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Discusses real estate valuation. Reviews "back of the envelope" valuation; real estate appraisal methods, including the income method; market comparables and replacement costs; and more complex computer modeling. Also discusses other variables that could influence valuation.

In an unprecedented move in mid-1998, Blue Cross of California, a unit of WellPoint Health Networks, Inc., filed a Citizen Petition with the FDA to switch Claritin, manufactured by Schering-Plough, and two other second-generation antihistamines from prescription-only to over-the-counter (OTC) status. Prescription pharmaceuticals like Claritin were covered by insurance programs, whereas OTC drugs were not. In the late 1990s, U.S. spending on prescription pharmaceuticals had increased significantly, in part as a result of direct-to-consumer advertising of prescription drugs, and posed a substantial burden on insurance companies. Blue Cross argued that the switch would make the drugs more widely available to consumers and would benefit consumers because the second-generation antihistamines were non sedating, unlike the 100 antihistamines sold on the OTC market. Manufacturers opposed the switch because it would put the second-generation antihistamines under considerable price pressure and would disrupt their product planning. Moreover, a switch initiated by an insurance company could lead to future petitions for switches of other prescription drugs. Just under three years later, on May 11, 2001, an FDA advisory committee voted overwhelmingly that the three second-generation antihistamines could safely be marketed over the counter. Although the vote was not binding, the FDA usually acted in accord with the judgements of its advisory committees. The pharmaceutical companies strongly objected to the committee's vote and faced the challenge of developing a strategy for dealing with the threat.

Describes a start-up in the field of nano technology--very small physical structures measured in the billionths of a meter. The company, Surface Logix, has assembled a portfolio of intellectual property and completed some of the R&D work required to develop actual products. Now the company must decide what specific product applications to focus on and what resources are required for that effort.

Supplements NerveWire, Inc.

Supplements NerveWire, Inc.

NerveWire, a management consulting and systems integration provider based in Newton, MA, was closing in on its second anniversary. In the beginning days of NerveWire, the major challenge was recruiting--finding the right people who embodied its values and business mission. Traditional business enterprises were thirsty for a new type of consulting organization, a partner that would help them utilize the Internet not as a marketing tool, but as a tool to re-design their business models, their internal value chains, and their extended industry value chains to drive significant ROI. NerveWire was created for just that purpose. The year 2001 brought some very new and different challenges. In the fall of 2000, the economy in the United States fell off a cliff, and by the beginning of 2001, NerveWire's Fortune 500 clients, by and large, had frozen all spending in major new technology-centric business initiatives. A Day in the Life of Kirk Arnold, Video and A Day in the Life of Malcolm Frank, Video are required with this case.

This note outlines a simple but powerful model, in managerial language, for understanding why people behave the way they do. The model builds a set of relationships among perceptions, beliefs, conclusions, defense mechanisms, and behavior. The note provides a framework that has been useful in a variety of settings for practicing managers.

The Sony AIBO is the world's first "entertainment" robot. Positioned as a household "companion," the $1,500 AIBO has become a smash hit in Japan, appealing to both the young and the old, including those with little technical expertise. In the United States, the AIBO is in hot demand among "techies" infatuated with high-tech gadgets; however, it has yet to catch on with the mainstream. The task for Takeshi Yazawa, VP and general manager of Sony Entertainment Robot America, is to figure out how to market the AIBO to the American masses. Includes color exhibits.

Nathaniel Gatewood and Sean Daugherty were MBA students at the University of Virginia Darden Graduate School of Business Administration. They each held strong entrepreneurial desires and headed back to school with that in mind. Gatewood knew he wanted to purchase a manufacturing company but was not clear on how he should go about doing so. Daugherty just wanted to work for himself. The pair met in their neighborhood and quickly became friends. Within a short period of time, Gatewood and Daugherty tossed around the idea of becoming partners and exploring a joint venture to purchase a company. Once school started they met another classmate and partner, Eric Anderson, who acted as a catalyst for modeling their purchase plan into a Darden Business Project. In time, Anderson was offered a position in the private equity group where he had interned the previous summer, and he backed out of the partnership. After some soul-searching, Gatewood and Daugherty decided to proceed without him. The pair took many steps in the due diligence process. They assessed their personal skills and interviewed faculty, entrepreneurs, and alumni. Along the way, they explored the concept of a search fund. As they got closer to graduating, Daugherty and Gatewood were forced to decide between securing a search fund and continuing to look for an acquisition or applying for lucrative jobs, like their classmates, and looking for a business to buy later. The case illustrates the development process of two entrepreneurs and serves as an excellent introduction to the search fund concept. It also promotes a discussion of how to plan, manage, and make decisions in an uncertain environment.

