bluuebunny/crossref_metadata_2025 huggingface dataset:
Surya Tutoring: Evaluating a Growth Equity Deal in India
Authors: Sapienza Paola , Bhagwat Vineet , Kasliwal Apaar
Published: March 2017

The case focuses on two major challenges in deal making in emerging market economies---deal sourcing and negotiation---by focusing on a real (but disguised) Indian private equity deal. In 2010 Surya Tutoring was a fast-growing tutoring academy for high school students aspiring to gain admission to the prestigious Indian Institute of Technology (IIT). Surya’s CEO, R. K. Sharma, wanted to expand its reach beyond Kota (a city of 1 million people in the northern state of Rajasthan), which had become the center of the IIT prep school industry and home to tens of thousands of students studying for the rigorous IIT entrance exam. Sharma knew there was vast untapped potential in the teeming Indian metropolises of Mumbai, Chennai, Delhi, and Bangalore, as well as in foreign markets such as Dubai and Australia. Sharma had received term sheets from two private equity firms willing to finance Surya’s expansion. By the end of the month he needed to decide which to accept: the offer from big bulge bracket fund Blackgem, or the one from ZenCap, a small Indian firm based in Mumbai with which he had become intimately familiar during the past year.

After analyzing and discussing the case, students should be able to:

Identify the differences between the United States and an emerging market such as India when it comes to deal sourcing, negotiation, and financial contracting

Value a growth equity transaction in an emerging economy, including financial, contractual, and qualitative (social networks, local knowledge, trust) aspects of the deal
Target Corporation: Maintaining Relevance in the 21st Century Gaming Market
Authors: Wilson Richard E.
Published: March 2017

Target Corporation is concerned that the company might be left out of one of its most lucrative and attractive product categories, video games and game players, as these products increasingly migrate to digital distribution models. What steps should the company take to maintain its relevance and build sustainable competitive advantage as these trends play out? What are the implications for the company's multi-channel online and offline format portfolio going forward?

Students will develop a keen understanding of the challenges faced by contemporary retailers as consumer needs change, new product innovations emerge, market structures evolve, and format pressures escalate.
Teach For India: Marketing an Idea
Authors: Hennessy Julie , Krishnan Charag
Published: March 2017

In 2008, Shaheen Mistri, founder of the nonprofit Teach For India (TFI), was grappling with applying and adapting the business and recruitment models of the successful U.S.-based Teach For America and UK-based Teach First to meet the challenges of the education sector in India. The case provides a review of the U.S.- and UK-based models, as well as an analysis of the factors that drove their growth in their respective markets. However, the adaptation of these models to create one that could succeed in the Indian context was not straightforward. The case describes a number of ways the challenges in India differ from those in the United States and United Kingdom—namely, the size and magnitude of educational inequity, the motivations of undergraduate students as potential teacher-volunteers, the part that parents play in making career decisions for their children, and the attitudes of school officials.

Students reading the case will discuss the roles of various constituencies involved in these models. After identifying how crucial constituencies are served by the U.S. and UK models, the students will then brainstorm concrete ways that these models could be adjusted for India so Mistri could successfully recruit her program's first cohort of TFI fellows

Understand that crucial constituencies and value propositions often change as a for-profit or nonprofit business moves from one country (or part of the world) to another

Apply the disciplines of market positioning of for-profit businesses (target market selection, frame of reference, and point of difference or superiority) to a nonprofit business

Create value propositions for the various constituencies of a nonprofit organization, including volunteers, funders, and aid recipient
Terlato Wines International: Managing Rutherford Hill Merlot in a Post-Sideways Market
Authors: Tybout Alice M. , Bennett Patrick , Koenigs Brie
Published: March 2017

In 2005, a wine snob in the critically acclaimed movie Sideways denounced merlot. Subsequently, sales of merlot, including sales for Terlato's Rutherford Hill merlot, declined significantly. Students are asked to evaluate three strategies---rebranding, cutting price, and launching television advertising---that Terlato is considering to reverse this decline. The case should be used with “Student Supplement: Terlato Wines International: Background Note on the U.S. Wine Market and Terlato Wines International,” Case #KEL359.

