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Case
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Reference no. 9-394-204
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 5 February 1999
Length: 8 pages
Data source: Field research
Topics: Distribution; Prototypes; Personal selling; Entrepreneurship; Pricing
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Abstract

Martha Radosevich, president of Health Payment Review, a small software start-up, confronts a serious cash-flow problem: Health Payment Review has built a PC-based prototype but has run out of funds to build a commercially acceptable mainframe product. As a stop-gap measure to generate cash, Marcia tries to sell the PC prototype but encounters resistance from conservative buyers.; To highlight the challenges of selling and negotiation faced by entrepreneurs, and to help students develop their skills in this area.
Location:
Massachusetts
Industry:
Health services
Size:
7 employees
Other setting(s):
1989
Teaching note
-
Reference no. 5-396-218
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1996
Version: 29 April 1996
Length: 7 pages
View full details
Management article
-
Reference no. R0402H
Authors: Howard H Stevenson (Harvard Business School); Laura L Nash (Harvard Business School)
Published by: Harvard Business Publishing
Published in: "Harvard Business Review", 2004
Length: 16 pages
Topics: Career advancement; Job satisfaction; Personal strategy & style; Self-assessment; Success
View full details
Compact case
Supplement
-
Reference no. 9-394-205
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 10 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details
Compact case
Supplement
-
Reference no. 9-394-206
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 10 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details
Compact case
Supplement
-
Reference no. 9-394-207
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 11 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details
Compact case
Supplement
-
Reference no. 9-394-208
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 11 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details
Compact case
Supplement
-
Reference no. 9-394-209
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 11 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details
Compact case
Supplement
-
Reference no. 9-394-210
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 11 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details

About

Abstract

Martha Radosevich, president of Health Payment Review, a small software start-up, confronts a serious cash-flow problem: Health Payment Review has built a PC-based prototype but has run out of funds to build a commercially acceptable mainframe product. As a stop-gap measure to generate cash, Marcia tries to sell the PC prototype but encounters resistance from conservative buyers.; To highlight the challenges of selling and negotiation faced by entrepreneurs, and to help students develop their skills in this area.

Settings

Location:
Massachusetts
Industry:
Health services
Size:
7 employees
Other setting(s):
1989

Related

Teaching note
-
Reference no. 5-396-218
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1996
Version: 29 April 1996
Length: 7 pages
View full details
Management article
-
Reference no. R0402H
Authors: Howard H Stevenson (Harvard Business School); Laura L Nash (Harvard Business School)
Published by: Harvard Business Publishing
Published in: "Harvard Business Review", 2004
Length: 16 pages
Topics: Career advancement; Job satisfaction; Personal strategy & style; Self-assessment; Success
View full details
Compact case
Supplement
-
Reference no. 9-394-205
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 10 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details
Compact case
Supplement
-
Reference no. 9-394-206
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 10 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details
Compact case
Supplement
-
Reference no. 9-394-207
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 11 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details
Compact case
Supplement
-
Reference no. 9-394-208
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 11 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details
Compact case
Supplement
-
Reference no. 9-394-209
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 11 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details
Compact case
Supplement
-
Reference no. 9-394-210
Subject category: Entrepreneurship
Authors: Amar Bhide (Harvard Business School); Brian Mohan (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 11 August 1998
Length: 1 pages
Data source: Field research
Topics: Distribution; Entrepreneurship; Personal selling; Pricing; Prototypes
View full details