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  • All HBS Web  (4,327)
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    • News  (946)
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  • May 2013
  • Supplement

Elasto Therm: The Next Step

This is the spreadsheet supplement for case ElastoTherm: The Next Step(813030). This contains the electronic copy of exhibits 1 and 2. View Details
Keywords: Entrepreneurial Management; Entrepreneurs; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Sales Force Management; Acquisitions; Work/family Balance; Family-owned Business; Entrepreneurship; Growth and Development Strategy; Expansion; Work-Life Balance; Manufacturing Industry; Rubber Industry; United States
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Sharpe, Jim. "Elasto Therm: The Next Step." Harvard Business School Spreadsheet Supplement 813-705, May 2013.
  • 13 Mar 2017
  • Research & Ideas

Hiding Products From Customers May Ultimately Boost Sales

Concealment, co-authored by Kris Johnson Ferreira and Joel Goh, both assistant professors in the Technology and Operations Management Unit at Harvard Business School. The paper is novel in that it considers product categories in which... View Details
Keywords: by Carmen Nobel; Retail; Fashion
  • March 2023
  • Supplement

Innovation at Google Ads: The Sales Acceleration and Innovation Labs (SAIL) (B)

By: Linda A. Hill and Emily Tedards
In 2018, Ana Owczarzak was appointed to lead Google Ads' new innovation and accelerator team - the Sales Acceleration and Innovation Labs (SAIL). The purpose of SAIL was to offer testing and incubation services for individuals within Google Ads who were developing new... View Details
Keywords: Innovation Leadership; Organizational Culture; Technology Industry; Information Technology Industry; Advertising Industry; United States
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Hill, Linda A., and Emily Tedards. "Innovation at Google Ads: The Sales Acceleration and Innovation Labs (SAIL) (B)." Harvard Business School Supplement 423-077, March 2023.
  • 22 May 2024
  • HBS Case

Banned or Not, TikTok Is a Force Companies Can’t Afford to Ignore

Beijing-based ByteDance, TikTok blew past Google in 2021 to become the world’s most visited domain. In the United States alone, TikTok boasts more than 150 million users—almost half the country’s population. “It is where the future is,” says Shikhar Ghosh, MBA Class of... View Details
Keywords: by Rachel Layne; Technology
  • May 1993 (Revised May 1994)
  • Case

Managing for Integrity: Three Vignettes

By: Lynn S. Paine
Three situations are described. A branch manager for a retail brokerage firm must decide whether to change the branch's cash management techniques to increase interest earnings. An auto mechanic must decide whether to oversell parts and repairs to meet sales and... View Details
Keywords: Growth Management; Ethics; Decision Making; Organizational Culture; Financial Management; Sales; Organizational Change and Adaptation
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Paine, Lynn S. "Managing for Integrity: Three Vignettes." Harvard Business School Case 393-154, May 1993. (Revised May 1994.)
  • November 2009
  • Teaching Note

RL Wolfe: Implementing Self-Directed Teams (Brief Case)

By: David A. Garvin and Elizabeth Collins
Teaching Note for 4063 View Details
Keywords: Work Force Management; Employee Empowerment; Motivation; Motivation and Incentives; Employee Relationship Management
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Garvin, David A., and Elizabeth Collins. "RL Wolfe: Implementing Self-Directed Teams (Brief Case)." Harvard Business School Teaching Note 094-064, November 2009.
  • May 2017 (Revised September 2018)
  • Case

Hilti Fleet Management (A): Turning a Successful Business Model on Its Head

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers’ needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new... View Details
Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Japan; Hong Kong
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Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management (A): Turning a Successful Business Model on Its Head." Harvard Business School Case 717-427, May 2017. (Revised September 2018.)
  • July 2017
  • Article

What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?

By: Kenneth A. Froot, Namho Kang, Gideon Ozik and Ronnie Sadka
We develop real-time proxies of retail corporate sales from multiple sources, including approximately 50 million mobile devices. These measures contain information from both the earnings quarter (within quarter) and the period between that quarter's end and the... View Details
Keywords: Announcements; Business Earnings; Sales; Retail Industry
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Froot, Kenneth A., Namho Kang, Gideon Ozik, and Ronnie Sadka. "What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?" Journal of Financial Economics 125, no. 1 (July 2017): 143–162. (Revised from NBER Working Paper No. 22366, June 2016, Harvard Business School Working Paper No. 16-123, April 2016.)
  • June 2018 (Revised October 2020)
  • Case

Global Brand Management of Anheuser Busch InBev's Budweiser

By: Jill Avery
Brian Perkins, chief architect of the $6 billion Budweiser brand, was excited about 2018, in which the company would launch Budweiser into several new markets in Africa and Latin America. He was feeling the pressure to finalize a global brand strategy that would define... View Details
Keywords: Brand Management; Global Brands; Brand Positioning; Brand Extension; Brand Storytelling; Brand Equity; Marketing; Marketing Strategy; Brands and Branding; Advertising; Global Strategy; Cross-Cultural and Cross-Border Issues; Consumer Behavior; Marketing Communications; Consumer Products Industry; Food and Beverage Industry; Advertising Industry; Africa; China; United States; North America; South Africa; Nigeria; Kenya; Cameroon; Canada
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Avery, Jill. "Global Brand Management of Anheuser Busch InBev's Budweiser." Harvard Business School Case 518-105, June 2018. (Revised October 2020.)
  • November 2010
  • Case