Students explore the challenge of managing a brand when external factors cause a decline in category demand. They also explore the role of pricing and advertising in managing a small, luxury brand.
The Changing of the Guard: Planning for Succession at Madison Children's Foundation (B)
Authors: Howard Liz Livingston
Published: March 2017

In mid-2008, David Miller, the CEO of the Madison Children's Foundation (MCF), is beginning to contemplate the future of the organization. As the founding CEO, Miller has been the face of MCF since its inception in 1993. The foundation has a strong track record of success and has established a reputation as a “change maker” and “partner” in the community, having made grants of more than $60 million to local organizations. Although its grant-making has increased, MCF's staff has not grown over time. The board has changed composition over the past six years, adding more community residents and “working” board members. The board succession plan is fairly well organized, with a nominating committee and a good understanding of skill sets needed and the expectations for board members. However, there is no CEO succession plan. Board members have been raising the question in a non-confrontational manner for the past two or three years, and now Miller believes the time has come to create a CEO succession strategy for MCF. The critical questions raised by this case include: What roles do/should CEOs and boards play in initiating and implementing a leadership succession process? How does the implementation of a leadership succession process affect the senior staff at an organization? How should external stakeholders be engaged in the leadership succession process?

To help leaders (paid and volunteer) to better understand the importance of leadership succession planning for their organizations; to provide an understanding of the roles and responsibilities of senior managers in the creation and implementation of a leadership succession process; and to discuss the importance of including internal and external stakeholders in the leadership succession process.
The Chicago Blackhawks: Greatest Sports Business Turnaround Ever?1
Authors: Shein James , Kannry Scott
Published: March 2017

This case explores the turnaround and corporate renewal of the Chicago Blackhawks professional hockey team, which transformed from one of the worst-run organizations in all of professional sports in 2007 to one that won the Stanley Cup (the National Hockey League championship trophy) in 2010. W. Rockwell “Rocky” Wirtz was faced with making critical decisions shortly after inheriting the team from his father, who was the individual most associated with the organization's decline. The team faced financial trouble and had narrowly avoided missing payroll; the previous customer relations strategy (which included refusing to televise home games or to conduct effective marketing) had resulted in significantly diminished brand value; and management and player personnel were devoid of effective leadership. At its nadir, the team was named “The Worst Franchise in Professional Sports” by ESPN in 2004. After assuming control, Rocky embarked on an ambitious corporate renewal strategy that included the following components: leadership: install a new management team with clear goals and creative ideas about how to turn around the organization; culture: reward players for accomplishing their goals and establish a performance-based culture; financial: seek new corporate sponsorships and increase ticket prices once the team established a winning record; and brand and marketing: send a clear message that the team was intent upon winning the championship and design a customer-focused marketing strategy.

After analyzing the case, students should be able to: recommend strategic, financial, and operational changes needed to turn around the organization, and identify key leadership qualities that enable execution of a turnaround plan.
The Cradle Society (A)
Authors: Donnelly Anne Cohn , Ellington-Booth Brenda , Ghani Nadeem
Published: March 2017

Provides an account of how The Cradle, a nonprofit adoption agency, went from the brink of dissolution to become a thriving organization carrying out its mission. Under the leadership of Julie Tye, the organization and its board underwent an extensive strategic planning process and made significant changes to the organization's strategy, structure, and culture. Describes the condition of The Cradle before Tye's arrival.
The Environmental Entrepreneur
Authors: Feddersen Timothy J. , Wheeler Scot R.
Published: March 2017

Because U.S. legislators are often most attentive to the issues raised by people who create jobs in their states, Bob Epstein, a local business owner, has been asked by activists to help lobby for a bill that would mandate the reduction of greenhouse gas emissions in California. Before deciding whether he should work to establish the business community's backing for this bill, Epstein must weigh the pros and cons of supporting measures that might put his business (and standing in the community) at risk.

Use the 4 I's framework to evaluate the nonmarket environment, assess the political impact of the potential coalitions in favor of and opposed to the bill, identify the type of politics that characterizes the situation, and describe the strategies each side will likely use in contesting the bill.
The Future of Same-Day Delivery: Same as the Past?
Authors: Chopra Sunil
Published: March 2017

In 2012 several retailers, including Amazon and Walmart, experimented with same-day delivery. Home delivery of pizzas had been a very successful model in the United States and had been copied all over the world. In contrast, home delivery attempts by companies like Kozmo and Urbanfetch had failed and both companies went bankrupt. The goal of this case is to build a framework that helps students identify the factors that influence the success or failure of home delivery models.

After analyzing and discussing the case, students should be able to:

Build a basic framework identifying supply chain drivers that are influenced by a firm's decision to offer same-day home delivery

Understand the tradeoffs that influence the success of a same-day home delivery model

Identify qualitative factors to be considered when deciding between non-U.S. facility locations, including transportation time variability, consumer perceptions, and cultural differences
The North Side Children's Agency (B): Finances versus Mission
Authors: Donnelly Anne Cohn , Logue Trinita
Published: March 2017

The North Side Children's Agency (NSCA) was a twenty-three-year-old nonprofit organization founded to serve very low-income working parents who qualified for income-based government child care subsidies. In support of its mission, the NSCA operated year-round, full-day child care programs at seven different sites for children from six weeks through twelve years of age. It employed a standard nonprofit governance model with a volunteer board of directors, each of whom was assigned to one of six committees, which functioned quite independently. After years of success, in 2004 the NSCA faced a serious cash shortage and its first deficit in a decade. Board members were not only surprised by the crisis but also unprepared to deal with the short- and long-term issues it raised. Board members required strong leadership to organize them to identify the causes of the crisis and think strategically about the organization's response.

