Case 1-4 Marketing Microwaves

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PART II INSTRUCTOR’S NOTES ON TEXT CASES CASE GUIDE CHAPTER 12 13 14 15 16 17 18 19 X X X X X X X X X CASE 1 2 3 4 5 6 7 8 9 10 11 1–1 Starbucks – Going Global Fast X X X X X 1–2 Nestlé – The Infant Formula Incident X X X X X X 1–3 Coke and Pepsi Learn to Compete in X X X X India 1-4 Marketing Microwave Ovens to a X X X New Market Segment 2–1 The Not-So-Wonderful World of X X X X X EuroDisney 2-2 Cultural Norms, Fair and Lovely, and X X X X Advertising 2–3 Starnes-Brenner Machine Tool X X Company – To Bribe or Not to Bribe 2-4 Ethics and Airbus* X X X X 2–5 Coping with Corruption in Trading X X X with China 2–6 When International Buyers and X Sellers Disagree 2-7 McDonald’s and Obesity X X X 3-1 International Marketing Research at X Mayo Clinic 3–2 Swifter, Higher, Stronger, Dearer X X 3-3 easyCar.com X X X X 3-4 4–1 4-2 4–3 4–4 4–5 4–6 4–7 Marketing to the Bottom of the Pyramid McDonald’s Great Britain – The Turn Around Tambrands – Overcoming Cultural Resistance Iberia Airlines Builds a BATNA Sales Negotiations Abroad for MRIs National Office Machines – Motivating Japanese Salespeople: Straight Salary or Commission? AIDS and Condoms Making Social Responsibility and Ethical making Decisions: Selling Tobacco to Third-World* X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X *There are three suggestions on using cases 2-4 and 4-7. (1) Have the students prepare the case in conjunction with the discussion of ethics and social responsibility in Chapter 5; (2) In a two stage approach, have the students prepare the case early in the semester after or during discussion of culture (Chapter 4) and business customs (Chapter 5) and then toward the end of the course after Chapter 17. Have them compare early recommendations with later recommendations. Discuss how attitudes have changed; (3) Have the students prepare the

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