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   $US1 BILLION DUBAI GLOBAL SUKUK
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Kettell, B — London Metropolitan University
Distributor: ecch (www.ecch.com) Reference: 105-109-1 Language: English
Category: Finance, Accounting and Control Data source: Generalised experience
Product Year: 2005
Geo location: Islamic world Industry: Banking
Topics: Islamic capital markets; Sukuk; Islamic bonds; Riba; Shariah; Mudaraba; Murabaha
Abstract: A sukuk has economic characteristics similar to those of a conventional bond, but is structured to be compliant with Shari?a law, enabling them to be sold to Islamic investors who are prohibited by Shari?a law from investing in conventional debt securities. The sukuk, issued by the Government of Dubai in October 2004, had the typical structure of a sukuk al-ijara, that is a sukuk combined with the sale and leaseback of the assets being financed. In the transaction, the assets in question were land and buildings at Dubai International Airport (the sukuk assets) which were owned by the Department of Civil Aviation of the Government of Dubai. This case describes the basic structure of the transaction.
   $US150 MILLION FIRST GLOBAL SUKUK: KUMPULAN GUTHRIE BHD
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Kettell, B — London Metropolitan University
Distributor: ecch (www.ecch.com) Reference: 105-108-1 Language: English
Category: Finance, Accounting and Control Data source: Generalised experience
Product Year: 2005
Geo location: Islamic World Industry: Banking
Topics: Islamic capital markets; Sukuk; Islamic bonds; Riba; Shariah; Mudaraba; Murabaha
Abstract: An Islamic bond (sukuk) has economic characteristics similar to those of a conventional bond, but is structured to be compliant with Shari?a law enabling it to be sold to Islamic investors who are prohibited by Shari?a law from investing in conventional debt securities. The US$150 million Islamic Lease Sukuk was part of a US$395 million Serial Islamic Sukuk issuance that Bank Islam (Labuan) Limited was mandated to arrange by Kumpulan Guthrie Berhad. In December 2000, Guthrie was granted a Rm1.5 billion (US$400 million) Al-ljarah Muntahiah Bittamleek by a consortium of banks. The original facility was raised to re-finance Guthrie?s acquisition of a palm oil plantation in the Republic of Indonesia. This case describes the Serial Islamic Lease Sukuk by First Global Sukuk.
   1982 -1996 CHURCH OF ENGLAND COMMISSIONERS
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Erskine, R — Glasgow Caledonian University
Distributor: ecch (www.ecch.com) Reference: 396-097-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1996
Geo location: England Industry: National Church Size: 10,000 parishes Timing: 1982-1996
Topics: Change in strategic direction; Informality of Crown Appointment; Business ethics; Auditing; Positioning of Management Information Systems; Leadership; Risk assessment of projects; Internal monitoring and control
Abstract: This is a rich case in strategic management of the billion pound funds of inheritance of the Church of England. Pressures for more income open up a policy to switch investment funds from farms into retail projects, which require £ 0.5 billion of borrowings of bank money. Control is lost when the Assets Committee authorise £ 0.5 billion of projects and the executive group spend £ 1 billion. For eight years the income rises but the capital haemorrhages through devices such as dividend stripping. The annual accounts give a misleading picture of stewardship and the losses are apparently unnoticed by the Archbishops and Parliament. The whistle is blown in the 'Financial Times' in 1992 and investigation committees are set up which recommend radical reform of the Commissioners. The glitch in stewardship of funds is a massive £ 5 billion in the sixteen-year period. This is a massive manifestation of 'disentrepreneurship'.
   2003 SPECIAL OLYMPICS WORLD SUMMER GAMES: MANAGING A STAKEHOLDER NETWORK
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McNamara, P — University College Dublin (UCD)
Grampp, C — University College Dublin (UCD)
Murray, G — University College Dublin (UCD)

Distributor: ecch (www.ecch.com) Reference: 303-001-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2003
Geo location: Ireland Industry: Sport Timing: 2002-2003
Topics: Olympics; Stakeholder management; Sponsorship; Cause related marketing; Social responsibility; Strategy; Organisational structure; Voluntary sector; Sport; Learning disability; Government-public-private partnership; Social legitimacy
Abstract: It's June 2002 - just one year before the world's largest sporting event of 2003 will be held in Ireland's capital city, Dublin. The 11th Special Olympics World Summer Games will bring together over 7,000 athletes with a learning disability from 166 international delegations. The sporting competition will take place over nine days, across more than 22 venues in Dublin, with the wider Games embracing the whole island of Ireland. The organisational task is immense. The challenge for Mary Davis, CEO of 2003 Special Olympics World Summer Games Limited, is to achieve this mission with a cash budget of ?34 million euros and a further ?23 million euros through in-kind product and service donations. The case is rich in quotes giving direct voice to the five main stakeholders: corporate sponsors (eg Bank of Ireland, Toyota, etc), government, 30,000 volunteers, 2003 Special Olympics World Summer Games Limited (the nodal firm) and athletes. Interviewees include a diverse group ranging from the sponsorship management of the Games Premier Sponsor, volunteers, the CEO and managers of the nodal firm, and An Taoiseach, Bertie Ahern (Prime Minister of Ireland). The primary teaching focus is on the strategic management of networks of stakeholders. Teaching experience
   20TWENTY: ALTERNATIVE BANKING
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Townsend, S
Publisher: Wits Business School - University of the Witwatersrand
Distributor: ecch (www.ecch.com) Reference: 804-038-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2004
Geo location: South Africa Industry: Banking Size: Small Timing: 2004
Topics: Entrepreneurship; e-Business; On-line banking; Business strategy
Abstract: When Saambou Bank collapsed on 9 February 2002, 20twenty, its newly formed on-line banking arm, had only been in operation for six months. During the six months however, 20twenty had managed to capture the hearts of 40,000 customers with its innovative approach and fanatical service ethic, so much so, that most of its customers did not leave when Saambou collapsed, but stayed faithful to 20twenty until a rescuer came along 18 months later. The rescuer was UK bank, Standard Chartered, which wanted to open up an operation in South Africa and liked 20twenty's business model. Standard Chartered wanted 20twenty again to differentiate itself from its competitors by providing innovative banking services and fanatical dedication to its customers. However, this strategy might have worked two years previously, but would it still hold in 2004 when 20twenty re-launched? And if so, would it be sustainable in the long run?
   360-DEGREE APPRAISAL AT MEDISYSTEMS LTD
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Doraiswamy, M — T.A. Pai Management Institute
Prabhu, S — T.A. Pai Management Institute

Distributor: ecch (www.ecch.com) Reference: 407-023-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2007
Geo location: India Industry: Pharmaceuticals
Topics: Medisystems Ltd; Ayurvedic Herbal Formulations; Pharma marketing; Quality assurance; Human resources; Performance appraisal system; Self-assessment; Potential evaluation; 360-degree appraisal system
Abstract: This abstract is currently unavailable.
   3M AUTOMOTIVE AFTERMARKET DIVISION
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Muylle, S; Rangarajan, D; Dom, A
Publisher: Vlerick Leuven Gent Management School
Distributor: ecch (www.ecch.com) Reference: 508-009-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2008
Geo location: Belgium Industry: Automotive Size: Fortune 500 Timing: 1998-2006
Topics: Marketing
Abstract: This case highlights the various factors that affect how an organisation moves from a product focused approach to a solution-based approach. The case incorporates the process change involved in this transition, and in particular focuses on the changes in customer orientation, the corresponding value proposition, and the underlying value network. These objectives are accomplished by illustrating the 3M AAD (Automotive Aftermarket Division) situation over time, as structured in parts (A), (B) and (C). The teaching note provides discussion questions that follow each part and form a link to the following part.
   7 CRITICAL ASPECTS OF SALES TEAM MANAGEMENT
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Fernandez, A — EADA - International Management Development Centre
Distributor: ecch (www.ecch.com) Reference: 508-095-6 Language: English
Category: Marketing Data source: Published sources
Product Year: 2008
Topics: Marketing; Sales
Abstract: These technical notes focus on a series of critical aspects which the sales manager must consider for decision making at both a strategic level and on a day to day basis. The key aspects that are dealt with are drawing up sales strategies, planning the sales campaign and setting objectives, different forms of sales organisation, calculating the number of sales representatives required to deal with the market, different forms of sales representative remuneration and selection, sales representative training plus sales activity monitoring and control.
   9LIVE: BIRTH OF A TV CHANNEL
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Kaufmann, L; Schmidt, D; Boskamp, D; Materlik, H; May, F; Steink?hler, D
Publisher: WHU Otto Beisheim School of Management
Distributor: ecch (www.ecch.com) Reference: 305-006-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2005
Geo location: Germany Industry: Media industry Size: Approximately 100 employees in 2001 Timing: 2001
Topics: Media, TV, television industry; Germany; Strategy; Positioning; Valuation; Ethics, social responsibility; Entrepreneurship; Turnaround
Abstract: The case study takes place at tm3, a small German TV channel. Tm3 transformed itself into the first interactive call-in television channel in 2001, and was renamed 9Live. The case presents the situation right before the implementation of the new concept. The case addresses the strategic issues of the new concept, industry and marketing analysis, as well as the financial calculations. The story revolves around Christiane zu Salm, the newly appointed CEO of tm3. Being widely responsible for the new direction of the channel, Ms zu Salm is facing a situation of dire uncertainty, with the necessity to implement a considerable change as quickly and smoothly as possible. A Power Point presentation (305-006-9) is available to accompany the teaching note.
   A BRIEF INTRODUCTION TO THE THEORY OF GAMES
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Sorenson, T — Seattle University
Distributor: ecch (www.ecch.com) Reference: 397-151-6 Language: English
Category: Strategy and General Management Data source: Generalised experience
Product Year: 1997
Topics: Non cooperative game theory; Prisoners' dilemma, dominant strategies; Nash equilibrium; Subgame perfect equilibrium; Credibility and commitment
Abstract: Game theory has revolutionized thinking in economics, business, politics - even evolutionary biology. It is used to guide analyses of international trade and monetary policies, mergers and acquisitions, labor negotiations and dispute arbitration, marketing and competitive strategy, financial trading regulations, species evolution, etc. Despite its influence, game theory is still largely unfamiliar to those with only basic training in economic matters. Much of the reason is, basic economics is rooted in the idea of 'perfectly competitive' markets, in which there are such numerous buyers and sellers that no one of them can possibly influence the terms of trade. Yet real-world markets can rarely be properly characterized as perfectly competitive. Much more commonly, there is but a small number of significant participants, each of whom is bound to acknowledge her interdependence with the others. Game theory, the subject of this note, is the study of 'small numbers' decision problems in which the fortunes of each participant depend directly on what others do.
   ’A CAREER CHANGE EVERY THREE MONTHS‘: A CASE STUDY ON WORKLIFE BALANCE ISSUES OF EXPATRIATE COUPLES
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Patel, T — Groupe ESC Rennes
Distributor: ecch (www.ecch.com) Reference: 404-106-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Generalised experience
Product Year: 2004
Geo location: India, France Timing: 2000-2004
Topics: Work-life balance; Expatriates; Expatriation; Employee Assistance Programmes; Elder Care Benefit Programmes; Work interference with family conflict; Family interference with work conflict; Short-term assignments; International commuter; Frequent Flyer
Abstract: This case study addresses the issue of work-life balance in expatriate couples. It is believed that in the last ten years some organisations have made remarkable gains in work-life balance programmes. Flexible work arrangements, competitive compensation and advancement for men, women and minorities, long term saving and profit-sharing programmes and resource services to help with such things as day-care, elder-care and adoptions are all programmes in which sponsoring organisations can be proud. However, as is evident in this case, there is still scope for improvement. The issue of work-life balance becomes all the more complicated in the case of expatriate couples. It is important to realise that success in long-term expatriate assignments is not just a function of the individual but also of the partner and the family. Several recent surveys have focused on the move towards alternative forms of international working such as: short-term assignments, the 'international commuter' and the 'frequent flyer'. This case study is intended for use by academicians engaged in teaching human resource management, international human resource management as well as organisational behaviour at the Bachelor level programmes in business schools.
   A CASE OF ALPHA TELENET LIMITED
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Mishra, S; Jain, S; Jain, V K; Merh, N; Reddy, J
Publisher: Prestige Institute of Management & Research
Distributor: ecch (www.ecch.com) Reference: 505-006-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2005
Geo location: Central India Industry: Telecommunication Size: Large Timing: 2001
Topics: Privatisation; Data communication systems; Telecom services
Abstract: This case study is based on Alpha Telenet Limited, which was part of the Alpha group of industries. It focuses on the technological advancements undertaken and the quality services provided by the company to derive a competitive advantage for itself. The company started its operations as a mobile service provider under the name of 'Web-Tel' in 1996. Until 1994, the Department of Telecommunications (DoT) enjoyed a monopoly in the fixed telephone services segment, but with the privatisation of the telecom sector in the country, a number of private players started venturing into this area. To tap into this opportunity, the company conducted a market survey for extending its services in Pune. The results of the survey were encouraging for the company, which revealed that there was a long waiting list for DoT connection seekers. The company started cashing in on this, and made a modest start by installing their exchanges covering a radius of 0.5 kilometre. A year later, the company was allowed to extend the coverage radius to 1 kilometre, which further boosted the results. With a few teething problems, the company committed itself to provide a quality service to its customers. With technological advancements like the installation of a fibre optical communication system, latest digital switches, a geographic information system for network surveillance, and a round the clock internal network management system for technical support, the company was able to provid
   A CASE OF BITTER BISCUITS: BITTER RELATIONS
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Bhakar, S S — Prestige Institute of Management, Gwalior India
Bhakar, S — Prestige Institute of Management, Gwalior India
Singh, T — Prestige Institute of Management, Gwalior India
Chaudhary, N — Prestige Institute of Management, Gwalior India
Sharma, N — Prestige Institute of Management, Gwalior India

Distributor: ecch (www.ecch.com) Reference: 408-023-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2008
Geo location: Gwalior, India Industry: Confectionery Timing: December 2006
Topics: Total quality management; Interpersonal relations
Abstract: The case is a critical instance case in which a specific incident and its ramifications are depicted. The case is based on a real-life incident faced by the 70-year-old Indian subsidiary of a multinational confectionery and beverages giant which operates in 78 nations. The case deals with a quality problem in the Parrie brand of biscuits, which had a 52% market share in India, in the branded category. For the first time a lack of sensitivity to the variation in quality practices and in turn, community practices, shown by the executives involved, lead to the erosion in organisational goodwill. The executives have had exemplary performance in the past. The quality manager had informed the manufacturing manager about the quality problem in the main ingredient, 'arrarote' used to produce biscuits, but the advice was not taken seriously and not only were the biscuits produced, but also distributed in the marketplace, leaving Mr Sanjay Gupta (Managing Director) to take a decision regarding calling back the product worth Rs 4 crores from the market and taking disciplinary action against the executives involved.
   A CASE OF RE-ENGINEERING FROM A MONOLITHIC TO A COMPONENT-BASED SYSTEM
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Kotlarsky, J — Warwick Business School
Distributor: ecch (www.ecch.com) Reference: 906-046-1 Language: English
Category: Knowledge, Information and Communications Systems Management Data source: Field research
Product Year: 2006
Geo location: USA and Europe Industry: Test and measurement equipment Size: 400 employees Timing: 1997-2003
Topics: Component-based architecture; Component-based system; System re-engineering; Globally distributed team
Abstract: This case study discusses two related aspects that are becoming increasingly important in today's software development practice: (1) re-engineering of a monolithic system into a component-based system (the focus of this case); and (2) globally distributed work. It describes an actual situation at LeCroy Corporation, involving several decisions, challenges and opportunities faced by the managers of a globally distributed software development team over a period of time when they re-engineered a monolithic system into a component-based system. This case was written with the support of a //www.ecch.com/scholarships target=_blank>Philip Law Scholarship awarded by ecch.
   A CASE OF SUSTAINABLE DEVELOPMENT IN LAOS
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Dana, L P — McGill University
Distributor: ecch (www.ecch.com) Reference: 396-066-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1996
Geo location: Laos Industry: Service Size: Small Timing: 1990s
Topics: Livestock-raising; Rice; Agriculture; Economy of scale
Abstract: An entrepreneur in Laos seeks to make her enterprise increasingly profitable. This case analyses the environment for business in this formerly communist republic.
   A CASE OF SYSTEMS DISASTER RECOVERY IN THE AIRLINE INDUSTRY: CATHAY PACIFIC AIRWAYS
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Tao, I — School of Business, The University of Hong Kong
Distributor: ecch (www.ecch.com) Reference: 692-040-1 Language: English
Category: Production and Operations Management Data source: Field research
Product Year: 1992
Geo location: Hong Kong Industry: Airline Size: HKUS$20.935 billion revenue Timing: 1991
Topics: Management information systems objectives; Disaster recovery plan; Future enhancement of the disaster recovery plan; Systems and security control
Abstract: The advent of information technology has effected many organisational changes in the world of business in recent years. There is no lack of evidence that many of the day-to-day operations and decision-making of organisations depend largely upon a sound business information system. This case used the example of an accident which brought down the computer systems at Cathay Pacific Airways, Hong Kong in August, 1991. It describes the sequence of events which followed a fire breakout in the building that housed one of Cathay Pacific's major computer centres. The company had a large-scale contingency plan in place, hence it was soon able to keep the situation under control, and continue with normal daily operations after only a short period of total breakdown. In addition, there is a background note (692-040-5).
   A CASE OF TOTAL QUALITY MANAGEMENT IMPLEMENTATION IN INDIAN CONTEXT
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Bhakar, S S — Prestige Institute of Management, Gwalior India
Pandey, V K — Prestige Institute of Management, Gwalior India
Pandey, K K — Prestige Institute of Management, Gwalior India
Sardar, R — Central Institute of Business Management Research and Development (CIBMRD)
Singh, A — Prestige Institute of Management, Gwalior India
Sarang, R P — Prestige Institute of Management, Gwalior India

Distributor: ecch (www.ecch.com) Reference: 609-002-1 Language: English
Category: Production and Operations Management Data source: Field research
Product Year: 2009
Geo location: Gwalior Industry: Manufacturing Size: 500 employees
Topics: Total quality management implementation; Strategy; Change management
Abstract: This case is based on the challenge faced by a company while implementing total quality management (TQM) in India. The company faced the challenge of changing the hostile behaviour of workers. It succeeded in changing human behaviour by providing training and development programmes with the help of TQM tools and expert knowledge, and finally bore the fruits of its endeavours. The case deals with TQM and inter personnel relations in a manufacturing organisation. It can be used for teaching the above concepts to executives and postgraduate management students for individual analysis and small group discussion. The case and references should be given to the executives and students one day prior to the discussion for individual analysis and write-up. Next day, the case should be discussed amongst a small group. The outcome of the discussion should be presented in front of the whole assembly by representatives from each group in order to evaluate each option in detail. The case is suitable for written assessment or examination, role playing and oral presentations.
   A CASE ON SECURITIZATION
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Mohanty, P — T.A. Pai Management Institute
Karthik, . — T.A. Pai Management Institute

Distributor: ecch (www.ecch.com) Reference: 107-006-1 Language: English
Category: Finance, Accounting and Control Data source: Field research
Product Year: 2007
Geo location: India Industry: Financial corporation Timing: February 2001
Topics: Karnataka State Financial Corporation (KSFC); Government of Karnataka; Subsidy disbursement; Supplemental Security Income (SSI); Fund mobilisation; Securities; Pass through certificates (PTCs); Payment schedule; Securitisation
Abstract: This abstract is currently unavailable.
   A CASE STUDY OF ARTECONOMY BUILDING A BRIDGE BETWEEN ART AND ENTERPRISE: FLEMISH BUSINESSES STIMULATE CREATIVITY AND INNOVATION THROUGH ART
  Add   View  23 pp.  Case
Van den Broeck, H; Cools, E; Maenhout, T
Publisher: Vlerick Leuven Gent Management School
Distributor: ecch (www.ecch.com) Reference: 408-048-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2008
Geo location: Belgium Industry: Textile industry Size: About 200-300 Timing: 2006-2007
Topics: Change management; Innovation; Creativity; Organisation development; Entrepreneurship; Intrapreneurship; Art
Abstract: In a world where there has long since been more at play than functionality and cost price, we need creative innovation more than ever before. Organisations are trying to find ways to embed more creativity, more innovative potential and more entrepreneurship into the everyday running of their businesses. They are constantly in search of effective ways to make their organisation's culture better equipped for change. The Flemish non-profit organisation Arteconomy has developed a method for doing this, by bringing businesspeople and artists together in a series of particularly unique projects. In this case study, you can read about the philosophy that give rise to Arteconomy and the pioneering work that preceded it. The case describes two specific projects that provide a concrete illustration of the arteconomy approach in two Belgian textile firms: 'The Dragon of Deerlijk' at Promo Fashion and 'The Walk' at Concordia Textiles. The case study, and more specifically Arteconomy's approach, provides relevant material for discussion with students (level: Masters and MBA) and managers (in the context of executive business programmes) on: (1) change as an organisational process; and (2) how to stimulate employees' creative skills.
   A CASE STUDY ON MEASURING SKILLS IN TECHNOLOGICAL LEADERSHIP
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Hendry, C — Cass Business School
Patel, D — Cass Business School

Distributor: ecch (www.ecch.com) Reference: 402-036-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2002
Geo location: UK Industry: High technology optics Size: Medium Timing: 2000-2002
Topics: Technological competencies and skills; Innovation; Process design; Design and manufacture of high-tech products; Defence industries; Skills planning; Business strategy and performance; Mergers and acquisitions; Intellectual property and trade secrets; Int
Abstract: This case is part of the PRISM case study portfolio of 15 cases on the intangible economy, funded by the European Commission. Innovation is changing from a process that is based on exploiting the technological competencies that a company possesses to one that is dependent on being able to access and make use of external sources of technology and expertise. For any company that regards itself as being at the leading edge of technological developments in its area of business, it is important to maintain skills in technological leadership. This involves being able to relate new technologies to existing capabilities and predict which ones will fit best with future business strategies. This case study illustrates this theme by examining the introduction of a new production technology into the process of designing and manufacturing high technology optics. It adds to the understanding of innovation in industries where a key factor is the ability to develop new skills and capabilities in emerging technologies. The contribution to the intangibles project is that it highlights the skills issues that need to be considered when a company is moving into a higher technological domain. This in turn contributes to the debate on how to measure such intangibles and relate
  Add   View  10 pp.  Technical note
Hendry, C — Cass Business School
Patel, D — Cass Business School

Distributor: ecch (www.ecch.com) Reference: 402-036-6 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2002
Geo location: UK Industry: High technology optics Size: Medium Timing: 2000-2002
Topics: Technological competencies and skills; Innovation; Process design; Design and manufacture of high-tech products; Defence industries; Skills planning; Business strategy and performance; Mergers and acquisitions; Intellectual property and trade secrets; Int
Abstract: This technical note is to accompany the case 'A Case Study on Measuring Skills in Technological Leadership' (402-036-1) and is supplied free of charge when the case is ordered. The case abstract is as follows: Innovation is changing from a process that is based on exploiting the technological competencies that a company possesses to one that is dependent on being able to access and make use of external sources of technology and expertise. For any company that regards itself as being at the leading edge of technological developments in its area of business, it is important to maintain skills in technological leadership. This involves being able to relate new technologies to existing capabilities and predict which ones will fit best with future business strategies. This case study illustrates this theme by examining the introduction of a new production technology into the process of designing and manufacturing high technology optics. It adds to the understanding of innovation in industries where a key factor is the ability to develop new skills and capabilities in emerging technologies. The contribution to the intangibles project is that it highlights the skills issues that need to be considered when a company is moving into a higher technological doma
   A CAUTIONARY TALE OF A GLOBAL FINANCIAL INSTITUTION
  Add   View  28 pp.  Case
Maital, S — Technion Institute of Management (TIM)
Berray, D — Massachusetts Institute of Technology (MIT)

Distributor: ecch (www.ecch.com) Reference: 102-038-1 Language: English
Category: Finance, Accounting and Control Data source: Field research
Product Year: 2002
Geo location: Global Industry: Investment banking Timing: 1990-1998
Topics: Value at risk; Banks; Global risk; Asian crisis; Management
Abstract: Value at Risk (VAR) models are mathematical tools for risk management. Their most dramatic failure was in the near bankruptcy of Long Term Capital Management. This case study describes the variant of VAR used by a global financial institution 'RMIC bank', to manage financial exposures globally, and specifically in Asia, and the chain of events that led to significant losses throughout the region following Thailand's decision to float the boat on 2 July, 1997. Among the issues examined in this study are: (1) why did seasoned capital-market players fail to recognise the flaws in VAR?; (2) should VAR models be discarded, or can they still be useful tools when applied with appropriate circumspection?; (3) how can VAR and macroeconomic tools be used to spot signals of impending capital-market crisis in sufficient time to avoid major losses?; and (4) why should risk management be regarded as a critical success factor in performance evaluation? The hypothetical 'RMIC Bank' is a fictitious composite based upon amalgamated financial and anecdotal information from several different, but real, financial institutions. Various anecdotal references are drawn from several firms. All of the numbers, which relate to risk limits, financial exposures, profits or losses, are hypothetical. However the figures do, in the authors' estimate, accurately reflect the general magnitude of a situation faced by several real competitors at the time.
   A CLOSE SHAVE AT GILLETTE: THE SALE TO PROCTER & GAMBLE
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Sullivan, J D — Boston University
Distributor: ecch (www.ecch.com) Reference: 706-062-1 Language: English
Category: Ethics and Social Responsibility Data source: Published sources
Product Year: 2006
Geo location: USA Industry: Manufacturing Size: Large Timing: 2005
Topics: Manufacturing; Merger; Acquisition; Ethics; Valuation
Abstract: On 28 February 2005, Gillette employees awoke to the startling news that their company would be sold to Procter and Gamble for an estimated $57 billion. As a result of the merger, 6,000 employees would be cut from the payroll with the majority of the losses coming from Gillette's headquarters in Boston. For the city of Boston, the news of the acquisition was particularly hard to take. In the past year, several large acquisitions had reduced the payrolls in the city or had the promise to do so in the near future. To make matters more interesting, Mr James Kilts, the Chief Executive Officer of Gillette, stood to earn $173 million in cash and stock once the deal closed.
   A COLD ’TASTY‘ PROPOSITION
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Natarajan, R — T.A. Pai Management Institute
Rajan, V — T.A. Pai Management Institute

Distributor: ecch (www.ecch.com) Reference: 506-100-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2006
Geo location: India Industry: Milk food products
Topics: ABC Ltd (ABCL); Milk based food products; Tasty ice cream; Competitive pricing; Ice cream manufacturing units (ICMU); Stock keeping units (SKUs); Wholesale distributors (WDs); Scheduling; Order processing; Distribution structure; Marketing and sales activities
Abstract: Mr Arun had been with ABC Ltd (ABCL) for the last 19 years and had been a part of the tremendous growth the company had achieved over the years. He was the Head of Operations of Tasty products (a wide range of milk-based food products) at Bangalore. The office had 14 officers managing the accounting and marketing activities of the Bangalore and South India operations. The company had entered the ice cream business in early 1997. There were three officers exclusively dedicated to the ice cream operations. Mr Ajay was handling the logistics, while Mr Ramesh and Mr D'Souza were handling the marketing and sales activities. All three were reporting to Mr Arun. Together the four of them were responsible for the ice cream operations in South India. What was commendable was the fact that Tasty ice cream managed the 'number two' slot in the country within three years of operations and the business was expected to grow by 20% per year according to the industry information. But the story wasn't so rosy after all. The competition and the size of business were assuming unprecedented proportions. It was a phase that was causing Mr Arun some concern. Sure, he was pleased at the way things had been going so far, but he wasn't sure if things could take care of themselves from now on. Mr Arun was wondering where his business was headi
   A COMPARATIVE ANALYSIS OF EUROPEAN HOUSING MARKETS
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Nellis, J; Fleming, M J
Publisher: Cranfield School of Management
Distributor: ecch (www.ecch.com) Reference: 194-010-1 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 1994
Geo location: Europe Industry: Housing market Timing: 1990
Topics: European housing markets; Housing tenure; Demographics; Housing stock; Affordability of house; Housing finance systems
Abstract: Since 1st January 1993 there exists the opportunity for a free flow of goods, services, people and capital throughout the European Community. In time, this freedom will bring about major changes in the structure and organisation of many industries in all member states. At the same time, the influence can be expected to widen beyond the commercial field to affect the behaviour and living styles of people generally as the integration and expansion of the Community proceeds. There will, therefore, be a growing demand for detailed information concerning a wide range of business and personal sectors relating to each member state. This paper focuses on one particular sector, namely the housing market, and provides a comparative country analysis of this market.
   A COMPUTER-AIDED DISASTER AT LONDON AMBULANCE SERVICES
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Whittaker, L; Egnal, D
Publisher: Wits Business School - University of the Witwatersrand
Distributor: ecch (www.ecch.com) Reference: 904-021-1 Language: English
Category: Knowledge, Information and Communications Systems Management Data source: Published sources
Product Year: 2004
Geo location: UK Industry: Health service Size: Medium Timing: 1992
Topics: IT systems implementation
Abstract: This case looks at the well-known failure of the computer-aided despatch system that the London Ambulance Service implemented in 1992. As the date for publication of the results of the enquiry into the incident approaches, John Wilby, former Chief Executive of London Ambulance Service (LAS) wonders what went so desperately wrong at LAS. Was it just the IT industry that generated so many problems and cost so many millions, or was the LAS failure the result of gross mismanagement? Or perhaps it was both? The furore surrounding the failure of the Computer-Aided Despatch (CAD) system that had been implemented at LAS the month before seemed to indicate that there was more to it than simply placing the blame wherever it fell.
   A CONCEPTUAL MODEL FOR MANUFACTURING ENTERPRISE CORPORATE INFORMATION SYSTEMS
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Ananyev, I — Graduate School of Management, St. Petersburg State University (GSOM)
Serova, E G — Graduate School of Management, St. Petersburg State University (GSOM)