Anticipate how changes in the external environment and government policy can have an impact on a nonprofit's operations and mission Identify ways to organize governance to maximize effectiveness and minimize blind spots Use strategic thinking to identify causes of a crisis and potentially redefine a nonprofit's mission Identify the lack of control over funding and the overreliance on one funding source as primary pitfalls of nonprofits that deliver services paid for by the government>
The Oberman Family and Omeda Communications, Inc.
Authors: Ward John L. , Andriopoulou Elly
Published: March 2017

The case discusses how a successful, entrepreneurial family business should plan for succession of leadership, ownership, and governance to the next generation.
The Right of Acquisition: Options in Commercial Real Estate
Authors: Furfine Craig , Petersen Mitchell
Published: March 2017

In April 2012 Bill Nichols, a financial analyst at the real estate investment firm Koenig Capital, was about to enter a unique lease renegotiation. One of Koenig's tenants, Hasperat Inc., had sixteen years left on its long-term lease of the Kelley Building, a 165,000-square-foot office building in downtown Cleveland. The lease contained a clause giving Hasperat the option to buy the Kelley Building from Koenig. When Nichols tried to place a mortgage on the property to take advantage of low interest rates, he learned that the existence of this option in the lease contract prevented lenders from offering Koenig their lowest rates. As a result, Nichols had been tasked with renegotiating the lease to remove the option clause. This unexpected event offered Nichols the opportunity to use his financial skills. He needed to calculate the fair value of the purchase option to be able to justify to his superiors by how much they should compensate Hasperat. Students will step into the role of Bill Nichols and apply real options modeling techniques to value the purchase option in Hasperat's lease.

After reading and analyzing the case, students will be able to:

Apply real options theory to the valuation of a purchase option in a commercial real estate lease

Identify the common mistakes in applying traditional discounted cash flow (DCF) analysis to financial problems with option components
The San Diego City Schools: Enterprise Resource Planning Return on Investment
Authors: Jeffery Mark , Kulick Nancy , Riitters Tim , Abbott Scott , Papp Douglas , Schad Tiffany , Wallace Jed , Wiemann Jeff
Published: March 2017

This case focuses on the challenge of quantifying the return on investment (ROI) of a large technology project, enterprise resource planning (ERP), in the nonprofit environment of the San Diego City Schools. The school district does not generate a profit, so traditional revenue enhancement arguments do not work. Instead, the case discusses the internal processes re-design and system consolidation enabled by the new ERP system. The system ROI is composed of two major components: cost savings from removal of legacy applications and productivity improvements. The cost containment benefits are relatively straightforward to quantify, but do not justify the system. The productivity improvements are harder to quantify, and many can be categorized as soft benefits. Furthermore, many of the productivity and cost-saving benefits will not be realized without personnel reductions, which are especially difficult in school districts and government agencies. The case debrief therefore discusses the tradeoffs quantifying soft benefits and productivity improvements, best practices for management decision making, and the organizational change necessary to realize the ROI.

The case teaches students how to analyze ROI for a large enterprise IT system in nonprofit or government organizations. Financial ROI is applicable for the hard cost benefits but some benefits are more difficult to quantify, and students learn how to factor these into the decision making as well. In addition, organizational change can be particularly challenging in the government or nonprofit context; the case enables a discussion of strategies for workforce re-deployment in these settings.
Thomson Financial: Building the Customer-Centric Firm
Authors: Wolcott Robert C. , Sawhney Mohanbir
Published: March 2017

In December 1999 Thomson Financial (TF) began a radical transformation from forty-one divisions toward a more integrated firm organized around customer segments. This required active, coordinated involvement from business, organization, and technology functions, as well as sustained investment and execution through the crises of the technology market crash and September 11, 2001. By 2005 TF had emerged as one of the top three financial information firms globally (with Bloomberg and Reuters).

