Latest published cases

Authors: Vora, M N;

Reference No: MAR0012 Pages: 12 Published on: 1, January, 1964

Abstract: Describes various salesmen's incentive schemes. Arguments in favour and against group incentive versus individual incentive systems are put forward. The question as to whether the company should use a different incentive scheme for managers as compared to the salesmen is discussed. Problems of implementation of incentive schemes are highlighted. ... More

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Authors: Cohen, A R;

Reference No: OB0024(D) Pages: 9 Published on: 1, January, 1964

Abstract: A description of the relationship between the foundry sales manager and the production-planning manager. Students analyze the difference between this relationship and those in Cases (C1) and (C2) and try to understand the factors contributing to that difference. ... More

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Authors: Cohen, A R;

Reference No: OB0049(B) Pages: 2 Published on: 1, January, 1964

Abstract: The managing director has a conversation with the new weaving master in which he tries to change the way he normally talks to his subordinates. ... More

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Authors: Cohen, A R;

Reference No: OB0024(C1) Pages: 10 Published on: 1, January, 1964

Abstract: A description of the relationship between the rolled products sales manager and the production manager. Students analyze how the nature of their tasks contributes to their inability to coordinate. ... More

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Authors: Dalal, B C;

Reference No: MAR0028 Pages: 7 Published on: 1, January, 1964

Abstract: Procurement of a controlled item which is sold in the open market and the implications of this procurement policy on company planning are discussed. ... More

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Authors: Cohen, A R;

Reference No: OB0034(B) Pages: 14 Published on: 1, January, 1964

Abstract: A description of the job requirements and attitudes of the chief engineer, including interviews with his assistants. The class analyses the job demands and relates the analysis with the engineer's emergent behaviour, frustration and withdrawal, and assesses whether or not he "delegates" responsibility. ... More

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Authors: Karim, A A;

Reference No: MAR0002 Pages: 10 Published on: 1, January, 1964

Abstract: The case deals with the various procedures adopted in the development of the new "Daisy" soap that was to replace the "Daisy" soap that had lost market shares. ... More

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Authors: Cohen, A R;

Reference No: OB0024(A) Pages: 28 Published on: 1, January, 1964

Abstract: A description of three related top executives who are treated as a small group with norms, values, etc. Students analyze the case using the same conceptual tools as for worker small groups. ... More

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Authors: Vora, M N;

Reference No: MAR0015(A) Pages: 5 Published on: 1, January, 1964

Abstract: Deals with the pricing strategy of a new product by a small manufacturer in an industry dominated by giant multinationals. The case examines how a small unit can enter and expand into the market. The issues related to relative role of price and non-price competition, use of brand names, expectations ... More

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Authors: Hegde, B K;

Reference No: PROD0006(C) Pages: 5 Published on: 1, January, 1964

Abstract: Students have to evolve an inventory model which should take into account the procurement difficulties regarding uncertain lead time, obtaining imported materials, etc. The case also gives an opportunity to identify the need for standardization of materials and costs associated with it. ... More

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Authors: Vora, M N;

Reference No: MAR0013(G) Pages: 8 Published on: 1, January, 1964

Abstract: Bright Engineering had been forced to reduce its price by 50% for its major product because of fierce competition from a bigger firm. The management desired to drop this item and was looking for new product lines to utilize its excess production capacity. The case involves assessing the marketing potential for ... More

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Authors: Cohen, A R;

Reference No: OB0049(C) Pages: 1 Published on: 1, January, 1964

Abstract: A description of the feelings of the managing director after a conversation with the new weaving master. ... More

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Authors: Cohen, A R;

Reference No: OB0017(B) Pages: 10 Published on: 1, January, 1964

Abstract: Describes how the new general manager tries to change his executives' behaviour, and his attempts to win the executives' and workers' confidence; and its effect on some of the executives who believe in stricter methods. ... More

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Authors: Vora, M N;

Reference No: MAR0285(B) Pages: 7 Published on: 1, January, 1964

Abstract: The case deals with the decision problem of discontinuing some items from the product line of the company. Arguments in favour and against continuing two specific products are given. In case these products are withdrawn, implications on company's costs, revenues and profits are described. ... More

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