Distributor: ecch (www.ecch.com) Reference: 607-022-1 Language: English
Category: Production and Operations Management Data source: Field research
Product Year: 2007
Geo location: Russia Industry: Information technology (IT) Size: Middle-sized Timing: 2005-2006
Topics: Russia; Information and knowledge management; Manufacturing enterprise; Corporate information system; Automation of management function; Database; Infological model; ER-diagram; Operational management accounts
Abstract: This case deals with the issue of creation and development of an advanced information system at the Priborostroitel Plant. The case study describes the current condition of the plant, its management and economic features. The goal of that corporate information system deployment at the enterprise is dictated by the need for solving tasks of automation of management functions such as raising operational management accounts, making returns more analytical and ensuring its authenticity. The case study analyses the approach of choosing: (1) an information system class (small, middle, large), which is supposed to be implemented and used at the plant; (2) a method of building the system (the plant's own development, custom development, replicated systems); and (3) identification of the system's module structure. Special attention is paid to the issues of choosing the structure and contents of basic financial and management statements. The case study discusses the issues of database design and the infological model building which is necessary for the implementation of the management automation project at the enterprise.
   A CROSSROADS: MILK COWS OR LABOR SUPERVISION?
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Gavino Contreras, J
Publisher: Tecnologico de Monterrey
Distributor: ecch (www.ecch.com) Reference: C29-01-001 Language: Spanish
Category: Finance, Accounting and Control Data source: Generalised experience
Product Year: 2007
Version Date: 31.01.2007
Geo location: Mazatlan, Sinaloa Timing: 2004
Topics: Accounting costs
Abstract: This case deals with the problem Manuel Magana faced as the owner of the 'Cardon Grande' ranch. The problem is the low sale price of milk because of the NAFTA. The options are to decide if he should continue to manage the ranch full time or accept a job that he has been offered in civil engineering, his major.
   A CRUCIAL DECISION
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Carbajal Lopez, E F
Publisher: Tecnologico de Monterrey
Distributor: ecch (www.ecch.com) Reference: C18-08-001 Language: Spanish
Category: Miscellaneous Data source: Generalised experience
Product Year: 2007
Version Date: 12.05.2008
Geo location: Ciudad de Lerma, EU Timing: 2006
Topics: Information analysis; Arguments for critical-analytical decisions
Abstract: The case deals with a situation related to information analysis and decision making with which the manager of the distribution department of a family business faces when she is offered the opportunity to represent an important multinational company.
   A DECADE OF ADVENTURE OF DELL IN CHINA
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Zhou, D; Chen, J
Publisher: China Europe International Business School
Distributor: ecch (www.ecch.com) Reference: 506-237-1 Language: English
Category: Marketing Data source: Published sources
Product Year: 2006
Geo location: China Industry: Computer, PC (personal computer) industry Size: Large Timing: 2005
Topics: Dell; China; PC (personal computer) industry; Direct sales model
Abstract: Dell entered China in 1995 and it relied primarily on distributors for the following three years. Dell established the China Customer Service Center in 1998 and started to bring the direct sales model to China. The unique business model had enabled Dell to successfully penetrate the highly competitive PC (personal computer) market in China. After four years of market testing, Dell had entered into a fast-growing era. From 2002 to 2004, Dell had maintained an annual sales growth rate of over 55%. Its overall ranking of market share increased from 6th largest in 2001 to 3rd largest in 2004. However, 2005 was an uneven year for Dell, and many complaints were heard regarding Dell's after-sales service and product quality. Many media reports were questioning the viability of Dell's business model in China. Some of the top management in Dell China had left the company. The case presents the business adventure of Dell China from 1995 to 2005.
   A EUROSTAR COUPLE!!: A CASE STUDY ON WORK LIFE BALANCE ISSUES OF A DUAL- CAREER EXPATRIATE COUPLE
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Patel, T — Groupe ESC Rennes
Distributor: ecch (www.ecch.com) Reference: 404-039-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2004
Geo location: France, England, India Industry: Power sector Timing: 2003-2004
Topics: Expatriates; Expatriation; Dual-career couples; Work life balance
Abstract: This case study focuses on the issue of work life balance in expatriate dual-career couples. A dual-career couple is a couple whose members both have occupational responsibilities and career issues at stake. The two- income family is nowadays replacing the single income family as the norm. When both members of a couple have career issues at stake, personal lives can become complicated and intertwined with professional lives. As seen in this case, a career opportunity for one member that demands a geographical move can produce a crisis for both the couple and their companies. The following case brings out the issues of work life balance, which becomes all the more important in the case of expatriates. The case study is intended for use by academicians teaching organisational behaviour or international human resource management to bachelor-level business students.
   A FAILURE TO INTEGRATE: PHARMACIA & UPJOHN (B)
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Morosini, P — EPFL Ecole Polytechnique Federale de Lausanne
Coughlan, S — EPFL Ecole Polytechnique Federale de Lausanne

Distributor: ecch (www.ecch.com) Reference: 307-197-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2007
Geo location: UK, Europe, USA Industry: Pharmaceuticals Size: US$7 billion sales Timing: November 1995 to April 2003
Topics: Merger; Acquisition; Integration; Corporate culture; National culture; Managerial trust; Negotiation; Cultural differences; Communications; Centralisation
Abstract: This is the second of a two-case series (307-196-1 and 307-197-1). November 1995. In the wake of the merger between Swedish Pharmacia and US-based Upjohn (P&U), a structure was rolled out that was designed to preserve the cultural identity of the main groups involved and to devolve decision making. This was the approach that had been successfully used when Pharmacia had acquired Farmitalia-Carlo Erba (FICE) in 1992. Within the new P&U structure, three regional pharmaceutical product centres (PPCs) were created, each with broad responsibility for: (1) discovery research; (2) product development; (3) strategic marketing; (4) manufacturing; and (5) support and administration. One PPC was located in the US, another in Sweden and the last in Italy. This previously successful approach proved less effective for this transatlantic 'merger of equals'. Maintaining three separate regional PPCs failed to help create a single corporate culture in P&U. This lack of a common identity compounded the difficulty of co-ordinating across borders in vital areas such as R&D (research and development), manufacturing and logistics. In the two years following the merger, P&U experienced continuous decline in sales and earnings. In 1997, it was undeniable: the merger was failing badly, exceeding cost
   A FAMILY IN THE PRINTING BUSINESS
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Ronquillo Horsten, J L
Publisher: Tecnologico de Monterrey
Distributor: ecch (www.ecch.com) Reference: C28-20-002 Language: Spanish
Category: Strategy and General Management Data source: Generalised experience
Product Year: 2005
Version Date: 18 December 2006
Geo location: Guadalajara, Jal, Mexico Timing: 2004
Topics: Leadership; Organizational psychology; Family business; Organization and management; Planning and human resources
Abstract: A family printing business has a series of conflicts because it was managed, from the beginning, without planning, structural organization, clarity in responsibilities and a lack of follow up in customer service. Eduardo Enriquez, the Director, must make a decision that will permit the transformation of the administration without affecting his relations with the family or staff.
   A FRUITFUL PASSION FOR ORANGE
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Knox, S; Ryals, L
Publisher: Cranfield School of Management
Distributor: ecch (www.ecch.com) Reference: 501-047-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2001
Geo location: UK Industry: Telecoms Size: Large Timing: 1998-2001
Topics: CRM (customer relationship management); Customer retention; Telecoms
Abstract: Customer Relationship Management (CRM) at Orange has had a major impact on the customer experience. Improved services such as better connectivity and competitive pricing have been augmented with additional services such as customised billing, self-service facilities and new choices such as wireless application protocol (WAP) and videophone. The Orange experience is provided as an example of a company that is strategically advanced in CRM but in the early stages of implementation. It is hoped that the insights drawn from this case study will aid understanding of the difficulties and opportunities CRM presents for a highly successful enterprise operating in a vibrant (and vicious) industry. More specifically, the study aims to: (1) explore the concept of Customer Relationship Management as a strategic vision; (2) demonstrate the application of CRM in combating churn; (3) highlight the role of IT in managing and maximising customer relationships; and (4) raise awareness of the organisational changes that adopting a CRM approach requires. A Simplified Chinese translation is available (C501-047-1).
  Add   View  14 pp.  Case
Ryals, L; Knox, S
Publisher: Cranfield School of Management
Distributor: ecch (www.ecch.com) Reference: C501-047-1 Language: Simplified Chinese
Category: Marketing Data source: Field research
Product Year: 2001
Geo location: UK Industry: Telecoms Size: Large Timing: 1998-2001
Topics: CRM (customer relationship management); Customer retention; Telecoms
Abstract: This is a Simplified Chinese translation of case '501-047-1'. Customer relationship management (CRM) at Orange has had a major impact on the customer experience. Improved services, such as better connectivity and competitive pricing, have been augmented with additional services such as customised billing, self-service facilities and new choices such as wireless application protocol (WAP) and videophone. The Orange experience is provided as an example of a company that is strategically advanced in CRM, but in the early stages of implementation. It is hoped that the insights drawn from this case study will aid understanding of the difficulties and opportunities CRM presents for a highly successful enterprise operating in a vibrant (and vicious) industry. More specifically, the study aims to: (1) explore the concept of customer relationship management as a strategic vision; (2) demonstrate the application of CRM in combating churn; (3) highlight the role of IT in managing and maximising customer relationships; and (4) raise awareness of the organisational changes that adopting a CRM approach requires. This case was previously numbered 'MN501-047-1'.
   A GIFT FOR SOMEONE YOU LOVE
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Natarajan, R — T.A. Pai Management Institute
Banerjee, P — T.A. Pai Management Institute

Distributor: ecch (www.ecch.com) Reference: 506-082-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2006
Geo location: Bangalore, India Industry: FMCG (fast moving consumer goods) Timing: June 2004
Topics: Gujarat Co-operative Milk Marketing Federation (GCMMF); Consumer behaviour; Distribution and promotion; Distribution network; Distribution management; Marketing and sales strategy; FMCG (fast moving consumer goods) industry in India; Amul Chocolates
Abstract: The case revolves around developing an effective localised strategy to increase the sales of Amul chocolates in Bangalore. Gujarat Co-operative Milk Marketing Federation (GCMMF) sells its chocolates under its brand name of Amul. Amul Chocolates' sales were dipping over the last few months, with only a spurt for a few months in between, after the Cadbury's worms incident. This was after the recently developed corporate strategy to emphasise chocolate as a major product of GCMMF's portfolio. It attempts to demonstrate how the distribution of products is done in the FMCG (fast moving consumer goods) industry, and how organisation and market specific issues influence the development of an effective marketing and sales strategy. The case tries to develop a scene to compare competitors and benchmark against the market leader in terms of effective distribution to achieve a higher top line. It is structured to enhance the students awareness of the fundamentals of marketing and distribution management. The case can also be used to teach the conceptual framework of localised sales strategy. The inter-relationships of various independent factors, both internal and external, and the influence of the 4 P's of marketing (product, promotion, place, price) on intermediate factors like awaren
   A GLOBAL STRATEGY FOR LGBT INCLUSION AT HONEYWELL
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Leclerc, D; Hundley, M; Robinson, H; Sayno, J; McKibbon, A; Fennell, R
Publisher: Reaching Out MBA LGBT Case Collection
Distributor: ecch (www.ecch.com) Reference: 408-105-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2006
Geo location: Glendale, AZ Industry: Aerospace Size: 116,000 employees Timing: 2006
Topics: LGBT (lesbian, gay, bisexual and transgender) issues in the workplace; Employee resource groups; Mission statements; EEO (Equal Employment Opportunity) statements; Communications strategy, planning; Strategy; Internal communication; Global issues; Global LGBT issues
Abstract: This case examines the challenges Honeywell faces in creating a supportive work environment for, and a cohesive community of, LGBT (lesbian, gay, bisexual and transgender) employees and their families. A global technology and manufacturing company, Honeywell has a presence in 100 countries and employees over 116,000 people worldwide. The firm values diversity and wants to build upon its current Honeywell Pride Employees Network (HPEN), a loosely organised employee group with outlets at several US office locations, to create the Honeywell Global Pride Council (HGPC). The proposed HGPC would link LGBT members and allies in all Honeywell offices worldwide; the organisation would reduce isolation, increase tolerance, and support the company's commitment to diversity in the workplace. However, such a global network poses a number of challenges. Within US offices, organisers face infrastructural problems, such as inefficient communication systems, and legal issues, such as privacy protection. Outside of the United States, country-specific laws create additional legal and cultural challenges. This case study explores the multitude of challenges facing Honeywell as it works to implement company-wi
   A GLOSSARY OF ISLAMIC BANKING AND FINANCE TECHNICAL TERMS
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Kettell, B — London Metropolitan University
Distributor: ecch (www.ecch.com) Reference: 103-024-6 Language: English
Category: Finance, Accounting and Control Data source: Field research
Product Year: 2003
Topics: Islamic banking
Abstract: This is the last of nine in the Islamic Banking and Finance technical note series (103-016-6 to 103-024-6). This technical note contains a glossary of Islamic banking and finance technical terms.
   A JOURNEY TO SUCCESS
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Jain, S; Gautam, V K; Iyengar, V; Misra, A K; Dhar, U
Publisher: Prestige Institute of Management & Research
Distributor: ecch (www.ecch.com) Reference: 806-030-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2006
Geo location: Central India Industry: Automobile Size: Middle Timing: 2002
Topics: Entrepreneurship; Entrepreneurial skills; Leadership skills; Enterprise; Passion
Abstract: The case is about a successful entrepreneur, who came to Bombay as a migrant from Pakistan, and started his career by selling groceries from door to door. He had a brief tenure as a clerk in the railways, but due to his entrepreneurial drive he discontinued with railways and started selling balloons on a commission basis. However, this job also did not last long because his employer wanted him to work on a monthly salary in view of his huge earnings on commission. Soon he started a cycle repair shop and later switched over to trading in automobile a gearboxes. One day while addressing to the complaint of one of the customers, he felt curious to study the mechanics of gearbox and found it quite interesting. Soon he decided to start a manufacturing unit of his own. Being well versed with his entrepreneurial skills, eagerness and boldness, one of his friends helped him in acquiring a piece of land and also provided the initial support. Since then there was no looking back. His enterprise became the first industrial unit to manufacture gears in India. Now it was a conglomerate of eight companies including ancillary units and had a turnover of 300 crores rupee with 350 machines and 2,000 employees.
   A LIGHT IN HUNGARY: GE ACQUIRES TUNGSRAM
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Mabert, V A — Indiana University
Marer, P — Indiana University

Distributor: ecch (www.ecch.com) Reference: 196-018-1 Language: English
Category: Economics, Politics and Business Environment Data source: Field research
Product Year: 1996
Geo location: Hungary Industry: Light source factory
Topics: Restructuring of subsidiary's ops; Transitioning from multi-domestic to regional global organisations; Transfer of parent corporations; Culture to subsidiary; Establishment of new reporting regs; Acquisition of large manufacturing subsidiary in a foreign
Abstract: In 1989 General Electric Lighting purchased a controlling interest in Tungsram, an old Hungarian and well established light-source firm. This was the first major investment by a Western multinational corporation in Central and Eastern Europe, where market reform measures were being introduced. The case covers many topics concerning the first five years of ownership by GE and its numerous restructuring initiatives to make Tungsram competitive in the global market. Of particular interest is the way corporate culture was employed by GE as a control device. The case highlights some problems as well as opportunities that some foreign investors must consider when making commitments in transition economies. This case was sponsored by the Indiana University CIBER Case Collection.
   A MATTER OF ETHICS
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Cohen, A R
Publisher: Babson College
Distributor: ecch (www.ecch.com) Reference: BAB084 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Generalised experience
Product Year: 2000
Version Date: 29 April 2004
Topics: Intergroup conflict; Ethics; Conflict resolution; Organisational behaviour; Group dynamics
Abstract: This is a four-part sequential prediction case dealing with inter-group conflict that can be used to improve students' observational, analytical, and predictive skills. The case provides opportunities to explore the sources of intergroup conflict, causes of escalation, and ways of diffusing and resolving it. This case was previously numbered 404-127-1.
   A NEW BEGINNING? (STORY OF A YOUNG FEMALE TEACHER)
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Ramay, M I — MAJU - Mohammad Ali Jinnah University
Ahmed, K — MAJU - Mohammad Ali Jinnah University

