個案總覽

Provides a framework for assessing and enhancing an organization's reputation. Points out two dimensions of a corporate image--visibility and credibility. Discusses several critical issues that must be addressed in building an image. Finally, provides an assessment of how well various marketing tactics build visibility and credibility. Based on observations of corporate positioning issues in five industries: management consulting, public accounting, computer hardware, computer software, and systems integration.

Gives some tips to maximize all learning; offers the pros and cons of experiential learning (cases) as a method; and gives some guidelines for effective case preparation, discussion, and learning.

Describes how to value an acquisition opportunity as a capital budgeting problem. Cash flows are discounted at the cost of capital and debt is deducted to value the equity capital of the target company. A key contribution of the note is the discussion of five methods for establishing a terminal value for future cash flows extending beyond the normal planning horizon.

Provides an overview of the system development process in large organizations. Describes traditional life cycle approaches as well as more recent methods, e.g., prototyping. The objective is to familiarize students with the terminology and issues involving system development that arise in other MIS cases and discussions. A rewritten version of an earlier note.

Describes the organizational components of the typical IT organization in a large corporation. Points out common problems and issues for each component of the organization. Also addresses the leadership issues for the IT function, and focuses specifically on the Chief Information Officer role. A rewritten version of an earlier note by L.M. Applegate.

Presents basic framework for country analysis as used in Business, Government, and the International Economy course.

Intended to be used in cases dealing with crisis management and gives students a more theoretical perspective on leadership during volatile periods of business activity. Written to accompany the Lucky Stores case series.

Discusses certain general issues that affect sales-management requirements in most companies: 1) the nature of the salesperson's "boundary role" in the organization, and 2) the relevance and limits of compensation policies as a key means of affecting the salesperson's effective performance of that role. Also presents concepts and perspectives useful in analyzing sales situations encountered in case studies and on the job.

Discusses the typical strengths, vulnerabilities, and key management skills associated with three common forms of marketing organization: a product-focused organization, a market-focused organization, and a functionally-focused organization. It considers how the nature of marketing activities varies in each form, the types of skills that are (and are not) developed in each form, and key success factors required to manage within each organization of marketing activities.

Provides an introductory note to production processes and the use of flow diagrams.

Describes four kinds of selling: 1) transaction, 2) systems, 3) major account management, and 4) strategic account relationships. Explains the advantages, disadvantages, and risks of each. The second half is devoted to a discussion of strategic account relationships which embody importance, intimacy, and longevity for both the vending and the buying companies.

Describes the various uses for a business plan and focuses on writing a business plan to attract financing for a new venture.

Synthesizes a wide range of literature and experience concerning comparative government-business relations, focusing especially on Japan, Europe, and the United States with some references to Brazil and Mexico. Designed for discussion in two consecutive class sessions. The first class should address the first 26 pages which relate to the different conceptions of the role, purpose, and structure of governments. The second class should consider pages 26 to 40 which concern the different roles, purposes, and structures of business. At the end are some discussion questions. Makes use of ideology as an analytical concept and as a framework for comparing different national systems.

The objective is to delineate on methodology for measuring the risk associated with financial leverage and estimating its impact on the cost of equity capital.

Provides a simple framework for analyzing expected exchange rate movements. Basic parity and equilibrium conditions are presented including purchasing power parity, forward parity, interest rate parity, the domestic Fisher effect, and the international Fisher effect (Fisher open). Empirical evidence about these conditions are discussed. References are provided.

Describes the major modes of domestic freight transportation (motor carrier, rail, air, water, and pipelines). Examines the characteristics of the transportation service that each mode provides and discusses changes in the industry that have resulted from recent regulatory reform. Intended to provide background information for the transportation cases used in the Business Logistics course.

Describes the various tax laws that impact the purchase and sale of a business.

Presents a conceptual framework for understanding the process of leading organizational change. Change leaders must create dissatisfaction with the status quo, develop a vision of the future state, and manage a process that sequences and orchestrates events and changes in such a way that internal commitment is developed and resistance reduced. Practical suggestions for developing these conditions for change are provided.

Describes an interfunctional approach to product mix management and account selection. The approach uses a matrix of products and accounts. Also describes the concepts and implementation of the approach.

Material on 1984 negotiations between General Motors and the United Auto Workers, background for a film on the negotiations. Film available from California Newsreel in San Francisco.