Robert J. Dolan

Baker Foundation Professor

Robert J. Dolan is the Baker Foundation Professor at Harvard Business School and currently teaches the first year Marketing course in the MBA program. He rejoined HBS in 2012, having served as the Stephen M. Ross Professor and Edward J. Frey Dean at the Ross School of Business at the University of Michigan from 2001 to 2012. Previously, he was on the HBS faculty from 1980 to 2001 and served as the Edward W. Carter Professor of Business Administration. He has also held faculty appointments at the University of Chicago and IESE in Barcelona, Spain.

Print Entire ProfileMore

Robert J. Dolan is the Baker Foundation Professor at Harvard Business School. He received his Ph.D. from the University of Rochester and began his academic career in 1976 as a faculty member at the Graduate School of Business of the University of Chicago. He joined the Harvard Business School faculty in 1980 and became the Edward W. Carter Professor of Business Administration. He served as the Chairman of the Marketing area from 1986 to 1994. He has also been a visiting professor at IESE in Barcelona, Spain.

In 2001, he became the Dean of the University of Michigan Business School in Ann Arbor, Michigan. The School offered the broadest portfolio of degree programs among the leading business schools with the following degrees: Bachelor's of Business Administration, MBA (offered in five different formats - Day, Evening, Weekend, Executive and Global), Master's in Supply Chain Management, Master's in Accounting, and Ph.D. In addition, the School collaborated with two schools at the University to offer two joint Master's programs - the Erb Program in Sustainability (joint with the School of Natural Resources and Environment) and the Tauber Program on Global Operations (joint with the College of Engineering).

Under Dolan's leadership, the School embarked on a strategy of differentiation via a focus on action-based learning where teams of students undertook field-based projects under the supervision of the faculty. For MBA students, this took the form of the Multidisciplinary Action Project (MAP) program in which two months at the end of the first year required courses were dedicated to working on high level projects with leading companies around the world. To afford students an opportunity for a global experience, over half the projects were outside the United States. These projects were deliberately not pre-defined for the students, affording them the opportunity to define issues and operate in an "opportunity sensing" rather just "problem solving" mode. As a result of these investments in innovative action-learning programs, the School was twice named the Best MBA Program in the world by the Wall Street Journal, based on their polling of recruiters. The Aspen Institute recognized the school as the best in training on issues of sustainability. To obtain the financial resources to support this strategy and the needed infrastructure, the School embarked on a Capital Campaign, raising nearly $400 million, including the $100 million dollar gift obtained by Dolan from Stephen M Ross, a New York real estate developer. At the time, it was the largest gift ever made to a business school and still is the largest ever given to the University of Michigan. The Schools is now known as the Ross School of Business. While at Michigan, Dolan was also President of the William Davidson Institute for Global Economies and the Zell-Lurie Institute for Entrepreneurial Studies. He was also special counsel to the Provost on Visioning the future at the University.

An expert in marketing and, in particular, issues of pricing and new product development, Dolas has authored or coauthored eight books and has published in a wide variety of journals including the Harvard Business Review, Marketing Science and the Journal of Marketing. His case studies and technical notes developed at Harvard Business School are among the most widely used in academia, selling over 2.5 million copies. One of his cases, Seaed Air Corporation, with sales of over 300,000 copies, was recently designated by Harvard as one of the three "classics" in the Harvard collection. He has consulted with and provided executive education for leading firms throughout the world including General Electric, IBM and Henkel. He also was the marketing expert in several of the landmark cases tried in the United States including for Polaroid in its award of over $1 billion for patent infringement from Kodak and for the Justice Department of the United States in its actions against the tobacco companies. He has been on the board of directors of four publicly traded companies. He is currently working on his ninth book on contemporary marketing issues.

Print Entire ProfileLess

Publications

Research Summary

Books

Book | 1996

Power Pricing: How Managing Price Transforms the Bottom Line

R. J. Dolan

Citation:
Dolan, R. J., and H. Simon. Power Pricing: How Managing Price Transforms the Bottom Line. NY: Free Press, 1996.

Cite View Details Related
Book | 1993

Marketing Management

R. J. Dolan

Citation:
Quelch, J. A., R. J. Dolan, and T. Kosnik. Marketing Management. Homewood, IL: Irwin, 1993.

Cite View Details Related
Book | 1992

Managing the New Product Development Process

R. J. Dolan

Citation:
Dolan, R. J. Managing the New Product Development Process. Reading, MA: Addison-Wesley Publishing Company, 1992.

Cite View Details Related
Book | 1991

Strategic Marketing Management

R. J. Dolan

Citation:
Dolan, R. J. Strategic Marketing Management. Boston: Harvard Business School Press, 1991.

Cite View Details Related
Book | 1985

Marketing Management: Readings from Theory to Practice

B. P. Shapiro, R. J. Dolan and J. A. Quelch

Keywords: Marketing; Management; Theory; Practice;

Citation:
Shapiro, B. P., R. J. Dolan, and J. A. Quelch. Marketing Management: Readings from Theory to Practice. Homewood, IL: Richard D. Irwin, 1985.

Cite View Details Find at Harvard Related
Book | 1985

Marketing Management: Principles, Analysis and Applications

B. P. Shapiro, R. J. Dolan and J. Quelch

Keywords: Marketing; Management; Theory;

Citation:
Shapiro, B. P., R. J. Dolan, and J. Quelch. Marketing Management: Principles, Analysis and Applications. Homewood, IL: Richard D. Irwin, 1985.

Cite View Details Find at Harvard Related
Book | 1985

Marketing Management: Strategy, Planning and Implementation

B. P. Shapiro, R. J. Dolan and J. A. Quelch

Keywords: Marketing; Management; Strategy; Planning;

Citation:
Shapiro, B. P., R. J. Dolan, and J. A. Quelch. Marketing Management: Strategy, Planning and Implementation. Homewood, IL: Richard D. Irwin, 1985.

Cite View Details Find at Harvard Related

Journal Articles

Article | Bell Journal of Economics |

Incentive Mechanisms for Priority Queuing Problems

Robert J. Dolan

Citation:
Dolan, Robert J. "Incentive Mechanisms for Priority Queuing Problems." Bell Journal of Economics (Fall 1978): 421–436.

Cite View Details Find at Harvard Read Now Related
Article | Journal of Marketing |

Experience Curves and Dynamic Demand Models: Implications for Optimal Pricing Strategies

Robert J. Dolan

Citation:
Dolan, Robert J. "Experience Curves and Dynamic Demand Models: Implications for Optimal Pricing Strategies." Journal of Marketing (Winter 1981).