Understand: 1. Building the customer-centric firm; “synchronizing” marketing (branding and sales), organizational, and technological infrastructure to focus on customer segments rather than products. 2. Making transformative, long-term investments under difficult circumstances. 3. Coordinating business, organization, and technology strategies throughout a long-term transformation process.
Through the Eyes of a Whistle-Blower: How Sherry Hunt Spoke Up About Citibank's Mortgage Fraud
Authors: Waytz Adam , Kilibarda Vasilia
Published: March 2017

In 2011, Sherry Hunt was a vice president and chief underwriter at CitiMortgage headquarters in the United States. For years she had been witnessing fraud, as the company bought billions of dollars in mortgage loans from external lenders that did not meet Citi credit policy and sold them to government-sponsored enterprises (GSEs). This resulted in Citi selling to GSEs such as Fannie Mae and Freddie Mac pools of loans that were considerably defective and thus likely to default. Citi had also approved hundreds of millions of dollars' worth of defective mortgage files for U.S. Federal Housing Administration insurance. After reporting the mortgage defects in regular reports, notifying and working closely with her direct supervisor (who was subsequently asked to leave Citi after alerting the chairman of the board to these issues) to stop the purchase of defective loans, leaving anonymous tips on the FBI's and the Department of Housing and Urban Development's websites, and receiving threats from two of her superiors who demanded that she change the results of her quality control unit's reports, the shy and conflict-avoidant Hunt had to decide who she should tell about the fraud, and how.

The case gives students the opportunity to recommend how Hunt should proceed based on their analysis of the stakeholders involved. To aid instructors, the case includes Kellogg-produced videos of Hunt—the only on-camera interviews she has ever given—explaining what happened after she reported the fraud to Citi HR and, later, the U.S. Department of Justice. Within the case, students are also briefly exposed to legislation and bodies pertinent to whistle-blowing in the United States, including the Dodd-Frank Act, the Sarbanes-Oxley Act, and the SEC Office of the Whistleblower.

This case won the 2014 competition for Outstanding Case on Anti-Corruption, supported by the Principles for Responsible Management Education (PRME), an initiative of the UN Global Compact.

Analyze stakeholders' motivations to prepare counter-arguments to the resistance one might encounter when reporting unethical behavior

Write a script for who to tell, how, and why

Discuss how incentive structures, management, and culture play roles in promoting or hindering ethical behavior in organizations

Identify behaviors that help a whistle-blower be effective

Gain experience resolving ethical dilemmas in which two values may conflict, such as professional duty and personal ethics
Trilogy Corporation: Customer Value-Based Pricing
Authors: Sawhney Mohanbir
Published: March 2017

Steve Meyer, the chief marketing officer at Trilogy, was evaluating the best way to move forward with an innovative, customer value-based pricing approach for its enterprise software solutions. Trilogy had radically transformed its business from a product-centric organization to a customer-centric one, and value-based pricing was a pillar of this transformation. Meyer had to evaluate three pricing approaches: traditional license based, subscription based, and gain sharing. He had to assess which pricing approach Trilogy and Trilogy's clients would prefer and the conditions under which gain-sharing pricing would work. Meyer also had to address several adoption barriers that prevented customers from embracing the gain-sharing pricing approach.
Triumph of the Commons: Wikia and the Commercialization of Open-Source Communities in 2009
Authors: Greenstein Shane , Frazzano Rebecca , Meagher Evan
Published: March 2017

In 2009 Wikia was the Internet's largest for-profit provider of hosted open-source wikis, with over a million daily users. After five years of existence, the organization had supported a wide range of exploratory activities, experiencing both success and failure. With approximately $3 million of cash on hand, Wikia turned cash flow positive in 2009, with revenues of approximately $4.5 million, affording it time and flexibility to try new things. Some of the company's employees and investors suggested that Wikia should attempt to expand and market itself more aggressively, but which strategic direction should receive priority? The case presents many of the issues and tradeoffs facing CEO Gil Penchina as he formulates these priorities.

The case seeks to teach students about the general business challenges facing a new firm in the area of Web 2.0, also popularly known as social networking. The case also exposes students to wiki technology and how it facilitates collaborative behavior.
ttools (B): The Value of a Patent to the Entrepreneur
Authors: Conley James G. , Qu Feng , Nudd Geoff , Marcus J. Cooper
Published: March 2017

A self-employed innovator developed and patented a novel combination pen and stylus device to complement the recently released Palm Pilot personal digital assistant. He presented his design to Palm, under a nondisclosure agreement to discuss the market response to the product, and his company, ttools, was subsequently allowed to advertise the device in a monthly e-mail to Palm customers. After ttools' release of the Throttle pen/stylus, Palm and the design firm IDEO introduced a similar pen/stylus device that appeared to infringe on ttools' patent. ttools, being a small, resource-constrained company, was in a precarious position. Its competitive advantage and rights as a patent holder were being threatened. It had few financial resources to draw upon, and thus its livelihood as a company was at stake. Investigates the available options ttools had to respond to Palm and IDEO's actions.
U.S. Automotive Retailing: 1995-2002 (B)
Authors: Al-Najjar Nabil , Pardasani Neil
Published: March 2017

