Qualcomm in China (A)

Joel West and Justin Tan

Case (A) is intended to introduce Qualcomm, its technology and its business model to provide c context for Qualcomm's efforts in China. It describes Qualcomm's development of CDMA and its single-minded effort to get CDMA adopted worldwide, and how the company's income (and valuation) is almost solely tied to a single technology. It also includes background on the cellular telephone industry and competing cellular technologies.


Qualcomm in China (B)

Joel West and Justin Tan

Case (B) covers Qualcomm's efforts from the mid 1990s to the present in getting CDMA adopted in the rapidly growing Chinese market. The case was originally designed to highlight the issues of political risk and transparency given the role of the Chinese government in decisions by state-owned enterprises and the highly volatile context of U.S.-China political relations. But the case also presents traditional problems of market entry and the ambiguities inherent during ongoing efforts for telecommunications reform.


Hi-Tech Communication Limited (HICOM)

Abinash Panda and Rajen K. Gupta

Hi-tech Communications Limited (HICOM) is an Indo-US joint venture between Communication Limited and Hi-tech Network System, incorporated in India in 1992 to provide satellite-based value-added business communications in India. It began providing satellite-based communication services in 1995. This case explores the leadership challenges and some of the organizational issues while the leader attempts systematically to develop a vision-driven strong organizational culture through various intervention mechanisms in HICOM. It is based on observations and a series of interviews conducted by the first author with the employees to explore their perceptions and feelings about the HICOM culture as experienced by them.


Dainik Bhaskar - Jaipur

Piyush Kumar Sinha and Kunjesh Pariher

Dainik Bhaskar, a Hindi newspaper, after achieving leadership in Madhya Pradesh, a central Indian State, is looking for growth opportunities. It is looking at the Hindi Belt and has identified Jaipur as the market to enter. Rajasthan Patrika dominates Jaipur with about 80% readership share. Dainik Bhaskar uses market research to understand and reach the readers and starts with a confirmed circulation. Within a very short time it has overhauled Rajasthan Patrika.

The case addresses the issue of identifying opportunities for growth by a language newspaper. It is unique because never before had a Hindi newspaper, and for that matter any language newspaper, gone beyond its stronghold. The case is also valuable because it indicates the detail that a company needs to bring into its marketing plan when fighting a long established competitor in a "habit" based product.

The case describes the process that Dainik Bhaskar adopted for analysing the potential in the identified markets and then choosing Jaipur as its target market. The innovative use of research to not only understand the readers but also lock them in for a long enough period to keep competition at bay is another aspect of the case. It is an instance where for the first time in India, a newspaper was launched with a confirmed circulation. The case is also unique in the sense that the launch was carried out without the support of the main daily, Rajasthan Patrika, as it was the main competitor. The case brings out the importance of following up a launch for sustaining leadership.

The case is useful in discussing the development of marketing strategies when tackling a monopolistic situation. The case can be used in marketing classes for bringing out the issues of growth, competition, product design, research, and market identification.


Gujarat Co-operative Milk Marketing Federation Ltd (GCMMF)

S. Manikutty

Gujarat Cooperative Milk Marketing Federation (GCMMF) is a farmers' cooperative in India marketing the dairy products of the milk cooperatives in the State of Gujarat. It has been a successful enterprise, and its flagship brand Amul has become one of the best recognized brand names in India. Due to supply side difficulties thanks to the growth rate in milk procurement hitting a plateau, and intensified competition in the dairy products, GCMMF is considering diversification into processed foods such as juices, jams and sauces, possibly leveraging its name and brand image. The case describes the history of GCMMF, and the characteristics of the dairy as well as the processed foods businesses. The case also describes the organizational parameters of GCMMF to enable an assessment of its strengths and weaknesses. It ends with the question of whether to diversify, and if so, the implications; and if it does not, what it should do about its milk business.


Singapore Airlines: Accounting for Income Taxes

Winston Kwok and Yew Kee Ho

Singapore Airlines: Accounting for Income Taxes. A proposed standard on accounting for income taxes would affect the bottomline figures of many companies in Singapore, including a major international company, Singapore Airlines Ltd (SIA). Students have to assume the role of a financial analyst who would have to assess the impact of the change. This is a case that introduces some of the more contentious issues relating to deferred taxes and can be used in intermediate or advanced accounting courses, M.B.A. or executive programs, and courses in financial statement analysis. The objectives of the case are threefold. First, it helps students understand better the conceptual issues associated with deferred taxes. Secondly, it requires students to assess the impact of the proposed accounting changes on key financial figures and ratios. Thirdly, it engages the student to discuss the strategic implications of accounting standards on taxes in relation to management's ability to manage their bottomline numbers.


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