Cite View Details Find at Harvard Read Now Related
Article | Journal of Business |

A Simulation Analysis of Alternative Pricing Strategies for Dynamic Environments

Robert J. Dolan

Researchers of the strategic implications of the well-known demand (e.g., adoption and diffusion) and supply (e.g., experience effects) dynamics have typically sought analytical solutions. Their success in this has been achieved partly by limiting the richness of the dynamics considered. This paper describes a simulation modeling capability. SIMSTRAT, which trades off analytical solutions for richer, more realistic representations of supply and demand. We present the model and then the results of our initial investigations using SIMSTRAT. When joined with new computer graphics capabilities, the model is successful in identifying conditions conducive to skim- and penetration-pricing strategies.

Citation:
Dolan, Robert J. "A Simulation Analysis of Alternative Pricing Strategies for Dynamic Environments." Journal of Business (January 1984).

Cite View Details Find at Harvard Related
Article | Marketing Science |

Quantity Discounts: Managerial Issues and Research Opportunities

Robert J. Dolan

Citation:
Dolan, Robert J. "Quantity Discounts: Managerial Issues and Research Opportunities." Marketing Science (Winter 1987). (First Runner-Up for TIMS/ORSA Best Marketing Paper of the Year Award.)

Cite View Details Find at Harvard Read Now Related
Article | Marketing Management |

Price Customization: The Higher Art of Power Pricing

Robert J. Dolan

Citation:
Dolan, Robert J. "Price Customization: The Higher Art of Power Pricing." Marketing Management 7, no. 3 (Fall 1998): 10–17.

Cite View Details Find at Harvard Related
Article | Journal of Interactive Marketing |

Pricing and Market Making on the Internet

R. Dolan and Y. Moon

Keywords: Price; Markets; Web; Online Technology;

Citation:
Dolan, R., and Y. Moon. "Pricing and Market Making on the Internet." Journal of Interactive Marketing 14, no. 2 (spring 2000): 56–73.

Cite View Details Find at Harvard Related
Article | European Management Journal |

Marketing Turnarounds

R. J. Dolan

Citation:
Dolan, R. J. "Marketing Turnarounds." European Management Journal 13, no. 3 (September 1995).

Cite View Details Related
Article | Harvard Business Review |

How Do You Know When the Price Is Right?

R. J. Dolan

Citation:
Dolan, R. J. "How Do You Know When the Price Is Right?" Harvard Business Review 73, no. 5 (September–October 1995): 174–181.

Cite View Details Related
Article | Journal of Product Innovation Management |

Maximizing the Utility of Customer Product Testing: Beta Test Design and Management

R. J. Dolan

Citation:
Dolan, R. J., and J. Matthews. "Maximizing the Utility of Customer Product Testing: Beta Test Design and Management." Journal of Product Innovation Management 10, no. 4 (September 1993): 318–330.

Cite View Details Related
Article | Zeitschrift für Betriebswirtschaft |

Dynamic Pricing

V. K. Rangan, Pil Hwa Yoo and Robert J. Dolan

Keywords: Price;

Citation:
Rangan, V. K., Pil Hwa Yoo, and Robert J. Dolan. "Dynamic Pricing." Zeitschrift für Betriebswirtschaft 10 (1987).

Cite View Details Find at Harvard Related

Book Chapters

Chapter | Strategic Marketing Management | 1991

Marketing Planning and Organization

R. J. Dolan and A. J. Silk

Keywords: Marketing; Planning; Organizational Design;

Citation:
Dolan, R. J., and A. J. Silk. "Marketing Planning and Organization." In Strategic Marketing Management, by R. J. Dolan. Boston: Harvard Business School Press, 1991.

Cite View Details Related

Cases and Teaching Materials

Background Note | HBS Case Collection | 2009 (Revised from original 2005 version)

Principles of Pricing

Robert J. Dolan and John T. Gourville

Presents the basic principles of pricing, including value pricing, price sensitivity, and price customization/discrimination. A rewritten version of an earlier note.

Keywords: Price; Marketing Strategy; Value;

Citation:
Dolan, Robert J., and John T. Gourville. "Principles of Pricing." Harvard Business School Background Note 506-021, April 2009. (Revised from original September 2005 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 2007 (Revised from original 1983 version)

Milford Industries (A)

Robert J. Dolan and Benson P. Shapiro

The new district sales manager for a tool company must determine how to get his district "back on track." The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district sales manager and the sales analysis helpful to him in his job. A rewritten version of an earlier case series.

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation;

Citation:
Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (A)." Harvard Business School Case 584-012, May 2007. (Revised from original August 1983 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 2003 (Revised from original 1999 version)

Pricing: A Value-Based Approach

Robert J. Dolan

Presents a framework for determining prices for products and services in concert with the value provided to customers. Discusses methodologies for estimating customer value.

Keywords: Price; Customers;

Citation:
Dolan, Robert J. "Pricing: A Value-Based Approach." Harvard Business School Background Note 500-071, November 2003. (Revised from original December 1999 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 2003 (Revised from original 1998 version)

Mike Winsor: A Career in Marketing

Robert J. Dolan

An MBA student has received an offer to join Kraft Foods, a leading consumer packaged goods firm. This unit is a wholly owned subsidiary of a holding company whose other major subsidiary is a leading cigarette manufacturer. The case raises ethical issues of marketing.

Keywords: Marketing; Ethics;

Citation:
Dolan, Robert J. "Mike Winsor: A Career in Marketing." Harvard Business School Case 599-065, October 2003. (Revised from original November 1998 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 2002 (Revised from original 1997 version)

Launching the BMW Z3 Roadster

Robert J. Dolan and Susan M. Fournier

James McDowell, vice president of marketing at BMW North America, Inc., must design Phase II communication strategies for the launch of the new BMW Z3 Roadster. The program follows an "out-of-the-box" prelaunch campaign centered on the placement of the product in the November 1996 James Bond hit movie, "GoldenEye", and including other "nontraditional" elements such as a product appearance on Jay Leno's Tonight Show, an offering of a Bond Edition Roadster in the Neiman Marcus Christmas Catalog, and large-scale public relations activities. McDowell must assess the effectiveness of the prelaunch activities and design marketing tactics that can sustain product excitement until product availability in March. Includes color exhibits.

Keywords: Management Teams; Marketing Communications; Marketing Strategy; Brands and Branding; Product Launch; Product Positioning; Innovation and Invention; Auto Industry; North America;

Citation:
Dolan, Robert J., and Susan M. Fournier. "Launching the BMW Z3 Roadster." Harvard Business School Case 597-002, January 2002. (Revised from original February 1997 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 2001 (Revised from original 1999 version)

Analyzing Consumer Perceptions

Robert J. Dolan

Describes the perceptual mapping techniques in a non-technical fashion. The procedure is useful for the depiction of the structure of the market. Discusses alternative methods, presents examples of each, and shows how the maps can be used in marketing decision making.

Keywords: Industry Structures; Marketing Strategy; Consumer Behavior;

Citation:
Dolan, Robert J. "Analyzing Consumer Perceptions." Harvard Business School Background Note 599-110, December 2001. (Revised from original March 1999 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 2001 (Revised from original 1999 version)

Analyzing Consumer Preferences

Robert J. Dolan

Presents a non-traditional description of the conjoint analysis methodology. Discusses the process by which a study is done and cites areas of application.