Demand in some markets displays a strong taste for variety. This means that the markets consist of small niches, each with a strong preference for a distinct version of the basic product. Examples include markets with strong local character (local video stores, dry cleaning, etc.), products appealing to specialized tastes (microbrewed beer, specialty restaurants, etc.), and markets for entertainment content. Car retailing falls into this category because demand is fundamentally local in nature. A key strategy in such an industry is consolidation. Studies attempts at consolidating automobile retailing, emphasizing their pitfalls, and showing that they were based on overly optimistic assessments of the potential economies of scale and creation of customer value.

To introduce the concept of demand with strong taste for variety, as well as economies of scale and consolidation strategies.
Unintended Acceleration: Toyota’s Recall Crisis
Authors: Austen-Smith David , Diermeier Daniel , Zemel Eitan
Published: March 2017

In late 2009 Toyota became the subject of media and U.S. government scrutiny after multiple deaths and injuries were attributed to accidents resulting from the unintended and uncontrolled acceleration of its cars. Despite Toyota's voluntary recall of 4.2 million vehicles for floor mats that could jam the accelerator pedal and a later recall to increase the space between the gas pedal and the floor, the company insisted there was no underlying defect and defended itself against media reports and regulatory statements that said otherwise. As the crisis escalated, Toyota was further criticized for its unwillingness to share information from its data recorders about possible problems with electronic throttle controls and sticky accelerator pedals, as well as braking problems with the Prius. By the time Toyota Motor Company president Akio Toyoda apologized in his testimony to the U.S. Congress, Toyota's stock price had declined, in just over a month, by 20 percent---a $35 billion loss of market value.

Understand the strategic and reputational nature of crises Recognize the challenges of managing a crisis Learn the requirements for building trust in a crisis Understand the challenges of managing a crisis that may not be the company's fault Identify the strategic business problem in a crisis Understand how corporate structure may help or hinder effective crisis management Understand the media landscape and its impact on crisis management
United Learning (A)
Authors: Diermeier Daniel , Hughes Gregory L.
Published: March 2017

United Learning is a family-owned leader in the K-12 supplementary teaching material market. In January 2001, United Learning realized that sales for one of its flagship products, a drug and prevention program, were rapidly deteriorating because the program was not mentioned on a recently released U.S. Department of Education list of recommended products. United Learning must decide on which action to take: regain sales or focus on its other educational products—which are also threatened by changes in the regulatory environment.
United Learning (B)
Authors: Diermeier Daniel , Hughes Gregory L.
Published: March 2017

United Learning is a family-owned leader in the K-12 supplementary teaching material market. In January 2001, United Learning realized that sales for one of its flagship products, a drug and prevention program, were rapidly deteriorating because the program was not mentioned on a recently released U.S. Department of Education list of recommended products. United Learning must decide on which action to take: regain sales or focus on its other educational products--which are also threatened by changes in the regulatory environment.
Verklar Austria
Authors: Coughlan Anne
Published: March 2017

Verklar is the leading maker of roof windows based in Europe. Its Austrian subsidiary has historically dominated the Austrian market, with about 85% market share. However, at the time of the case, its market share has dropped to about 75%, and many of its dealers have either dropped the line entirely or are buying not from the company, but from the few remaining large dealers who still buy directly from Verklar. This has prompted the president of the subsidiary to devise a new way—called the Quota System—to run the distribution channel in the country to improve performance. Asks the reader to examine the sources of market share decline and whether the proposed Quota System solves the channel's problems.
Wawa: Building a New Business within an Established Firm
Authors: Wolcott Robert C.
Published: March 2017

Wawa, a $4 billion privately held firm, is arguably the most successful convenience store operator in the United States. Explores how senior management decided to build an entirely new gasoline retailing business within the 100+-year-old firm's core business of high-quality prepared foods and beverages. Charges students with defining the business and organization strategy necessary to “mainstream” the newly proven gasoline retailing concept throughout the company.

