Case | HBS Case Collection | 1997 (Revised from original version)
by Robert J. Dolan and Sylvie Ryckebusch
Mike Ennis, general manager of Northern Telecom's Business Products Division, recommends a new solution for replacing Vantage, an unsuccessful product for Northern Telecom. The case documents in detail the voice of the customer. Students are required to discuss the merits of Ennis's proposal.
Keywords: Management Teams; Demand and Consumers; Product Development; Product Launch; Telecommunications Industry; North America;
Citation:
Dolan, Robert J., and Sylvie Ryckebusch. "Northern Telecom (A): AdVantage & DisadVantage." Harvard Business School Case 596-063, June 1997. (Revised from original November 1995 version.)
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Background Note | HBS Case Collection | 2009 (Revised from original 2005 version)
Principles of Pricing
Robert J. Dolan and John T. Gourville
Keywords: Price; Marketing Strategy; Value;
Case | HBS Case Collection | 2007 (Revised from original 1983 version)
Milford Industries (A)
Robert J. Dolan and Benson P. Shapiro
Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation;
Background Note | HBS Case Collection | 2003 (Revised from original 1999 version)
Pricing: A Value-Based Approach
Robert J. Dolan
Keywords: Price; Customers;