Keywords: Marketing; Mathematical Methods; Product Marketing;

Citation:
Dolan, Robert J. "Analyzing Consumer Preferences." Harvard Business School Background Note 599-112, December 2001. (Revised from original March 1999 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 2001

HP Consumer Products Business Organization: Distributing Printers via the Internet TN

Robert J. Dolan

Teaching Note for (9-500-021).

Citation:
Dolan, Robert J. "HP Consumer Products Business Organization: Distributing Printers via the Internet TN." Harvard Business School Teaching Note 501-081, April 2001.

Cite View Details Purchase Related
Case | HBS Case Collection | 2001 (Revised from original 1995 version)

The Black & Decker Corporation (A): Power Tools Division

Robert J. Dolan

Presents Black & Decker's performance against a Japanese competitor and others in the power tools market. Black & Decker is anxious to regain its market share leadership in particular segments of the market.

Keywords: Brands and Branding; Product Positioning; Marketing Strategy; Product Launch; Competition; Globalization; Construction Industry; Consumer Products Industry;

Citation:
Dolan, Robert J. "The Black & Decker Corporation (A): Power Tools Division." Harvard Business School Case 595-057, March 2001. (Revised from original March 1995 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 2001

net.Genesis, Inc. TN

Robert J. Dolan

Teaching Note for (9-500-009).

Citation:
Dolan, Robert J. "net.Genesis, Inc. TN." Harvard Business School Teaching Note 501-062, January 2001.

Cite View Details Purchase Related
Case | HBS Case Collection | 2001

Abgenix and the XenoMouse

Robert J. Dolan

Abgenix has a unique method for generating antibodies useful in treating a number of diseases, including cancer. In early 2000, the company's cancer has performed very well in animal testing and is moving to early stage human testing. Abgenix must decide whether to sell the product development program to a large pharmaceutical company or to enter into a joint venture to push the product ahead.

Keywords: Product Development; Marketing Strategy; Health Testing and Trials; Risk and Uncertainty; Technological Innovation; Innovation Strategy; Science-Based Business; Biotechnology Industry;

Citation:
Dolan, Robert J. "Abgenix and the XenoMouse." Harvard Business School Case 501-061, January 2001.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 2001

Priceline.com: Name Your Own Price TN

Robert J. Dolan

Teaching Note for (9-500-070).

Citation:
Dolan, Robert J. "Priceline.com: Name Your Own Price TN." Harvard Business School Teaching Note 501-046, January 2001.

Cite View Details Purchase Related
Background Note | HBS Case Collection | 2000 (Revised from original 2000 version)

Product Policy Decisions

Robert J. Dolan

Provides an introduction to key product policy issues.

Keywords: Product Development;

Citation:
Dolan, Robert J. "Product Policy Decisions." Harvard Business School Background Note 501-049, December 2000. (Revised from original October 2000 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 2000 (Revised from original 1999 version)

Pricing and Market Making on the Internet

Robert J. Dolan and Youngme E. Moon

Considers the impact of the Internet on how market exchanges will take place. Discusses the role of shopping agents and alternatives to fixed prices such as negotiations, auctions, and exchanges.

Keywords: Price; Marketing Strategy; Auctions; Market Platforms; Negotiation; Internet;

Citation:
Dolan, Robert J., and Youngme E. Moon. "Pricing and Market Making on the Internet." Harvard Business School Background Note 500-065, November 2000. (Revised from original December 1999 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 2000 (Revised from original 1997 version)

Note on Marketing Strategy

Robert J. Dolan

Describes the major elements of marketing strategy: the decisions to be made and the underlying analysis to support that decision making.

Keywords: Marketing Strategy;

Citation:
Dolan, Robert J. "Note on Marketing Strategy." Harvard Business School Background Note 598-061, November 2000. (Revised from original October 1997 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 2000 (Revised from original 1999 version)

Going to Market

Robert J. Dolan

Describes the major issues in deciding how to reach the market. Covers issues of channel design and channel management.

Keywords: Marketing Channels; Marketing Strategy;

Citation:
Dolan, Robert J. "Going to Market." Harvard Business School Background Note 599-078, October 2000. (Revised from original January 1999 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 2000

Sustaining Value

Robert J. Dolan

Describes the challenges a firm faces in building and sustaining a value proposition over time. Describes major ways in which the marketing environment changes over time and the methods a firm can use to protect its market position.

Keywords: Price; Marketing Strategy; Competition; Situation or Environment;

Citation:
Dolan, Robert J. "Sustaining Value." Harvard Business School Background Note 501-045, October 2000.

Cite View Details Purchase Related
Case | HBS Case Collection | 2000 (Revised from original 2000 version)

Priceline.com: Name Your Own Price

Robert J. Dolan

Priceline.com is a new concept shifting the setting of price from sellers to buyers. The company aspires to use its patented process of advertising units of demand at named prices to suppliers in many categories. This case focuses on its initial use in the airline industry.

Keywords: Price; Internet; Marketing; Emerging Markets; Consumer Products Industry; Travel Industry; United States;

Citation:
Dolan, Robert J. "Priceline.com: Name Your Own Price." Harvard Business School Case 500-070, August 2000. (Revised from original February 2000 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 2000 (Revised from original 1999 version)

Integrated Marketing Communications

Robert J. Dolan

Describes the major communication vehicles and the process via which they can be brought together in an integrated marketing communications plan.

Keywords: Marketing Communications;

Citation:
Dolan, Robert J. "Integrated Marketing Communications." Harvard Business School Background Note 599-087, June 2000. (Revised from original February 1999 version.)

Cite View Details Purchase Related
Supplement | HBS Case Collection | 2000

Launching the BMW Z3 Roadster

Robert J. Dolan and Susan M. Fournier

Contains two BMW Z3 television commercials used at launch, a Jay Leno Tonight Show segment, a Bryant Gumbel Today Show segment, Central Park PR event coverage, and Go: An American Road Story (promotional video from BMW).

Keywords: Marketing Communications; Marketing Strategy; Brands and Branding; Product Launch; Product Positioning; Auto Industry;

Citation:
Dolan, Robert J., and Susan M. Fournier. "Launching the BMW Z3 Roadster." Harvard Business School Video Supplement 500-502, May 2000.

Cite View Details Purchase Related
Case | HBS Case Collection | 1999

net.Genesis, Inc.

Robert J. Dolan, Rajiv Lal and Perry Fagan

Net.Genesis is planning a strategy for the developing Internet market. In particular, it is creating the category of e-business intelligence and striving to be the brand leader in it.