To understand how corporate entrepreneurship occurs within established firms; redefine the core business—understanding organic growth beyond the core; and examine the critical role of leadership in any large-scale change process.
Weston Nurseries, Inc. (B)
Authors: Ward John L , Colton Brian
Published: March 2017

Supplements the (A) case.
Wildcat Capital Investors: Real Estate Private Equity
Authors: Furfine Craig
Published: March 2017

Wildcat Capital Investors is a small real estate private equity company. Its MBA intern, Jessica Zaski, is asked to develop a financial model for the purchase of Financial Commons, a 90,000 square foot office building in suburban Chicago. By simple metrics, the property seems to be a good value, but with credit conditions tight, Jessica must consider whether outside investors would be comfortable with the risks of investing in the midst of a severe commercial real estate downturn. Wildcat is designed to give students exposure to both the quantitative and qualitative aspects of investing in commercial real estate through a private equity structure. Beyond the numbers, the case allows for a discussion of the process of finding suitable real estate investments. The importance of the simultaneous negotiations that Wildcat must have with the seller, the lender, and the outside investor can be emphasized.

By working through the financial models, students will take a given set of assumptions and analyze the cash flows expected to be received by the equity partners of Financial Commons. With a given deal structure, the students can then model the cash flow to both outside equity investors and Wildcat, learning the mechanics of private equity. The model will allow students to investigate how the variations in the underlying assumptions affect returns to the property and to the investors.
Working at Workouts: Commercial Real Estate Debt in Distress
Authors: Furfine Craig
Published: March 2017

In 2010 Drive Property Solutions, a special servicing firm in Chicago, had partnered with Spiner Capital to win an FDIC auction of distressed debt. Included in that auction was the defaulted mortgage note on Northwinds Community Crossing, a retail strip mall in suburban Savannah, Georgia, which had been in default since November 2009. Sam Schey, an asset manager at Drive, needed to decide how to maximize recoveries from the nonperforming loan.
YouTube, Google, and the Rise of Internet Video
Authors: Cool Karel , Seitz Matt , Mestrits Jason , Bajaria Sona , Yadati Uday
Published: March 2017

Although Google had a stellar performance in Web search, many of its other services, such as Google Video, were less successful. This case describes how YouTube came to dominate the video market for user-generated content (UGC), while Google Video tried various entry strategies and ultimately failed, ending with the acquisition of YouTube. It also reviews the various competitors in the UGC market, chronicles the entry of established and new players in the area of professionally generated content (PGC), and outlines the key challenges related to monetizing the acquisition of YouTube for Google.

The case discusses when and how to enter winner-take-all markets characterized by very strong network externalities. It focuses on the strategies of new entrants vs. those of incumbents in adjacent industries that seek to leverage their resources and skills. Further, it sheds light on how new industries are created, how convergence is changing competitive forces, how important it is to be a first or late mover in new markets, and how successful entrants may struggle to achieve profitability.
Zithromax Z-Pak and the “Biaxin BBQ” (B)
Authors: Hennessy Julie
Published: March 2017

The Biaxin case deals with competition in the mature market for antibiotics designed for use in the treatment of bacterial respiratory infections. The case tells the story of how Pfizer's Zithromax stole the share dominance of an established brand, Abbott's Biaxin. The case deals with the importance in pharma markets of consumer (patient) and channel (physician and insurance payer) insight as well as pharmacological efficacy data.

The case teaches the importance of understanding consumer and channel needs, as well as technology, in product development. It also facilitates discussion of corporate strengths and blind spots.
Adolescents’ perceptions of alcohol
Authors: Roy Amit , Ikonen Risto , Keinonen Tuula , Kumar Kuldeep
Published: March 2017

Purpose

Rising trends in alcohol consumption and early drinking initiation pose serious health risks especially for adolescents. Learner’s prior knowledge about alcohol gained from the social surroundings and the media are important sources that can impact the learning outcomes in health education. The purpose of this paper is to map adolescents’ perceptions of alcohol in Punjab, India and how these perceptions are related to their attitudes towards their social surroundings and the media.

Design/methodology/approach

The questionnaire was created after informal discussions with local people who consume alcohol and discussions with alcohol-related experts. Students from five schools (n=379, average age=13.6 years) in the urban region of Punjab, India, filled in a questionnaire. Quantitative tests were performed on the questionnaire data. Summative content analysis was performed for the textbook content about alcohol from classes 1 to 10.

Findings

Data suggest that students gain knowledge about alcohol from multiple sources, including society, the media and education. While society and the media can give misinformation, education did not provide them with factual scientific information about alcohol. Students from financially marginalized social surroundings experience the presence and use of alcohol more frequently; they trust the media and celebrities somewhat unquestioningly and, hence, are more at-risk.

Research limitations/implications

All participants in informal discussions as well as all participating schools in the study were from urban regions. Data about individual’s socio-economic conditions was not collected.

