Reference No: BP0188Pages: 1Published 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
Reference No: MAR0290Pages: 2Published 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
Reference No: MAR0286Pages: 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
Reference No: CMA0660Pages: 3Published on: 1, January, 1985
Abstract: It is generally assumed that contradiction developments are less severe in the developed world. The case, based on interviews with farm workers in England, provides some aspects of credit, product and labour markets in which the workers may have to operate simultaneously. The relationship of the worker with the employer ... More
Reference No: BP0194Pages: 12Published on: 1, January, 1986
Abstract: Deals with the problem Mohan Verma faces within a week of joining Panacea Pharma as Manager, Corporate Planning. He has to answer the following questions: How should I define my role in this company? What support structure should I ask for in fulfilling this role? What should be my relationship ... More
Reference No: F&A0377Pages: 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
Reference No: MAR0291Pages: 32Published on: 1, January, 1986
Abstract: Expert Advertising Agency was a medium sized 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