Distributor: ecch (www.ecch.com) Reference: 307-454-1 Language: English
Category: Strategy and General Management Data source: Generalised experience
Product Year: 2007
Geo location: Pakistan Industry: Educational Size: 20 employees Timing: 1998-1999
Topics: Recruitment; Ethics; Professionalism; Jealousy; Academics; Hiring procedures; Unsatisfied; Junior teacher
Abstract: This case is about an experienced female teacher, in a country where fresh graduates without any teaching experience are hired all the time. She was hired directly by the Principal, without any consultation with members of the interview committee, on the recommendation of a staff member and her reputation at her previous institution. This case also concerns the professional jealousies that came into play due to this action and the impact they had on her employment when the new administration replaced the original one.
   A NEW BUSINESS VENTURE AT DAMONDLOCK GRABOWSKI, CHARTERED ARCHITECTS
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Doherty, N
Publisher: Cranfield School of Management
Distributor: ecch (www.ecch.com) Reference: 300-152-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2000
Geo location: UK Industry: Construction and architecture Size: 68 employees Timing: 1999-2000
Topics: Information technology; New business venture; Evolution of a partnership; The inclusiveness philosophy
Abstract: DLG, a medium-sized London-based architectural practice, had an innovative IT strategy. In 1999 they acquired a web enabled document management system which could manage a large amount of technical data and facilitate real time updates on drawings. This enhanced the partnership's potential to offer a one-stop-shop for clients to access project information. DLG participated in the Construction Best Practice Programme / Tomorrow's Company Construction Pathfinder, a programme which involved companies working together to share ideas and techniques in business development. Through this process DLG identified the potential for a new business venture. They explored the skills, knowledge and abilities required to launch an IT-based business and contemplated the industry wide impact of such a management system on accountability, adaptability and transparency within the complex web of construction industry relationships.
   A NEW CHAPTER FOR ABEBOOKS: ESCAPING A SATURATED MARKET
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Kaufmann, L; Reimann, F; Heider, R; Schmitz, S
Publisher: WHU Otto Beisheim School of Management
Distributor: ecch (www.ecch.com) Reference: 309-052-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2008
Version Date: 1 December 2008
Geo location: USA Industry: Bookselling Size: 125 employees Timing: 2007
Topics: Internet; Market entry; Growth strategy; Books; Web services; Internationalisation; Strategy; Bookseller; Entry strategy; e-Commerce; On-line
Abstract: This case study deals with the current problem of e-commerce companies which are beginning to reach saturation points in core markets. Focusing on the facilitation of links between book buyers and booksellers, AbeBooks presents a showcase example of the problem many e-commerce businesses face. After having realised astonishing growth rates for years, the North American home market begins to reach saturation. The example of AbeBooks operating in the used book industry can easily be transferred to other e-commerce industries such as jewellery, travel, tourism and so forth. The story focuses on Hannes Blum, President and CEO of Victoria BC based AbeBooks. Hannes is the Co-founder of Justbooks.de which operated the same business model as AbeBooks and was acquired by AbeBooks in 2001. Although the company demonstrated excellent growth since its foundation, it has become more and more difficult to maintain these rates. In order to generate a sound understanding of both, a typical e-commerce business model and the current challenges of e-commerce enterprises, the case study offers insights into AbeBooks and the on-line book selling industry. The actuality of the topic is underlined by a management meeting AbeBooks held in February 2007. The entire senior management was looking into further opportunities to grow the company: both, t
   A NEW CITY CHARTER FOR ADDIS ABABA
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Plamper, H
Publisher: SDA Bocconi
Distributor: ecch (www.ecch.com) Reference: 305-328-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2005
Geo location: Africa, Ethiopia Industry: Government (national and local) Size: Big Timing: 2002
Topics: Ethiopia; City charter; Governance; Management; Finance; Services of city; Governance u management; Governance u finance; Management u finance; Decentralisation; Democracy; Checks and balances; Responsibility and accountability; Capacity; World Bank and I
Abstract: The case discusses the introduction of the city charter in the Municipality of Addis Ababa. The experience considers both the design issues of a city charter and the dynamics of the innovation it can determine. The implications in terms of governance, management and finance are discussed. Different problems in local management are investigated, including the issue of the degree of internal decentralisation that is suitable to the needs of a metropolitan area. Aspects of the national context of Ethiopia are dealt with, so that the case can be discussed also in relation to the management of third world municipalities and not only as a case of co-operation.
   A NEW CONCEPT IN PSYCHIATRY
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Kopelman, R — Baruch College, City University of New York
Distributor: ecch (www.ecch.com) Reference: 401-006-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Generalised experience
Product Year: 2001
Industry: Health care Size: 250 employees
Topics: Communication; Human resource management; Organisational behaviour; Health care; Management of service; Bureaucracy; Management
Abstract: This is the second of a two-case series (401-005-1 and 401-006-1). A prominent psychiatrist requests an office re-design using the proper work order form (239B) and voluntarily submits a detailed sketch drawn to scale on graph paper. Because the work order is viewed as a high profile assignment, one emanating from the office of the hospital's Director, all levels of the hierarchy give the work special attention. The job is completed promptly, exactly as requested, and all involved award themselves plaudits for their success. The sequel tells another story, though. Upon returning from his vacation, the prominent psychiatrist is astounded to find that his new office has been laid out exactly backwards. His treatment room is located in front of the reception area. In fact, patients must walk through the treatment room to get to the waiting area with a receptionist, the one room with a window. Furious telephone calls are made from the top of the organization down, trying to identify who is to blame for this fiasco. Ultimately, the maintenance department supervisors who oversaw the work are confronted. When asked about the reverse-oriented layout, the construction supervisors merely pointed to the sketch. They built it exactly as the psychiatrist wanted; they thought it must be 'a new concept in psychiatry'.
   A NEW FLAG
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Romero Jimenez, J R
Publisher: Tecnologico de Monterrey
Distributor: ecch (www.ecch.com) Reference: C46-14-001 Language: Spanish
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 2006
Version Date: 06.09.2007
Topics: Private international law
Abstract: Naomi Martin, a French economist, had the dream of getting married in Paris. She considered it the city of love and the most cultured. She married Miguel Armendariz. The reception was held in the Ritz Hotel and as witness, the famous Eiffel Tower. Five years later, they decided to move to Mexico because the company Miguel worked at offered him work in Tlaxcala, a 40 minute drive away from Mexico City. Everything was going fine, they even got married again under the Mexican law. In this city, they had their second child. After the birth of the third, Naomi decided to end the marriage and asked for a divorce. However, she faced two problems; she wished to stay in Mexico but Mexican law stated that she could be deported if she divorced. Second, she had two marriage certificates and she did not know which one was valid.
   A NEW LEADER AND THE ’OLD GUARD‘
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Zamulin, A L — Graduate School of Management, St. Petersburg State University (GSOM)
Distributor: ecch (www.ecch.com) Reference: 408-001-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Generalised experience
Product Year: 2008
Geo location: Russia Industry: Hotel management Size: Small business Timing: 2006
Topics: Russia; Leadership; Human resources (HR) policy; Conflict; Corporate culture; Organisational life cycle
Abstract: The case deals with a crisis situation that came up when a new director general took up his appointment. Key employees of the company, a hotel and business centre in one, are on the alert. After a while they openly confront him. Now it is a problem of choice for the company's owner: new director or the old team? What are the reasons for the conflict situation? What actions should be taken by the owner? What strategies could help solve similar problems? The case provides the opportunity to focus students' attention on such problems.
   A NOTE ON ADOLESCENTS: ISSUES, CHALLENGES AND FUTURE
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Hassan, S Z; Matloob, F
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 03-833-2004-2 Language: English
Category: Production and Operations Management Data source: Published sources
Product Year: 2004
Geo location: Lahore, Pakistan Industry: NGO (non-governmental organisation) Timing: 2003
Topics: Mortality; Morbidity; Cultural; Counselling; Sexually transmitted diseases
Abstract: Pakistan Voluntary Health & Nutrition Association (PAVHNA), a national non-governmental consortium was established in 1979 by Begum Zeba Zubai with funding and technical support from international donor agencies. It was the first organisation to undertake a systematic study for an initial situation analysis and implement an Adolescents Reproductive Health (ARH) pilot project in Pakistan. The main focus of the project was to sensitise the policy makers and key stakeholders on ARH and strengthen the leadership capabilities of the youth. In this project, PAVHNA provided training to youth leaders and conducted a rapid survey on the perceptions of youths / adolescents, parents and teachers on 'Adolescent Sexual and Reproductive Health.' A national workshop was also held in the final leg of the project to disseminate the results of the study. The biggest challenge faced by PAVHNA in the third and final year of the project was to seek donor support to sustain and expand its activities after the ending of the current funding in December 2003. Looking towards the future, PAVHNA planned to replicate the programme all over the country.
   A NOTE ON AGRICULTURAL BIOTECHNOLOGY IN DEVELOPING COUNTRIES
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Rana, M A
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 21-002-2007-2 Language: English
Category: Knowledge, Information and Communications Systems Management Data source: Published sources
Product Year: 2007
Geo location: Lahore, Pakistan Industry: Environment Timing: 2007
Topics: Genetically modified; Intellectual property; Research development; International Food Policy Research Institute
Abstract: Biotechnology application in agriculture opens many possibilities for environment friendly production. At the same time, it generates new risks and hazards. It is often argued that on balance it is perhaps less hazardous than our current practices of high-input agriculture. However, our rudimentary understanding of genes and ecological processes makes an environmental assessment of biotechnology extremely difficult. Furthermore, biotech research and development is predominantly in the private sector and under patent protection. Corporate determination of research agenda requires that only those products are developed that enhance profits. Consequently, biotechnology has so far been used to increase farmers' dependence on agro-chemicals rather than promoting environment friendly practices in agriculture.
   A NOTE ON DEVOLUTION AND HUMAN RIGHTS: AN OPPORTUNITY AVAILED OR LOST?
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Warraich, A N
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 20-008-2006-2 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 2006
Geo location: Pakistan Industry: Human rights Timing: 2001
Topics: Sociological; Institutional; Development; United declaration of human rights; World Bank; Women empowerment; District management group; Local government order; United Nations
Abstract: This note focuses on the relationship between the ongoing devolution process in Pakistan and human rights. It is divided into four sections. Firstly, it looks at the rationale of devolution, which is essentially the empowerment of the people and their elected representatives at the local level, through improved institutional and legal mechanisms, and administrative accountability. In the second part, various political rights conferred by the new local government ordinance and the Police Order are enumerated and an assessment is made of their adequacy to achieve the objectives of devolution. It is argued that the focus of the new institutional framework is somewhat restricted, as it does not encompass all those categories of human rights, which could have been achieved through a process like this. In the third part, an analysis of human rights is done in a sociological, cultural and economic perspective, to ascertain the success or failure of devolution. Elements of tension and discord which underpin the new governance paradigm and the social and political structures in traditional local politics are highlighted, along with their effect on fundamental human rights. Finally, a list of interventions has been developed to improve the processes to achieve the primary goal of devolution: the empowerment of citizens.
   A NOTE ON DOMESTIC VIOLENCE AGAINST WOMEN IN PAKISTAN
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Zaman, N; Zaman, A
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 17-002-2005-2 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Published sources
Product Year: 2005
Geo location: Pakistan Industry: Non-governmental organisation, gender Timing: 2005
Topics: Laws governing domestic violence; Causes and effects; Gender perspective
Abstract: Violence affects the lives of millions of women worldwide. It cuts across cultural and religious barriers, and impedes the right of women to participate fully in society. As in several other parts of the world, extreme domestic violence prevails in Pakistan. However, Pakistan's laws governing domestic violence still remain undefined or unimplemented and so, violence continues undeterred. This note looks at the issue of domestic violence against women in Pakistan in the context of a gender perspective. The roles of women and men are generally defined by cultural, class and legal factors. These differences between men and women in a household, community or society as a whole vary according to the area and target group considered.
   A NOTE ON ENVIRONMENT AND FLUOROSIS
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Ali, A S
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 21-005-2007-2 Language: English
Category: Ethics and Social Responsibility Data source: Published sources
Product Year: 2007
Geo location: Kasur and Mainwali, Pakistan Industry: Non-governmental organisation (NGO), health care Timing: 2000
Topics: Fluorosis; Cryolite; Children's hospital; Sonotherapy
Abstract: Fluorosis is a crippling bone disease in children, which results from prolonged intake of drinking water with high fluoride concentration. This disease is endemic in many parts of the world. In Pakistan, subsequent to news in the media, two villages in a suburb of Lahore were surveyed and children complaining of muscle or bone pains and deformities were evaluated. A total of 174 children with bone deformities were identified. Alkaline phosphatase was high in all the children while hypocalcaemia was observed in malnourished children only. The fluoride content of water in different sources of the village was as high as 29 parts per million. Mild to moderate cases were treated by physiotherapy and splints, while severe cases underwent surgery. With the help of the provincial health department, a safe water supply from a 500 foot deep subsoil source was initiated by installing a tube well. Water supply from deeper subsoil source in the endemic areas can prevent this crippling disease. A follow up two years later revealed improvement in the clinical effects of the patients, as well as absence of new cases in the area. More studies and surveys are required in at-risk areas to determine fluoride levels of drinking water.
   A NOTE ON FOCUS HUMANITARIAN ASSISTANCE PAKISTAN: AFGHAN REFUGEES
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Rana, A I; Mohammad, H
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 03-828-2004-2 Language: English
Category: Production and Operations Management Data source: Published sources
Product Year: 2004
Geo location: Lahore, Pakistan Industry: Operations management Timing: 2000
Topics: Repatriation of Afghan refugees; Humanitarian; Europe / North America / South Asia; United Nations High Commissioner for Refugees; Aga Khan Development Network
Abstract: Focus Humanitarian Assistance (FHA), an international group of agencies was established in Europe, North America and South Asia for emergency relief, principally in the developing world. It helped people in need to reduce their dependence on humanitarian aid and to facilitate their transition to sustainable, self-reliant, long-term development. FHA was affiliated with the Aga Khan Development Network (AKDN), a group of institutions working to improve opportunities and living conditions for people of all faiths and origins, in specific regions of the developing world. In October 2000 the United Nations High Commissioner for Refugees announced that the Afghan Border had been reopened for repatriation of Afghan refugees in Pakistan. Dr Behroze Ross Sharif, one of the founders of Focus Humanitarian Assistance (FHA) in Washington, accompanied by Dr Fariyal Ross Sharif came to Pakistan to work on the repatriation project for AKDN. This case discusses how AKDN facilitated the repatriation process with specific reference to Afghan refugees in Pakistan.
   A NOTE ON GENDER AND DEVOLUTION
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Mohmand, S K; Hassan, A
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 17-001-2005-2 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Published sources
Product Year: 2005
Geo location: Pakistan Industry: NGO (non-governmental organisation), gender, governance Timing: 2000
Topics: Devolution Power Plan; Grassroots level; Reservation of seats; Decentralisation; Empowering women and marginalised; groups; Quota system; Women's political capacity; Impact of reservation; Local Government Ordinance
Abstract: In March 2000, the military regime of General Pervez Musharraf launched its Devolution of Power Plan in Pakistan. A distinctive feature of the three-tiered local government structure was the reservation of 33 percent seats for women in local councils. The effects of decentralisation have been considered especially empowering for women and the poor. The debate on decentralisation and seat reservation in relation to politically empowering women necessitates a review in Pakistan's particular socio-political context - an attempt this note undertakes. This note revisits the relationship between decentralisation, quota systems and women's political capacity. The objectives of this project are twofold, firstly, to use fieldwork to quantitatively and qualitatively enrich the existing literature on these issues with Pakistan's particular experience. Secondly, to use the collected data and international experience with quotas and decentralisation to indicate possible recommendations for gender-progressive local government reforms in the country.
   A NOTE ON GENDER DISCRIMINATION: EXPLORING JUDICIAL BIAS IN THE SUPERIOR COURTS OF PAKISTAN
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Cheema, M
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 10-001-2005-2 Language: English
Category: Miscellaneous Data source: Published sources
Product Year: 2005
Geo location: Pakistan Industry: Law Timing: 1977-1997
Topics: Hudood Ordinance; Islamisation; The Control of Narcotics Substance Act; Qisas and Diyat Ordinance; Qanpoon e Shahadat Order; Honour killings
Abstract: Discrimination against women in the criminal justice system of Pakistan has been an issue of considerable significance for some time. In discussions concerning gender discrimination in Pakistan, it is sometimes assumed that the country's predominantly male judiciary, trial as well as appellate, is a party to this discrimination and as such is part of the problem rather than an independent arbiter of gender-susceptible issues. However, to date hardly any comprehensive study of the judgments of the courts in Pakistan has been conducted to establish the existence of judicial bias against women. To that end, this paper represents an attempt to analyse the approach of the superior courts of Pakistan, namely the High Courts and the Supreme Court, towards gender-sensitive issues through the study of their jurisprudence related to a facially gender-neutral criminal statute: the Control of Narcotic Substances Act, 1997. An increasing number of women are being prosecuted and convicted under the anti-narcotics laws of Pakistan and appellate court decisions in anti-narcotics cases are liable to reveal the attitudes of these courts towards the women accused of such crimes. Part (1) of the paper will outline the anti-narcotics laws of Pakistan. Part (2) will identify possible gender-related problems that may arise in the course of the application and interpretation of these ostensibly neutral rules. Part (3) of the paper will provide a revie
   A NOTE ON HEALTHCARE IN PAKISTAN
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Sipra, N; Batool, F
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 21-006-2007-2 Language: English
Category: Ethics and Social Responsibility Data source: Published sources
Product Year: 2007
Geo location: Lahore, Pakistan Industry: Health care Timing: 2005-2010
Topics: Medium term development framework; Public sector health care network; Ayurvedic; Antibiotics; Hamdard University Karachi; Child mortality; Malaria
Abstract: Good health and the socio-economic development of a country are correlated as health impacts strongly on the productivity and incomes of households. Mounting health problems lead to an increase in poverty indices and have far reaching repercussions. The health care system in Pakistan is an amalgamation of the public and private sector, with each sector playing a critical role towards overcoming inadequacies indicated in the Medium Term Development Framework 2005-10. This note brings to light the salient features of health care systems in Pakistan. It discusses the current health care delivery mechanisms in the public and private sector and the progress of Pakistan towards the achievement of the Millennium Development Goals. A comparison of Pakistan's expenditure on health with regard to other countries reveals the country's standing amongst the developed and developing world.
   A NOTE ON IMPRISONED MOTHERS AND THEIR CHILDREN IN PAKISTAN
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Shah, S A
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 10-004-2006-2 Language: English
Category: Miscellaneous Data source: Published sources
Product Year: 2006
Geo location: Pakistan Industry: Law Timing: 2006
Topics: Developed nations; Welfare of children; Fundamental; Islamic Federal Shariat Court; Constitutional, legislative, administrative prison rules
Abstract: This note highlights the relevant laws that relate to imprisoned pregnant women, mothers and suckling children in jail. After an analysis of laws and court judgments inclusive of those rendered by the Islamic Federal Shariat Courts, it will be determined whether any special accommodations are mandated for the affected women and their children. Some queries that will be addressed are as follows: (1) whether there is mitigation or suspension of jail sentencing of the affected women, and is bail readily available for such women? (2) what is the nature of medical / essential facilities provided to the imprisoned women and their children? and (3) the legal provisions, if any, that ensure the practice of these facilities. The note essentially determines to what extent the law provides for the welfare of children in prison, and whether this welfare is in any sense determinative for courts when adjudicating on cases relating to continued incarceration of women under criminal and Hudood Laws.
   A NOTE ON INTEGRATED PEST MANAGEMENT IN PAKISTAN: AN ENVIRONMENT FRIENDLY APPROACH
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Javed, T
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 21-001-2007-2 Language: English
Category: Ethics and Social Responsibility Data source: Published sources
Product Year: 2007
Geo location: Pakistan Industry: NGO (non-governmental organisations), environment Timing: 1991-2005
Topics: IPM (Integrated Pest Management); Sarkand; Khairpur; Crop management; NGO (non-governmental organisations); Soan Valley; Fertiliser management
Abstract: Integrated Pest Management (IPM) is accepted world-wide as the best way to protect crops with reduced pesticide use. In simple terms, IPM can be defined as a procedure to manage pest populations by integrating control methods such as natural enemies, pesticides and cultural practices. The purpose of IPM is not eradication or removal of the pest, but management of pest populations so that economic damage and harmful environmental side-effects are minimised.
   A NOTE ON PATIENT WELFARE ORGANIZATION, HUNZA
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Rana, A I; Ali, Z
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 03-831-2004-2 Language: English
Category: Production and Operations Management Data source: Published sources
Product Year: 2004
Geo location: Hunza, Pakistan Industry: Non-governmental organisation (NGO) Timing: 1970-2003
Topics: Social mobiliser; Lady health visitor
Abstract: The report by a group of lady health visitors from Karachi, who visited the northern areas of Pakistan, provided the background for operating a services agency in the health sector of Aga Khan health services. The patient welfare organisation, Hunza was set up in the early nineties to provide health facilities to the deprived and poor people of the region. The initial response of the people was very poor, and the resources and facilities at the centres were not utilised by the villagers. The managing director, therefore, called a meeting of the heads of all the departments to discuss the issue of service delivery to the target audience. A new strategy was adopted for service delivery which consisted of providing food items as an incentive. This note assesses the viability of the new strategy in the long run.
   A NOTE ON PLANNING FOR DELIVERY OF PRO-POOR HEALTH SERVICES IN PUNJAB
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Sumbal, A K
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 20-010-2006-2 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 2006
Geo location: Punjab, Pakistan Industry: NGO (non-governmental organisation), health Timing: 2006
Topics: Social indicators; Health; District; Basic health units; Poverty; Micro level; Pro-poor; Community
Abstract: Good health is a prerequisite for social and economic development. Poor health contributes to declines in per capita incomes and productivity, ultimately undermining efforts to reduce poverty. The economic, social and cultural costs of illness are enormous, especially for the poor. It has been known to push people into poverty, and deplete family resources. It could lead to malnourishment, low school enrolment and the long-term impact of illiteracy and ignorance. 'Health is an issue that can strike the poor very hard, causing them to fall deeper into poverty. A more preventative approach rather than just emphasising treatment of illness will be essential to overcome rampant malnutrition among the poor in Pakistan' (ADB 2003). While better health improves the situation for households at the micro level, it stimulates and strengthens the economic growth at the macro level. Carefully planned investments in the health sector can improve the condition of the poor, expand human capabilities and opportunities and safeguard livelihoods. Needless to say the economic situation and policies of the government play an important role in addressing issues of poverty and equity in the health sector. Today, there are major disparities in provision of health services to the poor. Poor health is very closely associated with poverty. The poor are the most vulnerable to ill-health and have the least means to combat it.
   A NOTE ON POLICE ORDER 2002 AND ITS CONTRIBUTION TO POLICE REFORM IN PAKISTAN
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Shah, S A; Cheema, M; Khalid, W
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 20-009-2006-2 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 2006
Geo location: Pakistan Industry: Politics, law Size: 393 employees Timing: 2002
Topics: Police; Organisation; Bureaucracy; District police officer; Islamabad; National Police Management Board
Abstract: Along with the local government reforms introduced in Pakistan in 2001 came the much awaited Police Order 2002, which came into force on 14 August 2002. This order was part of the seven point reform agenda of General Pervez Musharraf to address the institutional crisis in Pakistan. Commissions and committees have been set up since the creation of Pakistan to recommend changes in the police laws. The common theme in their recommendations aimed at bringing about structural changes in the existing police set up, and to transform it from a police force to a police service. Finally, the Police Order was promulgated with the stated aim to 'redefine police role, its duties and responsibilities' and to 'reconstruct the police for efficient prevention and detection of crime and maintenance of public order'. Among its major opponents were the bureaucracy, and the political elements that later formed the national and provincial governments following the October 2002 elections.
   A NOTE ON PREGNANCY AS PROOF OF GUILT UNDER PAKISTAN’S HUDOOD LAWS: CASES AND CONTOVERSIES
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Cheema, M
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 10-002-2005-2 Language: English
Category: Miscellaneous Data source: Published sources
Product Year: 2005
Geo location: Pakistan Industry: Law Timing: 1977-1979
Topics: Fiqh; Shariat; Hadd; Zina-bil-jabr
Abstract: Pakistan's controversial Hudood laws were promulgated by the military regime of General Zia ul Haq. Grafted upon the country's Common Law system, a remnant of British colonial rule, these laws sought to criminalise adultery, fornication and the consumption of alcohol, as well as to bring into conformity with Islamic injunctions the laws relating to certain offences against property. Along with the promulgation of Hudood laws, the military regime introduced a parallel system of 'Islamic' judiciary consisting of the Federal Shariat Court and the Shariat Appellate Bench of the Supreme Court. These courts were empowered to review and declare invalid any law found not to be in conformity with Islamic injunctions. The Hudood laws immediately generated vehement protests and criticism from a sector of the society: members of urban 'liberal' human rights and women's rights organisations that subscribe to the notions of the separation of the 'Church and State'. Over the last two decades the debate, which has been limited to say the least, has served mostly to harden the extreme positions.
   A NOTE ON PRIMARY EDUCATION: CURRENT STATE AND REPLICABLE MODELS (B)
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Qureshi, Z I; Waheed, U
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 05-704-2004-2 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Published sources
Product Year: 2004
Geo location: Pakistan Industry: Education Timing: 2004
Topics: Formal / informal; East Asian; Pakistan econometric research; Citizen's Commission for Human Development; Childcare Foundation; BRAC (Bangladesh Rural Advancement Committee)
Abstract: The Zonal Cluster-Model, a sustainable and replicable model for rural primary education represents an example of a Primary Education Network that caters to the objectives of sustainability and reliability. It incorporates some of the best practices of existing models. This model is a non-formal primary education network that envisages low cost education provision in remote areas with an infrastructure owned by the local communities. Monitoring and management occurs through the central non-governmental organisation offices.
   A NOTE ON PROGRESSION OF WOMEN MANAGERS IN NGOs
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Shah, S A
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 17-005-2005-2 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Published sources
Product Year: 2005
Industry: NGOs (non-governmental organisations) / gender Timing: 1990-2005
Topics: Employer of educated population; Career progression of women; Developing countries; Typologise NGOs by size
Abstract: In the 1990s, with an exponential increase in the number of non-government organisations in the developing world, NGOs (non-governmental organisations) were acclaimed as the new bandwagon of development. Though an extensive body of critical literature is now available which assesses and questions the role of NGOs as the main executors of a developmentalist agenda, little has been written on the institutional and governing structures of these NGOs. These NGOs form a sizeable and growing employer of the educated population in the developing world. Consequently, it is important to analyse them, particularly in terms of the employment and career progression opportunities that they provide for women in developing countries. Given the ideological drive and interest most NGOs have in including women in the development process, as well as positively impacting them through it, it becomes crucial for NGOs to provide a welcoming space for women in which they can work and progress professionally. This paper aims to typologise by size the different organisational structures within the NGO sector and to assess their impact upon female employees. The first part of the paper illustrates large, medium and small NGOs. It then moves on to assess how each structure affects the career progression of women, and the possible synergistic relations between NGO size and career progression. Based on this analysis, the last part of the pa
   A NOTE ON REPORTING FREE CASH FLOW IN COMPANIES’ ANNUAL REPORTS
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Hassanein, M — The American University in Cairo (AUC)
Tooma, E — The American University in Cairo (AUC)

Distributor: ecch (www.ecch.com) Reference: 106-024-6 Language: English
Category: Finance, Accounting and Control Data source: Published sources
Product Year: 2006
Topics: Annual financial reporting; Free cash flow to firm; Valuation of equity; Value based management
Abstract: A corporation's free cash flow to firm (FCFF) is the amount of cash that a firm can pay to investors after paying for all investments to maintain operations as well as those necessary for growth. There is an increasing interest in FCFF as an indicator of the ability of a company to generate cash and profit, since it is tougher to fake compared to earnings which can often be clouded by accounting gimmicks. Despite its vitality as an indicator of growth, in valuating companies and in forecasting future cash flow, FCFF is not required as part of annual financial statement reporting, which include the statement of cash flow. This note aims to propose a simple technique to incorporate free cash flow reporting as part of the periodical statement of cash flow of companies. It will first start with an overview of financial analysis and annual reporting and then narrows the focus to the statement of cash flow and free cash flow.
   A NOTE ON SEXISM AND GENDER DISCRIMINATION AT WORK IN PAKISTAN: RHETORIC OR REALITY
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Zaman, N; Shah, G H
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 17-004-2005-2 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Published sources
Product Year: 2005
Geo location: Lahore, Pakistan Industry: Non-governmental organisation (NGO), education Timing: 2005
Topics: Perceptions of working women and men; Gender bias; Sexual segregation; Differences in promotion, earnings, training; Interviews
Abstract: This note examines the perceptions of working women and men about gender bias against both genders in the work environment, through several in-depth interviews and 155 quantitative surveys of working women and men. Gender discrimination at work can take several forms, including: (1) sex segregation, and gender driven differences in promotion; (2) authority; (3) respect; (4) earnings; and (5) benefits, including training. The results of our study, though the sample is small, indicate that gender discrimination at work may be more than just rhetoric for a number of women in Pakistan. The note also gives recommendations to address gender discrimination at work.
   A NOTE ON SUNGI
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Khan, J H; Anjum, F
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 03-832-2004-2 Language: English
Category: Production and Operations Management Data source: Published sources
Product Year: 2004
Geo location: Hazara, Pakistan Industry: NGO (non-governmental organisation) Timing: 1999
Topics: Social mobilisation; Advocacy; Deprivation; NGO (non-governmental organisation)
Abstract: Sungi, a non-profit organisation based in Hazara, in the North-West Frontier Province (NWFP) of Pakistan was established in 1989. Sungi grew rapidly under the guidance of its founder, Omar Asghar Khan; by 1999 it had extended its advocacy program to the whole of Pakistan. Sungi soon felt that unless the advocacy was combined with development initiatives, the results would always be misleading and the development would not benefit the people. Therefore it undertook a unique and rare approach of combining advocacy strategy with the strategy of development. Sungi's mission was 'To bring about policy and institutional changes by mobilising deprived and marginalised communities, with a view to creating an environment in which the communities at the local level may be able to transform their lives through equitable use of resources'. Sungi's senior staff felt that there was an urgent need for an overall program review because Sungi had reached a size where it had become essential to establish some long-term policies for the security, motivation and retention of staff. They felt that all the programmes, procedures and their impact had to be reviewed critically and the lessons learnt from the exercise implemented.
   A NOTE ON THE AWARD OF CAPITAL PUNISHMENT TO JUVENILES IN PAKISTAN
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Shah, S A
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 10-006-2006-2 Language: English
Category: Miscellaneous Data source: Published sources
Product Year: 2006
Geo location: Pakistan Industry: Law Timing: 1955-2004
Topics: UN (United Nations) convention; Juvenile Justice System Ordinance (JISO); Sindh Children Act; Presidential order
Abstract: The Federal Juvenile Justice System Ordinance was promulgated in 2000, which interdicted the award of the death penalty to juveniles. Antecedent to the passage of this Ordinance were various laws, which deal with the treatment of minor offenders. The Pakistan Penal Code deals with different treatment of minors for criminal violation at different ages; a Court's jurisdiction in juvenile cases; the grant of bail to minors for non-bailable offences; and the confinement of youthful offenders in reformatories. In addition, Punjab and Sindh have in place provincial Juvenile Justice Laws. Punjab Youthful Offenders Ordinance was promulgated in 1983, but the Ordinance remained inoperative until 1994. On 11 November 1998, the Lahore High Court designated all Sessions Courts Judges in the province as Juvenile Courts Judges. Under the Juvenile Justice System Ordinance 2000, any individual under the age of 18 years was defined as a child. However, it was not until the promulgation by the President of Pakistan of the Juvenile Justice System Ordinance 2002, that capital punishment to juveniles was abolished. However, on 6 December 2004, the Lahore High Court in the case of Farooq Ahmed v Federation of Pakistan declared that the Juvenile Justice System Ordinance 2002 was void, as it was inconsistent with the provisions of the Constitution guaranteeing the right to life and equal treatment before the Law. The Court held that capital punishment could be awarded to an individua
   A NOTE ON THE GLOBAL LUXURY GOODS INDUSTRY IN 2000
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O'Higgins, E — University College Dublin (UCD)
Duggan, S — University College Dublin (UCD)

Distributor: ecch (www.ecch.com) Reference: 301-025-5 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2001
Geo location: Global Industry: Luxury goods Size: Large Timing: 2000
Topics: Industry analysis; Luxury goods industry; Competitive analysis; Scenario and risk analysis; Gucci, LVMH, Richemont
Abstract: The objective of the note is to provide the basis for an analysis of an industry. The note reviews one of the strongest performing consumer sectors, the global luxury goods industry in 2000. It presents an economic backdrop to the growth in the luxury sector and illustrates the emergence of global luxury conglomerates. The note discusses various trends in the industry and their implications. These trends are: acrimonious and highly expensive takeover battles, vertical integration, the impact of the Internet on luxury distribution, the decisions facing smaller companies as they attempt to compete against the global giants, and the spectre of powerful potential new entrants, eager to participate in the sector's rich profit margins. The note can be used separately as the basis of an industry analysis, or as a background to company specific case studies in the luxury sector.
   A NOTE ON THE NON-PROFIT SECTOR IN PAKISTAN: AN OVERVIEW
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Rana, M A
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 20-003-2006-2 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 2006
Geo location: Pakistan Industry: NGO (non-governmental organisation) sector Timing: 2006
Topics: Ganga Ram Hospital; NPOs (non-profit organisations); Sir Syed Ahmed Khan; Private sector; The Social Welfare Agencies; Community Organisations (COs); Private Voluntary Organisations (PVOs); Karachi; Lahore; Social Policy and Development Centre (SPDC); Johns Hopkins University (USA)
Abstract: The non-profit sector in Pakistan has grown considerably in size and scope of work in the recent past. Rooted in a rich tradition of philanthropy and charitable work, the sector comprises more than 100,000 organisations working in diverse spheres of public service, ranging from establishing schools and hospitals to articulating the views of the poor and the marginalised. The sector is also a significant economic force in terms of the resources it commands and the employment it offers. There are four major laws under which a non-profit can register. Each has its strengths and weaknesses. The multiplicity of registration laws creates unnecessary dichotomy in reporting and auditing requirements, besides producing variable governance and financial management structures. The recent reform efforts, from within the sector and from the government, indicate growing maturity and responsibility. Despite the important role the sector plays as a partner in social development, it continues to struggle with issues of legitimacy, governance, transparency and accountability.
   A NOTE ON THE ROLE OF THE LAW AND THE POLICE IN PERPETUATING HONOUR KILLINGS IN PAKISTAN
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Shah, S A
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 10-003-2005-2 Language: English
Category: Miscellaneous Data source: Published sources
Product Year: 2005
Geo location: Pakistan Industry: Law Timing: 1980-2005
Topics: Diyat; Qisas; Pakistan penal code; Islamisation; Hudood Ordinance; Stoning to death; Adultery / zina
Abstract: Since the inception of Pakistan in August 1947, the principle of mitigation in common law has often been manipulated to promote honour killings, but with the Islamisation of the laws in Pakistan, commencing in the 1980s and still subsisting, Islamic law has also been utilised to perpetuate honour killings. This paper examines various laws and their impact on honour killing in Pakistan.
   A NOTE ON THE TELEMATICS INDUSTRY
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Henderson, J; Carey, P; Cerfolio, L; Poole, J
Publisher: Babson College
Distributor: ecch (www.ecch.com) Reference: BAB077 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2002
Version Date: 14 April 2004
Geo location: Global, USA Industry: Telematics Timing: 1999
Topics: Scenario planning; Telematics; Automobile industry; Industry analysis; Strategy; New technology; Value chain; Telecommunications; Industry visioning
Abstract: This note provides an overview of the telematics industry in 2002. It may be used with to stimulate a discussion on the industry, as a vehicle for industry analysis, or as an adjunct to other cases about companies within the telematics industry. Would cars in the future be part of an integral information portal in a wireless world? The technology that would enable this revolution was called telematics, which was defined as 'mobile services delivered wirelessly to in-vehicle devices'. Was the next step into full-scale wireless services obtainable or desirable? Certainly the financial potential for telematics was creating excitement amongst automakers that competed in an industry plagued by steep competition and razor thin margins. If the automakers could successfully capture some of the financial value expected from the nascent telematics market, their profit margins would improve. However, telematics was also creating anxiety in Detroit, as auto manufacturers would be leaping into an uncharted world of wireless communications and services, far removed from their core competencies in automobile manufacturing, design and marketing. The automakers still faced a number of unanswered questions regarding this exciting new territory as they were making their decisions on their new product models that were to be launched in two to three years time. This case was previously nu
   A NOTE ON WOMEN AND PARTITION
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Khan, F A; Zubair, S
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 17-006-2006-2 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Published sources
Product Year: 2006
Geo location: Lahore, Pakistan Industry: NGOs (non-governmental organisations), gender Timing: 1947-2006
Topics: Events related to partition; Violence; Communal soul searching; Moral and ethical dilemmas; Personal and collective lives
Abstract: Since the fiftieth year of the partition of the Indian subcontinent in 1997, there has been a resurgence of popular as well as academic interest in understanding the events related to partition. Partition of a country, like other man-made catastrophes, compels the victims, perpetuators of violence, and the general community to re-examine their actions and roles in the course of events. It demands complex answers that require individual and communal soul searching. This crucial event continues to raise questions regarding the moral and ethical dilemmas of mankind as well as the need for frank and direct examination of issues such as representation, memory, violence, dislocation and time. Time has increased the distance between our own self, our worlds, and the events of the partition of the Indian subcontinent. Many survivors, bystanders, and perpetrators, are no longer alive; memories, archives and private histories comprise the scant information available. The intensified pursuit of memory, in its many possible forms, appears to be the ultimate way of relating to that event whose shadow continues to arouse impassioned emotions in the personal and collective lives of both countries.
   A NUT CASE
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Sivakumar, A — T.A. Pai Management Institute
Kamath, K P — T.A. Pai Management Institute