Originality/value

This research investigates perceptions of alcohol that are derived from adolescents’ social surroundings, perceptions of the media and perceptions gained through educational guidance in a developing country. Such multi-dimensional investigations have not been conducted earlier.
The experiences of New Zealand-based children in consuming fruits and vegetables
Authors: Dresler Emma , Whitehead Dean , Mather Aimee
Published: March 2017

Purpose

It is known that the consumption of fruits and vegetables in children is declining despite wide-spread national and international policy attempts to increase consumption. The purpose of this paper is to investigate the experiences of children’s consumption of fruits and vegetables so as to facilitate better health education targeting.

Design/methodology/approach

In this qualitative descriptive exploratory study, peer group interviews were undertaken with 18 girls and 18 boys, aged 8-11, from schools in the Manawatu region of New Zealand.

Findings

The results show that children’s consumption of fruits and vegetables is dependent on balancing risk and reward. Children know and understand the importance of eating fruits and vegetables; however, the perceived risks are typically the prevailing determinant of consumption. These perceived risks often stem from children’s uncertainty about whether the fruits and vegetables will meet the child’s sensory preferences. To mitigate the risks perceived in eating fruits and vegetables, children employ a range of avoidance strategies.

Originality/value

This study’s results indicate that a model of “associated” risk is a valuable tool to explain children’s fruit and vegetable consumption and preference behaviour and to assist in the development of future health education intervention campaigns.
How might your staff react to news of an institutional merger? A psychological contract approach
Authors: Senior Chris , Fearon Colm , Mclaughlin Heather , Manalsuren Saranzaya
Published: March 2017

Purpose

The purpose of this paper is to understand the nature of staff/employee (i.e. learning and teaching, curriculum support and administrative staff) perceptions, anxieties and worries about early merger change in the UK further education (FE) sector.

Design/methodology/approach

Survey data were collected from 128 out of 562 employees to examine perceptions of psychological contract (post-merger announcement) on an FE college in England. Paired t-tests were used to analyse quantitative data. Additionally, a content analysis of open-ended questions was incorporated as part of a combined methods survey evaluation approach for discussion and triangulation purposes.

Findings

Quantitative results from t-tests showed there had been a decrease in the perception of fulfilled obligations in nine of the ten areas of the psychological contract. Qualitative results indicated that communications, job security and uncertainty were common negative outcomes post-merger announcement. Implications for education managers from the case study include: a need for improved organizational communication; developing trust and mentorship for greater employee support, as well as; promoting further employee training and new opportunities for teamwork.

Research limitations/implications

Psychological contract theories for evaluating organizational change are useful given the recent interest in sharing public services and institutional mergers in the UK. This research demonstrates the benefits of using psychological contract, as well as how to apply such an evaluation for understanding staff concerns.

Originality/value

The paper demonstrates a usable (psychological contract) survey evaluation approach for studying the impact of early merger change on staff in the FE, or higher education sectors in the UK (or elsewhere).
Voices of dissent: unpacking Vietnamese international student experience
Authors: Huong Le , Koo Fung Kuen , Arambewela Rodney , Zutshi Ambika
Published: March 2017

Purpose

The purpose of this paper is to examine Vietnamese international students’ experiences with the campus learning environment by analysing differences in staff and student perceptions.

Design/methodology/approach

Two focus groups (n=12) and ten in-depth interviews were conducted with Vietnamese students and four in-depth interviews with the university staff (totalling 26).

Findings

The findings show a greater divergence of views between students and staff on teaching and learning than English language proficiency and student support services. These key differences were influenced by students’ prior expectations of their learning environment in Vietnam.

Research limitations/implications

This study is limited to one group of international students and to one Australian university.

Practical implications

The lecturers/administrators must have a good understanding of international students’ learning backgrounds and expectations to enhance their positive experience; appropriate teaching skills and practices are essential for teachers to meet the current needs of students. More effective training for international students to understand the multicultural nature of Australia is also essential.

Originality/value

This study contributes to the literature by identifying the experience of Vietnamese international students in a western university, which is, a relatively under-researched nationality compared to other Asian nationalities such as Chinese and Indian.
The influence of service employees’ nonverbal communication on customer-employee rapport in the service encounter
Authors: Lin Cheng-Yu , Lin Jiun-Sheng Chris
Published: March 2017

Purpose

Rapport between service employees and customers has been suggested to be an important determinant of customer relationship management, yet existing marketing literature still lacks a sufficient understanding of how service employees’ nonverbal communication affects customer-employee rapport development in service encounters. The purpose of this paper is to fill this research gap by proposing and testing a model that explores how service employees’ nonverbal communication (employee affective delivery and behavioral mimicry) influences customer positive emotions and customer-employee rapport. The mediating role of customer positive emotions and the moderating role of store atmosphere in the process of customer-employee rapport development were also assessed.

