case
Nissan Motor Co. Ltd.: Marketing Strategy for the European Market
By: John A. Quelch
Nissan executives are reviewing their European marketing strategy in light of the 1992 European Community (EC) market integration program and the likely end of bilateral import quotas on Japanese cars by some EC countries. Having recently established a manufacturing...
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Keywords:
Marketing Strategy;
Resource Allocation;
Market Entry and Exit;
Trade;
Auto Industry;
Japan;
United Kingdom;
Europe
Quelch, John A. "Nissan Motor Co. Ltd.: Marketing Strategy for the European Market." Harvard Business School Case 590-018, August 1989. (Revised November 1994.)
- June 1989 (Revised May 1993)
- Case
Rossin Greenberg Seronick & Hill, Inc. (A)
By: John A. Quelch
Rossin Greenberg Seronick & Hill (RGSH), a New England advertising agency, was keen to secure the account of Microsoft Corp. The case describes the bid for the account, which included the submission of a "flier" referring to knowledge of a competitor's plans, as a...
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Quelch, John A. "Rossin Greenberg Seronick & Hill, Inc. (A)." Harvard Business School Case 589-124, June 1989. (Revised May 1993.)
- winter 1988
- Article
Management Buyouts and Managerial Efforts
By: Robert F. Bruner and Lynn S. Paine
Management buyouts, which have played an important role in the recent wave of corporate restructurings, have been criticized from several directions. This article addresses the problems created by management's conflict of interest. As members of the buyout team,...
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Bruner, Robert F., and Lynn S. Paine. "Management Buyouts and Managerial Efforts." California Management Review 30, no. 2 (winter 1988): 89–106.
- 1988
- Foreword
Assessing Organizational Climates for Creativity and Innovation: Methodological Review of Large Company Audits
By: R. M. Burnside, T. M. Amabile and S. S. Gryskiewicz
Burnside, R. M., T. M. Amabile, and S. S. Gryskiewicz. "Assessing Organizational Climates for Creativity and Innovation: Methodological Review of Large Company Audits." Foreword to New Directions in Creative and Innovative Management, edited by Y. Ijiri and R. L. Kuhn. Cambridge, MA: Ballinger Publishing Company, 1988.
- October 1988 (Revised December 1994)
- Case
Maytag in 1984
By: David J. Collis and Nancy Donohue
Highlights Maytag's unique position in the industry in 1984. Maytag, a much smaller player than its competitors has prior to 1984 been successful in producing high quality merchandise and charging a premium for it. By 1984 Maytag is also attempting expansion....
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Keywords:
Acquisition;
Business or Company Management;
Production;
Quality;
Rank and Position;
Competition;
Expansion;
Electronics Industry
Collis, David J., and Nancy Donohue. "Maytag in 1984." Harvard Business School Case 389-055, October 1988. (Revised December 1994.)
- August 1988 (Revised November 1989)
- Case
Reebok International Ltd.
By: John A. Quelch
Reebok executives are reviewing the company's advertising and promotion programs for the second half of 1988. These include sponsorship of the 1988 Summer Olympics and a rock concert tour organized by Amnesty International. In addition, Reebok is launching a new...
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Keywords:
Marketing Strategy;
Music Entertainment;
Advertising Campaigns;
Sports;
Advertising Industry;
Apparel and Accessories Industry;
Sports Industry
Quelch, John A. "Reebok International Ltd." Harvard Business School Case 589-027, August 1988. (Revised November 1989.)
- December 1987
- Case
John Hancock Financial Services: Sports Sponsorship
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...
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Greyser, Stephen A. "John Hancock Financial Services: Sports Sponsorship." Harvard Business School Case 588-051, December 1987.
- Book Review
Review of Implementing New Technologies: Choice, Decision and Change in Manufacturing, edited by E. Rhodes and D. Wield
Leonard, Dorothy A. "Review of Implementing New Technologies: Choice, Decision and Change in Manufacturing, edited by E. Rhodes and D. Wield." Administrative Science Quarterly 32, no. 3 (September 1987).
- Book Review
Review of How Open is the U.S. Economy? edited by R.W. Hafer. Lexington Books, 1986
By: K. A. Froot
Keywords:
Economy
Froot, K. A. "Review of How Open is the U.S. Economy? edited by R.W. Hafer. Lexington Books, 1986." Journal of International Economics 23, nos. 3-4 (November 1987): 389–391.
- 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.)
- 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.)
- June 1986 (Revised May 1989)
- Case
Biltwell Shears, Inc.
By: Thomas R. Piper
A senior loan officer is reviewing the recent performance of a company that has failed to repay its loan as scheduled. The failure results from a cyclical downturn in sales, coupled with a lag in cutting back production. Inventory risk is minimal. This case is an...
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Piper, Thomas R. "Biltwell Shears, Inc." Harvard Business School Case 286-021, June 1986. (Revised May 1989.)
- spring 1986
- Book Review
Book Review of No Free Lunch: Food and Revolution in Cuba Today, edited by Medea Benjamin, Joseph Collins, and Michael Scott in Calories Count in Cuba
By: James E. Austin
Austin, James E. "Book Review of No Free Lunch: Food and Revolution in Cuba Today, edited by Medea Benjamin, Joseph Collins, and Michael Scott in Calories Count in Cuba." Caribbean Review (spring 1986).
- Book Review
Review of The Chinese Connection, by Michael A. Goldberg
By: Louis T Wells Jr
Keywords:
China
Wells, Louis T., Jr. "Review of The Chinese Connection, by Michael A. Goldberg." Journal of International Business Studies 17, no. 1 (Spring 1986): 163–164.
- 1986
- Book
Managing Big Business: Essays from the Business History Review
By: R. S. Tedlow and R. John Jr.
Tedlow, R. S., and R. John Jr. Managing Big Business: Essays from the Business History Review. Boston, MA: Harvard Business School Press, 1986.
- September 1985 (Revised October 1988)
- Case
NIKE in China
By: James E. Austin and Francis Aguilar
Nike is reviewing its strategy for producing shoes in China for the U.S. market. Compares the experience in China with that in other countries.
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Austin, James E., and Francis Aguilar. "NIKE in China." Harvard Business School Case 386-065, September 1985. (Revised October 1988.)
- February 1985 (Revised January 2024)
- Case
Health Stop (A): What Type of Innovation Is It? And Six Factors Alignment
By: Regina E. Herzlinger, Joyce Lallman, Nancy Kane, Jefferson C. Grahling and James Wallace
How can we evaluate if innovative health care ventures can do good—benefit society—and do well—become financially viable? This question is the topic of the first module in the Innovating In Health Care course book.
This note and case series enables readers to conduct...
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Keywords:
For-Profit Firms;
Business Model;
Entrepreneurship;
Health Care and Treatment;
Strategy;
Valuation;
Health Industry;
Retail Industry
Herzlinger, Regina E., Joyce Lallman, Nancy Kane, Jefferson C. Grahling, and James Wallace. "Health Stop (A): What Type of Innovation Is It? And Six Factors Alignment." Harvard Business School Case 185-084, February 1985. (Revised January 2024.)
- 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...
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Keywords:
Financial Crisis;
Machinery and Machining;
Price;
Growth and Development;
Brands and Branding;
Product Development;
Production;
Competitive Strategy;
Global Strategy;
Manufacturing Industry;
Agriculture and Agribusiness Industry;
Industrial Products Industry
Bartlett, Christopher A. "Komatsu Ltd." Harvard Business School Case 385-277, February 1985. (Revised September 1988.)