Looks into the success factors in implementing a continuous quality improvement (CQI) initiative in a project called Pre-Operative Skin Preparation: Shaving and Pre-Operative Baths at Queen Mary Hospital (QMH) in Hong Kong. Using focus, analyze, develop, and execute (FADE) as a CQI model, the CQI unit's skin preparation project achieved the CQI objectives. The CQI unit's intention is to administer the same CQI model in other areas, one of which is the Food Wastage Minimization project. A critical factor in the implementation is how should the CQI unit move forward with other changes using CQI? How should the CQI unit respond to organizational resistance and managing professionals through change? The unit also has to consider where and how to collect data in determining areas for CQI application. What are the key elements to be considered to achieve the cooperation of everyone at QMH, or at least of critical decision makers?

A major corporate investment decision faces CITIC Pacific Ltd. The company has to decide whether to purchase newly reclaimed land at the waterfront of Victoria Harbor, Hong Kong, and develop a grade A office building for investment purposes.

On March 3, 1999, the financial secretary of Hong Kong announced in his budget speech that the government planned to partially privatize the MTR Corp. through the sale and listing of a minority interest in the corporation's shares. The listing of this integrated rail operator on October 5, 2000, created an important precedent for future privatization of government assets. However, a host of uncertainties remained about how value enhancements are achieved in this privatization.

Daewoo Motors, South Korea's second largest car maker, was on the verge of bankruptcy in September 2000. The once proud Daewoo Group (the parent company of Daewoo Motors) has been charged with not only being reckless in its investments but also fraudulent in its practice. The government must decide whether to bail out the company or let it fail. Given the importance of the company's contribution to the South Korean economy, however, the decision would have a profound impact on the direction of ongoing market reforms as well as the livelihood of its workforce at home and abroad. This case traces the origins and growth of the Daewoo chaebol within the context of South Korea's economic development framework and highlights the advantages and disadvantages of such a system. Designed for an MBA level course in International Business.

At the October 2000 Association of Southeast Asian Nations (ASEAN) Economic Ministers meeting in Chiang Mai, Thailand, the Malaysian delegation proposed an extension to the ASEAN Free Trade Area (AFTA) tariff reduction scheme in an effort to protect Malaysia's auto industry. Given that the development of Proton and Perodua, the country's national cars, has received extensive government support, protection, and preferential treatment, there was concern whether Malaysia's cars would be competitive with other automakers in the region. Malaysia's request for the extension, however, has been a setback for AFTA, which had hoped that a strong push for further liberalization and Asian globalization would reenergize foreign direct investment in the region, following the devastating Asian financial crisis of 1997-99.

Phuket Beach Hotel has an opportunity to lease its underutilized space to a karaoke pub and earn a rental income. Alternatively, the hotel could develop the unused space and create its own pub. The general manager of the hotel must decide which of the two capital projects to recommend to the hotel owners. This case presents sufficient information to build cash flow forecasts for each project and to rank the mutually exclusive projects using various evaluation criteria.

Since the completion of its merger deal with Cable & Wireless HKT Ltd. in August 2000, Pacific Century CyberWorks Ltd. had been gripped by the full teeth of the bear. By early April 2001, the company had seen its share price plummet by nearly 90%. While many retail investors in Hong Kong were mourning their losses, some corporate insiders managed to find a clean exit route and were able to earn substantial profits. An interesting question to the general investors was: if they had followed the inside track, would they have been able to beat the market?

With growth of global air traffic expected to continue into the 21st century, governments around the world are showing increased interest in the option of privatizing airport operations. This case examines challenges and opportunities for governments, airlines, the traveling public, as well as private sector airport investors and operators. Will airport privatization lead to improved services and prices, or might there be long-term repercussions? Presents the options for airport ownership and operation and examines the arguments in favor and against privatization. Provides privatization experiences from around the world for added perspective.

Describes the variety of health insurance plans that Medtronic offers, including a high-deductible, consumer-driven health plan with a health reimbursement account that also enables health care providers to quote their own prices. Asks students to consider the choices facing the firm's human resources manager and its employees and the viability of the new consumer-driven models.

This case describes a "do good and do well" firm that enables individuals to buy health care services at discounted prices. It delineates the characteristics of the uninsured and others who are the primary targets for the firm. "HealthAllies (B)" provides information about subsequent events.

John Bowen has aggressively interviewed with management consulting firms and Fortune 100 corporate planning offices. His efforts have paid off for he has received several very appealing offers. The contenders have been narrowed down to two prestigious, strategic consulting firms. One of the firms is Windburn Associates where the potential salary increase is just not enough to offset its lower starting salary offer. See also UVA-QA-0567 for Windburn's perspective.