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- September 1986 (Revised November 1994)
- Case
Lotus Development Corp. Channel Choice: Direct vs. Distribution
Lotus Development Corp., the number one microsoftware firm has traditionally sold to its customers through a distributor-retail dealer network. In early 1986, the company is considering the option of selling direct to large corporate customers. Students are expected to...
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Keywords:
Cost vs Benefits;
Marketing Channels;
Distribution Channels;
Sales;
Software;
Information Technology Industry;
United States
Rangan, V. Kasturi. "Lotus Development Corp. Channel Choice: Direct vs. Distribution." Harvard Business School Case 587-078, September 1986. (Revised November 1994.)
- 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.)
- summer 1986
- Article
Salesforce Compensation Plans in Environments with Asymmetric Information
By: R. Lal and Richard Staelin
Lal, R., and Richard Staelin. "Salesforce Compensation Plans in Environments with Asymmetric Information." Marketing Science (summer 1986). (Runner-up of the TIMS College of Marketing Award for the Best Article in Management and Marketing Science in 1986.)
- June 1986
- Case
Premier Furniture Co.
By: Thomas R. Piper
A credit analyst for a furniture manufacturer is confronted with two customers who have exceeded their credit limits. The financial performance of each has been weak, and one of the customers has a highly leveraged balance sheet. Industry conditions are weak; the...
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Piper, Thomas R. "Premier Furniture Co." Harvard Business School Case 286-130, June 1986.
- June 1986 (Revised July 1990)
- Case
OTISLINE (A)
By: F. Warren McFarlan and Donna B. Stoddard
Describes the company's use of information technology to strengthen its position in the elevator sales and service market. Also demonstrates how information technology can be used to better manage and control a large geographically dispersed service organization.
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Keywords:
Information Technology;
Technology Adoption;
Sales;
Marketing;
Rank and Position;
Salesforce Management;
Service Operations;
Management Analysis, Tools, and Techniques;
Global Range;
Accounting;
Business Ventures;
Industry Growth
McFarlan, F. Warren, and Donna B. Stoddard. "OTISLINE (A)." Harvard Business School Case 186-304, June 1986. (Revised July 1990.)
- May 1986 (Revised February 1991)
- Case
Wilson Lumber Co.
By: Thomas R. Piper
The Wilson Lumber Co. is faced with a need for increased bank financing due to its rapid sales growth and low profitability. Students must determine the reasons for the rising bank borrowing, estimate the amount of borrowing needed, and assess the attractiveness of the...
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Keywords:
Borrowing and Debt;
Financing and Loans;
Banks and Banking;
Forecasting and Prediction;
Sales;
Financial Strategy
Piper, Thomas R. "Wilson Lumber Co." Harvard Business School Case 286-122, May 1986. (Revised February 1991.)
- spring 1986
- Article
Delegating Pricing Responsibility to the Salesforce
By: R. Lal
Lal, R. "Delegating Pricing Responsibility to the Salesforce." Marketing Science (spring 1986).
- January 1986 (Revised November 2006)
- Case
Peripheral Products Company: The 'Gray Market' for Disk Drives
In mid-1985, the vice president of marketing for a large manufacturer of disk drives is considering how to deal with a growing "gray market" for his company's products. The case provides good background material on the evolution of gray markets throughout the disk...
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Keywords:
Price;
Growth and Development;
Code Law;
Leadership;
Marketing;
Distribution;
Production;
Salesforce Management;
Strategy;
Distribution Industry
Cespedes, Frank V. "Peripheral Products Company: The 'Gray Market' for Disk Drives." Harvard Business School Case 586-124, January 1986. (Revised November 2006.)
- fall 1985
- Article
A Theory of Salesforce Compensation Plans
By: R. Lal, A. K. Basu, V. Srinivasan and Richard Staelin
Lal, R., A. K. Basu, V. Srinivasan, and Richard Staelin. "A Theory of Salesforce Compensation Plans." Marketing Science (fall 1985). (Winner of TIMS College of Marketing. Award for Best Article in Marketing Science For the best marketing paper published in Marketing Science or Management Science presented by Institute of Management Sciences.)
- September 1985 (Revised July 2007)
- Case
Population Services International: The Social Marketing Project in Bangladesh
Population Services International (PSI) was a not-for-profit agency founded to disseminate family planning information and to market birth control products, primarily in less developed countries seeking to curb their population explosions. In 1976, PSI concluded an...
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Keywords:
Developing Countries and Economies;
Health;
Marketing Strategy;
Social Marketing;
Business and Government Relations;
Nonprofit Organizations;
Bangladesh
Rangan, V. Kasturi. "Population Services International: The Social Marketing Project in Bangladesh." Harvard Business School Case 586-013, September 1985. (Revised July 2007.)
