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- Faculty Publications (1,394)
- October 1992 (Revised September 1993)
- Case
Nopane Advertising Strategy
By: David E. Bell
Nopane is a proprietary drug that sells in much of the United States. It faces substantial competition. The brand manager is undertaking an experiment to determine whether ad copy should be emotional-based or rational-based. The data and associated regression results...
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Keywords:
Competition;
Intellectual Property;
Advertising;
Health Care and Treatment;
Brands and Branding;
Product Marketing;
Pharmaceutical Industry;
United States
Bell, David E. "Nopane Advertising Strategy." Harvard Business School Case 893-005, October 1992. (Revised September 1993.)
- October 1992
- Article
The Effect of Agents and Mediators on Negotiation Outcomes
By: M. H. Bazerman, M. A. Neale, K. L. McGinn, E. J. Zajac and Y. M. Kim
Bazerman, M. H., M. A. Neale, K. L. McGinn, E. J. Zajac, and Y. M. Kim. "The Effect of Agents and Mediators on Negotiation Outcomes." Organizational Behavior and Human Decision Processes 53, no. 1 (October 1992): 55–73. (Reprinted in T. Connolly, H.R. Arkes and K.R. Hammond (Eds.), Judgement and Decision Making: An Interdisciplinary Reader, Cambridge University Press, 2nd edition, 1996, 3rd edition, 2000.)
- Article
Commitments with Third Parties
By: Jerry R. Green
Observable irrevocable contracts between a principal and an agent have been suggested as a way in which the principal can enhance his payoff when playing a game against, or bargaining with, an opponent. It is shown that such beneficial agency relationships depend on...
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Green, Jerry R. "Commitments with Third Parties." Annales d'économie et de statistique, nos. 25-26 (January–June 1992): 81–95.
- Article
Renegotiation and the Form of Efficient Contracts
By: Jerry R. Green and J. J. Laffont
Two parties may agree to a mutually binding contract that will govern their behavior after an uncertain event becomes known. As there is no agent who can both observe this uncertain outcome and enforce the contract, contingent agreements are precluded. However, the...
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Green, Jerry R., and J. J. Laffont. "Renegotiation and the Form of Efficient Contracts." Annales d'économie et de statistique, nos. 25-26 (January–June 1992): 123–150.
- May 1992
- Case
Sunday River Ski Resort
By: Leonard A. Schlesinger and Martha Epstein
Sunday River is a ski area in Bethel, ME which has been run by entrepreneur Les Otten since 1980. The year before Otten purchased the area, it posted a loss of $235,000 on revenues of $541,000. Under Otten's leadership, however, Sunday River posted year after year of...
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Keywords:
Service Delivery;
Competitive Advantage;
Entrepreneurship;
Success;
Transformation;
Tourism Industry;
Entertainment and Recreation Industry;
Maine
Schlesinger, Leonard A., and Martha Epstein. "Sunday River Ski Resort." Harvard Business School Case 692-025, May 1992.
- April 1992 (Revised July 1993)
- Case
Conoco's: "Green" Oil Strategy (A)
Conoco faces challenges in formulating a proactive environmental strategy for its proposed oil development in Ecuador's pristine tropical rain forest region. The case outlines the innovative process in which Conoco collaborated with a wide range of often conflicting...
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Keywords:
Decision Choices and Conditions;
Ethics;
Collaborative Innovation and Invention;
Corporate Social Responsibility and Impact;
Outcome or Result;
Problems and Challenges;
Business and Stakeholder Relations;
Conflict Management;
Ecuador
Salter, Malcolm S., and Joseph L. Badaracco Jr. Conoco's: "Green" Oil Strategy (A). Harvard Business School Case 392-133, April 1992. (Revised July 1993.)
- March 1992
- Case
Amgen, Inc.: Planning the Unplannable
By: Nitin Nohria
By the early 1990s, Amgen--a pharmaceutical company started little over a decade ago as Applied Molecular Genetics--was within range of becoming a billion-dollar company. With two extremely successful biotechnology drugs on the market, Amgen stood as the largest and...
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Keywords:
Growth and Development Strategy;
Strategic Planning;
Success;
Risk and Uncertainty;
Pharmaceutical Industry
Nohria, Nitin. "Amgen, Inc.: Planning the Unplannable." Harvard Business School Case 492-052, March 1992.
- March 1992
- Article
Agents As Information Brokers: The Effects of Information Disclosure on Negotiated Outcomes
By: K. L. McGinn, S. B. White, M. A. Neale and M. H. Bazerman
McGinn, K. L., S. B. White, M. A. Neale, and M. H. Bazerman. "Agents As Information Brokers: The Effects of Information Disclosure on Negotiated Outcomes." Organizational Behavior and Human Decision Processes 51, no. 2 (March 1992): 220–236.
- February 1992 (Revised April 1995)
- Case
Pfizer: Global Protection of Intellectual Property
By: Lynn S. Paine and Michael Santoro
Top officials at Pfizer are assessing their strategy for improving protection of Pfizer's patents around the world. The outcome of the Uruguay Round of the GATT negotiations is uncertain, and it is not clear whether an acceptable intellectual property protection...
