Overview of Cases

Case Title & Summary

BAMA PLES, Ltd. Evaluate company leadership styles and
strategies, esp. account strategies; BAMA supplies McDonalds
and other well-known companies. (Video)
BGH-Motorola. An international channels/strategy case.
What will be the impact of the new dealer program?
Calox (A) (B). Termination of a distributorship. Text is an
exchange of correspondence. Realtime value. Good insight
into human nature
Carslberg. A brewer must select a presentation company.
Daynor Chemical Company. Pricing and package sizing of a
new pesticide.
ExhibitsPlus. A trade show exhibit building company
develops an account strategy for a specific account.
Fearless Eye. Multimedia company considers the strategic
future. (Video)
JEWELMART.COM Electronic market must not only build
membership, but develop active users.
Little Tikes Commercial Play Systems. Rubbermaid
ventures into a new competitive market.
MacTec Control AB. Opportunity evaluation and
consideration of more marketing research.
Majsperk (A) (B) (C). This is a good control case. A good
look at Eastern Europe.
Marketing in the Hardwood Industry. Opportunity for
selling US hardwoods to industry in Canada. (Video)
Metropol Base-Fort Security Group. Selecting strategic
alternatives for growth. Competitive analysis. Evaluation of
strategic criteria. (Video)
Northcrest Salmon. A US salmon producer has problems
with its channel partner in Mexico.
Outdoor Sporting Products. Analysis of sales force
compensation, training, motivation.
Pfizer Animal Health Products (A) & (B). Strategy for
serving cattle farmers.
Sap/Microsoft. How to create an alliance team of employees
at SAP and Microsoft to serve mutual customers.
SPC Products. Software engineering subcontractor for a
large, well-known firm must cope with uncertainty and tough
performance standards.
Texas Instruments. Integrated marketing communications.
Whole Tree Energy.TM Entrepreneurs vision and R&D
projects show the viability of generating electric power by
growing and burning whole trees. Communication planning
and scenario forecasting. (Video)
Wind Technology. Evaluate opportunity to enter a new
business & develop a pro forma promotion budget.
Xerox. The video profiles 3 customers and why they
purchased the DocuTech demand printing system. Develop an
integrated marketing communication program. (Video)

Setting

Chapter Correspondence
7
8
9
10

U.S.A.

Argentina

U.S.A & New

Zealand

Denmark Thailand
U.S.A.

12

14

U.S.A.

Global

U.S.A.

Swedish mfgr.
enters U.S.A.

15

16

X
X

U.S.A. &
Canada

Canada

U.S.A. &
Mexico

U.S.A.

U.S.A.

U.S.A.

India & Japan

U.S.A.

U.S.A.

U.S.A.

U.S.A.

13

U.S.A.

Slovenia

11

X
X