Keywords: Emerging Markets; Strategic Planning; Expansion; Brands and Branding; Knowledge Use and Leverage; Marketing Communications; Internet; Change Management;

Citation:
Dolan, Robert J., Rajiv Lal, and Perry Fagan. "net.Genesis, Inc." Harvard Business School Case 500-009, November 1999.

Cite View Details Purchase Related
Case | HBS Case Collection | 1999

Eastman Kodak Company

Robert J. Dolan

Eastman Kodak has suffered significant declines in film market share at the hands of lower-priced branded producers and private label products. The case presents Kodak's proposal to launch a new economy brand of film to combat these rivals. A rewritten version of an earlier case.

Keywords: Segmentation; Product Positioning; Price; Brands and Branding; Product Launch; Consumer Products Industry;

Citation:
Dolan, Robert J. "Eastman Kodak Company." Harvard Business School Case 599-106, March 1999.

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1998

Note on Low-Tech Marketing Math

Robert J. Dolan

Describes basic calculations useful in marketing analysis, break-even analysis, and price-volume relationships.

Keywords: Mathematical Methods; Finance;

Citation:
Dolan, Robert J. "Note on Low-Tech Marketing Math." Harvard Business School Background Note 599-011, December 1998.

Cite View Details Purchase Related
Case | HBS Case Collection | 1998

Time Warner, Inc.: New Business Opportunity

Robert J. Dolan

Citation:
Dolan, Robert J. "Time Warner, Inc.: New Business Opportunity." Harvard Business School Case 599-068, December 1998.

Cite View Details Find at Harvard Related
Case | HBS Case Collection | 1998

National Aids Fund

Robert J. Dolan

Citation:
Dolan, Robert J. "National Aids Fund." Harvard Business School Case 599-069, December 1998.

Cite View Details Find at Harvard Related
Case | HBS Case Collection | 1998

An Internet Strategy Task Force

Robert J. Dolan

Citation:
Dolan, Robert J. "An Internet Strategy Task Force." Harvard Business School Case 599-071, December 1998.

Cite View Details Find at Harvard Related
Teaching Note | HBS Case Collection | 1998

L'Oreal of Paris: Bringing "Class to Mass" with Plenitude TN

Robert J. Dolan

Teaching Note for (9-598-056).

Citation:
Dolan, Robert J. L'Oreal of Paris: Bringing "Class to Mass" with Plenitude TN. Harvard Business School Teaching Note 599-017, July 1998.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1998

Black & Decker Corporation Series TN

Robert J. Dolan

Teaching Note for (9-595-057), (9-595-060), (9-595-061), (9-595-062), and (9-596-511).

Citation:
Dolan, Robert J. "Black & Decker Corporation Series TN." Harvard Business School Teaching Note 598-106, February 1998.

Cite View Details Purchase Related
Case | HBS Case Collection | 1997

L'Oreal of Paris: Bringing 'Class to Mass' with Plenitude

Robert J. Dolan

L'Oreal's strategy is to "trickle down" technology over time from high-end outlets like department stores to mass-markets, such as drugstores. The mass market brand Plenitude has become the market leader in France, but even eight years after introduction in the United States, the product continues to lose money. The case presents qualitative market research data to enable students to diagnose the problem and develop an action plan. Includes color exhibits.

Keywords: Problems and Challenges; Marketing Strategy; Brands and Branding; Globalization; Beauty and Cosmetics Industry; Retail Industry; France; United States;

Citation:
Dolan, Robert J. "L'Oreal of Paris: Bringing 'Class to Mass' with Plenitude." Harvard Business School Case 598-056, October 1997.

Cite View Details Purchase Related
Case | HBS Case Collection | 1997 (Revised from original version)

Northern Telecom (A): AdVantage & DisadVantage

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.)

Cite View Details Purchase Related
Case | HBS Case Collection | 1997 (Revised from original version)

Northern Telecom (B)

Robert J. Dolan and Sylvie Ryckebusch

Documents two problems in the product development process of Northern Telecom's new Greenwich key systems product line. These problems are due to the conflicting goals of the marketing, design, and manufacturing groups in the product development team. A rewritten version of an earlier case.

Keywords: Problems and Challenges; Product Development; Goals and Objectives; Telecommunications Industry;

Citation:
Dolan, Robert J., and Sylvie Ryckebusch. "Northern Telecom (B)." Harvard Business School Case 596-064, June 1997. (Revised from original February 1996 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 1997 (Revised from original version)

Northern Telecom (C): Norstar Is Born

Robert J. Dolan and Sylvie Ryckebusch

Documents the successful launch of Northern Telecom's Norstar Key Systems product line. A rewritten version of an earlier case.

Keywords: Product Launch; Success; Telecommunications Industry;

Citation:
Dolan, Robert J., and Sylvie Ryckebusch. "Northern Telecom (C): Norstar Is Born." Harvard Business School Case 596-065, June 1997. (Revised from original November 1995 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1997

Eastman Kodak Company: Funtime Film TN

Robert J. Dolan

Teaching Note for (9-594-111).

Citation:
Dolan, Robert J. "Eastman Kodak Company: Funtime Film TN." Harvard Business School Teaching Note 597-080, April 1997.

Cite View Details Purchase Related
Case | HBS Case Collection | 1997 (Revised from original 1997 version)

Marketing a President: Advertising in the 1996 U.S. Presidential Election Campaign

David J. Arnold and Robert J. Dolan

Citation:
Arnold, David J., and Robert J. Dolan. "Marketing a President: Advertising in the 1996 U.S. Presidential Election Campaign." Harvard Business School Case 597-069, February 1997. (Revised from original January 1997 version.)

Cite View Details Find at Harvard Related
Teaching Note | HBS Case Collection | 1996 (Revised from original version)

San Fabian Supply Co. (Philippines), Teaching Note

Robert J. Dolan

Teaching Note for (9-582-104).

Citation:
Dolan, Robert J. "San Fabian Supply Co. (Philippines), Teaching Note." Harvard Business School Teaching Note 585-112, January 1996. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Supplement | HBS Case Collection | 1995 (Revised from original version)

The Black & Decker Corporation (B): "Operation Sudden Impact"

Robert J. Dolan

Describes Black & Decker's strategy for the tradesmen market.

Keywords: Brands and Branding; Product Positioning; Competition; Globalization; Construction Industry; Consumer Products Industry;

Citation:
Dolan, Robert J. The Black & Decker Corporation (B): "Operation Sudden Impact". Harvard Business School Supplement 595-060, June 1995. (Revised from original March 1995 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 1995 (Revised from original 1994 version)

Eastman Kodak Co.: Funtime Film

Robert J. Dolan

Eastman Kodak has suffered significant declines in film market share at the hands of lower priced branded producers and private label products. The case presents Kodak's proposal to launch a new economy brand of film to combat these rivals.

Citation:
Dolan, Robert J. "Eastman Kodak Co.: Funtime Film." Harvard Business School Case 594-111, May 1995. (Revised from original February 1994 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 1995 (Revised from original version)

NIKE Inc. in the 1990s (A): New Directions

Robert J. Dolan

Describes the transition of Nike from 1990 to 1993 as it sees major growth opportunities in foreign markets.