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Keywords:
Patents;
Trade;
Policy;
Government and Politics;
Business Strategy;
Agreements and Arrangements;
Alliances;
Cross-Cultural and Cross-Border Issues;
Pharmaceutical Industry;
United States;
Japan;
Europe
Paine, Lynn S., and Michael Santoro. "Pfizer: Global Protection of Intellectual Property." Harvard Business School Case 392-073, February 1992. (Revised April 1995.)
- November 1991 (Revised January 1997)
- Case
Motorola, Inc.: Bandit Pager Project (Abridged)
Describes the development of a fully automated production line for manufacturing radio pagers. The company regarded the project as highly successful; it becomes clear in the case, however, that there were some shortcomings as well. Some marketing issues were not...
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Keywords:
Time Management;
Marketing;
Product Development;
Production;
Success;
Projects;
Technology;
Telecommunications Industry
Wheelwright, Steven C. "Motorola, Inc.: Bandit Pager Project (Abridged)." Harvard Business School Case 692-069, November 1991. (Revised January 1997.)
- October 1991 (Revised November 1993)
- Case
Dynashears, 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. Teaching objective:...
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Piper, Thomas R. "Dynashears, Inc." Harvard Business School Case 292-017, October 1991. (Revised November 1993.)
- October 1991 (Revised August 2000)
- Case
Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)
By: V. Kasturi Rangan and Frank V. Cespedes
Becton Dickinson, a phenomenally successful company with an 80% market share in the blood collection needles and syringes market faces a change in the customer buying environment (cost containment pressures at hospitals). This forces a reevaluation of the company's...
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Keywords:
Business Divisions;
Customer Satisfaction;
Demand and Consumers;
Market Participation;
Distribution Channels;
Success;
Corporate Strategy;
Value Creation;
Health Industry
Rangan, V. Kasturi, and Frank V. Cespedes. "Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)." Harvard Business School Case 592-037, October 1991. (Revised August 2000.)
- 1991
- Chapter
Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming
Sebenius, James K. "Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming." In Greenhouse Warming, edited by Jessica Tuchman Mathews, 69–98. Washington, D.C.: World Resources Institute, 1991.
- July 1991 (Revised September 1995)
- Case
Eastman Kodak Co.: Managing Information Systems Through Strategic Alliances
In January 1988, Colby Chandler, Kodak CEO, created the Corporate Information Systems (CIS) and appointed Katherine Hudson head. She at once became the first head of IT and first woman corporate vice president in the company. Throughout 1989, Hudson inaugurated a...
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Keywords:
Corporate Strategy;
Information Technology;
Partners and Partnerships;
Organizational Structure;
Success;
Trends;
Information Management;
Service Operations;
Manufacturing Industry
Applegate, Lynda M. "Eastman Kodak Co.: Managing Information Systems Through Strategic Alliances." Harvard Business School Case 192-030, July 1991. (Revised September 1995.)
- spring 1991
- Article
Breaking the Cycle of Failure in Services
By: Leonard A. Schlesinger and James Heskett
Most managers recognize that good service is a direct result of having effective, productive people in customer contact positions. However, most service companies perpetuate a cycle of failure by tolerating high turnover and expecting employee dissatisfaction. This...
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Keywords:
Goals and Objectives;
Service Delivery;
Success;
Failure;
Management Skills;
Service Industry
Schlesinger, Leonard A., and James Heskett. "Breaking the Cycle of Failure in Services." MIT Sloan Management Review 32, no. 3 (spring 1991): 17–28.
- March 1991 (Revised May 1991)
- Case
New York Life Insurance Co.: Pension Department
By: 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...
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Dolan, Robert J. "New York Life Insurance Co.: Pension Department." Harvard Business School Case 591-051, March 1991. (Revised May 1991.)
- March 1991
- Article
Requirements for Successful Implementation of New Manufacturing Technologies
By: R. H. Hayes and R. Jaikumar
Hayes, R. H., and R. Jaikumar. "Requirements for Successful Implementation of New Manufacturing Technologies." Journal of Engineering and Technology Management 7, nos. 3-4 (March 1991): 169–175.
- February 1991 (Revised March 1993)
- Supplement
USSR--1990, Supplement
Provides an update of key social, political, and economic outcomes in the Soviet Union over the period April 1990 to February 1991.
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Keywords:
Social Issues;
Outcome or Result;
Government and Politics;
Economy;
Transition;
Soviet Union
Emmons, Willis M., III. "USSR--1990, Supplement." Harvard Business School Supplement 391-161, February 1991. (Revised March 1993.)
- winter 1991
- Article
Global Players, Western Tactics, Japanese Outcomes: The New Japanese Market for Corporate Control
By: W. C. Kester
Kester, W. C. "Global Players, Western Tactics, Japanese Outcomes: The New Japanese Market for Corporate Control." California Management Review 33, no. 2 (winter 1991): 58–70.
- winter 1991
- Article
The Hidden Costs of Japanese Success
By: W. C. Kester
Kester, W. C. "The Hidden Costs of Japanese Success." Continental Bank Journal of Applied Corporate Finance 2, no. 4 (winter 1991): 90–97.