Distributor: ecch (www.ecch.com) Reference: 507-039-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2007
Geo location: India Industry: Cashew manufacturing
Topics: Jadu Kaju; Cashew nuts; Pricing strategy; Domestic kernel prices; Production of raw nuts; International standards
Abstract: This abstract is currently unavailable.
   A PARTICLE OF EVIDENCE
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Cohen, A R; Rothstein, D
Publisher: Babson College
Distributor: ecch (www.ecch.com) Reference: BAB079 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2000
Version Date: 26 May 2004
Topics: Leadership; Small groups; Change management; Reward sytems; Human resource management; Organisational structure; Safety enforcement
Abstract: This is a leadership, small group and change case that can put students in a situation as a manager of a department that operates potentially very dangerous equipment that is used to manufacture and alter highly dangerous gases. The manager is faced with the question of how to deal with the repercussions from an accident caused by one of his best operators that had contaminated the building. He was afraid that the accident had been a result of the operator smoking marijuana on the unsupervised night shift. He has to come to grips with his responsibilities and objectives as a manager, and based on his knowledge and understanding of the situation, takes steps to achieve them. The case may be used in undergraduate, graduate, or executive courses in organisational behaviour or leadership. While short enough for an in-class read, it raises a number of issues that can stimulate extensive discussions. This case was previously numbered 404-098-1.
   A PORTAL FOR THIRD PARTY LOGISTICS?
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Bhat, A P — T.A. Pai Management Institute
Jha, V S — T.A. Pai Management Institute
Aditya, J — T.A. Pai Management Institute
Sudhir, S — T.A. Pai Management Institute

Distributor: ecch (www.ecch.com) Reference: 506-099-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2006
Geo location: India Industry: Logistics
Topics: Fast Serve Logistics Pvt Ltd (FSL); Third party logistics (3PL); Customers of 3PL; Dealers and vendors; Transporters; Logistics provider; Warehousing; Container freight servicing (CFS); Information technology (IT); Cost benefit analysis; Marketing strateg
Abstract: This material hopes to enlighten the reader about the fundamentals of e-commerce, provide an insight into business-to-business (B2B) and business-to-consumer (B2C) commerce models, and the various benefits that a typical business entity that joins the web might gain. An illustrative information flow between the entities in a third party logistics operation is also covered at the end of this material.
   A ROUGH ROAD TO ENTREPRENEURIAL SUCCESS (A)
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Chen, J
Publisher: China Europe International Business School
Distributor: ecch (www.ecch.com) Reference: 807-003-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2007
Geo location: China Industry: Medical equipment Size: Middle Timing: 2001-2006
Topics: Medical equipment / apparatus; Heart valve; Surgical stapler; Entrepreneurship; Project selection; Long-term strategy; Project management; China
Abstract: This is the first of a two-case series (807-003-1 and 807-004-1). Having served the government for six years, Mr Yang Shaoqiang decided to be a businessman. Mr Yang believed the long-term development of his company was determined by whether he could find a good project with great potential. His initial trial was not successful, and the company lost a lot of money on a health supplement project. It was not long before another opportunity came to him. Two experts from the medical equipment field recommended two projects to Mr Yang. One was the heart valve and the other was the surgical stapler. Every project had some attractiveness and at the same time some deficiency. It was a hard choice for Mr Yang. The case presents an excellent scenario where the student has to make a selection and evaluation of the project based on a number of key factors including: (1) capital need; (2) technology; (3) risk; (4) market demand and potential; and (5) company resources.
   A ROUGH ROAD TO ENTREPRENEURIAL SUCCESS (B)
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Chen, J
Publisher: China Europe International Business School
Distributor: ecch (www.ecch.com) Reference: 807-004-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2007
Geo location: China Industry: Medical equipment Size: Middle Timing: 2001-2006
Topics: Medical equipment / apparatus; Heart valve; Surgical stapler; Entrepreneurship; Project selection; Long-term strategy; Project management; China
Abstract: This is the second of a two-case series (807-003-1 and 807-004-1). Having served the government for six years, Mr Yang Shaoqiang decided to be a businessman. Mr Yang believed the long-term development of his company was determined by whether he could find a good project with great potential. His initial trial was not successful, and the company lost a lot of money on a health supplement project. It was not long before another opportunity came to him. Two experts from the medical equipment field recommended two projects to Mr Yang. One was the heart valve and the other was the surgical stapler. Every project had some attractiveness and at the same time some deficiency. It was a hard choice for Mr Yang. The case presents an excellent scenario where the student have to make a selection and evaluation of the project based on a number of key factors including: (1) capital need; (2) technology; (3) risk; (4) market demand and potential; and (5) company resources.
   A RUSSIAN MACDONALD’S - FANTASY OR REALITY: MANAGING THE GROWTH OF CHAINAYA LOZHKA COMPANY
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Shirokova, G V — Graduate School of Management, St. Petersburg State University (GSOM)
Verkhovskaya, O R — Graduate School of Management, St. Petersburg State University (GSOM)

Distributor: ecch (www.ecch.com) Reference: 307-176-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2007
Geo location: Russia Industry: Fast food Size: Middle-sized Timing: 2001-2005
Topics: Russia; Change management; Fast food; Strategy; Organisation design; Organisational life cycle; Competitive advantage; 'Growing pains'
Abstract: The case study deals with company management in conditions of intensive development and a fast growing market. The case study gives an overview of the Russian fast food market, describes how Chainaya Lozhka Company was started and provides information about the company's development during the first five years of its existence. Special attention is given to such issues as company management within the company life-cycle theory and to problems that any company has to face at different stages of its life cycle. The case study contains extensive information that can help in working out future strategies for the company's development and can be useful in choosing the type of organisational structure that would meet new business requirements. This case has been featured on the ecch website, //www.ecch.com/about/featured-case-ECCHO-38-1.cfm target=_blank>click to view the article.
   A SOCIOECONOMIC NOTE ON HUNGARY IN 1990
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Wolfe, J — University of Tulsa
Poor, J — International Management Center, Budapest

Distributor: ecch (www.ecch.com) Reference: 191-006-5 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 1991
Geo location: Hungary Industry: Entire nation Timing: Past decade
Topics: Background information; Balance of payments; Business and society; Business environment; Capital markets; Conditions of employment; Cooperatives; Corporate culture; Currency; Decision theory; Economic analysis; Economic development; Employee attitude; Ent
Abstract: Hungary has been at the forefront in implementing a market oriented economy within the former Socialist block. This case provides background information on the nature of the Hungarian economy in early 1990 and can be used to familiarize students with the past decision making environment managers faced in this Socialist country.
   A STRUGGLE FOR DOMINANCE: THE NEWSPAPER PRICE WAR OF SUMMER 1994
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Saunders, P — Imperial College London
Severn, J M — London South Bank University (LSBU)

Distributor: ecch (www.ecch.com) Reference: 194-037-1 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 1994
Geo location: London Industry: Newspaper (UK) Size: Large Timing: 1994
Topics: Price wars; Marginal cost; Cost, profit, volume; Break-even; Contribution, price cuts; Strategy
Abstract: The case is set in The Guardian Newspaper's Head Office where the key issue is to decide whether to respond to competitors' price cuts with a price cut of their own. The case can be used as an illustration of the strategic elements of price wars or as a detailed analysis of the cost, profit, volume relationships of the UK newspaper industry.
   ’A SUCCESS STORY!‘: CASE OF A WOMEN MICRO ENTREPRENEUR
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Ilyas, M — Air University
Shad, I U — Air University

Distributor: ecch (www.ecch.com) Reference: 809-013-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2009
Geo location: Pakistan Industry: Farming Size: 70 employees
Topics: Entrepreneurship; Women entrepreneurship; Micro finance; Business incubator; Diversification; Social responsiveness
Abstract: This case invites us to think about the status of women entrepreneurs in society and how commitment and passion motivates women to stand up economically for their family. It is the story of a young woman who lost her husband at a young age and was forced to migrate to a city from her native village, along with her children and very little money. She starts a business of potato farming with the help of her uncle, along with an NGO (non-governmental orgnisation) and a micro finance institution. Her hard work, commitment, passion and intelligence made her successful. She now runs an independent business employing seventy poor women of the town. She is also president of a women's organisation, declared best entrepreneur, has established a vocational centre and visited many developed countries of the world. The case describes the story of a socially responsive woman who takes up the mantle of leadership. She now wants to diversify her business and start some agri-related ventures, working on the establishment of a business incubator in the town.
   A SUCCESSFUL MARKETING CULTURE - MICROSOFT UK
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Verity, J — Cranfield University
Distributor: ecch (www.ecch.com) Reference: 595-044-1 Language: English
Category: Marketing Data source: Field research
Product Year: 1995
Geo location: UK Industry: Software Size: 550 people in UK, largest software company in world, market capitalisation US$30 billion Timing: 1994
Topics: Organisational culture; Vision/mission; Organisational goals; Management style
Abstract: The case summarises a presentation made by the Director of Marketing, Microsoft UK, to an internal training programme at Shell International. The topic addressed is aspects of organisational cultural which contribute to successful marketing at Microsoft UK. The case can be used in conjunction with any other information (press/media/advertising/books) to explore what organisational culture is and what tangible factors of the organisation contribute to culture; debate how facets of culture contribute to the marketing effort; compare/contrast with managers' experiences of their own organisations.
   A TALE OF TWO CIOs
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Richards, D — Henley Business School
Head, C H — Henley Business School

Distributor: ecch (www.ecch.com) Reference: 906-007-1 Language: English
Category: Knowledge, Information and Communications Systems Management Data source: Published sources
Product Year: 2006
Geo location: UK, USA Industry: Retail Size: Very large Timing: 1993-2005
Topics: Information management; Control systems; SCM (supply chain management); Operations management; Marketing; Sales; Information systems strategy; Procurement; SRM (supplier relationship management); CRM (customer relationship management)
Abstract: This case study and teaching note address the problem of finding class discussion material that will not only develop students' analytical powers, but provide an opportunity to build synthesis capability. The case compares the success of the chief information officer at retail giant Walmart, with the less successful outcome for her counterpart at Sainsbury's in the same timeframe. The case does not hand student answers on a plate, they have to apply analytical thinking ( if necessary guided by some academic frameworks) before they can progress to synthesising their solutions. A comprehensive teaching note provides three suggested questions, and all the supporting material necessary to conduct an interesting class debate for masters level students or ambitious first degree groups.
   A TRANS-ATLANTIC MERGER OF EQUALS: PHARMACIA & UPJOHN (A)
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Morosini, P — EPFL Ecole Polytechnique Federale de Lausanne
Coughlan, S — EPFL Ecole Polytechnique Federale de Lausanne

Distributor: ecch (www.ecch.com) Reference: 307-196-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2007
Geo location: Sweden, USA, Europe Industry: Pharmaceuticals Size: US$7 billion sales Timing: 1995
Topics: Merger; Acquisition; Integration; Corporate culture; National culture; Managerial trust; Negotiation; Cultural differences; Communications
Abstract: This is the first of a two-case series (307-196-1 and 307-197-1). In November 1995, Swedish pharmaceutical Pharmacia and American Upjohn Co merged in a transatlantic 'merger of equals'. The deal was valued at close to US$6 billion. The merger was motivated by Pharmacia's strong distribution network in Europe, an attractive draw for Upjohn. Upjohn's access to a relatively large sales force and widespread distribution channels in the US were the principal attractions for Pharmacia. The merged pharmaceutical was the ninth largest drug maker globally, and had annual sales of US$7 billion. Since Upjohn was a well-established brand in its North American base and Pharmacia held a strong position on the Scandinavian market, both companies decided to keep the two names, rather than rebranding the new company; the merged company was known as Pharmacia & Upjohn (P&U). It aimed to be well placed to sell large quantities of drugs to HMOs (health management organisations) and similar organisations, and would also have significant resources (US$1 billion) for creating new drugs. The headquarters of the new company would be neither in the US nor Sweden, but somewhere in between: in Windsor, near London in the UK. The two parties went through an intensive pre-merger integration process two months before the deal went public on 20
   A TRIPTYCH IN INTERNATIONAL FINANCE: SHIPPING FINANCE
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Wu, J — Aston University
Herbst, A F — University of Texas at El Paso
Lam, K — Taiship Co Ltd

Distributor: ecch (www.ecch.com) Reference: 102-025-1 Language: English
Category: Finance, Accounting and Control Data source: Field research
Product Year: 2002
Geo location: Asia, Europe, Hong Kong Industry: Shipping Timing: 2000
Topics: Shipping investment; Ship chartering; Cash flow estimation; Capital budgeting; Industry analysis; Competitive analysis; Valuation; Lending
Abstract: This case in shipping finance is written from three different perspectives: (1) banker; (2) shipping equity investor; and (3) ship charter. A number of shipping terms and contract terms are introduced. Excel worksheets are included with a glossary of terminology. The case centres on the analysis of investment in ships that would be chartered by an industrial group. This case was sponsored by the Indiana University CIBER Case Collection.
   A TUTORIAL ON STRATEGIC REAL OPTIONS: TOURIST/RECREATIONAL FISHING IN TAIWAN
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Lin, J B — University of South Florida
Herbst, A F — University of Texas at El Paso

Distributor: ecch (www.ecch.com) Reference: 102-031-1 Language: English
Category: Finance, Accounting and Control Data source: Published sources
Product Year: 2002
Geo location: Asia, Taiwan Industry: Tourism and recreational fishing Size: Small to medium Timing: 2002
Topics: Real options; Strategic flexibility; Capital investment; Discounted cash flow (DCF); Contingency planning
Abstract: This case analyses tourist and recreational fishing as an exercise in strategic real options. It analyses several types of commonly observed real options and provides numerical examples as illustration of how these embedded real options enhance project value and when it is optimal for managers to exercise these options and to effect strategic changes. Managers respond to changing market conditions with decisions that reflect both short-term and long-term adjustments to their businesses. To determine the viability of a particular new project, or a new mode of operation, conventional finance textbooks prescribe the Net Present Value (NPV) based on Discounted Cash Flow (DCF) analysis. Recent advances in the theory of real options, however, point to the serious shortcoming of DCF analysis in the presence of operational flexibility. Operational flexibility is widely observable in many business situations. By ignoring strategic flexibility in a project, conventional NPV can lead to erroneous conclusions, under investment, and lost opportunities. This case was sponsored by the Indiana University CIBER Case Collection. There is a Chinese translation available 'C102-031-1'.
  Add   View  11 pp.  Case
Lin, J B — University of South Florida
Herbst, A F — University of Texas at El Paso

Distributor: ecch (www.ecch.com) Reference: C102-031-1 Language: Simplified Chinese
Category: Finance, Accounting and Control Data source: Published sources
Product Year: 2002
Geo location: Asia, Taiwan Industry: Tourism and recreational fishing Size: Small to medium Timing: 2002
Topics: Real options; Strategic flexibility; Capital investment; Discounted cash flow (DCF); Contingency planning
Abstract: This is a Chinese translation of the case '102-031-1'. The abstract of the case is as follows: This case analyses tourist and recreational fishing as an exercise in strategic real options. It analyses several types of commonly observed real options and provides numerical examples as illustration of how these embedded real options enhance project value and when it is optimal for managers to exercise these options and to effect strategic changes. Managers respond to changing market conditions with decisions that reflect both short-term and long-term adjustments to their businesses. To determine the viability of a particular new project, or a new mode of operation, conventional finance textbooks prescribe the Net Present Value (NPV) based on Discounted Cash Flow (DCF) analysis. Recent advances in the theory of real options, however, point to the serious shortcoming of DCF analysis in the presence of operational flexibility. Operational flexibility is widely observable in many business situations. By ignoring strategic flexibility in a project, conventional NPV can lead to erroneous conclusions, under investment, and lost opportunities. This case was sponsored by the Indiana University CIBER Case Collection.
   A VISITING AMERICAN: US ENTREPRENEUR MEETS JAPANESE SYSTEM
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Dodd, M — Asian Expertise
Distributor: ecch (www.ecch.com) Reference: 403-023-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Generalised experience
Product Year: 2003
Geo location: Japan Industry: Electrical Size: 1,500 employees Timing: 2002
Topics: Japan; Business culture; Culture clash; Promotion by seniority; Frustration of young staff; Corporate inertia; American insensitivity; Japanese inflexibility; Japanese human resource management
Abstract: A young Japanese man, raised in the UK and speaking good English, joins a medium-sized Japanese company. By chance, he meets an American entrepreneur with whom his company has been trying to work without success. The case describes how the company fails to make use of the opportunity to develop the relationship, as middle management inflexibility frustrates the American. The dilemma of the young man is described as he is forced to suppress his instincts in order to conform to the company system, while at the same time his linguistic ability and foreign know-how cast him as an outsider in the eyes of the traditionalists in the company.
   AAP KI PANCHAYAT
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Dhar, S — Nirma University
Jain, R K — Nirma University
Barad, K B — Nirma University
Mehta, M — Nirma University
Choksi, N A — Nirma University

Distributor: ecch (www.ecch.com) Reference: 809-016-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2009
Geo location: Western India Industry: Retail Size: Small Timing: 2007
Topics: Entrepreneurship; Target segment; Brand positioning; Perceptual mapping
Abstract: For ages, the paan business in India has been in vogue. The traditional paan shops were located in remote corners of cities and would always have a shabby look. Paan shop owners did not enjoy much social recognition and appreciation in society. Therefore, this business in India was run mostly by those who did not have any other option of earning their livelihood. Although people from higher economic and social strata of the country loved to chew sweet paan and mouth fresheners, they were reluctant to take their families to such paan shops because of the social stigma prevalent in the country. The case depicts how, Shyam and his daughter Kavita dared to transform this unorganised and non-branded paan business into an organised and branded one. Moreover they as promoters show how innovation and entrepreneurial skills can be unleashed to show to the world that successful people don't do different things but do things differently. Even a paan business could be worth a million dollars and can create wealth for themselves and other stakeholders, and in a manner that was acceptable to society.
   ABB FLEXIBLE AUTOMATION (A): GLOBAL STRATEGY FOR THE MILLENNIUM
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Jeannet, J P; Lanning, M
Publisher: Babson College
Distributor: ecch (www.ecch.com) Reference: BAB100 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2002
Version Date: 8 December 2004
Geo location: Europe, worldwide Industry: Factory automation and robotics Size: US$2 billion Timing: 1999
Topics: Strategy; Global strategy; International business; Factory automation; Robotics; Industry dynamics; Industry vision
Abstract: This is the first of a two-case series (BAB100 and BAB101). The cases were written to describe the existing strategy of ABB FA and allow for discussion of issues such as business unit strategy, competitive advantage, core competencies, and company vision. They are suitable for courses in strategy, global strategy, international business, and factory automation. A Case - In 1999, ABB Flexible Automation (FA) of Zurich, Switzerland, conducted worldwide operations supplying robotics products, systems, and services to automotive manufacturing, automotive parts, and consumer goods general industries. The automotive market, traditionally the key market for ABB FA, was undergoing transformation. FA enjoyed a leading global position and was considering strategy options that would secure this position for the future. B Case - In March 2000, the president of ABB Flexible Automation (FA) was evaluating specific strategy options for the future. The FA goal was to achieve US$3 billion in orders by the year 2000. In light of transformations in the automotive industry, traditionally the key global customer, FA would need to make significant changes. Options under consideration among others included cost reduction, addition of new industry segments, and pricing changes. An industry note 'Note on the Robotics and Flexible Automation Industry (1999)' (302-182-5) is available to accompany
   ABB FLEXIBLE AUTOMATION (B): GLOBAL STRATEGY FOR THE MILLENNIUM
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Jeannet, J P; Lanning, M
Publisher: Babson College
Distributor: ecch (www.ecch.com) Reference: BAB101 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2002
Version Date: 6 December 2004
Geo location: Worldwide Industry: Robotics and flexible automation Timing: 2000
Topics: Strategy; Global strategy; International business; Factory automation; Robotics; Industry dynamics; Industry vision
Abstract: This is the second of a two-case series (BAB100 and BAB101). The cases were written to describe the existing strategy of ABB FA and allow for discussion of issues such as business unit strategy, competitive advantage, core competencies, and company vision. They are suitable for courses in strategy, global strategy, international business, and factory automation. A Case - In 1999, ABB Flexible Automation (FA) of Zurich, Switzerland, conducted worldwide operations supplying robotics products, systems, and services to automotive manufacturing, automotive parts, and consumer goods general industries. The automotive market, traditionally the key market for ABB FA, was undergoing transformation. FA enjoyed a leading global position and was considering strategy options that would secure this position for the future. B Case - In March 2000, the president of ABB Flexible Automation (FA) was evaluating specific strategy options for the future. The FA goal was to achieve US$3 billion in orders by the year 2000. In light of transformations in the automotive industry, traditionally the key global customer, FA would need to make significant changes. Options under consideration among others included cost reduction, addition of new industry segments, and pricing changes. An industry note 'Note on the Robotics and Flexible Automation Industry (1999)' (302-182-5) is available to accompany the case series. This case was
   ABB TRANSFORMERS: CAPITAL BUDGETING
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Long, G — Waterford Institute of Technology
Kenealy, K — Waterford Institute of Technology

Distributor: ecch (www.ecch.com) Reference: 102-036-1 Language: English
Category: Finance, Accounting and Control Data source: Published sources
Product Year: 2002
Geo location: Ireland Industry: Manufacturing Timing: 1998
Topics: Capital budgeting
Abstract: The purpose of this very compact case study is to apply capital budgeting techniques in a realistic manufacturing situation where projects are interrelated and multiple approaches are common. The case attempts to demonstrate that it is possible, with a little effort, to determine the net worth of capital budgeting decisions. It is designed for spreadsheet analysis. It demonstrates, with numerical analysis different approaches to the problem. There is a comprehensive teaching note to accompany the case and the necessary spreadsheet analysis (102-036-0) is supplied free of charge with the case.
   ABB: CAN A SWISS MULTINATIONAL BE NEUTRAL IN ITS GROUP STRUCTURE?
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Kaufmann, L; Tritt, C; Antrup, A; Auferoth, T; Horstkotte, J; Khessin, A
Publisher: WHU Otto Beisheim School of Management
Distributor: ecch (www.ecch.com) Reference: 307-137-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2007
Geo location: Switzerland, International Industry: Electronics Size: More than 100,000 employees Timing: 2005
Topics: Switzerland; ABB (Asea Brown Boveri Ltd); Organisation; Restructuring; International; Organisational structure; Control; Complexity; International business / management; Corporate policy; Divisional structure; Complexity reduction; Conglomerate; Core business; Company organisation; Decentralisation / centralisation
Abstract: After the company had mastered a substantial crisis from 2001 to 2004 and had gone through major organisational restructuring and streamlining, ABB (Asea Brown Boveri Ltd) needed a new organisational structure in 2005. This had to: (1) accommodate the needs of ABB's international scope; and (2) foster innovation in order to keep ABB abreast of a fast-moving industry. The case asks students to develop organisational options and to evaluate these using various theoretical frameworks. The case not only features the application of basic organisational theory, but illustrates how to apply complexity theory to practice, link these frameworks to international business theory and think beyond the issues tackled, drawing on insights of corporate policy theory. Students are expected to grasp the essence of a vast array of information to apply theory to the data, thus resembling actual top level decision making in multinationals of which ABB is a prime example. A teaching note supplement '307-137-9' is available to accompany the teaching note.
   ABB: STRATEGIC RISE, DECLINE AND RENEWAL (1988-2008)
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Mulligan, R M — Richmond, The American International University
Distributor: ecch (www.ecch.com) Reference: 308-329-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2008
Geo location: Global Industry: Mechanical, electrical Size: Approximately $30 billion Timing: 1998-2008
Topics: Emergent strategy; Global search; Structural change; Corporate governance; Power culture at centre; Management of due diligence; SBU / product balance glows; Pitfalls of short-termism; Pitfalls of fast growth via acquisition; Fault lines in matrix structures
Abstract: This case discusses the strategic development of ABB from its inception in 1988 to the start of 2008. It illustrates how the company eventually achieved a global profitable presence in the vision of its first CEO, Percy Barnevik, but only after considerable strategic and operational misjudgements were corrected by several other CEOs. The case highlights the dangers of: (1) a central power culture in strategic determination; (2) the importance of organisational structure and its development to build effective communication; (3) the need to build a global presence around a narrower product / service focus; (4) the need to focus on and build a more diverse customer base and how well-meaning strategic vision; and (5) development can be affected by environmental change. The case also illustrates the importance of the emergent nature of strategic determination.
   ABBEY NATIONAL: FROM BUILDING SOCIETY TO ACQUISITION TARGET
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Moeller, S — Cass Business School
Wells, T — Cass Business School

Distributor: ecch (www.ecch.com) Reference: 305-477-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2005
Geo location: United Kingdom Industry: Banking Size: u8.5 billion Timing: 2004
Topics: Mergers; Acquisitions; United Kingdom; Banking; Takeover; Target; Spain; Strategy; Abbey; Santander; Cross-border
Abstract: This case focuses on the history of Abbey National from its formation in 1944 through to its growth as a bulding society, its transformation into a diversified bank, and the various takeover and merger bids in its last four years as an independent entity, until acquired by the Spanish bank Grupo Santander. The case was designed for use in a post-graduate MBA or MSc course on banking, European and United Kingdom financial services, mergers and acquisitions, and business growth and has been used as well in executive education courses.
   ABC NETWORKING CORPORATION: NEW CHALLENGES TO FACE IN INTERNATIONAL MARKET
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Mufti, A — Air University
Shad, I U — Air University

Distributor: ecch (www.ecch.com) Reference: 809-010-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2009
Geo location: Pakistan Industry: IT Size: 25 employees Timing: 2005
Topics: Decision making; Time management; Conflict management; Business strategy
Abstract: This case is about a US-based computer networking company, who have a branch office in Pakistan. The company is operating in two different cultures, business environments and economic conditions. It talks about how the company was started by partners, how the finances were arranged and what was the working pattern, the strategy of the company and its ups and downs. What decisions were made to start a new company, to make it grow and survive? The main focus of the case is about strategy, decision making and time management of the company. The case highlights problems of the two set-ups and of distributed international development centres.
   ABCAM.COM: SHAPING INDUSTRY DYNAMICS THROUGH FLEXIBLE INTERMEDIATION STRATEGIES IN THE BUSINESS MODEL
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Barrett, M — Cambridge Judge Business School
Distributor: ecch (www.ecch.com) Reference: 903-019-1 Language: English
Category: Knowledge, Information and Communications Systems Management Data source: Field research
Product Year: 2003
Geo location: Cambridge, England Industry: Antibody reagent, Bio Tech Size: 40 product range Timing: 2001-2002
Topics: Electronic markets; Electronic marketplace; Business models; Industry dynamics; Technology strategy; Entrepreneurship
Abstract: The Abcam case was developed from a study of the organisation in 2002 to 2003. The case study is concerned with the strategic development of a small web-based intermediary in the 'Silicon Fen' of Cambridge, England in the aftermath of the dot com boom and bust. The CEO is faced with some key decisions as to the appropriate business model to pursue in a dynamic and fast growing life science industry. The case is suitable for a wide range of courses concerned with the growth and strategic management of small Internet-based firms, whether they are in entrepreneurship, marketing, information systems, e-business, or the strategy and innovation area. The case is comprehensive in scope but is not difficult and as such is relevant for both senior undergraduate as well as postgraduate levels. The teaching note provides additional material to help teachers in the preparation and delivery of the case to their students. It contains sections on teaching objectives and approach, questions for group discussion, analysis of case and suggestions for additional reading.
   ABRAKEBABRA: GROWING PAINS IN A FAST FOOD RESTAURANT CHAIN
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Beere, R — UCD Michael Smurfit School of Business
O'Gorman, C — University College Dublin (UCD)
McNamara, P — University College Dublin (UCD)

Distributor: ecch (www.ecch.com) Reference: 804-031-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2004
Geo location: Ireland Industry: Fast food Size: Small-medium enterprise (SME)
Topics: Entrepreneurship; Growth; Franchising; Small and medium enterprise (SME); New venture; Growing pains; Stages of development; Start-up; Strategy; Restaurant; Fast food; Irish; Abrakebabra
Abstract: This case focuses on the start-up and rapid expansion of Abrakebabra, an innovative fast food restaurant chain started in Dublin, Ireland in 1982. It filled a gap in the market by offering fast food to late night customers who came from local pubs and nightclubs. The firm experienced rapid growth. Lacking capital to exploit these opportunities the brothers began to offer franchise contracts. At its height Abrakebabra had 59 outlets, 11 owned and managed by the founders. By 2003 Abrakebabra was the 2nd largest fast food franchise in Ireland. In 2002 one of the founders sold his share of the business, valuing Abrakebabra at euros 7.6 million. The case is about the start-up process, rapid new venture growth that was achieved by franchising, and the managerial and organisational problems that followed a period of rapid growth. The case allows discussion of: (1) the start-up process; (2) the why and how of new venture growth; and (3) the managerial and organisational consequences of rapid growth. The teaching note, written by C O'Gorman and R Beere, offers insights into how the case can be employed to explore these issues. This case was written with the support of a //www.ecch.com/scholarships target=_blank>Philip Law Scholarship awarded by ecch. **
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   ABRAKEBABRA: SURVIVING THE FRANCHISEE REVOLT
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McNamara, P — University College Dublin (UCD)
Beere, R — UCD Michael Smurfit School of Business

