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Most Popular cases

List of Most Popular Cases

  1. Naik's Dilemma

    Authors: Chopra, Anil; Rao, Sreenivas S;

    Reference No: BP0188 Pages: 1 Published on: 1, January, 1984

    Abstract: Illustrates how managers are likely to face an awkward situation if they act on an impulse without first being sure of their facts. Naik assumes that Patil, one of his subordinates, is the one who has been promoted and congratulates him. Patil takes it for granted that his boss knows ... More

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  2. Creative Exercises in Sales and Distribution Strategy

    Authors: Dholakia, Nikhilesh;

    Reference No: MAR0289 Pages: 2 Published on: 1, January, 1985

    Abstract: Five short exercises dealing with domestic and international sales and distribution strategy formulation. ... More

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  3. The Ranipet Begumpur Sales War

    Authors: Dholakia, Nikhilesh;

    Reference No: MAR0290 Pages: 2 Published on: 1, January, 1985

    Abstract: Deals with a sales territory dispute. Janardhan has accused Thomas of "stealing" sales from his territory. Thomas feels he is generating additional sales by sending patients to a free clinic in Janardhan's territory. An amicable and fair resolution of the dispute is required. ... More

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  4. Banwari Lal and Subir Bose

    Authors: Dholakia, Nikhilesh;

    Reference No: MAR0286 Pages: 2 Published on: 1, January, 1985

    Abstract: Deals with the situation where a major retailer of consumer products is obtaining supplies through unauthorized channels. The problem is to motivate the retailer to deal with the authorized salesman and distributor. The case can be used for introducing issues pertaining to distribution channels and sales management. ... More

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  5. Expert Advertising Agency

    Authors: Nathan, S V; Bhandari, Labdhi R;

    Reference No: MAR0291 Pages: 32 Published on: 1, January, 1986

    Abstract: Expert Advertising Agency was a mediumsized advertising agency which wished to increase its billing to a level comparable with that of the top few in the industry, and to acquire the stature of a market leader. expert wished to formulate a marketing strategy in order to achieve this growth. ... More

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  6. Cost Classification Exercise

    Authors: Balakrishnan, K;

    Reference No: F&A0377 Pages: 3 Published on: 1, January, 1986

    Abstract: An introductory exercise in cost accounting which helps students to view the elements of costs from three different perspectives: 1) on a functional basis?manufacturing, selling, administration, research and development, etc; 2) on a traceability basis?direct versus indirect; and 3) on a behavioural basis?fixed versus variable. It is presented in an ... More

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  7. Eicher Tractors Limited

    Authors: Chaudhuri, Shekhar;

    Reference No: BP0198 Pages: 15 Published on: 1, January, 1987

    Abstract: The case describes the process by which the company was formed and how from a very weak financial and technical position it has developed into a leading firm in the tractor industry. The case provides the historical background of the organization and discusses in detail the nature of foreign collaboration ... More

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  8. Laktuna

    Authors: Dholakia, Bakul H; Rao, Sreenivas S;

    Reference No: BP0199 Pages: 15 Published on: 1, January, 1987

    Abstract: The Lakshadweep administration established a canning factory for tuna fish in the Minicoy Island in 1969 to achieve various socioeconomic objectives. A review in 1986 indicated that the factory was running in a loss because of low sales. The Lakshadweep administration faced the issue of utilizing the resources of the union ... More

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  9. Baddi's Solvent

    Authors: Ramachandran, K;

    Reference No: BP0212 Pages: 4 Published on: 1, January, 1989

    Abstract: This is the success story of a scientist turned into an entrepreneur. Through systematic planning, the company manufacturing various solvents has grown in size. ... More

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  10. Pallavan Transport Corporation and the Environment

    Authors: Raghuram, G; Sridharan, R; Mahadevan, Vijayalakshmi;

    Reference No: PSG0057 Pages: 16 Published on: 1, January, 1989

    Abstract: This case examines the interaction between the Pallavan Transport Corporation and some of the agents in the environment like the consumer, the Madras Municipal Corporation, the Madras Metropolitan Development Authority, the Finance Department, and the Home Department. ... More

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  11. Ace Industries Limited, Noharipur Formulating JIT Strategy

    Authors: Ramachandran, K; Thomas, Philip S;

    Reference No: BP0209 Pages: 12 Published on: 1, January, 1989

    Abstract: Although Ace Industries Ltd. (AIL) is a 25 year old company, its chief executive is considering its rejuvenation through the implementation of the JIT (Just in Time) mode of management. A team of management students has carried out a preliminary JIT audit of AIL and presented its findings to the chief ... More

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