Latest published cases

Authors: Gupta, Subroto Sen; Sethna, Beheruz;

Reference No: MAR0174 Pages: 10 Published on: 1, January, 1976

Abstract: When Vicks Vaporub was introduced, a few similar balms were already well entrenched in the Indian market. It was now up to Richardson Hindustan Limited to position Vicks in such a way that the consumers perceived it as different, from the other multipurpose balms. Vicks Vaporub was given a specific ... More

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Authors: Murthy, K R S;

Reference No: BP0092(B) Pages: 17 Published on: 1, January, 1976

Abstract: Describes the post takeover operations of Ganesh Flour Mills by a professional group of managers. Raises the question of ownership of the company in the context of the surpluses generated after the takeover and highlights the temporary character of the takeover of management and the problems in the reconstruction of ... More

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Authors: Dholakia, Nikhilesh;

Reference No: MAR0154(A) Pages: 9 Published on: 1, January, 1976

Abstract: A large consumer products company, which relies on direct distribution to the retail level, is concerned about the selling skills of its sales force in a competitive environment. Sales training in the form of short refresher courses is being proposed to upgrade selling skills. ... More

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Authors: Gupta, Subroto Sen;

Reference No: MAR0171(A) Pages: 13 Published on: 1, January, 1976

Abstract: After many years of "ethical" promotion, Glaxo's syrupbased tonic, Minadex, was going OTC since the company's management felt that this would help increase sales. A purchase proposition was required to build up an advertising campaign around it. Competitive claims were analyzed by the agency and it was decided to ... More

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Authors: Murthy, K R S;

Reference No: BP0069(C) Pages: 12 Published on: 1, January, 1976

Abstract: Presents the problems the authorized controller faced in running a unit after taking over the company under the Industries Act. The case is particularly useful in focusing or reestablishing the relations with foreign collaborators and suppliers for turning the company around. ... More

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Authors: Prahalad, C K; Thomas, Philip S;

Reference No: BP0111(A) Pages: 15 Published on: 1, January, 1977

Abstract: Provides the background to the appointment of a part-tim Chairman of an ailing public sector company. ... More

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Authors: Dholakia, Nikhilesh;

Reference No: MAR0197(A) Pages: 8 Published on: 1, January, 1977

Abstract: A chemical company with considerable in-house competence in plant design is diversifying into project sales. This raises conflicts with product sales. A clearcut sales strategy in respect of projects is called for. ... More

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Authors: Prasad, Keshav;

Reference No: MAR0093 Pages: 16 Published on: 1, January, 1977

Abstract: This case describes the situation where the company is concerned about a specific definition of marketing problems relating to both opportunities and threats. The discussion will lead to specification of information needs and an approach to solve sample design problems. ... More

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Authors: Dholakia, Nikhilesh;

Reference No: MAR0161 Pages: 8 Published on: 1, January, 1977

Abstract: A large multidivision, multinational company based in Chicago forms a new Product Analysis Group. This group is to screen new product proposals emanating from various divisions. A complex set of criteria has to be satisfied. ... More

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Authors: Khurana, Rakesh; Dholakia, Nikhilesh;

Reference No: MAR0192 Pages: 7 Published on: 1, January, 1977

Abstract: The case describes the salient features of the fork lift truck (FLT) industry. Saptrishi has been losing several key orders to its competitor, Aquarius. A market research study finds out how FLTs are bought. The data should help in understanding the buyer behaviour, leading to a more effective segmentation and ... More

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Authors: Balakrishnan, K;

Reference No: F&A0312(B) Pages: 3 Published on: 1, January, 1977

Abstract: Gives additional information on losses to correct the accounting treatment followed in Case (A), where losses are ignored. Introduces the concepts of standard loss, abnormal loss, and abnormal gain. Excludes treatment of opening work-in-process. ... More

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Authors: Balakrishnan, K;

Reference No: OB0044 Pages: 3 Published on: 1, January, 1977

Abstract: The case describes the leadership and behavioural style of the owner?manager of a medium?sized but growing company. Some background information on him is given to attempt a psychological interpretation of his behaviour. A few alternative models can be tried for this interpretation. ... More

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Authors: Prahalad, C K; Thomas, Philip S;

Reference No: BP0111(C) Pages: 18 Published on: 1, January, 1977

Abstract: Describes the progress made by HPF from 1972 to 1976 under the new part-time chairman. ... More

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Authors: Murthy, K R S;

Reference No: BP0087(B) Pages: 15 Published on: 1, January, 1977

Abstract: This is a complementary case to the SAIL (A) case. While the (A) case describes the organization structure and systems of the holding company, (B) case describes the concerns of Parliament. (B) case can either be used along with the (A) case or in a separate session after the (A) ... More

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