Distributor: ecch (www.ecch.com) Reference: 304-234-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2004
Geo location: Ireland Industry: Fast food Size: Small to medium sized enterprise Timing: 1997-2003
Topics: Control systems; Strategy; Agency theory; Principal; Agent; Goal conflict; Adverse selection; Restaurant; Entrepreneurship; Executive interviews; European; Franchising; Renewal; Turnaround; Organisation development
Abstract: During the height of the Irish Celtic tiger Abrakebabra, the country's largest fast food franchiser, faced a serious revolt by its franchisees. Abrakebabra had lost its focus. At a time when 80% of group sales came from independent franchisees, management at Abrakebabra spent 80% of their time focused on the small number of restaurants that Abrakebabra owned. Unhappy with the value provided by Abrakebabra management, franchisees sought to renegotiate the 7% in levies on gross sales paid to Abrakebabra. In response to the revolt Abrakebabra franchised out its remaining restaurants and became a 100% franchise operation with new, franchisee focused, control systems. The case explores how Abrakebabra created and captured value through a series of control systems that recognise goal conflict between the franchiser and franchisees. These include new franchisee selection systems, detailed control systems that ensure conformity of customer service across all franchisee restaurants, and simple mechanisms to minimise cheating by franchisees on the reporting of their sales. The teaching note analyses the case from an agency theory and control systems perspective. This case was written with the support of a //www.ecch.com/scholarships target=_blank>Philip Law Sch
   ABSA’S FREE INTERNET ACCESS
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Koen, K; Townsend, S
Publisher: Wits Business School - University of the Witwatersrand
Distributor: ecch (www.ecch.com) Reference: 503-047-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2003
Geo location: South Africa Industry: Banking Size: Large Timing: 2000-2001
Topics: Internet; On-line banking; Marketing; Branding initiative; Customer relations; IT application corporations
Abstract: In 2001, overall Internet access in South Africa was around two million and Absa, one of the major banking groups in South Africa, had an Internet banking client base of 153,000. In a move aimed at doubling this client base and changing the bank's image from one of e-laggard to e- leader, the group decided, in conjunction with a UK IT company Affinity, to offer free Internet access to anyone in South Africa. Despite widely expressed scepticism about the viability of the project, the uptake was enormous. The projected month-one target of 10,000 registrations was reached on the first day. In 2002 however, Absa was forced to withdraw the offer of free Internet access for all. The withdrawal of Affinity from the deal, which meant that Absa would now have to incur the costs of the project, and the liquidation of an Absa subsidiary, which put some financial strain on the group, meant that the project was no longer viable. Nevertheless, in terms of creating brand awareness and positioning Absa as a progressive bank, it has been a tremendously successful project. Santie Botha, Absa's group Executive Director, reflected on the good, the bad and the ugly of the project.
   ABU YAKUBU
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Udoji, U — Lagos Business School
Distributor: ecch (www.ecch.com) Reference: 406-008-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2006
Geo location: Nigeria Timing: 1996
Topics: Communication; Assertiveness; Human behaviour
Abstract: Abu Yakubu is a young man living with his older sister. His boss (a woman) asks him to prepare a report and allows him to set his own deadline. Rather than set a reasonable deadline, he sets a deadline to impress his boss. On realising his folly, rather than negotiate an extension, he tries to avoid his boss and takes out his frustration on people around him. The case shows how an individual can hold other people responsible for his/her own wrong decisions and how the state of one?s mind can affect positively and negatively, other aspects of one?s life. The case is useful for teaching many aspects of human behaviour especially communication, assertiveness and building a healthy self-esteem. A technical note ?Assertiveness? (406-008-6) is available to accompany this case.
   ACADEMY COMPUTERS LIMITED
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Martin, F — University of Stirling
Brown, G — University of Stirling

Distributor: ecch (www.ecch.com) Reference: 397-031-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1997
Geo location: Scotland Industry: Computer software Size: 4 million per annum in sales, 50 people Timing: 1989-1994
Topics: Entrepreneurship; Business start-up; Business strategy; Marketing strategy
Abstract: This case outlines the start-up, rapid growth, and near collapse of a computer services company. The case raises the issue of management competence based on entrepreneurial type, team skills and management structure. The particular issue of the need for good management information when managing rapid growth in a small company from start-up, and in the face of a major change of strategy, is directly referred to. The implications of effective start-up, growth and change of strategic direction on management and financial control systems are all at the centre of the case.
   ACCESS BLOCKING AT GHENT UNIVERSITY HOSPITAL
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Gemmel, P; De Raedt, L
Publisher: Vlerick Leuven Gent Management School
Distributor: ecch (www.ecch.com) Reference: 609-007-1 Language: English
Category: Production and Operations Management Data source: Field research
Product Year: 2009
Geo location: Ghent, Belgium Industry: Health care Size: Approximately 4,000 employees Timing: September 2006 to January 2007
Topics: Emergency department; Process management; Patient flow; Access blocking
Abstract: In the summer of 2006, some conflicts arose between the emergency department (ED) and some of the internal nursing departments (INDs) of Ghent University Hospital. The ED staff did not understand why the CEO had communicated a message about the low occupancy rate of the beds in the hospital, because he had been confronted for some years with the phenomenon of access blocking in the ED. Furthermore, the ED staff had evidence of the fact that the access of patients from the ED to the INDs was being blocked even though there were free beds in these nursing departments. As a consequence, the ED regularly became overcrowded, which led to an unacceptable workload for the ED staff. Therefore, the CEO and the hospital's chief of medicine invited Dr Paul De Meester - Professor of Health Care Management - to discuss the matter. Dr De Meester understood that this issue was not only an 'ED' problem, but a complex hospital-wide problem. Nevertheless, Dr De Meester was asked to come up with a solution. Fortunately, a lot of data had been gathered, which allowed Paul De Meester to make several well-founded recommendations.
   ACCOUNT MANAGER AT SCIENTISTS ON ASSIGNMENT’S
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Ulvoas, G — ESC (Ecole Superieure de Commerce) Bretagne Brest
Distributor: ecch (www.ecch.com) Reference: 508-012-1 Language: English
Category: Marketing Data source: Generalised experience
Product Year: 2008
Geo location: USA Industry: Temporary help services Size: Small-to-medium sized enterprise
Topics: Sales; Negotiation; Services; Customer relationship; B to B; Customer loyalty; Temporary help; Key account; Partnership agreement; Competition; Business development
Abstract: This is the first of a two-case series (508-012-1 and 508-013-1). Both cases can be used independently. A young and ambitious sales representative is hired by 'Scientists On Assignment', the number one provider of scientific temporary help services in the United States. In charge of business development for a smaller branch, he is going to: (1) learn to structure sales interviews; (2) convince new clients to use the company's services; and (3) develop existing client accounts. This case contains 5 role-plays of increasing complexity. They can be used in a progressive fashion, as suggested in the case, or separately, in order to have the student practice a specific negotiation context (exploratory interview with a prospect, objections handling, service delivery trouble-shooting, new products presentation). The case contains a wealth of scenarios which provide enough teaching material for one or more tutored sessions and a final exam, depending on the instructor's needs. Professional sales tools are provided for students: (1) a business card; (2) a company brochure; (3) a description of services; and (4) a list of service rates.
   ACCOUNT PLANNING AT MOODY BLUES
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Rajagopalan, R — T.A. Pai Management Institute
Karthik, H — T.A. Pai Management Institute
Pandy, R — T.A. Pai Management Institute

Distributor: ecch (www.ecch.com) Reference: 106-023-1 Language: English
Category: Finance, Accounting and Control Data source: Field research
Product Year: 2006
Geo location: India Industry: Advertising agency
Topics: Moody Blues; Leading advertising agency; Media and account planning department; Organisation structure; Information from the Net; Working committee; Brand building process; Operational aspects of advertising making process
Abstract: This abstract is currently unavailable.
   ACCOUNTING CHANGES IN THE MUNICIPALITY OF LIGHTHOUSE
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Caccia, L; Steccolini, I
Publisher: SDA Bocconi
Distributor: ecch (www.ecch.com) Reference: 105-071-1 Language: English
Category: Finance, Accounting and Control Data source: Field research
Product Year: 2005
Geo location: Italy Industry: Public sector, local government Size: Small to medium Timing: 1992-2002
Topics: Accounting systems and tools; Change process; Local governments; Public sector reform
Abstract: The aim of the case is to gain a better understanding of the accounting system change processes, in the context of public sector reforms, by focusing on the organisational level of analysis and studying the development path of accounting tools in a local government body over a decade. Change is deeply explored through the investigation of the interactions between managerial accounting tools and the social, organisational and institutional context of a public organisation. The main issues of the case are: (1) the identification of patterns in accounting renewal; (2) the identification and the analysis of possible gaps between the declared purposes and actual effects of changes in managerial accounting systems; and (3) the analysis of the role of the existing routines and culture in constraining the processes of change and their effects.
   ACCOUNTING FOR STOCK COMPENSATION: VALUATION EFFECTS AND CROSS-BORDER FINANCIAL STATEMENT ANALYSIS PART ONE
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Barker, R — Cambridge Judge Business School
Distributor: ecch (www.ecch.com) Reference: 101-021-1 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 2001
Geo location: London, New York, Taiwan Industry: Stock market Timing: 1999-2000
Topics: Accounting; Stock compensation; Valuation; Financial statement analysis; Capital markets; Financial reporting standards; Equity research
Abstract: This is the first of a two-case series (101-021-1 and 101-022-1). This case series covers a range of issues in valuation and financial statement analysis. The specific setting for the case is accounting for stock compensation. This is a highly typical and controversial subject across all capital markets. It is also a subject that enables an illustration of a range of broader themes, such as: (1) comparability of financial statement data across borders; (2) definition and measurement of earnings per share and free cash flow; (3) distinctions between equity and debt, and between distributions and expenses; (4) interpretation of enterprise value vs book value of capital employed; and (5) financial reporting regulation. Part One of the case is distributed to students as preparatory reading and provides a range of background information on the issue of accounting for stock compensation. Part Two, which comprises financial statement data, is issued during class. The 'Solutions' to the analysis is available as the supplementary material (101-021-4).
   ACCOUNTING FOR STOCK COMPENSATION: VALUATION EFFECTS AND CROSS-BORDER FINANCIAL STATEMENT ANALYSIS PART TWO
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Barker, R — Cambridge Judge Business School
Distributor: ecch (www.ecch.com) Reference: 101-022-1 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 2001
Geo location: London, New York, Taiwan Industry: Stock market Timing: 1999-2000
Topics: Accounting; Stock compensation; Valuation; Financial statement analysis; Capital markets; Financial reporting standards; Equity research
Abstract: This is the second of a two-case series (101-021-1 and 101-022-1). This case series covers a range of issues in valuation and financial statement analysis. The specific setting for the case is accounting for stock compensation. This is a highly typical and controversial subject across all capital markets. It is also a subject that enables an illustration of a range of broader themes, such as: (1) comparability of financial statement data across borders; (2) definition and measurement of earnings per share and free cash flow; (3) distinctions between equity and debt, and between distributions and expenses; (4) interpretation of enterprise value vs book value of capital employed; and (5) financial reporting regulation. Part One of the case is distributed to students as preparatory reading and provides a range of background information on the issue of accounting for stock compensation. Part Two, which comprises financial statement data, is issued during class. The 'Solutions' to the analysis is available as the supplementary material (101-021-4).
   ACCOUNTING FOR STOCK COMPENSATION: VALUATION EFFECTS AND CROSS-BORDER FINANCIAL STATEMENT ANALYSIS: SOLUTIONS
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Barker, R — Cambridge Judge Business School
Distributor: ecch (www.ecch.com) Reference: 101-021-4 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 2001
Geo location: London, New York, Taiwan Industry: Stock market Timing: 1999-2000
Topics: Accounting; Stock compensation; Valuation; Financial statement analysis; Capital markets; Financial reporting standards; Equity research
Abstract: This is the supplement of a two-case series (101-021-1 and 101-022-1). This case series covers a range of issues in valuation and financial statement analysis. The specific setting for the case is accounting for stock compensation. This is a highly typical and controversial subject across all capital markets. It is also a subject that enables an illustration of a range of broader themes, such as: (1) comparability of financial statement data across borders; (2) definition and measurement of earnings per share and free cash flow; (3) distinctions between equity and debt, and between distributions and expenses; (4) interpretation of enterprise value vs book value of capital employed; and (5) financial reporting regulation. Part One of the case is distributed to students as preparatory reading and provides a range of background information on the issue of accounting for stock compensation. Part Two, which comprises financial statement data, is issued during class. The 'Solutions' to the analysis is available as the supplementary material (101-021-4).
   ACCOUNTING FOR THE PURCHASE AND SALE OF STOCK IN A FIRM
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Bethel, J E; Rao, J
Publisher: Babson College
Distributor: ecch (www.ecch.com) Reference: 296-004-6 Language: English
Category: Finance, Accounting and Control Data source: Generalised experience
Product Year: 1996
Version Date: 13 Mar 1996
Topics: Accounting for purchase of stock; Accounting for sale of stock
Abstract: This technical note describes the US accounting treatment for the purchase and sale of stock in firms. It examines GAAP (generally accepted accounting principles) requirements for investments in securities, including minority passive investments, minority active investments and majority active investments. In addition, it delineates the pooling of interests and purchase methods of accounting for corporate acquisitions. It can be used to support cases concerning mergers and acquisitions, spin-offs and other purchases and sales of stock in firms.
   ACEA PINEROLO (A): FINANCIAL ANALYSIS IN A MULTI-UTILITY COMPANY
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Motta, S; Previtero, A
Publisher: SDA Bocconi
Distributor: ecch (www.ecch.com) Reference: 105-050-1 Language: English
Category: Finance, Accounting and Control Data source: Generalised experience
Product Year: 2005
Geo location: Turin (Italy) Industry: Utility Size: 44 million euros revenue Timing: 2002
Topics: Financial analysis; Multi-utility company
Abstract: In March 2002, Gabriella Garito, Managing Director of Acea, a company located in Pinerolo, in the Southeast of the province of Turin, received the draft of the financial statements for the year 2001. Gabriella was shortly to present the financial statements and a report on the company?s management performance to the board of directors on 30 April. When analysing the accounting documents however, the need for more precise and detailed information arose.
   ACEA PINEROLO (B): SHORT-TERM FINANCIAL PLANNING
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Motta, S; Previtero, A
Publisher: SDA Bocconi
Distributor: ecch (www.ecch.com) Reference: 105-051-1 Language: English
Category: Finance, Accounting and Control Data source: Generalised experience
Product Year: 2005
Geo location: Turin (Italy) Industry: Utility Size: 44 million euros revenue Timing: 2002
Topics: Financial planning; Short-term financing; Multi-utility company
Abstract: Two weeks had passed since Gabriella Garito had taken office as Administrative Co-ordinator of Acea di Pinerolo, the public utility company serving the municipalities in the Southwestern area of the province of Turin. Like a flash of lightening, on that morning of 15 January 2001, Gabriella received a payment notice concerning a tax adjustment for an amount just over one million euros. Her amazement grew even more when she realised that the company?s immediate liquidity, basically active funds on the current account, did not exceed one hundred thousand euros. How was she to find the funds necessary to cover such a huge amount in just one month (the date of maturity of the payment was 15 February)? Without doubt the first thing to do was to create an instrument that would allow the planning of the company situation for the following month and for the remaining months of the year. A careful examination of the company?s earnings as compared to expenditure could have determined the exact amount of the financing needed and immediately detect any possible imbalance.
   ACQUIRING CAPIO AB: SELECTING VALUATION METHODS AND MEASURING SHARE VALUE
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Lions, C — Euromed Marseille Ecole de Management
Distributor: ecch (www.ecch.com) Reference: 108-025-1 Language: English
Category: Finance, Accounting and Control Data source: Published sources
Product Year: 2008
Geo location: Sweden Industry: Health care Size: 15,000 employees Timing: 2006
Topics: Health care; Takeover; Share price; Valuation methods; Finance; Sweden
Abstract: The case is investigating the offered price per share in the takeover of a large European health care provider by an investment fund. The case demonstrates several key issues in selecting valuation methods and measuring the financial value of a company in a context of fast external growth. It illustrates the difficulty in using valuation methods when the market value of a company is quite far from the book value. It analyses the meaning of a number of indicators, like P/E ratio and dividend yield. It is recommended that this case be used for Master or MBA students, in an advanced course in corporate finance.
   ACQUISITION OF REPSOL-YPF ASSETS IN INDONESIA (A)
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Shu, J
Publisher: China Europe International Business School
Distributor: ecch (www.ecch.com) Reference: 305-605-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2005
Geo location: China, Indonesia Industry: Energy, oil and gas Size: Large Timing: 2001-2002
Topics: Energy industry; Oil and natural gas; Mergers and acquisitions; International acquisitions; China oil industry; Corporate strategy; Negotiations; Corporate communications
Abstract: This is the first of a two-case series (305-605-1 and 305-606-1). Since China National Offshore Oil Corporation?s (CNOOC) overseas IPO (initial public offering), Wei Liucheng, the Chief Executive Officer (CEO), was ambitious to turn CNOOC into a global player. The company came upon a golden opportunity, Repsol-YPF SA, because of its heavy debt burden and business restructuring, was seeking to sell its rights and interests in several oil / gas fields in Indonesia. If CNOOC could take over these high-quality assets, it would be of great help to its overseas expansion. Just when the negotiation was one step away from closure, Repsol-YPF suddenly began to shilly-shally on the deal. The negotiation was entangled with trivial issues and the date of signing the agreement was put off time and again. More and more signs indicated that Repsol-YPF wanted to quit from the deal, and by that time, the international political and economic environment was starting to favour Repsol-YPF. A further delay would bring two possibilities: (1) either CNOOC would have to raise the price of its offer; or (2) Repsol-YPF would withdraw from the deal. This case is divided into two parts. Part (A) mainly discusses the background of this deal, target assets and CNOOC?s strategic concerns. Part (B) mainly discusses the negotiation process and the post-acquisition integration.
   ACQUISITION OF REPSOL-YPF ASSETS IN INDONESIA (B)
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Shu, J
Publisher: China Europe International Business School
Distributor: ecch (www.ecch.com) Reference: 305-606-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2005
Geo location: China, Indonesia Industry: Energy, oil and gas Size: Large Timing: 2001-2002
Topics: Energy industry; Oil and natural gas; Mergers and acquisitions; International acquisitions; China oil industry; Corporate strategy; Negotiations; Corporate communications
Abstract: This is the second of a two-case series (305-605-1 and 305-606-1). Since China National Offshore Oil Corporation?s (CNOOC) overseas IPO (initial public offering), Wei Liucheng, the Chief Executive Officer (CEO), was ambitious to turn CNOOC into a global player. The company came upon a golden opportunity, Repsol-YPF SA, because of its heavy debt burden and business restructuring, was seeking to sell its rights and interests in several oil / gas fields in Indonesia. If CNOOC could take over these high-quality assets, it would be of great help to its overseas expansion. Just when the negotiation was one step away from closure, Repsol-YPF suddenly began to shilly-shally on the deal. The negotiation was entangled with trivial issues and the date of signing the agreement was put off time and again. More and more signs indicated that Repsol-YPF wanted to quit from the deal, and by that time, the international political and economic environment was starting to favour Repsol-YPF. A further delay would bring two possibilities: (1) either CNOOC would have to raise the price of its offer; or (2) Repsol-YPF would withdraw from the deal. This case is divided into two parts. Part (A) mainly discusses the background of this deal, target assets and CNOOC?s strategic concerns. Part (B) mainly discusses the negotiation process and the post-acquisition integration.
   ACTEON TRAVEL AGENCY, GREECE
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Dana, T E — Nanyang Business School (NTU)
Distributor: ecch (www.ecch.com) Reference: 598-028-1 Language: English
Category: Marketing Data source: Generalised experience
Product Year: 1998
Geo location: Ios, Greece Industry: Tourism Size: Small
Topics: Advertising (ethics); Policy; Exchange rates; Target marketing
Abstract: Tourism is on the rise and this couldn't be truer for the Greek island of Ios. This small island in the Cyclades receives 20,000 tourists during the peak season of June and July. Many vacationers arrive by ferry either directly from the mainland or from other Greek islands. Travel agencies are ready and willing to book tours, hotels, airfare and return ferry tickets. Acteon Travel is one of the best-represented agencies on the island, in terms of location and advertising visibility. Questions arise as to the ethics surrounding how this company maintains its leadership position.
   ACTION LEARNING IN ISRAEL
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Maital, S — Technion Institute of Management (TIM)
Cizin, S — Technion Institute of Management (TIM)
Ramon, T — Technion Institute of Management (TIM)
Gilan, G — Technion Institute of Management (TIM)

Distributor: ecch (www.ecch.com) Reference: 402-013-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2002
Geo location: Israel Industry: Executive education Size: 10 employees Timing: 2001
Topics: Action learning; Executive education; Executive training
Abstract: TIM - Technion Institute of Management is the executive education arm of Technion, Israel's science and technology university founded in 1924. Early in 2000, two years after launching its action learning-based Scott M Black TIM Senior Management Programme, TIM set out to evaluate its programmes and methodology. A few days after a particularly intense staff meeting led by Executive Director Yoram Yahav, TIM's staff reviewed the minutes of the meeting. Against a background of demonstrable success, TIM sought to resolve the series of paradoxes by adapting its existing programmes to the changing needs of Israel's new and established companies, creating new programmes, and revising or fine-tuning its underlying methodology.
   ACTIVEWEAR CLOTHING LIMITED: AN ENTREPRENEURIAL STUDENT STARTS A PROMOTIONAL CLOTHING BUSINESS
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Batley, T W — University of Otago
Dwyer, K — University of Otago

Distributor: ecch (www.ecch.com) Reference: 804-060-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2004
Geo location: South Island, New Zealand Industry: Leisure clothing Size: 2 employees Timing: 1992-2003
Topics: Entrepreneurship; New Zealand; Leisure clothing; Marketing; Small business; Contractors; Production; Suppliers
Abstract: This case study shows how a University business studies graduate with no commercial experience and no working capital started a small business and established it successfully. The new business produced and sold T- shirts and gym wear with specially designed logos. All manufacturing, printing and embroidering was contracted out to experienced suppliers and contractors. The new business owner's main tasks were in designing the garments and logos to suit customer tastes, then selling them to leisurewear retailers and later on to corporate clients and their employees. There was no clear business plan, marketing plan or financial plan used to start the business. Nevertheless the business became successful largely due to the organisational skills of the owner and his superior personal and marketing skills.
   ADAPTABILITY IN ACTION: A CASE OF RSL
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Bhakar, S S; Jain, V K; Mittal, A; Gupta, R; Singh, S
Publisher: Prestige Institute of Management & Research
Distributor: ecch (www.ecch.com) Reference: 506-011-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2006
Geo location: Central India Industry: Textile Size: Medium Timing: 2000
Topics: Capacity utilisation; High inventory; International markets; Customised products; Total quality management; Internal market; Flexible manufacturing; Forward integration
Abstract: Rajasthan Synthetics Limited (RSL) started manufacturing shirting yarn in 1994 in collaboration with Itochu Corporation Japan, with a capacity of 26,000 spindles. Until 1996, its total sales were in the domestic market and it was a supplier to Raymonds, Donear, Grasim, Siyaram etc. Originally, the company had only two blow room lines. With the fierce competition in shirting yarn, it added two blow rooms for suiting yarn. To cater for the requirements of suiting, industrial fabric and carpet material, they added 12 more, two for one (TFO) doubling machines to the existing 8 TFO machines. To ensure smooth and uninterrupted operations, RSL installed an in-house power facility of 4 megawatts capacity and dug 10 tube-wells. RSL faced stiff competition from the domestic players in all their product categories, resulting in low returns. So, it decided to look for export markets in 1998. In 2001, it started exporting carpet yarn to Belgium. RSL also entered into a trade agreement with the Fibratex Corporation, Switzerland to share profits equally for expanding their overseas operations. RSL also explored the market for fancy yarn in Italy, France, England, Spain etc. Through customised products, RSL got results and it exported 95 percent of its total produce by the year 2002. It carried out business in the Middle East, Far East and Turkey through agents. It al
   AD-COMM GROUP ’WHITEBOOK‘: CROSS-MARKETING PLATFORM FOR LUXURY BRANDS IN JAPAN
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Fujikawa, Y — Hitotsubashi ICS
Yang, P — Hitotsubashi ICS
Main, G — Hitotsubashi ICS
Claiborne, D — Hitotsubashi ICS

