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Describes Xerox's "rental only" policy for its machines during the period when it had a monopoly of the plain paper copier market and how that policy changed once it was faced with entry by IBM, Canon, Kodak, and others. Data on the breakdown of Xerox's revenues between sales and rentals are included.

Describes the circumstances surrounding Whistler Corp.'s decision whether or not to continue manufacturing operations in the United States. The company had been experiencing severe problems in its domestic manufacturing operations and was thus unable to compete with suppliers from the Far East. A pilot project organized by a consulting firm suggests a number of changes that could drastically improve the firm's manufacturing competitiveness. Management must decide whether these changes should be implemented or whether all products should be procured from offshore sources.

Describes the rise of the German chemical industry and the specific country-based factors that contributed to the rise. Focuses on the German firm Hoechst: its history, its position after World War II, and its subsequent internationalization. Set in 1986 when Hoechst was considering a multi-billion dollar acquisition of Celanese Corp. in the United States. In considering the merits of this acquisition, students will explore the extent to which Hoechst's competitive advantages still stemmed from its home base in Germany, or from other sources. May be used with Hoechst in the United States (A) and (B).

Very early in the history of biotechnology (about 1979), Monsanto made a major commitment to move into this field. This case recounts the history from the point of view of the eminent scientist hired to head up corporate R&D. He took Monsanto from a very traditional agricultural chemicals technology base to one of the world's finest biotechnology centers and oversaw the purchase of Searle Pharmaceuticals. Raises a number of issues: How can a company move into a totally new technology? What are the advantages and disadvantages of sourcing technology from small firms and universities? How should research be organized? Emphasizes the very long-term view that Monsanto took in justifying their huge investment.

Examines whether product proliferation can be used as a preemptive device--as alleged in the FTC's 1982 complaint against four manufacturers of ready-to-eat cereals.

MSA has commissioned a major market research study to assess demand potential for a computer software system designed for aerospace and defense contractors. Students must evaluate the results of the study (including a conjoint analysis) to assess whether MSA should invest in R&D to upgrade the technology or build a sales organization.

This case series involves a crisis in business ethics and management decision making, when one of the company's diesel fuel storage tanks collapses, releasing nearly one million gallons of oil into the Monongahela and Ohio Rivers. Divided into four cases guiding the reader through the sequence of events as they occur and their eventual repercussion on the company. The cases involve formulating a corporate response to the accident, the communities affected, government agencies and other corporate stakeholders. This case concentrates on the hours immediately following the spill and identifies key issues as they emerge. These facts influence how the CEO will address the public in his first statement three days later.

Recounts the financial difficulties and management changes experienced by American Red Cross Blood Services: Northeast Region (NER) during the 1980s. After summarizing industry-wide changes in the collection, testing, and distribution of blood and blood products, the case describes the way in which NER management responded to those changes. The types of changes highlighted include: the transition from non-financial to financial planning and monitoring systems; organizational restructuring; increased dissemination of financial information among line management; and conversion to a cost accounting system based on cost center accountability. The primary teaching objective is to illustrate both the need for and the challenges of changing management control systems in response to changes in an organization's marketplace and strategy. The case reveals various factors that must be considered to implement major control changes including management training, differing management styles, information systems capabilities, corporate culture, and a continually changing market.

Contains a general description of a large international retailer. Focus is on the major financial risks facing the company: exchange rate risk and commodity price risk. This case is an introduction to financial risk management. It poses some of the major problem areas.

Describes the Mexican subsidiary of Colgate-Palmolive as it sets its strategy for coping with hyperinflation and the November 1987 devaluation of the peso.

Examines the pricing policy for a firm that is a monopoly supplier of a durable good. Lowering price over time in an attempt to increase market penetration seems desirable. But doing so may also cause some buyers to postpone their purchases. Describes these considerations in the context of a specific example that can be analyzed numerically.

Examines the choice of optimal product positioning in a differentiated goods market.

By mid-1988, Aldus Corporation was the market share leader in the global desktop publishing market. Top management was faced with the decision of whether to split Aldus's product family into two distinct product lines. Each product line would be targeted at different segments of the market: the business market and the creative graphics professional market.

In early 1989, with growing concern among Canadians about the impending solid waste problem, Grad Schnurr, the brand manager for Downy fabric softener, was considering the launch of a more environmentally friendly form of packaging. These Enviro-Paks would reduce the amount of plastic used in a standard 3L package by 85%, resulting in a 15% saving in total manufacturing costs. Although a similar type of packaging had already been introduced in Europe, the Enviro-Paks would be the first of their kind in North America. Because of this, Grad Schnurr faced many strategic issues and had to make decisions relating to the pricing, promotion and national launch of the paks.

Minnova Lac Shortt mine faces an important capital budgeting decision. A discounted cashflow analysis of a $19 million investment to deepen the existing mine by 300 metres is required. Given the high levels of uncertainty and flux in the external environment (e.g., U.S. exchange rate, price of gold, head grade of ore, recovery percentage, etc), managers need to conduct a sensitivity analysis. Qualitatively, Minnova's mining strategy weighs heavily on the decision because the quantitative analysis results in a slightly negative net present value.

The vice-president finance for a Canadian manufacturer has to decide how best to refinance a Swiss franc loan that is about to mature. The case involves consideration of interest rate risk and foreign exchange risk. The case is designed to introduce students to borrowing in international markets. It gives students an idea of the many opportunities to borrow internationally. By examining the cost of the previous loan, students should gain an appreciation of how changes in exchange rates can affect the cost of a loan.

A lending officer of Confederation Bank is reviewing a request from the owners of Sophisticated Petites for a term loan to finance leasehold improvements at their planned third dress shop. The account manager must perform a complete size up of the firm's existing and proposed operation and must generate a projected income statement and balance sheet for the oncoming year.

Eagle Corp. has made a tender offer for a further 15% of the shares of Blue Jay Energy. The price is well below what some feel is the real value of the shares. The focus of the case is on strategies to close a potential value gap in the context of a hostile takeover bid. The primary alternatives are to rely on a poison pill, spin-off and a leveraged recapitalization. The case is ideal to illustrate the use of the financial markets (synthetic white knight) to negotiate a deal.

A female expatriate manager working for a large multinational financial institution must contend with gender discrimination. She had been offered a promotion and the choice of two positions. When she made her decision and informed her boss, he told her that she could not have the job she chose because it would mean periodic travel into Saudi Arabia, which, he believed, would not be possible for a woman.

This case is a supplement to Ellen Moore (A): Living and Working in Bahrain. After living and working overseas, a customer service employee recounts her experiences. She explains the decisions that she made and her experiences and opinions about women in management.