Design/methodology/approach

Using an observational methodology in conjunction with a customer survey, multi-source survey data collected from 303 customer-employee pairs in the apparel retailing industry was examined through structural equation modeling and regression analysis.

Findings

Results showed that employee nonverbal communication positively influenced customer positive emotions and customer-employee rapport. The partial mediating role of customer positive emotions and the moderating role of store atmosphere in the process of rapport development were also confirmed.

Practical implications

Service firms should train and motivate employees to use nonverbal communication to develop and strengthen customer-employee rapport. The importance of customer positive emotions in the service process should be addressed in the customer-employee rapport development process. Moreover, service managers should also allocate firm resources to create a well-designed store atmosphere for target customers.

Originality/value

This research represents one of the earliest studies to explore and empirically test the influence of employee nonverbal communication on customer-employee rapport development in service encounters. The partial mediating role of customer positive emotions and the moderating role of store atmosphere on the relationship between employee nonverbal communication and customer-employee rapport were also proposed and confirmed.
Islamic banking in South Africa – form over substance?
Authors: Kholvadia Faatima
Published: March 2017

Purpose

The purpose of this study is to understand the economic substance of Islamic banking transactions in South Africa and to analyse whether the economic substance is closely related to the legal form. Additionally, this study highlights the similarities and differences in the execution of Islamic banking transactions across different South African banks. The transactions analysed are deposit products of qard and Mudarabah and financing products of Murabaha, Ijarah and diminishing Musharaka.

Design/methodology/approach

The study was conducted through interviews with representatives from each of the four South African banks that offers Islamic banking products. Interviews were semi-structured and allowed interviewees to voice their perspectives, increasing the validity of the interviews.

Findings

The study found that specific Shariah requirements of Islamic banking transactions are considered and included in the legal structure of the contracts by all four banks offering Islamic banking products. However, the economic reality of these transactions was often significantly different from its legal form and was found to, economically, replicate conventional banking transactions. The study also found that all four banks offer Islamic banking products under the same Shariah principles, but in some instances (e.g. diminishing Musharaka), execute these transactions in different ways. This study is the first of its kind in South Africa.

Research limitations/implications

While safeguards have been used to ensure the reliability and validity of the research, there remain a few inherent limitations which should be noted: interviewees, while chosen for their expertise and level of knowledge, may provide highly technical insight which may be difficult to interpret. Detailed technicalities were therefore excluded from this research. The regulatory environment of banks in South Africa, for example, regulation imposed by the Financial Service Board on all financial institutions in South Africa, has not been explored. However, the regulatory environment was brought to the readers’ attention to help illustrate certain themes. This research uses only Shariah requirements as detailed in Section 2.2 to analyse transactions. Fatwas (rulings) issued by the Shariah Boards of South African Islamic banks have not been included in this study and may be an area of future research.

Originality/value

This study is the first of its kind in South Africa. The study adds to the Islamic banking literature by analysing the real execution of Islamic banking transactions rather than the theoretical compliance with Shariah law.
Effect of preparation temperature on the corrosion resistance of waterborne aluminum pigments
Authors: Ma Zhiling , Qiao Yanjun , Xie Fei , Wang Xianling , Wang Jing
Published: March 2017

Purpose

The purpose of this paper is to evaluate the role of encapsulation temperature on the preparation of silica-encapsulated waterborne aluminium pigments.

Design/methodology/approach

The waterborne aluminium pigments were prepared with H2O2 as anchoring agent and siloxane used as precursors in pH = 9.0 medium at different temperatures. The anchorage and compactness of silicon which on aluminium surface were characterized by optical microscopy, scanning electron microscopy and N2 adsorption-desorption. The anticorrosion property was characterized by the volume of produced hydrogen as a function of time.

Findings

The effect of encapsulation temperature on anticorrosion property of aluminium pigments is reflected from the anchorage and the compactness of silica on aluminium surface. Furthermore, when encapsulation temperature is 45-50°C, the silica platelets uniformly anchored on the aluminium surface as a dense film, which show the best anticorrosion property. Lower and higher encapsulation temperatures cause the silica platelets to agglomerate rather than anchor on the aluminium surface, which is unfavourable for the anchorage and the formation of compact silica film. The use of product in waterborne coatings gives a higher glossiness than that of raw material.

Research limitations/implications

Only pH = 9.0 medium was explored, and the other pH medium could result in different optimum temperatures.

Practical implications

The investigation results provide theoretical basis for obtaining excellent waterborne aluminium pigments.

Originality/value

The method of investigating corrosion resistance mechanism of aluminium pigments based on anchorage and compactness is novel.