Distributor: ecch (www.ecch.com) Reference: 508-078-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2008
Geo location: Tokyo, Japan Industry: Advertising Size: About 100 employees Timing: 2007
Topics: Marketing; Strategy; CRM (customer relationship management); Advertising; Japan; Luxury; Customer acquisition; Customer retention; Satisfaction; Loyalty; Customer lifetime value; Globalisation; Service; Professional service; B2B (business to business)
Abstract: Ad-comm Group case describes emerging marketing issues in Japan's luxury brand market. Japan has been considered by many leading luxury brand companies to be one of the world's most attractive markets. While recent socio-economic changes have been further boosting the market, it has become increasingly difficult for luxury brands to effectively communicate with their VIP customers and establish and / or maintain intimate, personal, and emotional relationships. Ad-comm Group, a Tokyo-based, independent advertising agency founded by Andreas Dannenberg in 1987, responded to this challenge by developing Whitebook, a premium publication media showcasing several luxury brands, as well as a cross-marketing platform building an exclusive, interactive community of pre-screened, high-value customers. Launched in 2003, Whitebook had been well received by its sponsors, such as Bang & Olufsen, Cassina, and Porsche, and affluent end-users alike. It also served as an effective promotional tool for Ad-comm Group itself. However, with success came demands for further expansion. Dannenberg was faced with three expansion options: (1) increase the number of sponsors in the current Whitebook in Japan; (2) replicate the current Whitebook in overs
   ADDITIONAL REQUIREMENTS FOR THE BOARD OF DIRECTORS REGARDING NOMINEE CANDIDATES AS A COUNTER-MEASURE AGAINST HOSTILE TAKEOVERS
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Belyakov, V G — Graduate School of Management, St. Petersburg State University (GSOM)
Distributor: ecch (www.ecch.com) Reference: 308-048-1 Language: English
Category: Strategy and General Management Data source: Generalised experience
Product Year: 2008
Geo location: Russia Size: Middle-sized Timing: 2004-2005
Topics: Russia; Board of directors; Takeover threat; Requirements to a potential board of directors' member
Abstract: One of the factors that makes it difficult for corporate raiders to carry out a hostile takeover is a capable and active board of directors. Having acquired a significant equity stake, the raider often pursues his / her main goal, which is to get a hold of a majority in the board of directors. This is of special concern for those joint-stock companies where the general director is elected by the board of directors instead of by the stockholders. Various strategies are used to achieve this goal, and these are not always legal. However, if the target company has taken certain anti-corporate raider measures, even the most sophisticated of strategies are not always successful. One of the simplest, but rather effective preventive measures is when the articles of the company provide additional requirements to the board of directors regarding nominees for the position. In this case, based on relevant media coverage and court publications, the author will try to systematise the above mentioned measures and find out which of them are the most effective.
   ADENUBI, SO
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Owolabi, A A — Lagos Business School
Distributor: ecch (www.ecch.com) Reference: 107-042-1 Language: English
Category: Finance, Accounting and Control Data source: Published sources
Product Year: 2007
Geo location: Nigeria Industry: Trading Size: Small Timing: 1963
Topics: Taxable income; Assessable profit; Losses treatment; Multiple income
Abstract: This case is about a taxpayer who was a schoolteacher by profession, owned property and traded in textiles. He was assessed in respect of his profession, his rental income and his income in the textile trade. There was also an assessment in respect of his wife's income from textile trade and from her property. The schoolteacher sustained losses on his textile trade and sought to offset the losses from the profit of his other sources of income in the following year of assessment. He contended that a loss sustained under a particular source of income in one year could be deducted from the profit of other sources in the following year. The tax authority contended that no deduction was allowable in law. The case highlights that the essence of income tax on profits is the balancing of incomings and outgoings; deductions, therefore, become an inherent trait in the conception or taxable income of any trading concern. Loss regime is one such deduction provided for by the taxing statutes. Losses incurred by a company in any trade or business during a preceding year of assessment, are deductible in computing the total income of the company for income tax purposes. However, under the Company Income Tax Act (2004), losses sustained from one source of income could only be deducted from profit earned at a future date from that particular source of income.
   ADITYA BIRLA GROUP: REDESIGNING TO BECOME A FORTUNE 500 COMPANY
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Som, A
Publisher: ESSEC Business School
Distributor: ecch (www.ecch.com) Reference: 306-517-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2006
Version Date: 20 Aug 2007
Geo location: India Industry: Diversified conglomerate Size: US$8.3 billion, 72,000 employees Timing: 1995-2006
Topics: Diversified; Conglomerate; Family business; Liberalisation; Internationalisation; Consolidation; Transformation; Redesign; Change; Restructuring; Culture; Management style; Multinational corporation (MNC); Pilani; India
Abstract: Aditya Birla Group is one of the oldest and largest diversified conglomerates of India. It traces its origin back to the tiny village of Pilani in the region of Rajasthan, where Seth Shiv Narayan Birla started cotton trading operations in 1857. Today, the group has 40 companies with 72,000 people drawn from 20 nationalities with 30% of revenues of US$7.9 billion drawn from 18 countries. Kumara Mangalam Birla, the Chairman of the group has been redesigning its operations since 1995 when he inherited the family business at the age of 28. The case describes the evolution of Aditya Birla Group, the group's growth strategy, its rationale for redesigning the conglomerate, internationalising its businesses and managing the change process of a family owned organisation to a professionalised business group that is currently charting its path to becoming a Fortune 500 company. The case presents an opportunity to: (1) examine the evolution of one of the oldest and largest family business houses in India (business families in India); (2) examine the logic of redesigning a diversified conglomerate (strategy); (3) examine acquisition, integration and redefinition to create synergy and value (systems and processes); and (4) transformation of management style and professionalisation of
   ADP - ACIERNO MILCHORENA
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Rodriguez Maya, H R
Publisher: Tecnologico de Monterrey
Distributor: ecch (www.ecch.com) Reference: C07-14-001 Language: Spanish
Category: Economics, Politics and Business Environment Data source: Generalised experience
Product Year: 2007
Version Date: 08.05.2007
Geo location: Veracruz, Mexico Industry: Customs Timing: 2001
Topics: Customs law
Abstract: This case deals with the dilemma faced by the person responsible for operations in Customs in Veracruz. He had to decide whether to apply the law word for word and impound merchandise of insignificant value but indispensable for the production flow of one of the most important businesses of the country; or permit the importer to correct the error, at the time of delivery of the merchandise, although this would infringe the law. Students must analyze the legal implications and evaluate the administrator's customs operations.
   ADVANCED BUSINESS COMPUTERS LIMITED
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Jordan, A; Pesenti, S; Johnson, R M
Publisher: London Business School
Distributor: ecch (www.ecch.com) Reference: 395-057-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1995
Geo location: UK Industry: Computers Timing: 1987-91
Topics: Entrepreneurship; Financing
Abstract: Three entrepreneurs have founded a small software and hardware business. Expansion plans require a further injection of capital, which the team will have to raise externally. The case focuses on the differing perspectives of the managers, the banker and a potential venture capital investor. How do their motivations and risk-reward stances differ? How can these different positions be accommodated by a suitable deal structure?
   ADVANCED PHARMACEUTICAL INDUSTRIES AMMAN, JORDAN
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Linowes, R — American University
Monroe, T — Kogod School of Business, American University

Distributor: ecch (www.ecch.com) Reference: 305-016-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2005
Geo location: Amman, Jordan Industry: Pharmaceuticals Size: 93 employees Timing: 2000
Topics: World Trade Organisation (WTO); Patent protections; Strategic alliance; Entrepreneurial strategy; International marketing; Middle East; Pharmaceuticals
Abstract: This Jordanian pharmaceutical firm faces major strategic challenges as new competition and Jordan's recent membership into the World Trade Organisation (WTO) puts the firm's entire product line in jeopardy. Founded to provide high quality pharmaceuticals at reasonable prices for the local and regional population, the company enjoyed Jordanian government permission to produce drugs whose formulation was patented overseas if they use their own production processes. Now international intellectual property rights and pharmaceutical patents will be honoured, and the competitive landscape is changing. In the face of such threats, the founder is considering a strategic alliance with a major European pharmaceutical firm. This case was developed with support from the US Agency for International Development (USAID) through the Institute of International Education. This case was sponsored by the Indiana University CIBER Case Collection.
   ADVANCED VISUAL SYSTEMS
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Wylie, D S; Lawler, W C; Matsuno, K
Publisher: Babson College
Distributor: ecch (www.ecch.com) Reference: BAB001 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1997
Version Date: 24 June 1999
Geo location: New England Industry: Software Size: US$17 million Timing: 1997
Topics: Strategy; Crossing the chasm; Market targeting; Organisational design
Abstract: Advanced Visual Systems, Inc (AVS), developed and sold high-end data visualisation software that allowed massive quantities of data to be transformed into informative two- and three-dimensional (2D and 3D) graphical representations. Started in 1988, the company enjoyed tremendous growth until it reached a plateau of $17 million in 1996. It was up to Cochran, the new president to put the company back on track. AVS had over $7 million in cash, no debt, a history of at least marginal profitability, a good reputation, and a core of good technicians, but he thought that AVS had been trapped in an outdated perception of the marketplace. While the developer market was still strong and sophisticated users in specialised laboratories still relied on AVS software, the market was essentially flat. He saw that the increased usage of data visualisation within the specialised vertical markets represented a viable opportunity. AVS would never be able to compete in this market, however, if it just kept making its existing software more complex, and, if less sophisticated users were courted, AVS would have to develop its consulting and service capabilities to offer adequate support and customisation. Cochran knew that he would have to answer several key questions before proceeding: what vertical markets should be targeted and what resources would be required to realise the opportunity of those markets? In addition, he wondered what changes should
   ADVENTUS INC
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Brooks, M R — Dalhousie University
Distributor: ecch (www.ecch.com) Reference: 503-123-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2003
Geo location: Canada Industry: Music software Size: 8 employees Timing: 2002
Topics: Market selection; Export marketing; Music education; Software industry; Entrepreneurship; Marketing strategy
Abstract: The President of Adventus Inc, a computer-based music education software developer and publisher, is examining his options for growing the company and planning its marketing strategy. He needs to decide where to focus that growth. Options include choosing to penetrate the US mass market, undertaking further product development of the Internet-based part of the product portfolio, or take the software products Adventus has already developed and expanding internationally. The premium product in the product line has already been translated into French, German and Japanese. Approximately one half of the case is international market data and a spreadsheet of this data is part of the learning materials provided to the students. The case ends with discussion questions to focus student preparation. The primary teaching objective is to examine how small companies may make international market selection decisions, particularly when resources are very tight. The primary application for this case is to explore issues in market selection decision-making, and therefore the case is suitable for use in an export or international marketing course. The case is not suitable for written examination. It can be used at either senior undergraduate or graduate levels. The teaching note supplement contains student and instructor spreadsheets, and 6 minutes of product demonstration mpg files.
   AEA TECHNOLOGY: A STUDY IN ORGANISATIONAL CHANGE (I)
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White, J — Cass Business School
Distributor: ecch (www.ecch.com) Reference: 395-104-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1995
Geo location: UK Industry: Atomic energy, technical engineering services Size: 4000 Timing: 1945-1994
Topics: Endogenous and exogenous change; Management response to change; Move from public to private sector; Downsizing; Employee; Response to change; Planning; Re-organisation
Abstract: First of a two case series (395-104-1 and 395-105-1). This case examines the changes that have been experienced by AEA Technology over recent years as the organisation has made the transition from government-supported research and development activity to quasi-commercial operation in preparation for privatisation. The changes have been driven from outside the organisation, and from within, by conscious management decision-making, guided by advice from consultants. The case raises questions about the appropriateness of management responses to requirements for change. AEA Technology: A Study in Organisational Change (II) (395-105-1) looks at the role of communication in bringing about change.
   AEA TECHNOLOGY: A STUDY IN ORGANISATIONAL CHANGE (II)
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White, J — Cass Business School
Distributor: ecch (www.ecch.com) Reference: 395-105-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1995
Geo location: UK Industry: Atomic energy, technical engineering services Size: 4000 Timing: 1986-1994
Topics: Corporate communication; Role of communication in change; Approaches to communication management; Communication techniques; Employee morale
Abstract: Second of a two case series (395-104-1 and 395-105-1). This case examines the part played by managed corporate communication in the processes of organisational change described in the companion case, AEA Technology: A Study in Organisational Change (I) (395-104-1). It is intended to show that managed communication contributes to the achievement of management objectives for organisational change, and that at times of essential change - in AEA Technology's case a preparation for privatisation and commercial operation - well-managed communication is an integral part of effective change management.
   AEROBOUTIQUE INFLIGHT RETAIL
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Jones, P — University of Surrey
Distributor: ecch (www.ecch.com) Reference: 605-045-1 Language: English
Category: Production and Operations Management Data source: Field research
Product Year: 2005
Geo location: France Industry: Airlines Size: Small and medium enterprises Timing: 2003-2004
Topics: Operations management; Innovation; Logistics; Airlines; Retail; Supply chain; Outsourcing
Abstract: Aeroboutique Inflight Retail (AIR) is a French company, specialising in managing duty-free sales programmes for airline companies. AIR supports its client airline's in-flight sales programmes with a team of dedicated purchasing professionals, duty free warehousing, an in-flight security tracking system and logistical resources specifically designed for this operation. AIR was the 2005 winner of the prestigious Mercury Award, awarded for innovation by the International Travel Catering Association. This case enables discussion of service delivery system design, innovation, logistics and outsourcing.
   AEROSOLES
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Dias Ferreira, M — AESE - Escola de Direccao e Negocios
Gonzalez, A — AESE - Escola de Direccao e Negocios

Distributor: ecch (www.ecch.com) Reference: 509-029-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2009
Geo location: Europe Industry: Footwear Timing: 2006
Topics: Marketing; Strategic management; Market expansion; Globalisation; Brand value; Franchise vs own shops
Abstract: The Portuguese Investvar Group sells footwear under licence of the Aerosoles brand, property of the North American corporation Aerogroup International. The footwear is directed at female customers over thirty years old. The Investvar Group was going through an important moment of its existence and strategic decisions had to be taken on how the Investvar Group should move in relation to various problems: (1) use of the brand, either keeping Aerosoles with a risk tied to the licence contract or starting a new international brand; (2) the relationship with its number one client, Marks & Spencer, being an exclusive supplier, but not being authorised to export to the UK; (3) evolution of retail networks, and wholesale distribution in Europe, the Middle East and Africa, which were the regions the Investvar Group was authorised to exploit under its licence contract; and (4) decisions also had to be taken on the delocalisation of the company's industrial production, and what to produce in its own units in Portugal and in other countries.
   AERO-TAXI
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Dana, L P — McGill University
Distributor: ecch (www.ecch.com) Reference: 598-051-1 Language: English
Category: Marketing Data source: Published sources
Product Year: 1998
Geo location: Canada Industry: Airline Size: Very small Timing: 1980s
Topics: Co-operative marketing; Promotion; Support; Regulation; Failure; Advertising
Abstract: Aero-Taxi is a Montreal airline who wants to attract customers who would normally fly with other airlines (eg Air Canada, Canadian Airlines International, Air Atonabee Ltd). Unknown as it is, because of a total lack of promotional support (not even listed in the Montreal Telephone Directory or the Yellow Pages) Aero-Taxi wants to meet competitors head on and to erode their market share. The Airline Deregulation Act, enacted 1978, has facilitated the entry of new airlines into the industry. However, in the US, where competition rather than legislation became the regulator of the industry, 120 of 125 new airlines failed within their first few years of operation. Aero-Taxi got its license to fly in 1988, after the liberalisation of Canadian skies had taken place. A marketing survey indicated that lower airfares and added convenience (eg shuttle between the city centre and the airport), would be the best positioning for Aero-Taxi. The targeted market were Business Travelers, Government Personnel, Residents of Ottawa and surrounded areas and Travel Agents.
   AETNA 2000
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Sullivan, J D — Boston University
Distributor: ecch (www.ecch.com) Reference: 200-022-1 Language: English
Category: Finance, Accounting and Control Data source: Published sources
Product Year: 2000
Version Date: 03.04
Geo location: United States Industry: Health care Size: Large
Topics: Finance; Merger; Health care; Insurance; Managed care; United States
Abstract: As with most acquisitions or divestitures, this deal contains its own unique circumstances. Aetna Inc, of Hartford Connecticut, is in the midst of a restructuring plan when an offer by WellPoint to purchase the entire company comes across the table. The question the Aetna Board of Directors must address is whether or not the timing is right for a merger given the health care insurance market and if WellPoint is the 'best fit' given Aetna's position in the sector. To make matters more interesting, the US government, as well as several state governments, is considering implementing more stringent regulations on the managed care industry that may have a material financial impact on the insurance market.
   AF-KLM: RULING THE SKIES
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Som, A
Publisher: ESSEC Business School
Distributor: ecch (www.ecch.com) Reference: 308-109-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2008
Geo location: Europe (France and Netherlands) Industry: Aviation Timing: 2003-2007
Topics: Aviation; Airlines; Alliances; Merger; Co-operation; National champions; Cross-border deals; Synergies; Frequent flier; Airbus; Boeing; Deregulation
Abstract: The evolution of the airlines industry was influenced by national defence policies and industrial growth in many countries. The industry remained nationally clustered, allowing no global player to emerge. Alliances were the first co-operative strategy airlines experimented with, allowing them to broaden their presence across borders and oceans. Air France and KLM were two national leaders of France and the Netherlands. Competitors, each had its own alliances and partners. The merger of the two could influence not only the northern European market but the entire industry business model. This trend of mergers and alliances was in response to changes in the European Union regulations that limited operating margins and increased competition. The strategic goal was to benefit both more than from traditional competitive advantages achieved through alliances. The merged entity was not only a larger company with optimised occupancy rates and access to new skies, but it also generated synergies only accessible with mergers, such as improved bargaining power or economies of scale in maintenance and commercial teams. The objective of the case is: (1) to analyse the global airline industry and the challenges it is facing; (2) to describe and evaluate the different co-operative strategies available for airliners in a global market; (3) to study the Air France - KLM deal; and (4) to examine the results of this merger for
   AFRICAN BANK INVESTMENTS LTD: BREAKING THROUGH MICROFINANCE FRONTIERS
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Mosala, T; Denga, B
Publisher: Wits Business School - University of the Witwatersrand
Distributor: ecch (www.ecch.com) Reference: 108-015-1 Language: English
Category: Finance, Accounting and Control Data source: Field research
Product Year: 2008
Geo location: South Africa Industry: Banking Size: Medium Timing: 2007
Topics: Bank pricing; Microfinance; Bank business model; Strategy
Abstract: By May 2007, African Bank Investments Limited (ABIL), under the leadership of Leon Kirkinis, had become one of the predominant players in the provision of financial credit services to the mass employed population of South Africa. Over the years, it had worked very hard to attain the position of market leader in the microcredit industry (with an estimated 31% of total industry loans), using a focused cost differentiation strategy that had enabled the company to achieve the lowest cost to income ratio (27%) in the industry. Kirkinis was proud of ABIL's achievements to date. However, he was concerned about what the bank could do to improve its competitive edge and extend its reach in the face of its major future challenge: taking advantage of the largely untapped but highly lucrative, small-, medium- and micro-enterprise (SMME) sector of the market.
   AFRI-COLA BLUNA GMBH
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Dana, L P — McGill University
Distributor: ecch (www.ecch.com) Reference: 596-036-1 Language: English
Category: Marketing Data source: Published sources
Product Year: 1996
Geo location: Albania, Macedonia Industry: Soft drinks Size: Small, medium Timing: Middle 1990s
Topics: Bottling; Marketing
Abstract: A German enterprise launches soft drinks in the formerly Yugoslav republic of Macedonia. Opportunities are arising in nearby Albania but there are important market differences to consider. The case teaches a good analysis of Albania.
   AFTER JOB 1: ACTIONS AND REACTIONS IN THE FORD/FIRESTONE RECALL
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Sullivan, T; Lelyveld, M; Geary, N
Publisher: Babson College
Distributor: ecch (www.ecch.com) Reference: BAB113 Language: English
Category: Ethics and Social Responsibility Data source: Published sources
Product Year: 2001
Version Date: 1 February 2005
Topics: Ethics; Product liability; Public relations; Product recall; Legislative action; Government regulation
Abstract: Few recent events have shaken public confidence in product safety as much as the recall of 6.5 million Firestone tyres in August 2000. The defective tyres made by Bridgestone/Firestone Inc were supplied primarily as original equipment on Ford Motor Company sport utility vehicles (SUVs) and sold as replacement items for SUVs and light trucks. For some consumers, the combination of Firestone tyres and Ford vehicles proved lethal. Accidents involving tread separation and rollovers were blamed for 148 deaths and over 500 injuries. This case is intended for use in undergraduate, graduate, and executive courses in ethics, law, or public relations, chronicles the actions and reactions of the Ford and Firestone, various legislative and regulatory bodies, and the public as the truth emerged. This case was previously numbered 705-006-1.
   AGE CONCERN: THE USE OF PR IN THE NON-PROFIT SECTOR
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Drummond, G — Edinburgh Napier University
Distributor: ecch (www.ecch.com) Reference: 592-017-1 Language: English
Category: Marketing Data source: Field research
Product Year: 1992
Geo location: UK Industry: Voluntary sector Size: 1,400 Timing: 1990 to date
Topics: Public relations; Not-for-profit sector; Voluntary sector; Sponsorship
Abstract: The case study briefly outlines the development of the charity group 'Age Concern'. Fund raising and commercial activities are examined. The main focus is on the use of PR techniques to promote the concept of 'Grandparents Day'. This event was created by 'Age Concern' to (1) promote the work of the group and the needs of the elderly (2) to provide funding opportunities in the areas of sponsorship and licencing. It contains copies of original press releases. The teaching objective is to examine the use of PR in the voluntary sector.
   AGENCY FOR PERSONAL SERVICE OVERSEAS
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Mortimer, G — Dublin Institute of Technology (DIT)
Distributor: ecch (www.ecch.com) Reference: 597-036-1 Language: English
Category: Marketing Data source: Field research
Product Year: 1997
Geo location: Dublin Industry: Overseas aid Size: 30 employees, 1,400 abroad Timing: 1996
Topics: Non profit marketing; Marketing plan; Generating awareness; Internal marketing; Promotion, advertising, PR; Dealing with multiple publics
Abstract: This case examines issues in applying marketing principles in a non-profit organisation which has multiple publics. The Board of Directors and Chief Executive are considering formulating a marketing plan which will assist in providing direction for the organisation in future years. The case is designed to raise marketing issues in an environment not normally encountered by students. The key teaching objectives are: (1) to develop an understanding of applying marketing principles to a not for profit organisation; and (2) to develop an understanding of the process of preparing a marketing plan.
   AGRIBUSINESS IN THE CZECH AND SLOVAK REPUBLICS
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Shrader, C B — The University of Iowa
Blackburn, V — The University of Iowa
Hunger, J D — The University of Iowa

Distributor: ecch (www.ecch.com) Reference: 395-018-5 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 1995
Geo location: Central Europe, Czech and Slovak Republics Industry: Agribusiness Timing: 1993
Topics: Economic transformation; Agribusiness; General management; Decision making; Privatization; Czech Republic; Slovakia; Farm co-operatives; Central Europe; State farms
Abstract: This Country/Industry Note summarizes the situation in agribusiness (especially farm co-operatives) in the Czech and Slovak Republics up to January 1, 1993, when Czechoslovakia was split into two separate countries. This note is meant to preface companion Czech and Slovak agribusiness cases dealing with the management of farm co-operatives in early 1993 in both emerging republics (395-019-1, 395-020-1, 395-021-1). This Country/Industry Note provides the context for these cases. The primary teaching objectives are to introduce non-Czech and non-Slovak students to two previously Soviet-controlled democratic republics and to explain the difficulties of transforming from socialistic centrally planned to capitalistic free market economies.
   AGRO INDUSTRY: AN AFFORDABLE BUSINESS?
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Gonzalez, J
Publisher: Tecnologico de Monterrey
Distributor: ecch (www.ecch.com) Reference: C28-06-001 Language: Spanish
Category: Finance, Accounting and Control Data source: Field research
Product Year: 2004
Version Date: 18 December 2006
Geo location: Jalisco, Mexico Industry: Farming and livestock Timing: 1999
Topics: Time value of money
Abstract: This case describes the decision of whether to sell or not Pablo Magallanes' ranch during the problematic year of 2001 in Mexico. The ranch has 400 head of Angus cattle. He has received an offer which he must analyze using financial analysis tools (VPN, TIR) in order to make a decision.
   AHOLD’S ROAD TO RECOVERY
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Mens, M — Nyenrode Business Universiteit
van Eennennaam, F — Nyenrode Business Universiteit

Distributor: ecch (www.ecch.com) Reference: 306-073-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2006
Geo location: Netherlands Industry: Retail and foodservice Size: 250,000 employees
Topics: Corporate governance; Strategy; Ethics; Internal controls; Sarbanes Oxley; Tabaksblat; Enron; Worldcom; Corporate scandal; Mergers and acquisitions; Supermarket; Wal-Mart; Board behaviour
Abstract: This is the second of a two-case series (306-072-1 and 306-073-1). Monday 24 February 2003 was a black day in the history of Royal Ahold. On this day the world's third largest food retailer revealed a major accounting fraud at its subsidiary US Foodservice. The event nearly bankrupted the 116 year old company. However, unlike other corporate scandals, Ahold was able to survive and recover from the events. This case describes the progress that Ahold had made after the crisis in 2003. Since then, Ahold had followed a structured approach towards integrity and corporate governance, as one of the fundamental principles underlining its objectives, strategy and values. This case encourages students to explore whether the current corporate governance structure is likely to be effective in preventing any such event in the future. The (A) case describes the context in which the crisis took place.
   AHUA: THE FRANCHISING DILEMMA
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Fernandez, J A; Zhang, Y
Publisher: China Europe International Business School
Distributor: ecch (www.ecch.com) Reference: 303-184-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2003
Geo location: China Industry: Mother-baby care service Size: Medium Timing: 2002
Topics: Franchise; China; Organisation
Abstract: Mr Chen Renhua, the owner and General Manager of Ahua, a leading mother-baby care company in China, was pondering about the future of his organisation. Since its establishment in 1993, Ahua had grown to a company offering both products such as baby hair pins, pictures, albums, etc and services including pre-birth education for pregnant women, pre-school education as well as nursing service for babies. Having followed the franchising model since 1994, Ahua both enjoyed the quick expansion of its business all around China and suffered from the diminished management control. With the current management capacity, Mr Chen had to consider the possibility of terminating or continuing with the franchising system.
   AIR INDIA: THE IMAGE MAKE OVER - IS IT WORKING?
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Srivastava, M
Publisher: London Business School
Distributor: ecch (www.ecch.com) Reference: 308-345-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2008
Geo location: India Industry: Airline Timing: 2006-2007
Topics: India; Airline; Air India; Indian Airlines; Indian aviation; Jet; Sahara; Kingfisher
Abstract: The case describes the strategic renewal of a former state owned monopoly carrier - Indian Airlines, to fight competition from private carriers. The case discusses how Indian Airlines is repositioning itself to compete with other players and be seen as a reliable and customer friendly airline.
   AIR NEW ZEALAND
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Dana, L P — University of Canterbury
Distributor: ecch (www.ecch.com) Reference: 301-083-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2001
Geo location: Asia Industry: Transport Size: Large Timing: 2001
Topics: Airlines; Services; Strategic alliances; Marketing; Code sharing; Franchising; Out-sourcing
Abstract: Air New Zealand and Thai Airways International Public Company Limited (THAI) were both members of the Star Alliance. In 2001, Air New Zealand linked New Zealand's South Island with Singapore, where passengers could embark on THAI connections to Bangkok. Air New Zealand also offered code-share service between Bangkok and Christchurch, via Auckland; however, this alternative entailed passengers changing terminals in Auckland, and passengers perceived this as being inconvenient. Although THAI offered service between Bangkok and Auckland (via Sydney), it offered no flights to Christchurch. Among the fastest-growing airlines in the Pacific Rim, THAI had a fleet of 77 aeroplanes and served 73 destinations in 35 countries. THAI flew to more countries in Asia than did any other airline. A logical addition to its route network might be Christchurch. One means of achieving this was to consider a code-sharing agreement with Air New Zealand.
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Thompson, J L — University of Huddersfield
Distributor: ecch (www.ecch.com) Reference: 303-120-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2003
Geo location: New Zealand, Australia Industry: Airline Timing: 1994-2003
Topics: International strategy; Government and industry; Privatisation and re-nationalisation; Crisis management; Turnaround strategy; Global acquisitions and alliances; Stakeholder management
Abstract: Governments and Nations around the world want to 'possess' an international airline. It is symbolic. But few, if any, will grow and prosper in the long-term without some form of government subsidy or aid - even in the world's richest nations. Air New Zealand (Air NZ) is no exception to this pattern. Privatised in 1989 but re-nationalised in 2001, Air NZ has fallen prey to poor strategy implementation, intense competition and disagreements amongst stakeholders with radically different ambitions and perspectives. Air NZ acquired the Australian carrier, Ansett, in the 1990s to gain an important foothold in a market where it needs to have a presence. But for a variety of reasons it paid too high a price and a logically defensible strategy engineered a cash crisis. The New Zealand government was reluctant to allow control of its flagship airline to fall into foreign hands, particularly ownership by a rival such as Qantas or Singapore International Airlines. But, at the same time, the funding requirements were excessive for New Zealand's domestic capital market. Re-nationalisation became inevitable if the airline was to survive. Later Air New Zealand and Qantas proposed a strategic alliance and the sale of Air NZ shares to Qantas - only to find opposition from the competition authorities in both New Zealand and Australia. Air New Zealand had become increasingly crisis prone - but how much of t
   AIR SAHARA: IMPLEMENTING THE ACQUISITION BID OF JET AIRWAYS
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Sen, N; Ho, K W; Allampalli, D G
Publisher: Asian Business Case Centre
Distributor: ecch (www.ecch.com) Reference: 108-034-1 Language: English
Category: Finance, Accounting and Control Data source: Published sources
Product Year: 2008
Version Date: 12 Nov 2007
Geo location: India Industry: Airlines and aviation Timing: 1993-2006
Topics: Due diligence; Valuation of an acquisition target; Merger bid implementation; Business ethics; India
Abstract: In 2005, Air Sahara found that it required new capital infusion for business growth. It hired Ernst & Young, India, to act as advisor for divestment of its stake held by the Sahara Group, the parent company. Jet Airways, a competitor, made its offer to purchase the entire stake of Air Sahara for US$500 million in cash. Jet Airways felt that synergies from Air Sahara's fleet, landing and parking rights in hub Indian cities, and international routes would outweigh the downside. To implement the merger, the two airlines formed a joint management group (JMG) and set March 2006 as the deadline for the completion of the merger. As more time was required to sort out financial issues and structure the merger deal, apply for regulatory clearances and prepare documents for ownership transfer, the JMG extended the deadline. On 20 June 2006, a day before the expiry of the extended deadline, Alok Sharma, President of Air Sahara informed the media that Jet Airways wanted to renegotiate its US$500 million acquisition price. Sharma was left to mull over the options for bailing out Air Sahara.
   AIRBUS AND BOEING IN CHINA: RISK OF TECHNOLOGY TRANSFER
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Som, A; Poutrel, G
Publisher: ESSEC Business School
Distributor: ecch (www.ecch.com) Reference: 306-515-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2006
Version Date: 1 Aug 2007
Geo location: China Industry: Aircraft manufacturing Size: Global leaders Timing: 2006
Topics: Strategy; Competition; Demand and supply; Transfer; Risk; Technology; Hub-to-hub; Point-to-point; Guanxi; Bargaining; Role of the State; Planes; Key success factors; Negotiation; China
Abstract: Boeing was the leader in the aircraft industry. In the late 1990s, Airbus could catch up with Boeing. Today the two companies fight fiercely and hold about 50 percent of the global market. Slowly, the battle space between these giants is being focused in China. Leadership challenge in China, in the next decade would be crucial for gaining market share in the global arena, as China's airspace will be the second largest in the world. Airbus was the first entrant in the Chinese market and followed a strategy of co-operation whereas Boeing chose a late-entrant strategy. Both the first and the late-entrant strategy had its pros and cons and especially so because of the risk of technology transfer. On the one hand, companies preferred protecting their innovations and technology through intellectual property rights (IPR) laws but it faced a huge risk in China where IPR laws were not yet well established. Also the Chinese State dealt with foreign direct investments (FDIs) to maximise the knowledge and transfer of technology to its state owned enterprises (SOEs) for the betterment of its domestic labour. On the other hand China was a market that could not be ignored due to its opportunities and growth potential. The case highlights and provides a point where two leading manufacturers of aircrafts followed two seemingly divergen
   AIRTOURS 1972 - 1992
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Cunningham, P — Leeds Trinity & All Saints
Distributor: ecch (www.ecch.com) Reference: 398-012-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 1998
Geo location: UK Industry: Tour operator Size: u289 million turnover in 1992 Timing: 1972-1992
Topics: Accounting; Business environment; Business history; Cost control; Corporate culture; Growth and expansion; Growth strategy; Strategic planning; Strategy
Abstract: This case chronologically covers the history of an organisation operating in the volatile environment of travel retailing and tour operating, where liquidations are not unknown, e.g. Clarksons, Intasun. It covers the growth of an entrepreneurial led organisation who has personal strengths in cost control and fast, decisive decision making. The author offers no personal commentary on the events, but reports them as they occurred in the organisation, therefore leaving the reader to use a variety of theoretical models to analyse the events. It has been used very effectively in strategic management courses as the case material covers a wide range of relevant topics.
   AIRTOURS PLC: GROWTH THROUGH INTEGRATION
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Evans, N — Northumbria University
Distributor: ecch (www.ecch.com) Reference: 397-068-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 1997
Geo location: UK, Scandinavia, North America Industry: Tour operations Size: u1.5 billion Timing: 1972-1997
Topics: Business environment; Corporate and marketing strategy; Financial analysis; Competitor analysis and strategy; The benefits and drawbacks of integration; Management culture
Abstract: Airtours plc has grown from small beginnings as a Lancashire travel agency in the late 1970s to become a major integrated travel group with operating companies in the UK, Scandinavia and North America. The travel industry is characterised by fierce competition and by the integration of transport with accommodation and intermediaries. This case illustrates the history and growth of a major player in the industry and allows comparisons to be made with a number of its major competitors. Learning objectives: to identify and explain the strategies employed by Airtours during major phases of its development; to analyse the performance of Airtours relative to major competitors; to consider the advantages and potential dangers of integration; and to examine the management culture of Airtours. This case can be used on its own or in conjunction with the case 'UK Outbound Tour Operations: A Sector in Transition' (397-039-1).
   AITKEN SPENCE HOTEL HOLDINGS PLC OF SRI LANKA: SUSTAINABLE TOURISM AS COMPETITIVE STRATEGY (A)
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Wee, B G; Buche, I
Publisher: Asian Business Case Centre
Distributor: ecch (www.ecch.com) Reference: 309-051-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2008
Version Date: 23 October 2008
Geo location: Sri Lanka Industry: Hospitality and tourism Timing: 2007-2008
Topics: Sustainable tourism; Brand equity; Managing hotels in a war-torn context; Overseas expansion
Abstract: This is the first of a two-case series (309-051-1 and 409-015-1). In September 2008, Aitken Spence Hotel Holdings PLC (ASHH), a leading Sri Lanka hotel group was well known for the iconic resorts it owned and managed, including Heritance Kandalama, a resort which had won many international awards for its ecological and environmental practices. Besides operating ten hotels in Sri Lanka, the group had eight resorts in the Maldives, where it promoted an environmentally sustainable hotel operations model. The Maldivian resorts were the prime contributor to ASHH profits as tourists from Sri Lanka stayed due to an ongoing civil conflict. In 2007, ASHH moved into the Indian sub-continent. The group's demonstrated capability in developing and operating cultural and environmental heritage sites drew the interests of several Indian hospitality investors. Its success in managing the Maldivian resorts also attracted some hotel property owners in the Middle East. In 2008, the group's key strategic overseas thrusts were: (1) expanding the group's premium 'Heritance' brand of hotel properties in India and Oman and; (2) growth through hotel management contracts in India and the Middle East. A key challenge was to successfully and profitably export its Heritance brand without diluting the current brand equity. Also, could the hotel group's sustainable development philosophy be successfully deployed overseas? What were the challenges
   AITKEN SPENCE HOTEL HOLDINGS PLC OF SRI LANKA: SUSTAINABLE TOURISM AS COMPETITIVE STRATEGY (B): HERITANCE KANDALAMA
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Wee, B G; Buche, I
Publisher: Asian Business Case Centre
Distributor: ecch (www.ecch.com) Reference: 409-015-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2008
Version Date: 23 October 2008
Geo location: Sri Lanka Industry: Hospitality and tourism Timing: 1992-2008
Topics: Sustainable tourism in an Asian context; Environment management and social and community development strategy; Organisational culture; Human resources (HR) practices and service delivery model
Abstract: This is the second of a two-case series (309-051-1 and 409-015-1). In 1992, when Aitken Spence Hotel Holdings PLC (ASHH) of Sri Lanka announced its intentions to build a tourist resort set in a region with several ancient archeological sites and rich in natural biodiversity, the local communities, as well as environmentalists were apprehensive about the negative impacts of the development on the region. In response, the resort developers embarked on sustained and ongoing environmental, social and community development programmes to preserve the physical environment, benefit the surrounding communities and involve local residents in the operations of the resort. By 2008, Heritance Kandalama was a recipient of many international awards for environment management and social and community development. It was the first Asian hotel to receive Green Globe 21 certification in 1999. The resort also raised the profile of its parent company, ASHH, as one of the Asian pioneers of sustainable tourism. This case examines: (1) the environment management and social and community development strategies and programmes at Heritance Kandlama; (2) the emergence of an organisational culture anchored on sustainable development; and (3) human resources practices that engendered and reinforced employees' commitment to i
   AKASH-JACKSON PVT LTD
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Kidiyoor, G — T.A. Pai Management Institute
Dev, A — T.A. Pai Management Institute