- July 1985 (Revised July 1990)
- Case
Atlantic Corp.
By: Peter Tufano
Two forest products manufacturers negotiate the sale of a group of assets. ACRS would allow the buyer to rapidly depreciate the stepped up basis to justify a high valuation. The seller recently paid greenmail, and this transaction may be linked to its desire to avoid...
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Tufano, Peter. "Atlantic Corp." Harvard Business School Case 286-004, July 1985. (Revised July 1990.)
- May 1985
- Supplement
Quaker Oats Co.: Field Sales Force Strategy and Management, R. Balsbaugh Interview, Video
By: John A. Quelch
Quelch, John A. "Quaker Oats Co.: Field Sales Force Strategy and Management, R. Balsbaugh Interview, Video." Harvard Business School Video Supplement 885-522, May 1985.
- May 1985
- Supplement
Milford Industries (A1)
By: Robert J. Dolan
Presents the salesforce performance data of the Milford (A) case in a format suitable for spreadsheet analysis using a personal computer.
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Keywords:
Managerial Roles;
Salesforce Management;
Resignation and Termination;
Performance Evaluation
Dolan, Robert J. "Milford Industries (A1)." Harvard Business School Supplement 585-138, May 1985.
- May 1985 (Revised January 1986)
- Case
Cole National Corp. (D): Field Sales Organization
Cespedes, Frank V. "Cole National Corp. (D): Field Sales Organization." Harvard Business School Case 585-174, May 1985. (Revised January 1986.)
- March 1985 (Revised November 1985)
- Case
Wilmington Tap and Die
By: Robert S. Kaplan
The general manager of a division manufacturing taps and dies must decide whether to continue a major capital investment program. The program was designed to replace aging mechanical machines with modern, electronically controlled equipment. A post-audit, after an...
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Keywords:
Capital Budgeting;
Investment;
Accounting Audits;
Cost Management;
Technological Innovation;
Information Technology;
Performance Productivity;
Production;
Management Analysis, Tools, and Techniques;
Manufacturing Industry
Kaplan, Robert S. "Wilmington Tap and Die." Harvard Business School Case 185-124, March 1985. (Revised November 1985.)
- January 1985 (Revised June 1993)
- Case
Turner Construction Co.
In June, 1984, a vice president at Turner Construction Co. must decide whether to approve a construction project being considered by one of Turner's territorial offices and how to manage that territory general manager's apparent reluctance to pursue another account...
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Keywords:
Organizational Structure;
Projects;
Market Entry and Exit;
Integration;
Contracts;
Marketing Strategy;
Sales;
Business or Company Management;
Business Offices;
Geographic Location;
Construction Industry
Cespedes, Frank V. "Turner Construction Co." Harvard Business School Case 585-031, January 1985. (Revised June 1993.)
- October 1984 (Revised July 2003)
- Case
At the T. Rowe Price Trading Desk (A)
By: Andre F. Perold
Describes the events surrounding the sale of a particular large block of a thinly traded stock. Brings the situation to the point at which the seller has received an offer, and must now decide what to do.
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Perold, Andre F. "At the T. Rowe Price Trading Desk (A)." Harvard Business School Case 285-041, October 1984. (Revised July 2003.)
- September 1984
- Case
Henkel Corp.: International Sealants Brand SISTA (A)
By: 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...
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Keywords:
Marketing Strategy;
Globalization;
Expansion;
Profit;
Conflict Management;
Consumer Products Industry;
Construction Industry;
Europe;
West Germany
Dolan, Robert J. "Henkel Corp.: International Sealants Brand SISTA (A)." Harvard Business School Case 585-099, September 1984.
- 1984
- Chapter
Structural Determinants of Ratios of Promotion and Advertising to Sales
By: John A. Quelch, Cheri T. Marshall and Dae R. Chang
Quelch, John A., Cheri T. Marshall, and Dae R. Chang. "Structural Determinants of Ratios of Promotion and Advertising to Sales." In Research on Sales Promotion: Collected Papers. no. 84-104, edited by Katherine E. Jocz, 83–105. Marketing Science Institute Report. Cambridge, MA: Marketing Science Institute, 1984.
- August 1983 (Revised May 2007)
- Case
Milford Industries (A)
By: 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...
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Keywords:
Managerial Roles;
Salesforce Management;
Resignation and Termination;
Performance Evaluation
Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (A)." Harvard Business School Case 584-012, August 1983. (Revised May 2007.)