Keywords: Transition; Brands and Branding; Product Launch; Globalization; Opportunities;

Citation:
Dolan, Robert J. "NIKE Inc. in the 1990s (A): New Directions." Harvard Business School Case 595-102, April 1995. (Revised from original March 1995 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 1995 (Revised from original version)

NIKE Inc. in the 1990s (B): Strategy and Management Changes, 1993-1994

Robert J. Dolan

Describes Nike's performance to 1994 and describes challenges facing the new president and COO, Thomas Clarke.

Keywords: Performance; Problems and Challenges; Management Teams;

Citation:
Dolan, Robert J. "NIKE Inc. in the 1990s (B): Strategy and Management Changes, 1993-1994." Harvard Business School Case 595-103, April 1995. (Revised from original March 1995 version.)

Cite View Details Purchase Related
Supplement | HBS Case Collection | 1995

The Black & Decker Corporation (C): "Operation Sudden Impact" Results, 1992-94

Robert J. Dolan

Describes the initial results of Black & Decker's strategy in the United States.

Keywords: Brands and Branding; Product Positioning; Competition; Globalization; Construction Industry; Consumer Products Industry; United States;

Citation:
Dolan, Robert J. The Black & Decker Corporation (C): "Operation Sudden Impact" Results, 1992-94. Harvard Business School Supplement 595-061, March 1995.

Cite View Details Purchase Related
Supplement | HBS Case Collection | 1995

The Black & Decker Corporation (D): DeWalt Opportunities in Europe and Japan

Robert J. Dolan

Describes Black & Decker's challenges in international markets, particularly in Europe and Japan.

Keywords: Brands and Branding; Product Positioning; Competition; Globalization; Problems and Challenges; Construction Industry; Consumer Products Industry; Japan; Europe;

Citation:
Dolan, Robert J. "The Black & Decker Corporation (D): DeWalt Opportunities in Europe and Japan." Harvard Business School Supplement 595-062, March 1995.

Cite View Details Purchase Related
Case | HBS Case Collection | 1994 (Revised from original version)

Northern Telecom (A): Greenwich Investment Proposal (Condensed)

Robert J. Dolan

The business products division has developed a business proposal asking for $50 million to fund the creation of a new telephone system for the small business market. The company's last entry into this marketplace lost $70 million. The new product would face 100 competitors in a market believed to be at zero growth rate. Should the investment proposal be accepted?

Citation:
Dolan, Robert J. "Northern Telecom (A): Greenwich Investment Proposal (Condensed)." Harvard Business School Case 594-051, September 1994. (Revised from original October 1993 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1994

Bayerische Motoren Werke AG (BMW) TN

Robert J. Dolan

Teaching Note for (9-593-082).

Citation:
Dolan, Robert J. "Bayerische Motoren Werke AG (BMW) TN." Harvard Business School Teaching Note 594-107, February 1994.

Cite View Details Purchase Related
Case | HBS Case Collection | 1993 (Revised from original 1993 version)

Northern Telecom (B): The Norstar Launch

Robert J. Dolan

Northern Telecom has spent $50 million to develop a new family of telephone systems for small businesses. The investment proposal was justified on the basis of appreciable market share impact. Now, the project team must develop the appropriate supporting marketing program for the launch of the product in two markets--the United States and Canada.

Citation:
Dolan, Robert J. "Northern Telecom (B): The Norstar Launch." Harvard Business School Case 593-104, June 1993. (Revised from original April 1993 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 1993 (Revised from original 1993 version)

Bayerische Motoren Werke AG (BMW)

Robert J. Dolan

In 1992, BMW attempts to revive its position in the United States market. In 1991, unit sales had fallen to 53,000 from 88,000 in 1987. The new CEO of North America considers a multifaceted plan to turn around the situation.

Citation:
Dolan, Robert J. "Bayerische Motoren Werke AG (BMW)." Harvard Business School Case 593-082, June 1993. (Revised from original April 1993 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 1993 (Revised from original 1993 version)

Northern Telecom (A): Greenwich Investment Proposal

Robert J. Dolan

The business products division has developed a business proposal asking for $50 million to fund the creation of a new telephone system for the small business market. The company's last entry into this marketplace lost $70 million. The new product would face 100 competitors in a market believed to be at zero growth rate. Should the investment proposal be accepted?

Citation:
Dolan, Robert J. "Northern Telecom (A): Greenwich Investment Proposal." Harvard Business School Case 593-103, May 1993. (Revised from original April 1993 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1993 (Revised from original 1984 version)

Marketing Planning and Organization

Robert J. Dolan

Presents guidelines for effective marketing planning. Provides a general outline of the contents of a typical marketing plan, the process by which the plan is developed, and considers the benefits successful firms reap from their planning efforts and the problems that mark the efforts of the not-so-successful users of marketing planning. Provides a framework for examining the relationship between a firm's strategy and the design of its marketing organization. Discusses how marketing organizations are structured and some basic principles of organization design.

Keywords: Marketing Strategy; Planning; Design;

Citation:
Dolan, Robert J. "Marketing Planning and Organization." Harvard Business School Background Note 585-106, March 1993. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 1992 (Revised from original 1984 version)

Federated Industries (A)

Robert J. Dolan

The market leader in an overcapacity industry with a commodity product is trying to restore industry price levels. Price cutting has hurt overall industry price levels and the leader must determine whether (and how) to bring up price levels or exit the market.

Keywords: Supply and Industry; Market Entry and Exit; Price; Goods and Commodities; Competition; Consumer Products Industry; United States;

Citation:
Dolan, Robert J. "Federated Industries (A)." Harvard Business School Case 585-104, December 1992. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1992 (Revised from original version)

Distribution Policy

Robert J. Dolan

Presents some fundamental principles of channels of distribution management.

Keywords: Distribution Channels;

Citation:
Dolan, Robert J. "Distribution Policy." Harvard Business School Background Note 585-045, October 1992. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1992 (Revised from original version)

Pricing Policy

Robert J. Dolan

Presents fundamental pricing principles.

Keywords: Price;

Citation:
Dolan, Robert J. "Pricing Policy." Harvard Business School Background Note 585-044, October 1992. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1992 (Revised from original version)

Strategic Industry Model: Emergent Technologies

Robert J. Dolan

Describes computer model and output from conjoint analysis and perceptual mapping for product line planning.

Citation:
Dolan, Robert J. "Strategic Industry Model: Emergent Technologies." Harvard Business School Background Note 592-086, June 1992. (Revised from original March 1992 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1992

General Mills, Inc.: Yoplait Custard-Style Yogurt (A) and (B), Teaching Note

Robert J. Dolan

Teaching Note for (9-586-087) and (9-586-088).

