FIRST ASSIGNMENT: Read BDS- Introduction, Economics Primer, Chap. 1. Read: "Prochnik: Privatization of a Polish clothing Manufacturer." Be Prepared to discuss the following questions in class:

• How has the competitive market facing Prochnik changed? How would you characterize this competition?
• Is Prochinik well positioned to compete successfully?
• What must Prochnik do to succeed?
• Compute the per unit profitability for each of Prochnik 3 major product lines.

FIRST ASSIGNMENT:

1. Read "Nordstrom: Dissension in the Ranks?" and hand in short answers (less than one page) to the following preparation questions:

a. .What is Nordstrom’s strategy? Generally speaking, is putting the sales force on commission consistent with this strategy?

B .What problems is Nordstrom experiencing in the case? In your opinion, what are the underlying causes of these problems? Aside from the threat of litigation, why are these "problems" costly for Nordstrom?

3. .Over the years, many of Nordstrom’s competitors have experimented with Nordstrom-like personnel strategies. Why don’t all of Nordstrom’s competitors change their sales compensation policies?

2. Read "Getting Retail right: A store is Born," Training, September, 1991, and "Dayton Hudson is Scrapping it Controversial ‘Performance Plus’ Sales Incentive Program," Star Tribune, April 15, 1992.

FIRST ASSIGNMENT: A. Be prepared to discuss all of the manadatory readings.

Mandatory Readings:

1. The Globalization of Markets- Theodore Levitt
2. Managing in a Borderless World.-Kenichi Ohmae.
3. Understanding Global Strategy- George S. Yip.
4. Diagnosing Industry Globalization Potential- George S. Yip

Optional Reading:

5. The Center of the Universe- Kenichi Ohmae.

2. Be Prepared to share your views on each of the following issues:

1. Are consumer needs homogeneous around the world?
2. Should companies customize for local markets?
3. Is it necessary to become an insider in each market?
4. Have most international companies implemented global strategies?

1. TEXT -- REQUIRED or RECOMMENDED?: 3 Text Books Required:

1. Total Global Strategy.
2. Going Global
3. The Big Ten

FIRST ASSIGNMENT: Key to Maximum success in Entrepreneurship D62 is the opportunity to write a Business Plan for a start-up that truly interests you and to team with people you respect. However, time constraints mandate that team formatin be completed very quickly.

For this reason:

1. Attendance at the first class is required.
2. Students with specific ideas should be prepared to explain their concept well and "sell" it effectively. In addition to preparing a quick (five minute limit) presentation, visuals and handouts are encouraged.
3. If possible, students should try to get in touch with others who might be taking the course to discuss ideas and start forming teams before classes begin.

FIRST ASSIGNMENT: Assignment & Preparation question.

Please read Geoffrey Moore. Chapters 1 & 2, High Tech Marketing Illusion, High Tech Marketing Enlightenment, Crossing the Chasm. Come prepared to discuss the following questions.

1. What is the difference between a continuous and discontinuous innovation from the viewpoint of a consumer of high tech products?
2. Moore associates the life cycle of high technology adoption with the predominant purchasers of the good. He further argues that there are different types of adopters. This framework associates time with a progression of consumers who adopt an innovation. Name these stages.
3. How do consumers differ over the life cycle of a new product? At which transition do consumers change the most drastically in Moore’s view? At which stage are consumers most abundant?
4. Which pitfalls do firms often fail to anticipate in early markets? In mainstream markets?
5. Moore’s framework is most appropriate for which type of product? Why? A. Consumer electronic video camera. B. packaged software for inventory management in retail clothing business. C. Numerically controlled machine tools for repetitive pattern. D. Programmable washing machines with electronic display. E. Advanced hand-held day organizer. F. Video conference equipment for business. G. Advanced photolithographic equipment.