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Wellness →
- February 1987 (Revised August 1989)
- Background Note
United States Trade Law
By: David B. Yoffie
Examines the manner in which U.S. trade law and policy has evolved, with emphasis on trade in manufactured goods and services as well as the relationship between the executive and the legislature. The structure and content of U.S. trade law is discussed including a...
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Keywords:
Trade;
Machinery and Machining;
Policy;
Law Enforcement;
Outcome or Result;
Business and Government Relations;
United States
Yoffie, David B. "United States Trade Law." Harvard Business School Background Note 387-137, February 1987. (Revised August 1989.)
- January 1987
- Background Note
Indonesia: Choice of Industrialization Strategy
Wells, Louis T., Jr. "Indonesia: Choice of Industrialization Strategy." Harvard Business School Background Note 387-099, January 1987.
- January 1987
- Background Note
Pakistan: A Background Note
Wells, Louis T., Jr. "Pakistan: A Background Note." Harvard Business School Background Note 387-116, January 1987.
- 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.)
- 1986
- Chapter
Government Relations in the Global Firm
By: L. T. Wells Jr. and Amir Mahini
Wells, L. T., Jr., and Amir Mahini. "Government Relations in the Global Firm." In Competition in Global Industries, edited by M. E. Porter. Boston, MA: Harvard Business School Press, 1986. (Also in Competizione Globale, published by Isvor-Fiat, Turin, Italy, 1987.)
- October 1986 (Revised November 1989)
- Case
Becton Dickinson & Co.: VACUTAINER Systems Division
Concerns negotiations between managers of Becton Dickinson's (BD) VACUTAINER division (which manufactures and sells blood collection products) and managers of a large hospital buying group. Recent changes in the health care industry are the background for the...
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Keywords:
Distribution;
Negotiation Participants;
Negotiation Process;
Price;
Sales;
Manufacturing Industry;
Medical Devices and Supplies Industry;
Health Industry;
United States
Cespedes, Frank V. "Becton Dickinson & Co.: VACUTAINER Systems Division." Harvard Business School Case 587-085, October 1986. (Revised November 1989.)
- August 1986
- Case
Dow Indonesia (A), Software Case
By: James E. Austin and Louis T. Wells Jr.
Austin, James E., and Louis T. Wells Jr. "Dow Indonesia (A), Software Case." Harvard Business School Case 386-142, August 1986.
- 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.)
- 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.
- March 1986 (Revised June 1986)
- Background Note
Corn Sweetener Industry
By: Michael E. Porter and John R. Wells
Porter, Michael E., and John R. Wells. "Corn Sweetener Industry." Harvard Business School Background Note 386-154, March 1986. (Revised June 1986.)
- February 1986
- Supplement
Kedaung Industrial Ltd., Video
Presents an interview with the Indonesian partner of Corning Glass Works' investment in Indonesia. The first part of the interview sets out the original decisions made by the partners. It serves to introduce the partners to the class and to help them decide whether to...
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Wells, Louis T., Jr. "Kedaung Industrial Ltd., Video." Harvard Business School Video Supplement 886-532, February 1986.
- 1986
- Chapter
Evaluating Foreign Investment
By: L. T. Wells Jr. and Dennis J Encarnation
Wells, L. T., Jr., and Dennis J Encarnation. "Evaluating Foreign Investment." In Investing in Development: New Roles for Private Capital, edited by T. H. Moran, pp.61–86. Washington, D.C.: Transaction Books, 1986. (Also reprinted in Fariborz Ghador (ed.), Multinational Enterprise in Transition (Princeton, N.J: The Darwin Press, Inc., 1986), pp. 347-372.)
- 1986
- Chapter
New and Old Multinationals: Competitors or Partners?
By: L. T. Wells Jr.
Wells, L. T., Jr. "New and Old Multinationals: Competitors or Partners?" In Multinationals of the South: New Actors in the
International Economy, edited by Kushi M. Khan. London: Pinter Publishers, 1986. (Reprinted in Technology Development and Overseas Investment (Taipei: Macagno, Webb, & Associates, 1988), pp. 71-84.)
- July 1985 (Revised February 1986)
- Case
Dow Indonesia (B1)
By: James E. Austin, Dennis J. Encarnation III and Louis T. Wells Jr.
Austin, James E., Dennis J. Encarnation III, and Louis T. Wells Jr. "Dow Indonesia (B1)." Harvard Business School Case 386-032, July 1985. (Revised February 1986.)
- July 1985 (Revised January 1990)
- Case
Dow Indonesia (B2)
By: James E. Austin, Dennis J. Encarnation III and Louis T. Wells Jr.
Austin, James E., Dennis J. Encarnation III, and Louis T. Wells Jr. "Dow Indonesia (B2)." Harvard Business School Case 386-033, July 1985. (Revised January 1990.)
- July 1985 (Revised February 1986)
- Case
Dow Indonesia (A)
By: James E. Austin, Dennis J. Encarnation III and Louis T. Wells Jr.
Austin, James E., Dennis J. Encarnation III, and Louis T. Wells Jr. "Dow Indonesia (A)." Harvard Business School Case 386-031, July 1985. (Revised February 1986.)
- 1985
- Article
Small Scale Manufacturing as a Competitive Advantage
By: L. T. Wells Jr.
Keywords:
Production
Wells, L. T., Jr. "Small Scale Manufacturing as a Competitive Advantage." A Decade of Debate on Multinational Corporations. Portfolio: International Economic Perspectives 10, no. 3 (1985). (Also in T.H. Moran (ed.) Multinational Corporations: The Political Economy of Foreign Direct Investment. Lexington: Lexington Books, 1985. pp. 119-136.)
- winter 1985
- Article
Sovereignty en Garde: Negotiating with Foreign Investors
By: L. T. Wells Jr. and D. Encarnation
Wells, L. T., Jr., and D. Encarnation. "Sovereignty en Garde: Negotiating with Foreign Investors." International Organization 39, no. 1 (winter 1985): 47–78. (Reprinted in Benjamin Gomes-Casseres and David B. Yoffie (eds.) The International Political Economy of Direct Foreign Investment. London: Edward Elgar Publishing Ltd., 1993.)