Citation:
Dolan, Robert J. "General Mills, Inc.: Yoplait Custard-Style Yogurt (A) and (B), Teaching Note." Harvard Business School Teaching Note 592-099, June 1992.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1992

MSA: The Software Company--Planning the AMAPs Product Line, Teaching Note

Robert J. Dolan

Teaching Note for (9-590-069).

Citation:
Dolan, Robert J. "MSA: The Software Company--Planning the AMAPs Product Line, Teaching Note." Harvard Business School Teaching Note 592-102, June 1992.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1992

Techsonic Industries, Inc.: HUMMINBIRD - New Products, Teaching Note

Robert J. Dolan

Teaching Note for (9-591-007).

Citation:
Dolan, Robert J. "Techsonic Industries, Inc.: HUMMINBIRD - New Products, Teaching Note." Harvard Business School Teaching Note 592-103, June 1992.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1992

Strategic Industry Model: Emergent Technologies, Teaching Note

Robert J. Dolan

Teaching Note for (9-592-086).

Citation:
Dolan, Robert J. "Strategic Industry Model: Emergent Technologies, Teaching Note." Harvard Business School Teaching Note 592-100, June 1992.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1992

Johnson Wax: Enhance (A) and (B), Teaching Note

Robert J. Dolan

Teaching Note for (9-583-046) and (9-584-009).

Citation:
Dolan, Robert J. "Johnson Wax: Enhance (A) and (B), Teaching Note." Harvard Business School Teaching Note 592-101, June 1992.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1992

Barco Projection Systems (A): Worldwide Niche Marketing, Teaching Note

Robert J. Dolan

Teaching Note for (9-591-133).

Citation:
Dolan, Robert J. "Barco Projection Systems (A): Worldwide Niche Marketing, Teaching Note." Harvard Business School Teaching Note 592-098, June 1992.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1992

Henkel Group: Umbrella Branding and Globalization Decisions, Teaching Note

Robert J. Dolan

Teaching Note for (9-585-185).

Citation:
Dolan, Robert J. "Henkel Group: Umbrella Branding and Globalization Decisions, Teaching Note." Harvard Business School Teaching Note 592-056, May 1992.

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1992 (Revised from original version)

Concept Testing

Robert J. Dolan

Describes concept testing products. Presents guidelines for effective design, execution, and interpretation of test procedures. Discusses limitations of these techniques and sets out the situations for which they are appropriate.

Keywords: Marketing; Mathematical Methods; Forecasting and Prediction;

Citation:
Dolan, Robert J. "Concept Testing." Harvard Business School Background Note 590-063, March 1992. (Revised from original November 1989 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1992 (Revised from original version)

Marketing Information Industry

Robert J. Dolan

Citation:
Dolan, Robert J. "Marketing Information Industry." Harvard Business School Background Note 588-027, March 1992. (Revised from original October 1987 version.)

Cite View Details Find at Harvard Related
Background Note | HBS Case Collection | 1992 (Revised from original version)

Matching the Process of Product Development to Its Context

Robert J. Dolan

Citation:
Dolan, Robert J. "Matching the Process of Product Development to Its Context." Harvard Business School Background Note 592-009, March 1992. (Revised from original July 1991 version.)

Cite View Details Find at Harvard Related
Background Note | HBS Case Collection | 1992

Researching and Monitoring Consumer Markets

Robert J. Dolan

Describes the major research techniques for consumer goods new product development, i.e. pre-test markets and electronic purchase monitoring. Provides students with information on availability and utility of these services.

Keywords: Demand and Consumers; Product Marketing; Product Development; Research;

Citation:
Dolan, Robert J. "Researching and Monitoring Consumer Markets." Harvard Business School Background Note 592-088, March 1992.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1992

New York Life Insurance Co.: Pension Department, Teaching Note

Robert J. Dolan

Teaching Note for (9-591-051).

Citation:
Dolan, Robert J. "New York Life Insurance Co.: Pension Department, Teaching Note." Harvard Business School Teaching Note 592-082, January 1992.

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1991

Market Research

Robert J. Dolan

Describes the major classes of market research. Provides students with an overview of methods available enabling them to select the proper set for their purposes.

Keywords: Research; Markets;

Citation:
Dolan, Robert J. "Market Research." Harvard Business School Background Note 592-034, October 1991.

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1991

Industrial Market Research: Beta Test Site Management

Robert J. Dolan

Describes the role of BETA tests in the new product development process and presents guidelines for effective test program development.

Keywords: Product Development; Mathematical Methods; Marketing;

Citation:
Dolan, Robert J. "Industrial Market Research: Beta Test Site Management." Harvard Business School Background Note 592-010, August 1991.

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1991

Managing the New Product Development Process

Robert J. Dolan

Describes how the new product development program is most efficiently managed.

Keywords: Product Development; Management;

Citation:
Dolan, Robert J. "Managing the New Product Development Process." Harvard Business School Background Note 592-011, August 1991.

Cite View Details Purchase Related
Case | HBS Case Collection | 1991 (Revised from original version)

New York Life Insurance Co.: Pension Department

Robert J. Dolan

Analyzes competition in the pension fund industry. In particular, New York Life must decide whether to compete head-to-head with mutual fund giants by offering record-keeping services or to just continue to focus on selling investment products. Presents the results of market research studies conducted to answer the question.

Keywords: Competition; Financial Instruments; Insurance Industry; Financial Services Industry;

Citation:
Dolan, Robert J. "New York Life Insurance Co.: Pension Department." Harvard Business School Case 591-051, May 1991. (Revised from original March 1991 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1990

Perceptual Mapping: A Manager's Guide

Robert J. Dolan

Describes the perceptual mapping technique in a non-technical fashion. The procedure is useful for the depiction of the structure of the market. Discusses alternative methods, presents examples of each, and shows how the maps can be used in marketing decision making.

Keywords: Mathematical Methods; Industry Structures; Marketing;

Citation:
Dolan, Robert J. "Perceptual Mapping: A Manager's Guide." Harvard Business School Background Note 590-121, July 1990.

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1990

Conjoint Analysis: A Manager's Guide

Robert J. Dolan

Presents a non-technical description of the conjoint analysis methodology. Discusses the process by which such a study is done and cites areas of application.

Keywords: Marketing; Mathematical Methods; Forecasting and Prediction;

Citation:
Dolan, Robert J. "Conjoint Analysis: A Manager's Guide." Harvard Business School Background Note 590-059, May 1990.

Cite View Details Purchase Related
Case | HBS Case Collection | 1990

Clark Material Handling Group-Overseas: Brazilian Product Strategy (A&B) (Condensed)

Robert J. Dolan

Assumes some knowledge of conjoint analysis. Permits analysis of basic results and dynamic market simulations in one class session.

Keywords: Mathematical Methods; Marketing;

Citation:
Dolan, Robert J. "Clark Material Handling Group-Overseas: Brazilian Product Strategy (A&B) (Condensed)." Harvard Business School Case 590-081, April 1990.