Distributor: ecch (www.ecch.com) Reference: 906-033-1 Language: English
Category: Knowledge, Information and Communications Systems Management Data source: Field research
Product Year: 2006
Geo location: India Industry: Railways and track equipment
Topics: Akash-Jackson Pvt Ltd; Railways and track equipment; Speedster Ltd; Road rollers; Akash Transmotives Pvt Ltd; Ring frame; Markets and marketing; Competitive bidding; Web presence in modern day business; e-Commerce; Company's website
Abstract: This abstract is currently unavailable.
   AKBAR MOTORS (A)
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Hassan, S Z; Rana, A I
Publisher: Lahore University of Management Sciences (CRC)
Distributor: ecch (www.ecch.com) Reference: 18-010-88-1 Language: English
Category: Knowledge, Information and Communications Systems Management Data source: Field research
Product Year: 1988
Geo location: Pakistan Industry: Automobile industry Size: Small Timing: 1986
Topics: Automobile; Inventory; Inventory management; Information systems design; Information services; Business administration; Developing countries
Abstract: Akbar Motors was a small sized organisation trying to computerise its inventory with a limited budget. The company already had a good inventory control system that was not being fully utilised. The director's dilemma was first, to choose the right programme and vendor, and then to convince his father to extend the requisite funds.
   AKBAR MOTORS (B)
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Hassan, S Z; Rana, A I
Publisher: Lahore University of Management Sciences (CRC)
Distributor: ecch (www.ecch.com) Reference: 18-011-88-1 Language: English
Category: Knowledge, Information and Communications Systems Management Data source: Field research
Product Year: 1988
Geo location: Pakistan Industry: Automobile industry Size: Small Timing: 1987
Topics: Automobile; Inventory; Inventory management; Information systems design; Information services; Business administration; Developing countries
Abstract: This case provides a sequel to case (A) (18-010-88-1). The case narrates the director's plight as 18 months of effort and judgement seemed to be going to waste in a system that was slow, seemed overloaded, and kept giving error messages.
   AKIDA
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Shah, G H
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 20-001-2005-1 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 2005
Geo location: Lahore, Pakistan Industry: Governance Size: 100 employees Timing: 2005
Topics: Human resource management; Export Promotion Bureau; Terms of Reference (ToR); Focus groups; Islamabad; Karachi; Evaluation; ILO (International Labour Organisation); UNOPS (United Nations Office for Project Services); UNICEF (United Nations International Children's Emergency Fund)
Abstract: The case addresses an important issue pertaining to the consultant-client relationship - discrepancy in expectations and perceived work scope. On 9 November 2003, Haider Zaidi, President of Lahore-based AKIDA Consulting group, and his team were taken by surprise during their presentation on a competitive bid for an evaluation survey for Ministry Khushbakht of the Government of Pakistan. The client had a different understanding of the scope of work than that of the AKIDA team. The critical decision facing AKIDA was whether to ignore the implications and give in to the client's demand or to put their foot down and adopt one or more of the alternatives.
   AKIN AKINYEMI
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Epie, C — Lagos Business School
Distributor: ecch (www.ecch.com) Reference: 404-036-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2004
Geo location: Nigeria Industry: Banking Size: Medium Timing: 2003
Topics: Career; Values
Abstract: This case tells of a young manager's career move to another organisation, the reasons for his decision, his first days at work and the difficulties he encountered in an organisational culture not in harmony with his personal values. The objective is to introduce participants to career development and make them aware of the psychological processes involved in starting a new job and settling into it.
   ALBERT DUNLAP AND CORPORATE TRANSFORMATION (A)
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Petty, R D; Soybel, V E; Schlesinger, P F; Perkins, S; Wylie, D S
Publisher: Babson College
Distributor: ecch (www.ecch.com) Reference: BAB032 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1999
Version Date: 20 Oct 2000
Geo location: United States Industry: Paper products, home appliances Timing: 1994-2000
Topics: Accounting standards; Corporate re-organisation; Crime; Ethics; Financial management; Fraud; General management; Legal aspects of business; Organisational change; Restructuring
Abstract: This is the first of a two-case series (BAB032 and BAB033). After restructuring Scott Paper with a 34% reduction in head count and successfully selling the company to Kimberly Clark, Al Dunlap is hired as CEO (Chief Executive Officer) by Sunbeam. This case describes the management principles of this corporate turnaround expert and his actions at Sunbeam. The case was previously numbered 104-104-1.
   ALBERT DUNLAP AND CORPORATE TRANSFORMATION (B): THE BUBBLE BURSTS AT SUNBEAM
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Petty, R D; Soybel, V E; Schlesinger, P F; Perkins, S; Wylie, D S
Publisher: Babson College
Distributor: ecch (www.ecch.com) Reference: BAB033 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1999
Version Date: 8 Jun 2001
Geo location: United States Industry: Paper products, home appliances Timing: 1994-2000
Topics: Accounting standards; Corporate re-organisation; Crime; Ethics; Financial management; Fraud; General management; Legal aspects of business; Organisational change; Restructuring
Abstract: This is the second of a two-case series (BAB032 and BAB033). After restructuring Scott Paper with a 34% reduction in head count and successfully selling the company to Kimberly Clark, Al Dunlap is hired as CEO (Chief Executive Officer) by Sunbeam. This case describes the management principles of this corporate turnaround expert and his actions at Sunbeam. The case was previously numbered 104-105-1.
   ALBERTO GONZALEZ (A)
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Mullins, J W; Grant, A
Publisher: London Business School
Distributor: ecch (www.ecch.com) Reference: 808-042-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2008
Geo location: Spain Industry: Health care
Topics: Entrepreneurship; Finance; Spain
Abstract: This is the first of a two-case series (808-042-1 and 808-043-1). It was 15 January 2000 and Alberto Gonzalez, CEO of Belen Healthcare, knew he had a crucial decision to make over the next few days. As he headed over to his offices across from Madrid's Retiro Park, he reflected on the remarkable events of the previous decade. Ten years ago, he had known nothing about care homes. Now Belen was one of the largest care home operators in Spain, with a one per cent share of this fragmented market. The 1990s had been a remarkable decade for Gonzalez. While there was much to be proud of, he now found himself at a crossroads. The sector, which had been booming in the latter half of the nineties, was now in meltdown, with no access to cash and littered with casualties on both the operator and property side. Belen still had its head above water but Gonzalez was unsure for how much longer. Should he continue as an operator, roll up his sleeves and get stuck into running his substantial portfolio of homes? Or should he try to exit this now troubled industry and hope he could find a buyer for his company?
   ALBERTO GONZALEZ (B)
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Mullins, J W; Grant, A
Publisher: London Business School
Distributor: ecch (www.ecch.com) Reference: 808-043-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2008
Geo location: Spain Industry: Health care
Topics: Entrepreneurship; Finance; Spain
Abstract: This is the second of a two-case series (808-042-1 and 808-043-1). Following the sale of Belen Healthcare, Alberto Gonzalez had made considerable progress towards his dream of building both a PropCo and an OpCo in the care home industry. But the aftermath of the September 11th terrorist attack on the Twin Towers in New York City had thrown his well-laid strategy into disarray. 'How could I possibly have foreseen that such an event would have such dramatic impact on my business, which is completely unrelated to tourism?' Gonzalez recalled. With his source of financing now gone, Gonzalez wondered how he could possibly salvage his situation.
   ALCAN ALUMINIUM CAN RECYCLING: THE LAUNCH OF A NEW CONCEPT
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Gilligan, C — Sheffield Hallam University
Hristov, L — Sheffield Hallam University

Distributor: ecch (www.ecch.com) Reference: 595-001-1 Language: English
Category: Marketing Data source: Field research
Product Year: 1995
Geo location: England Industry: Division of a multinational Timing: 1989-1994
Topics: New concept development; New concept launch; Marketing; Environmental issues
Abstract: The case study focuses upon the development and launch of a new concept within the UK, that of the recycling, by domestic consumers of used aluminium beverage cans. The background of the industry and environmental pressures upon it are discussed as a prelude to outlining the response by the Aluminium Can Recycling Association. The case then focuses specifically upon Alcan and its development of a novel can collection system.
   ALCATEL BELL TELEPHONE: EDI, ORGANIZATIONAL TRANSFORMATION AND COMPETITIVE ADVANTAGE
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O'Callaghan, R — Nyenrode Business Universiteit
Distributor: ecch (www.ecch.com) Reference: 395-037-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1995
Geo location: Belgium Industry: Telecommunication equipment Timing: 1992
Topics: Electronic data interchange; Business process redesign; Materials planning requirements; Competitive advantage; Information systems; Logistics; Change management
Abstract: This case has been written for graduate students with work experience (eg MBAs) as well as for executives participating in Information Systems or Operations Management courses. The case is intended to raise their awareness as to the breadth of organizational implications of EDI as well as the elusive link between EDI and competitive advantage. The case discusses the company strategy, the redesign of the procurement organization and the role played by electronic data interchange (EDI). Alcatel Bell Telephone is a firm that has been able to take advantage of market niches and occasional business opportunities that require short lead times. The case analyses business process redesign and changes in procurement organization.
   ALDI ENTER THE UK MARKET
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Swindley, D G — Manchester Metropolitan University
Distributor: ecch (www.ecch.com) Reference: 191-003-1 Language: English
Category: Economics, Politics and Business Environment Data source: Published sources
Product Year: 1991
Geo location: UK Industry: Retailing Size: u6 million per year Timing: 1990
Topics: Business environment; Cartel; Competition; Growth and expansion; Growth strategy; Market entry; Market structure; Marketing strategy; Retailing
Abstract: The case describes the early efforts of Aldi discount stores of West Germany to enter the UK grocery market and the reactions of existing retailers and suppliers. ** //www.ecch.com/caseawards target=_blank>ecch European Case Awards Category Runner up 1992**
   ALDI: THE HARD DISCOUNT PHENOMENON
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Corsten, D; Kumar, N; Linguri Coughlan, S; Venkitachalam, A
Publisher: London Business School
Distributor: ecch (www.ecch.com) Reference: 307-089-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2007
Version Date: 22.05.2007
Geo location: Worldwide Industry: Retailing Size: 34 billion euros Timing: 2005
Topics: Retailing; Private labels; Marketing; Operations; Global expansion; Branding; Low cost; Global strategy; International business; International marketing; Global retailing; Entrepreneurship
Abstract: Over the past half century, ALDI has perfected its low cost operating model and dramatically altered the German retail landscape. Its format of a small grocery store, limited assortment and a private label only policy became known as 'hard discount'. By 2005, ALDI had spread from Australia to the United States with more than 6,000 stores and sales in excess of 34 billion euros. Lidl, its biggest competitor and imitator, had tweaked the ALDI concept and increasingly added manufacturer brands over the years. In recent years, Lidl had grown faster than ALDI. Was Lidl's mix of one-third manufacturer brands and two-thirds private labels superior to ALDI? Should ALDI adopt a similar mix to Lidl? If ALDI added manufacturer brands, would it compromise its low cost operating model? Would manufacturer brands agree to distribute their products in such a low-price, overwhelmingly private label environment? This case has been featured on the ecch website, //www.ecch.com/about/featured-case-ECCHO35-1.cfm target=_blank>click to view the article.
   ALEXANDER SERRALTA, CUBA
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Dana, L P — McGill University
Distributor: ecch (www.ecch.com) Reference: 396-067-1 Language: English
Category: Strategy and General Management Data source: Generalised experience
Product Year: 1996
Geo location: Cuba Industry: Tourism Size: Small Timing: Mid 1990s
Topics: Service; Policy; Expansion; Communism; Infrastructure
Abstract: Alexander Serralta is an entrepreneur who moved from Russia to Cuba, where he decided to open a small hotel. The purpose of this case is to teach about a business start-up in Cuba where infrastructure and other problems hinder business.
   ALEXANDRIA CARBON BLACK: GLOBAL STRATEGIES FOR GLOBAL MARKETS
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Harlow, H D — The American University in Cairo (AUC)
Distributor: ecch (www.ecch.com) Reference: 308-045-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 2008
Geo location: Egypt Industry: Petrochemicals Size: 400 employees Timing: 1992-2006
Topics: Strategy; Production operations; Quality; Social responsibility; Global strategies in basic industries; International finance; Growth in basic industries; Cross cultural management
Abstract: This case examines the initial and continuing investment in petrochemical manufacturing facilities in Egypt by an Indian multinational. The case brings together the various aspects of global strategy, cultural issues, social responsibility and developing world companies' success in displacing current producers with operational strategies that include new plants, adherence to International Organisation for Standardisation (ISO) standards, increased response to customer needs and attention to just-in-time warehousing close to customers. The case also shows how corporate, strategic business unit (SBU) and functional strategies at newly global Indian companies like Aditya Birla, are having a huge impact on entrenched producers providing huge new opportunities in low growth businesses. Questions such as developing local staff, new ideas for increasing production, strategies for continuing growth and how to continue to grow the Alexandria Carbon Black business globally as the business model is recognised and duplicated by competitors in Eastern Europe and China, are highlighted by the case.
   ALFA COLLER
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Buongiorno, M; Perrucci, S; Conca, V
Publisher: SDA Bocconi
Distributor: ecch (www.ecch.com) Reference: 305-296-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2005
Topics: Acquisitions; Valuation; Negotiation; Cost of capital
Abstract: The Alfa Coller case concerns the valuation of the economic benefits of an acquisition decision. The peculiarity of this case relates, on the one hand, to the examination of the issues from two different view points: the buyer?s and the seller?s; and on the other hand, to the issues embedded in the following negotiation phase, featuring a typical role playing situation. The case is therefore managed on the basis of two distinct moments: a technical moment, which concerns the firm valuation methods, and an organisational moment, which concerns the methods adopted to structure a negotiation strategy.
   A-LIVE: START-UP AND GROWTH IN THE ENTERTAINMENT INDUSTRY
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Wustmann, A; Venzin, M
Publisher: SDA Bocconi
Distributor: ecch (www.ecch.com) Reference: 805-040-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2005
Geo location: Switzerland Industry: Entertainment Size: Less than 20 employees Timing: 2000-2003
Topics: Career choices; Entrepreneurship; Business planning; Start-up company
Abstract: The case illustrates how a start-up can survive and thrive in the turbulent and fragmented entertainment market. A-live Music Company (AMC) entered the entertainment market in 2000 by combining ?acappella? live performances with a franchise system, and building additional products (CDs, custom-written songs) and services around its competencies. The case can be used to discuss critical issues in start-up management, such as how to enter a new market with limited resources, how to build a brand by applying alternative marketing techniques, how to cross-sell products or generate efficiencies in a corporate structure, etc. Strategic decisions faced by AMC, selecting a growth path, internationalising its activity, allocating resources, selecting target groups and business models etc, can be compared to similar issues faced by larger organisations.
   ALL INSTANT: RIDING THE RIGHT BUSINESS MODEL
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Santi, M — HEC Paris
Nussenbaum, A — HEC Paris

Distributor: ecch (www.ecch.com) Reference: 802-023-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2002
Geo location: United States Industry: Interactive marketing Size: Start-up Timing: 2001
Topics: Business model; Start-up; New economy; Interactive technology; Instant messaging; ASP
Abstract: All Instant is an Internet start-up launched in February 2000 by four young entrepreneurs who have just ended their academic track. All Instant proposes a new technology that 'would revolutionise interactive marketing and communication on the web'. The technology relies on instant messaging and the competitive landscape is at the intersection of co-branded instant messaging, content delivery platforms and Customer Relationship Management (CRM), (a true issue: which business are we in?). At the start of 2001, All Instant succeeds in securing its second institutional round of financing ($1.2 million) but, owing to the turmoil that the Internet business is now facing, its venture capitals demand the company to reach breakeven in less than one year. This new situation compels the management team to re-examine its specific industry scope, its value proposition, its target markets and its business model. How is facing a plummeting stock market and adapting the strategy to cope with a new environment going to affect the business?
   ALL SEASONS FLOWERS
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Dana, L P — University of Canterbury
Distributor: ecch (www.ecch.com) Reference: 503-043-1 Language: English
Category: Marketing Data source: Published sources
Product Year: 2003
Geo location: New Zealand Industry: Flowers Size: Small Timing: 2003
Topics: New Zealand; Marketing
Abstract: A case to teach price elasticity of demand.
   ALLBUSINESS.COM
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Mizuno, M — Nihon University
Distributor: ecch (www.ecch.com) Reference: 802-009-1 Language: English
Category: Entrepreneurship Data source: Field research
Product Year: 2002
Geo location: America Industry: e-Business Size: 80 employees Timing: 1998-2000
Topics: America; Small business; B2B; Venture capital; e-Business; Business model; Small business market; Marketing strategy; Strategic alliance; Advisory board; Fund raising; Entrepreneurship; Risk factor; Merger; Solution partners
Abstract: The company was established in 1998 with an objective of reaching the small business market by means of the Internet. The B2B business has become of vogue due to its cost savings among the firms. AllBusiness.com was successful in securing financial resources, in recruiting personnel and in identifying strategic partners, which were required to grow as an emerging company. The recognition of the company by the targeted customers and marketing of products and services were particularly important for on-line business because of its virtual nature. The management of the company faced a big decision as to the growth strategy when NBCi came up with a proposal of a merger. After examining the various points of the proposal and the future course of the company, AllBusiness.com took a decision to accept the merger in order to accelerate the growth.
   ALLEGRO COMPUTER PERIPHERALS PLC
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Finlay, P N — Loughborough University
Distributor: ecch (www.ecch.com) Reference: 393-017-1 Language: English
Category: Strategy and General Management Data source: Generalised experience
Product Year: 1993
Geo location: UK Industry: Computers Size: 200 employees Timing: late 1980s and early 1990s
Topics: Business objectives; Corporate strategy; Diversification; Policy; Strategic planning; Strategy
Abstract: The case is not a fully authentic case, being based on a real situation with augmentations and modifications to better suit its teaching objective which is to illustrate to students the scope and complexity of Strategic Management. Allegro has been used very successfully at the beginning of both undergraduate and postgraduate Strategic Management courses and takes about 1 hour to complete. The discussion around the case is used to introduce the following concepts: strategy vs tactics; internal, operating and wider environment; levels of strategy; the scope and complexity of strategic management issues; the matching of internal capabilities to external factors; ethics and business objectives.
   ALLIANZ GROUP: THE RACE FOR NEW E-BUSINESS MODELS
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Lechner, C — University of St. Gallen
Marx, K — University of St. Gallen
Mueller-Stewens, G — University of St. Gallen