Cite View Details Purchase Related
Case | HBS Case Collection | 1990 (Revised from original version)

MSA: The Software Company--Planning the AMAPs Product Line

Robert J. Dolan

MSA has commissioned a major market research study to assess demand potential for a computer software system designed for aerospace and defense contractors. Students must evaluate the results of the study (including a conjoint analysis) to assess whether MSA should invest in R&D to upgrade the technology or build a sales organization.

Keywords: Product; Marketing; Mathematical Methods; Software;

Citation:
Dolan, Robert J. "MSA: The Software Company--Planning the AMAPs Product Line." Harvard Business School Case 590-069, February 1990. (Revised from original January 1990 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1989

Performance Curves: Costs, Prices, and Value

Robert J. Dolan and Benson P. Shapiro

Explains the concept of a family of performance curves. The most well known is the price/performance curve relating the prices of items in a product line to their performance. Also discusses the cost/performance curve and its impact on product positioning, product line length, and technological options. Also introduces a reservation price or value/performance curve. All are considered in the context of competitive behavior.

Keywords: Cost vs Benefits; Price; Product Positioning; Performance; Competition; Value;

Citation:
Dolan, Robert J., and Benson P. Shapiro. "Performance Curves: Costs, Prices, and Value." Harvard Business School Background Note 590-010, September 1989.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1989 (Revised from original version)

Perkin-Elmer: Data Systems Group, Teaching Note

Robert J. Dolan

Citation:
Dolan, Robert J. "Perkin-Elmer: Data Systems Group, Teaching Note." Harvard Business School Teaching Note 583-030, January 1989. (Revised from original August 1982 version.)

Cite View Details Related
Teaching Note | HBS Case Collection | 1989 (Revised from original version)

Milford Industries (A) and (B), Teaching Note

Robert J. Dolan

Teaching Note for (9-584-012) and (9-584-013).

Citation:
Dolan, Robert J. "Milford Industries (A) and (B), Teaching Note." Harvard Business School Teaching Note 584-147, January 1989. (Revised from original May 1984 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1989 (Revised from original version)

U.S. Pioneer Electronics Corp., Teaching Note

Robert J. Dolan

Teaching Note for (9-579-079).

Citation:
Dolan, Robert J. "U.S. Pioneer Electronics Corp., Teaching Note." Harvard Business School Teaching Note 585-113, January 1989. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1989 (Revised from original version)

Cumberland Metal Industries: Engineered Products Division--1980, Teaching Note

Robert J. Dolan

Teaching Note for (9-580-104).

Citation:
Dolan, Robert J. "Cumberland Metal Industries: Engineered Products Division--1980, Teaching Note." Harvard Business School Teaching Note 585-115, January 1989. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1989 (Revised from original 1984 version)

Atlantic Aviation Corp.: Westwind Division, Teaching Note

Robert J. Dolan

Teaching Note for (9-581-142).

Citation:
Dolan, Robert J. "Atlantic Aviation Corp.: Westwind Division, Teaching Note." Harvard Business School Teaching Note 585-119, January 1989. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1988 (Revised from original version)

Sealed Air Corp., Teaching Note

Robert J. Dolan

Teaching Note for (9-582-103).

Citation:
Dolan, Robert J. "Sealed Air Corp., Teaching Note." Harvard Business School Teaching Note 585-110, November 1988. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1988 (Revised from original version)

Note on the Motorcycle Industry--1975, Teaching Note

Robert J. Dolan

Teaching Note for (9-578-210).

Citation:
Dolan, Robert J. "Note on the Motorcycle Industry--1975, Teaching Note." Harvard Business School Teaching Note 585-118, November 1988. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1988

Note on Pretest Market Models

Robert J. Dolan

Citation:
Dolan, Robert J. "Note on Pretest Market Models." Harvard Business School Background Note 588-052, January 1988.

Cite View Details Find at Harvard Related
Background Note | HBS Case Collection | 1987 (Revised from original version)

Note on Industry/Market Strategy

Robert J. Dolan

Citation:
Dolan, Robert J. "Note on Industry/Market Strategy." Harvard Business School Background Note 585-107, October 1987. (Revised from original September 1984 version.)

Cite View Details Find at Harvard Related
Background Note | HBS Case Collection | 1986 (Revised from original 1981 version)

Research Methods in Marketing: Survey Research

Robert J. Dolan

Presents basic issues in survey research, covering both measurement and sampling error. The intention is to consider each element of the survey process: problem statement, questionnaire design, sampling, and data analysis.

Keywords: Mathematical Methods; Surveys; Marketing;

Citation:
Dolan, Robert J. "Research Methods in Marketing: Survey Research." Harvard Business School Background Note 582-055, September 1986. (Revised from original December 1981 version.)

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1986 (Revised from original 1984 version)

Basic Quantitative Analysis for Marketing

Robert J. Dolan

Shows how to calculate and use the break-even volume in marketing decision making.

Keywords: Marketing Strategy; Mathematical Methods;

Citation:
Dolan, Robert J. "Basic Quantitative Analysis for Marketing." Harvard Business School Background Note 584-149, September 1986. (Revised from original May 1984 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1986 (Revised from original version)

U.S. Retail Coffee Market (A) & (B) and Brim (A) & (B) Coffee Series, Teaching Note

Robert J. Dolan

Citation:
Dolan, Robert J. "U.S. Retail Coffee Market (A) & (B) and Brim (A) & (B) Coffee Series, Teaching Note." Harvard Business School Teaching Note 585-108, April 1986. (Revised from original September 1984 version.)

Cite View Details Related
Teaching Note | HBS Case Collection | 1985 (Revised from original version)

Vicks Health Care Division: Project Scorpio (A), (B), (B1), (C), and (C), Student Assignment, Teaching Note

Robert J. Dolan

Teaching Note for (9-582-039), (9-582-040), (9-582-041), (9-582-042), and (9-583-009).

Citation:
Dolan, Robert J. "Vicks Health Care Division: Project Scorpio (A), (B), (B1), (C), and (C), Student Assignment, Teaching Note." Harvard Business School Teaching Note 585-109, November 1985. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1985 (Revised from original version)

Computer Devices, Inc.: Selling Intelligent Terminals, Teaching Note

Robert J. Dolan

Citation:
Dolan, Robert J. "Computer Devices, Inc.: Selling Intelligent Terminals, Teaching Note." Harvard Business School Teaching Note 585-121, November 1985. (Revised from original September 1984 version.)

Cite View Details Related
Case | HBS Case Collection | 1985 (Revised from original 1982 version)

Sealed Air Corporation

Robert J. Dolan

Market leadership and technological innovation have marked Sealed Air's participation in the U.S. protective packaging market. Several small regional producers have introduced products which are less effective than Sealed Air's but similar in appearance and cheaper. The company must determine its response to this new competition. Feasible options range from doing nothing to introducing a new product. Raises product line management issues, particularly cannibalization, and affords the opportunity for the development of a marketing plan for any new product introduction. Software for this case is available (9-587-513).

Keywords: Product Marketing; Product; Technological Innovation; Supply and Industry; Competitive Advantage; Consumer Products Industry; United States;

Citation:
Dolan, Robert J. "Sealed Air Corporation." Harvard Business School Case 582-103, September 1985. (Revised from original March 1982 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 1985 (Revised from original version)

Perkin-Elmer: Data Systems Group

Robert J. Dolan

Citation:
Dolan, Robert J. "Perkin-Elmer: Data Systems Group." Harvard Business School Case 582-101, August 1985. (Revised from original March 1982 version.)

Cite View Details Find at Harvard Related
Supplement | HBS Case Collection | 1985 (Revised from original 1983 version)

Milford Industries (B)

Robert J. Dolan and Benson P. Shapiro

Supplements the (A) case. A rewritten version of part of an earlier series.

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation;

Citation:
Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (B)." Harvard Business School Supplement 584-013, June 1985. (Revised from original August 1983 version.)

Cite View Details Purchase Related
Case | HBS Case Collection | 1985

Henkel Group: Umbrella Branding and Globalization Decisions

Robert J. Dolan

Henkel's adhesive group is considering a major change in the international selling of its two major adhesives products for households. The proposed strategy is based on two concepts: umbrella branding and global standardization.

Keywords: Brands and Branding; Marketing Strategy; Globalization; Expansion; Consumer Products Industry;

Citation:
Dolan, Robert J. "Henkel Group: Umbrella Branding and Globalization Decisions." Harvard Business School Case 585-185, June 1985.

Cite View Details Purchase Related
Supplement | HBS Case Collection | 1985 (Revised from original 1983 version)

Milford Industries (C)

Robert J. Dolan and Benson P. Shapiro

Supplements the (A) case. A rewritten version of part of an earlier series.

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation;

Citation:
Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (C)." Harvard Business School Supplement 584-014, June 1985. (Revised from original August 1983 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1985 (Revised from original version)

Federated Industries (A) TN

Robert J. Dolan

Teaching Note for (9-585-104).

Keywords: Supply and Industry; Market Entry and Exit; Price; Goods and Commodities; Competition; Consumer Products Industry; United States;

Citation:
Dolan, Robert J. "Federated Industries (A) TN." Harvard Business School Teaching Note 585-105, May 1985. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Supplement | HBS Case Collection | 1985

Milford Industries (A1)

Robert J. Dolan

Presents the salesforce performance data of the Milford (A) case in a format suitable for spreadsheet analysis using a personal computer.

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation;

Citation:
Dolan, Robert J. "Milford Industries (A1)." Harvard Business School Supplement 585-138, May 1985.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1985 (Revised from original version)

National Electric Supply Co., Teaching Note

Robert J. Dolan

Citation:
Dolan, Robert J. "National Electric Supply Co., Teaching Note." Harvard Business School Teaching Note 585-120, May 1985. (Revised from original September 1984 version.)

Cite View Details Related
Teaching Note | HBS Case Collection | 1984 (Revised from original version)

Tyler Abrasives, Inc., Teaching Note

Robert J. Dolan

Teaching Note for (9-573-039).

Citation:
Dolan, Robert J. "Tyler Abrasives, Inc., Teaching Note." Harvard Business School Teaching Note 585-116, November 1984. (Revised from original September 1984 version.)

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1984

Henkel Corp.: International Sealants Brand SISTA (A), Teaching Note

Robert J. Dolan

Teaching Note for (9-585-099).

Citation:
Dolan, Robert J. "Henkel Corp.: International Sealants Brand SISTA (A), Teaching Note." Harvard Business School Teaching Note 585-117, September 1984.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1984

Dunfey Hotels Corp., Teaching Note

Robert J. Dolan

Teaching Note for (9-581-114).

Citation:
Dolan, Robert J. "Dunfey Hotels Corp., Teaching Note." Harvard Business School Teaching Note 585-122, September 1984.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1984

Great American Knitting Mills: Gold Toe Socks, Teaching Note

Robert J. Dolan

Teaching Note for (9-581-144).

Citation:
Dolan, Robert J. "Great American Knitting Mills: Gold Toe Socks, Teaching Note." Harvard Business School Teaching Note 585-111, September 1984.

Cite View Details Purchase Related
Teaching Note | HBS Case Collection | 1984

Dunfey Hotels Corp., Teaching Note

Robert J. Dolan and Christopher H. Lovelock

Teaching Note for (9-581-114).

Citation:
Dolan, Robert J., and Christopher H. Lovelock. "Dunfey Hotels Corp., Teaching Note." Harvard Business School Teaching Note 585-057, September 1984.

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1984

Marketing Research: An Overview of Research Methods

Robert J. Dolan

Broadly describes the scope of marketing research, and describes experiments, non-survey methods, and internal data.

Keywords: Marketing Strategy; Mathematical Methods;

Citation:
Dolan, Robert J. "Marketing Research: An Overview of Research Methods." Harvard Business School Background Note 585-039, September 1984.

Cite View Details Purchase Related
Case | HBS Case Collection | 1984

Henkel Corp.: International Sealants Brand SISTA (A)

Robert J. Dolan

Corporate headquarters wishes to expand sales of a sealant product currently sold only in the West German market. Regional affiliates, operating on a profit center basis, are not enthusiastic about taking on the new product. The case describes the company's standardization plan in which the same product would be marketed with a standardized strategy throughout Europe.

Keywords: Marketing Strategy; Globalization; Expansion; Profit; Conflict Management; Consumer Products Industry; Construction Industry; Europe; West Germany;

Citation:
Dolan, Robert J. "Henkel Corp.: International Sealants Brand SISTA (A)." Harvard Business School Case 585-099, September 1984.

Cite View Details Purchase Related
Case | HBS Case Collection | 1984

Henkel Corp.: International Sealants Brand SISTA (B)

Robert J. Dolan

Describes the outcome of implementation of the standardized plan described in Henkel (A).

Keywords: Marketing Strategy; Globalization; Expansion; Profit; Conflict Management; Outcome or Result; Consumer Products Industry; Construction Industry; Europe; West Germany;

Citation:
Dolan, Robert J. "Henkel Corp.: International Sealants Brand SISTA (B)." Harvard Business School Case 585-100, September 1984.

Cite View Details Purchase Related
Background Note | HBS Case Collection | 1984

Pricing: Basic Principles

Robert J. Dolan

Citation:
Dolan, Robert J. "Pricing: Basic Principles." Harvard Business School Background Note 584-150, May 1984.

Cite View Details Find at Harvard Related

Search all publications by Robert J. Dolan »

General Information

Academic Programs

Alumni

Faculty & Research

Recruit

Resources