Distributor: ecch (www.ecch.com) Reference: 302-027-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2002
Geo location: Worldwide Industry: Financial services Size: 70,000 employees Timing: 2001
Topics: General management; Strategic management; Strategy process; e-Business; Strategic initiatives; New business models
Abstract: In 1999, Allianz recognised that it was lagging in its e-business activities and needed to speed up its efforts in order to counter the attacks of aggressive competitors. Dr Friedrich Wobking, a Board member of two major business units, took the lead. He shaped the overall context for the generation and implementation of new e-business models and vigorously pushed the initiative forward. An internal competition between two project teams was installed where the two teams sought after the best new e-business ideas. Having reviewed numerous alternatives, several new e-business models emerged. They received the approval of top management and the team was equipped with critical resources. During the following months, some models proved problematic and were put aside, while others met or even exceeded expectations. At the end of 2001, Allianz was again positioned to lead the market. However, most managers were well aware that this was only the beginning and that they must carefully nurture and strengthen these 'seeds of change' spreading through the firm. There is a German translation available (D302-027-1).
   ALLIED DOMECQ AND THE SEAGRAM AUCTION
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Gasiorowska, A; Thorne, S
Publisher: Helsinki School of Economics
Distributor: ecch (www.ecch.com) Reference: 304-410-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2004
Geo location: Europe, global Industry: Drinks Size: Large, 10,000 employees Timing: 2000-2001
Topics: Drinks industry; Auction; Strategic positioning; Growth brands; Brand portfolio; Mergers and acquisitions; Market share extension; Spirits and wine market; Bidding consortium; Organic growth; Mature industry; Distribution network; Economies of scale; Glob
Abstract: In August 2000, Vivendi, the French media company announced the purchase of the Canadian entertainment and spirits giant Universal. The deal, made for the entertainment arm of the company, and the drinks arm of Universal known as Seagram's, was to reduce Vivendi's debt. This presented an opportunity for all of Seagram's rivals as Seagram's owned some of the biggest brands in the industry such as Chivas Regal Scotch and Captain Morgan Rum. Allied Domecq, the second biggest company within the industry would look at auction bidding for the Seagram portfolio as a way of gaining some ground on the market leader, Diageo. It would also put a greater distance in terms of market share between themselves and the third largest company Pernod-Ricard. The issues to analyse are: financial impact; implications of antitrust laws; secondary brands included in the portfolio; whether a bid was within the interests of the shareholder; and the strategic positioning. The case should be used as an example of how fast, large-scale mergers and acquisition decisions (here: to bid or not to bid) are made and the underlying opportunities and risks.
   ALLIED LIMITED
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Trim, P R — University of Groningen
Distributor: ecch (www.ecch.com) Reference: 390-038-1 Language: English
Category: Strategy and General Management Data source: Generalised experience
Product Year: 1990
Geo location: UK Industry: Electronics Size: Medium Timing: 1987-1988
Topics: Acquisitions and mergers; Conflict; Consumer marketing; Corporate culture; Corporate strategy; Corporate structure and development; Decision making; Human relations; International business; Strategic planning; Strategy formulation
Abstract: Allied Limited is an electronics company facing a number of problems. The immediate issues are: whether the company should shut down the calculator production line, impending legal action by the Syntax Corporation which has threatened to take legal action against Allied Limited for infringement of one of its patents, inadequate internal communication, poor industrial relations and the possibility of a labour relations conflict. A management consultant is brought in to appraise the situation and in particular to make recommendations to top management vis-a-vis leadership and managing change. Two other issues are highlighted: merger or acquisition of a continental company, and Europe 1992. The objective of the case is to focus the readers' attention upon the various problems confronting Allied Limited and to analyse the strengths of the company prior to formulating a strategy for the company.
   ALLIED MARKETING (PRIVATE) LIMITED, LAHORE
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Azhar, W; Amir, I
Publisher: Lahore University of Management Sciences (CRC)
Distributor: ecch (www.ecch.com) Reference: 04-1003-93-1 Language: English
Category: Marketing Data source: Field research
Product Year: 1993
Geo location: Pakistan Industry: Distribution company Size: Small Timing: 1992
Topics: Sales force management / distribution channels; Distribution strategy; Marketing
Abstract: This case deals with two issues facing a distribution company: determining the optimal size of the sales force, and deciding the distribution mix. Students will learn about the key method of sales force quantification. They will also understand the role wholesalers and distributors play in the distribution channel.
   ALLIED-LYONS PLC: 1984-1991
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Cunningham, P — Leeds Trinity & All Saints
Distributor: ecch (www.ecch.com) Reference: 395-002-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 1995
Geo location: Head office, UK Industry: Multi-related sales, brewing Size: u5,133 million turnover in 1991 Timing: 1984-1991
Topics: Growth strategy; Acquisitions; Product development; Market development; Organisational culture; Finance
Abstract: Allied-Lyons plc is one of the six largest competitors in the UK brewing industry. An industry which is dominated by six competitors that hold 80 per cent of the market share. It is an industry which has historically developed by companies merging, and growing by vertical integration so that they control the production, distribution and retailing of their products through tied public houses. This amount of control is unknown in many industries. Despite the Monopolies and Mergers Commission Report, this situation has changed very little. Since the growth within the industry has reduced, the brewers have had to seek expansion elsewhere and have diversified into numerous areas, eg hotels, food, leisure etc. This case deals with the strategies pursued by Allied-Lyons over a seven year period, 1984 to 1991, and its attempts to deal with the diversity of problems. Broadly, Allied-Lyons have tried to develop from a national brewing company into a multi-national brewing, wines, spirits and food organisation. The case is presented in a chronological format with events factually reported, which are enhanced with quotes from the company and leading UK newspapers and journals. The author offers no analysis within the case study, but has produced a teaching note.
   ALTANA AG: POLISHING A ROUGH DIAMOND FOR THE US MARKET
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Kaufmann, L; Ridder, C; Schoenbucher, G
Publisher: WHU Otto Beisheim School of Management
Distributor: ecch (www.ecch.com) Reference: 304-437-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2004
Geo location: Germany (Bad Homburg) Industry: Pharmaceuticals, specialty chemicals Size: Euro 1,928 million revenue Timing: 2000-2001
Topics: Brand management; Corporate identity; Pharmaceuticals; Specialty chemicals; International expansion; Cross listing; New York Stock Exchange; Family-owned business; Corporate social responsibility
Abstract: This case study was conducted in the pharmaceuticals and specialty chemicals industry. It focuses on ways to draw attention for German ALTANA AG, its brand and products, in the important US pharmaceutical market, in particular its product pipeline of drugs with blockbuster potential. The appropriate solution to reach this goal is an x-listing for ALTANA on the US stock market since it would not only draw attention in the pharmaceuticals market but also support the specialty chemicals division's goal to grow externally in the mature US market. The study takes place in May 2001 and evolves around ALTANA's CEO (Chief Executive Officer), Nikolaus Schweickart, who has managed to sharpen ALTANA's profile and has thereby significantly increased ALTANA's market capitalisation. His current challenge is to develop a proposal for his supervisory board to face the awareness problem for the pharmaceuticals division and to support the chemicals division's objective for external growth.
   ALTUN TABYA OTEL, GAZIMAGUSA, NORTHERN CYPRUS
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Dana, L P — ICN Ecole de Management
Hannan, T — ICN Ecole de Management

Distributor: ecch (www.ecch.com) Reference: 396-125-1 Language: English
Category: Strategy and General Management Data source: Published sources
Product Year: 1996
Geo location: Cyprus Industry: Hotel Size: Small business Timing: 1996
Topics: Religion; Politics; Embargo; Restriction; Environmental analysis; Tourism; Uncontrollable variables; Marketing mix
Abstract: It was 1996. Erol Nihat Altunsoy was the owner-manager of the Altun Tabya Otel, a small inn located in Gazimagusa, a port declared illegal by international authorities since occupation by Turkish troops. The hotel had 18 rooms, but only one was occupied. Suggestions were welcome. This case teaches about enterprise in a self-proclaimed but unrecognised republic - the victim of military occupation and of an international embargo. This case is a perfect opportunity to discuss Porter's model.
   AMADEUS: GLOBAL ALLIANCES IN CRS INDUSTRY
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Horwitch, M — Theseus Institute
de Pommes, C — Theseus Institute

Distributor: ecch (www.ecch.com) Reference: 396-122-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1996
Geo location: Europe Industry: Travel industry Timing: 1992
Topics: Strategy; Organisational design; Technology; Global alliances; Business start-up; IT for strategic advantage; IT for value creation
Abstract: This case study is on Amadeus, a European-based Computer Reservation System vendor in the travel industry, and examines its attempts to create a global alliance with its key US-based competitor, Sabre. The case opens at the beginning of 1992 with Amadeus calling off its planned alliance with Sabre for the third and final time. The main issues addressed are concerned with the strategy options for the company. The case returns to the start of the CRS industry in the US, discussing CRS development and highlighting lessons about competition, entry barriers, value chain linkage between airline and travel agents, and regulation, in order to provide the necessary background for the class to understand the position of the negotiating parties between 1987 and 1992. Each of the three rounds of negotiations between Amadeus and Sabre is explored, which raises diverse issues from technical, financial, political, commercial and organisational perspectives.
   AMAIZER: IT TASTES AWFUL BUT WE’RE WORKING ON IT
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Saunders, J — Loughborough University
Melewar, T C — De Montfort University

Distributor: ecch (www.ecch.com) Reference: 596-048-1 Language: English
Category: Marketing Data source: Field research
Product Year: 1996
Geo location: UK Industry: Snack Size: u40 billion Timing: 1992
Topics: Pricing strategies
Abstract: This case concerns the introduction of a new savoury snack made from maize. Unfortunately consumer trials of the snack showed that versions of popular crisp flavours 'taste awful' but research and development were continuing to work on this. Recommendations on price from the market research, finance and sales departments all varied and the case invites students to consider the basis for establishing a successful pricing strategy for this product. One objective of the case is to introduce to students the importance of the numerical dimension in marketing.
   AMANDA’S
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Amangbo, C — Lagos Business School
Distributor: ecch (www.ecch.com) Reference: 505-011-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2005
Geo location: Lagos, Nigeria Industry: Fashion Size: 10 employees Timing: 2003
Topics: Branding; Faking of products
Abstract: Amanda's was a subsidiary of Sylvester Investments and involved in the trading of clothes for the fashion-conscious lady executives in Nigeria. In May 2003, Amanda's was faced with the challenges of responding to the faking of their star brand of handbags. The brand name Amanda's had been built over time with limited resources and other challenges. As was the norm in an unregulated market, faking had become a challenge for them. In addition to this, in May 2003, there was an influx of Asian ladies wears - the mainstay of Amanda's business - with representatives of Asian manufacturers setting up shop in Balogun market. Brands that were imitations of her best selling designs were being imported into the country. This case provides opportunities to discuss the challenges of branding and the role of promotions in the marketing mix. It is suitable for use in marketing programmes for owner managers and senior managers in corporations. The background of a developing country with poor development in infrastructure and financial support for small businesses gives the case a special flavour. The problems of faking and regulations are also highlighted.
   AMANZ’ABANTU: WATER FOR THE PEOPLE
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Heil, D; Sprague, C
Publisher: Wits Business School - University of the Witwatersrand
Distributor: ecch (www.ecch.com) Reference: 301-187-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2001
Geo location: South Africa Industry: Services Size: Medium Timing: 2000
Topics: Entrepreneurship in public sector; Water initiatives; Water services and delivery; Strategic partnerships between public and private sector; Collaborations and conflicts between public and private sector
Abstract: The case presents the efforts of the Amanz'abantu Consortium to meet the mandate of the Government for 'water delivery'. Entrepreneur Oliver Ive faced a difficult decision regarding the way forward for both the company and consortium he had founded. The Amanz'abantu consortium, an initiative among public and private sector groups, delivered water services to the rural communities in the Eastern Cape, one of South Africa's poorest provinces. Under Ive's leadership, the Amanz'abantu consortium had become a model of integrated water services delivery to the rural poor. The new government faced the challenge of meeting pent-up demand for the basic services that had been denied the majority population under the apartheid regime. The water services sector was characterised as bureaucratic and highly politicised. As an entrepreneur working in the 'social' sector, Ive and his colleagues had experienced tremendous hurdles in becoming operational. Indeed, the privatisation of water was the subject of a polemical debate. Given the uncertainty of another BoTT, Ive saw three potential options for the future. He could continue to develop the core business, working to consolidate Amanz'abantu's niche in the water services sector. A second option was for Ive to broaden the company's scope of work, perhaps by entering the transport and
   ALLTECH INC
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Bradley, F — UCD Michael Smurfit School of Business
Distributor: ecch (www.ecch.com) Reference: 506-175-1 Language: English
Category: Marketing Data source: Field research
Product Year: 2006
Geo location: Global Industry: Animal health Size: US$250 million sales, 1,500 employees Timing: 2006
Topics: Marketing; Biotechnology; Nutrigenomics; Animal health; Global expansion; Entrepreneurial marketing; Feed ingredients; Marketing strategy; Competitive analysis; US, Europe, Asia; Customer solutions; Branding
Abstract: At its annual planning meeting in 2006, Alltech Inc, a company started in Nicholasville, KY in 1980, set a target for worldwide sales to increase from US$260 million to US$500 million or more by 2008. Sales increases were until now obtained by developing five or six new products, each capable of producing sales of US$50 million. The regional director for Europe argued that a much more radical approach would be required, while the global director for marketing and some country managers wondered if the organisational structure was appropriate as Alltech Inc was now a global company. Furthermore, in recent years large diversified companies had entered the market and had begun to produce products similar to Alltech's range. How the company should respond to recent scares in the food industry was another concern. While Alltech's core businesses lay in the manufacture, marketing and selling of all-natural yeast supplements that help cattle, swine and poultry digest their food better, the senior management team at Alltech Inc believed the future was in nutrigenomics. The main driving force behind Alltech Inc was the founder and owner, Dr Pearse Lyons, a dynamic scientist who was dedicated to discovering and providing solutions to health and nutrition problems in the food industry. This case was previously numbered '501-045-1'.
   ALPHA AUTOMOBILES LIMITED
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Dhar, U; Misra, A K; Gautam, V K; Patni, P; Iyengar, V
Publisher: Prestige Institute of Management & Research
Distributor: ecch (www.ecch.com) Reference: 406-032-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2006
Geo location: Central India Industry: Automobile Size: Medium Timing: 1998
Topics: Trade Unions; Memorandum; Third party interventions; Industrial harmony; Negotiation; Resistance to change
Abstract: The case is about Alpha Automobiles Limited (AAL), one of the biggest assembly plants in the state of Madhya Pradesh in India. The plant was fully automated and had maintained harmonious industrial relations since its inception. The workers were divided into two main unions affiliated to Bhartiya Mazdur Sangh (BMS) and the Indian National Trade Union Congress (INTUC). As per the Industrial Employment Act 1961, the company had been signing the Memorandum of Agreement periodically every three years. Accordingly an agreement was signed which was to be implemented, but the INTUC refused to sign due to an 'efficiency clause' which was introduced for the first time. However, the agreement was implemented despite resistance from the members of the INTUC. There was a lightening strike. The management could not smell the anticipated move of the INTUC supported union. The strike continued for 40 days at a stretch until the Chief Minister's appeal was broadcasted for the maintenance of industrial harmony. The management in terms of morale boosting and financial support encouraged the workers, who did not support the strike. The strike was declared illegal by a labour court and morale of the INTUC was nearing the annihilation stage. Once the strike was over, the management formed a committee under the industrial engineering department to devise efficiency norms for the workers
   ALPHA MEDICAL MANUFACTURERS
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K'Aol, G O — United States International University, Kenya
Kiriri, P — United States International University, Kenya
Low, M — Columbia University

Distributor: ecch (www.ecch.com) Reference: 606-023-1 Language: English
Category: Production and Operations Management Data source: Field research
Product Year: 2006
Geo location: Kenya Industry: Syringe manufacturing Size: Medium Timing: 2003
Topics: Entrepreneurship; Technology and innovation; Productivity improvement; Kenya; Strategy and general management
Abstract: From 2001 to 2003, Alpha Medical Manufacturers (AMM), a family business involved in manufacturing single use disposable syringes in the pharmaceutical industry in Nairobi, Kenya, faced major business challenges characterised by stiff competition from cheap imported syringes and low productivity due to frequent machine breakdowns. Early February 2003, was a major turning point for AMM. The frequent breakdown of the blister packaging machine and other production equipment had affected the efficiency and effectiveness of the company. Consequently, Dr Patel thought that he needed to make a major business decision to improve the productivity of the company. He wondered whether it was time to: (1) invest in a new blister packaging machine; (2) upgrade the single use disposable syringes line; or (3) abandon the manufacturing of single use disposable syringes and change to manufacturing auto-disable syringes instead.
   ALPHA TOILETRIES LTD
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Moreton, K M — Staffordshire University
Distributor: ecch (www.ecch.com) Reference: 697-050-1 Language: English
Category: Production and Operations Management Data source: Field research
Product Year: 1997
Geo location: Midlands, UK Industry: Toiletries Size: u12 million turnover Timing: 1990
Topics: Growth without a control infrastructure; Competence, conflict at senior management level; Internal and customer facing; Performance metrics; Customer expectations and processes for satisfying; Demand management as a business process; Fundamentals of MPC a
Abstract: Alpha exhibited all the characteristics of a company which grew very rapidly, but without a control infrastructure to match. Most students will identify with the products which Alpha produce, but not all will appreciate the difficulties of a high volume/high variety manufacturer when faced with powerful and highly discriminating customers. The case is intended to be used primarily to highlight materials management difficulties. It also addresses implicitly: Manufacturing Planning and Control: Demand Management and Supplier Management. In addition the case includes some (almost) real 'corporate politics' which beg the questions: (a) How is corporate conflict to be resolved satisfactorily in a 'timescale of action' which is almost certainly longer than powerful customers will permit and (b) how competent are the senior management at Alpha. In this respect it can be used to provide an appreciation of the fundamental components in 'relationship marketing' i.e. quality, 'processes' and 'people' which deliver customer satisfaction. This case can be used in manufacturing and service operations management programmes up to and including postgraduate level. It is more effectively handled by students who have undertaken modules in Manufacturing Planning and Control (MPC) although an in-depth know
   ALSTOM POWER SERVICE 2005: BUILDING A SERVICE IDENTITY
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Bruch, H — University of St. Gallen
Vogel, B — University of St. Gallen

Distributor: ecch (www.ecch.com) Reference: 405-058-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Field research
Product Year: 2005
Geo location: Europe and global Industry: Power industry Size: 13,500 employees Timing: 1999-2004
Topics: Transformational change; Leadership; Organisational identity; Organisational culture; Strategy process
Abstract: This case deals with creating a unique organisational identity and related changes at ALSTOM Power Service, Baden, Switzerland, which, in 2004, was a leading global provider of services for power plants. The company was founded in 1999 to independently market power service products within the ALSTOM group, Paris. Worldwide the organisation instantly had more than 10,000 employees who were previously assigned to different units. The company also had to deal with a partly disillusioned workforce which perceived their jobs as a tedious add-on to the business for new power plants. The management immediately created clear autonomy and business accountability for every unit. Recognition for successes generated new pride and engagement. The company also started a global organisational identity process to build a strong shared mind-set toward how to successfully perform service business. This allowed the company strategically to go beyond traditional services and to provide complex, integrated products which combined expertise from different areas and delivered outstanding performance. The case can be used in executive programmes and in MBA curricula. It can focus on: (1) how to energise a disillusioned workforce; (2) how to change organisational identity; and (3) the role of specific shared mind-sets for strategic changes and performance. A video ?405-058-3? is available to accompany
   BASF AND KNOLL PHARMACEUTICALS PART TWO: THE MERGER PLANNING AND INTEGRATION
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Collett, N — Manchester Business School (MBS)
Cartwright, S — Manchester School of Management, University of Manchester Institute of Science & Technology (UMIST)

Distributor: ecch (www.ecch.com) Reference: 300-102-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2000
Geo location: Germany and UK Industry: Pharmaceutical Size: Multinational Timing: 1995-1999
Topics: Strategy and target evaluation; Integration planning; Implementation; Assessing success of acquisition; Managing industry expansion
Abstract: This is the second of a two-case series (300-101-1 and 300-102-1). On 31 March 1995 BASF AG acquired Boots Pharmaceuticals from Boots PLC for DM2bn (u850m) + $70m (u44m). The deal represented the culmination of the strategic goal of BASF, one of the world's largest chemical companies, and its pharmaceutical subsidiary Knoll AG, to grow by acquisition and organically in the rapidly changing industry. Part One of the case looks at the pharmaceutical industry in 1994, and the strategic alternatives open to Knoll. Part Two looks at integration planning and implementation. A video is available to accompany the case series (300-101-3).
   BASF COATINGS: PRODUCTION GOING EAST
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Kaufmann, L; Ehrgott, M; Gueck, A; Schroeder, S
Publisher: WHU Otto Beisheim School of Management
Distributor: ecch (www.ecch.com) Reference: 307-340-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 2007
Geo location: Russia Industry: Coatings Size: 951,000 employees Timing: 2006
Topics: Russia; Internationalisation; Market entry; Chemicals; Coatings; PESTEL; Net present value (NPV); Discounted cash flow; Strategy; Eastern Europe; Entry; Expansion
Abstract: This case study is about BASF Coatings, Muenster, and the company's effort to change its strategic approach of doing business on the Russian original equipment manufacturer (OEM) automotive market. The main character is Esteban Alburquerque, Manager Controlling, whose task it is to analyse the situation of the Russian market and to elaborate different expansion strategies for BASF Coatings. In May 2006, the director of Coatings had informed him about the project to develop an action plan under consideration of the waste market potential. BASF Coatings could continue with the current approach or open a plant in Russia. This can either be realised through a joint venture with Russian partners or with a wholly owned production site. Currently, BASF Coatings exports its products from its German production site in Muenster to its customers in Russia. Since the market is growing and some automotive OEM manufacturers are planning to open new production facilities within Russia, BASF is rethinking its current business strategy. Until now, the export of the products has worked perfectly well. However, increasing volume and requirements by global customers to collaborate hand in hand lead to the necessity to assess other options.
   BASF GLOBAL PROCUREMENT PETROCHEMICAL PRODUCTS: CHALLENGES IN CHANGING GLOBAL COMMODITY MARKETS
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Kaufmann, L; Michel, A; Kabakis, C; Lei, S; Sieberger, M; Stueckle, W
Publisher: WHU Otto Beisheim School of Management
Distributor: ecch (www.ecch.com) Reference: 605-024-1 Language: English
Category: Production and Operations Management Data source: Field research
Product Year: 2005
Geo location: Worldwide Industry: Chemicals Size: 82,000 employees Timing: 2004
Topics: BASF; Global; Procurement; Petrochemicals; Purchasing; Sourcing; Supply chain; SCM (supply chain management); Volatile markets; Volatility; Contract markets; Raw material; Spot market; Commodities
Abstract: The case study is based on a real-life problem situation of BASF Global Procurement Petrochemical Products. At this point in time the Global Procurement Petrochemical Products department sourced the entire global raw material purchasing volume to a major extent on the basis of contracts in the merchant market. The delta has been covered by spot market transactions. Despite the low volume, the spot market price in some commodities worked as a significant indicator of supply and demand in purchasing markets and hence, also served as an indicator for contract markets. Consequently the increasing volatility of the spot prices on the basis of ever rising numbers and trading volumes of speculators, such as trading houses, equally affected prices in contract markets. Since in some areas product prices of the business units using these commodities could not be adapted accordingly to reflect price changes in sourcing, margins became increasingly volatile rendering investment decisions a gamble.
   BASIC PRINCIPLES OF TAX PLANNING AND BUSINESS MANAGEMENT
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Owolabi, A A — Lagos Business School
Distributor: ecch (www.ecch.com) Reference: 107-055-6 Language: English
Category: Finance, Accounting and Control Data source: Published sources
Product Year: 2007
Topics: Tax laws; Tax planning; Tax management; Tax avoidance; Tax evasion
Abstract: The aim of this material is to highlight the fundamentals of tax planning and management and its impact on business strategy towards the attainment of business objectives of the firm and its stakeholders. It is useful to MBA, EMBA and participants at the various executive education programmes of business schools. It provides definition of key and relevant terms to aid understanding. The material also discusses the basic concepts of taxation for a charge to be qualified as a tax and are that it is: (1) imposed under the authority of the legislature; (2) levied by a public body; and (3) intended for public purposes. The note also emphasises that the Nigerian tax law is purely statutory. Various governments in the country seek to charge and collect tax using various tax statutes. Almost all the major taxes are within the exclusive legislative jurisdiction of the federal government, but in practice, the power to collect is often delegated to the states. The practice is for the federal taxing authorities to collect tax from corporate bodies while the state authorities collect from individuals and unincorporated bodies. All the statutes except the Sales Tax Law are federal statutes and are consolidated in the Law of Federation of Nigeria (LFN), 2004. General principles of tax planning are to: (1) maximise non-taxable receipts; (2) minimise non-deductible expenses; (3) apply capital receipts in the acquisition of qualifying capital expenditure; and (4) avoid outright default of tax provisions to eliminate payment of interest and penalties. Relevant business areas of tax planning are discussed and includ
   BATA PAKISTAN LIMITED
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Arif, J
Publisher: Lahore University of Management Sciences (CRC)
Distributor: ecch (www.ecch.com) Reference: 04-471-87-1 Language: English
Category: Marketing Data source: Field research
Product Year: 1987
Geo location: Pakistan Industry: Footwear Size: Large Timing: 1987
Topics: Marketing; Distribution; Conflict management; Consumer products; Retailing; Channel management
Abstract: The footwear giant faced competition from vendors selling its own brands at lower prices. While Bata expected that its distributors would sell only to those dealers who did not operate in the vicinity of its stores or agencies, they could not exercise any control over the dealers. The retail manager was asked to chalk out a plan to counter this problem. The case describes the company history and deals with channel management issues.
   BUNRATTY BANQUET
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O'Cinneide, B — University of Limerick
Distributor: ecch (www.ecch.com) Reference: 593-059-1 Language: English
Category: Marketing Data source: Field research
Product Year: 1993
Geo location: Shannon region, Ireland Industry: Tourism Timing: 1961-1993
Topics: Tourism; New product development; Entrepreneurship; Intrapreneurship; Enterprise development; Regional development; Natural resource management; International marketing; Marketing communications, promotion; Product line management
Abstract: The case, although set in the early 1960s, relates to a topic that has relevance today - the development of tourism products that can gain a competitive edge internationally. The advent of standardisation/packaging and the growth of 'mass tourism' has resulted in many niche markets. Ireland's national tourism strategy has been to attract the higher spending visitor with discretionary income. Originally, this meant orientation to the American market. The concept of delivering a tourism product based on sampling a modern representation of medieval entertainment arose from a combination of circumstances. These related particularly to aviation technology which made it possible to overfly Ireland's main transatlantic gateway, Shannon Airport. The case describes the informal product development process that was at play in the Shannon region in the 1960s and the search for 'one good trick' to attract visitors, particularly Americans, to Ireland. It provides an opportunity for analysing the performance of Bunratty Banquet vis-a-vis other Irish tourism products over two decades in which conflicts in Northern Ireland had been held responsible to a large degree for the decline and stagnation in the Irish holiday market.
   BUNYAD LITERACY COMMUNITY COUNCIL
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Afghan, N; Tarar, M B
Publisher: Lahore University of Management Sciences (SEDC)
Distributor: ecch (www.ecch.com) Reference: 05-716-2004-1 Language: English
Category: Human Resource Management and Organisational Behaviour Data source: Published sources
Product Year: 2004
Geo location: Hafizabad, Pakistan Industry: Education Timing: Post 2001
Topics: UNICEF (United Nations Children's Fund); ILO (International Labour Organisation); Sociology; Mass communication; Micro credit; Integrated sanitation
Abstract: Professor Saeed-ur-Rahman, Executive Director of Bunyad Literacy Community Council, was facing a management problem within a donor funded project, which was leading to team breakage. The newly appointed Field Manager's relationship with his colleagues had deteriorated to such an extent that it was hampering the work of the project. There was also some tension between the Project Office and the donor. Professor Saeed-ur-Rahman had to identify the reasons leading to the conflicts between the various stakeholders and address the issues prior to the project evaluation in September 2001.
   BURGAN BANK
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Rao, C P — Kuwait University
Distributor: ecch (www.ecch.com) Reference: 508-108-1 Language: English
Category: Marketing Data source: Published sources
Product Year: 2008
Geo location: Kuwait Industry: Banking Size: Large Timing: 2005
Topics: Banking; Marketing strategy
Abstract: Burgan Bank is one of the six main commercial banks in the State of Kuwait. Kuwait as one of the original signatories of the World Trade Organisation (WTO) regime is expected to implement the WTO regime for services trade, beginning in 2005. This environmental change is expected to bring increased competition from foreign banks into Kuwait. In addition, the Gulf Cooperation Council (GCC) is moving forward with plans to achieve greater integration of the six GCC countries. This environmental development is expected to further intensify the regional competition among banks, by making the banks in other GCC countries start their banking operations in Kuwait. The case details these international and regional developments and the resulting increased competition for the Kuwaiti banks. Burgan Bank (BB) has transformed from being a public sector bank into a private sector bank beginning in 1997, when the bank was privatised as part of the government's privatisation programme. Following privatisation, the bank went through a transformation to improve the bank's performance. To achieve this purpose the bank revitalised its management. In addition, the bank pioneered many innovations aimed at serving the customer more effectively. The bank introduced e-banking facilities and also added a number of innovative financial services to their product portfolio. Detailed information about the competitive developments, both macro and micro, and the bank's comparative performance profile is provided in the case. In mid-2004, the chief operating officer consulted with the other operating officers of
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   BURGER KING ’WEIGHTY ISSUES‘
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Forte, P J — ESCEM School of Business and Management
Distributor: ecch (www.ecch.com) Reference: 505-034-1 Language: English
Category: Marketing Data source: Published sources
Product Year: 2005
Geo location: USA, UK Industry: Fast food industry Timing: 2003-2004
Topics: International marketing environment; Low carbohydrate diets
Abstract: With the growth in low carbohydrate diets and the growing awareness by the public and legislators of the importance of healthy balanced eating habits, the fast food industry has encountered a major challenge to their traditional product offering. This case looks in brief at how, principally, Burger King has faced the issues in the period 2003-2004. It describes the development of Burger King as a brand and the changes in the marketing environment in both its US and UK markets. The case is designed for students new to international marketing to consider ways of redefining the marketing function for international use and assessing approaches to the attractiveness of international markets.
   BURN STEWART & CO LIMITED
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Pesenti, S; Johnson, R M
Publisher: London Business School
Distributor: ecch (www.ecch.com) Reference: 395-101-1 Language: English
Category: Strategy and General Management Data source: Field research
Product Year: 1995
Geo location: UK Industry: Alcoholic beverages Timing: 1988
Topics: Entrepreneurship; Opportunity assessment; Management buy-in; Valuation
Abstract: An experienced executive is attempting to put together a management buy-in of a small, privately-owned Scotch whisky business. Negotiating with the company's owner is proving difficult, and there are complications in working with an existing management team and cutting them into the deal. Rising whisky prices are increasing the owner's price expectations. The executive needs to make him an offer, but how much? How good an opportunity is this? What can the executive offer, while maintaining the support of his financial backers and getting a good deal for himself?
   ’BUSINESS @ THE SPEED OF THOUGHT‘ IN RUSSIA: MANAGEMENT OF CHANGE IN DIGITAL DESIGN COMPANY
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