Morgan Asset Management

By: Boris Groysberg, Paul M. Healy and Sarah Abbott
It is 2010 and Guillermo Araoz, the equity research director at Morgan Asset Management (MAM), is considering his research budget for the year. Due to recent declines in the equity markets and MAM's sale of its mutual funds business, MAM has seen a decline in its... View Details
Keywords: Budgets and Budgeting; Asset Management; Financial Strategy; Investment; Resource Allocation; Research and Development; Financial Services Industry
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Groysberg, Boris, Paul M. Healy, and Sarah Abbott. "Morgan Asset Management." Harvard Business School Case 411-058, November 2010.
  • November 2022
  • Case

The Battle Among Channels for Marketing Pharmaceuticals: UpScript, Pharmacy Benefit Managers, and Direct-to-Consumer Sales

By: Regina E. Herzlinger and Tiffany Farrell
Can an online, direct-to-consumer pharmacy both improve the quality and speed of care for patients who need branded drugs and stabilize profits for pharmaceutical manufacturers? UpScript, after years spent achieving legal and regulatory compliance and simultaneous... View Details
Keywords: DTC; Internet and the Web; Marketing Channels; Customer Value and Value Chain; Governing Rules, Regulations, and Reforms; Competitive Strategy; Service Delivery; Growth and Development Strategy; Pharmaceutical Industry; Health Industry; Retail Industry
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Herzlinger, Regina E., and Tiffany Farrell. "The Battle Among Channels for Marketing Pharmaceuticals: UpScript, Pharmacy Benefit Managers, and Direct-to-Consumer Sales." Harvard Business School Case 323-031, November 2022.
  • March 2004
  • Article

Do Police Reduce Crime? Estimates Using the Allocation of Police Forces after a Terrorist Attack

By: Rafael Di Tella and Ernesto Schargrodsky
An important challenge in the crime literature is to isolate causal effects of police on crime. Following a terrorist attack on the main Jewish center in Buenos Aires, Argentina, in July 1994, all Jewish institutions received police protection. Thus, this hideous event... View Details
Keywords: Law Enforcement; Crime and Corruption; Resource Allocation; National Security
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Di Tella, Rafael, and Ernesto Schargrodsky. "Do Police Reduce Crime? Estimates Using the Allocation of Police Forces after a Terrorist Attack." American Economic Review 94, no. 1 (March 2004): 115–33.
  • May 2017 (Revised November 2017)
  • Case

Cotopaxi: Managing Growth for Good

By: Andy Wu and Laura Huang
Cotopaxi, an innovative outdoor gear business targeting millennials, focuses on profit and social impact. This registered benefit corporation was formed by Davis Smith who coalesced his experiences as a Wharton MBA student along with professional knowledge from an... View Details
Keywords: Entrepreneurship; Social Venture; Benefit Corporation; B-Corp; Retail; Consumer Products; Apparel; Social Impact; Social Entrepreneurship; Business Model; Product Positioning; Social Enterprise; Mission and Purpose; Consumer Products Industry; Retail Industry
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Wu, Andy, and Laura Huang. "Cotopaxi: Managing Growth for Good." Harvard Business School Case 717-488, May 2017. (Revised November 2017.)
  • February 2018
  • Supplement

Qualtrics (B)

By: Doug J. Chung and James M. Lattin
Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details
Keywords: Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation
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Chung, Doug J., and James M. Lattin. "Qualtrics (B)." Harvard Business School Supplement 518-083, February 2018.
  • Article

Selling After the Crisis

By: Frank V. Cespedes
Like perishable goods in grocery stores, sales models have a sell-by date. As product standards evolve and new entrants emerge, buyers have more choices and demand more in terms of quality and performance across vendors. Firms that fail to adjust to changing customer... View Details
Keywords: Sales Model; Sales; Management; Customer Relationship Management; Health Pandemics
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Cespedes, Frank V. "Selling After the Crisis." Harvard Business Review 99, no. 2 (March–April 2021): 52–57.
  • September 1983 (Revised October 1984)
  • Case

Boston Whaler, Inc.: Managing the Dealer Network

Mr. Joseph Lawler, newly-appointed president of Boston Whaler, Inc. (BWI), believes that better dealer management is the key to his company's continued growth. BWI manufactured a high-price, high performance line of power and other boats for the recreational,... View Details
Keywords: Distribution Channels; Product Marketing; Consumer Products Industry
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Bonoma, Thomas V. "Boston Whaler, Inc.: Managing the Dealer Network." Harvard Business School Case 584-036, September 1983. (Revised October 1984.)
  • 12 Feb 2007
  • Working Paper Summaries

Adding Bricks to Clicks: The Effects of Store Openings on Sales through Direct Channels

Keywords: by Jill Avery, Mary Caravella, John Deighton & Thomas Steenburgh; Retail
  • 2014
  • Other Teaching and Training Material

Marketing Reading: Customer Management

By: Sunil Gupta
This Reading on customer management sheds light on how companies should evaluate and manage their customers in order to grow profitably. Customer management allows marketing managers to inform investment decisions by drilling down into each customer's profitability or... View Details
Keywords: Customer Acquisition; Customer Churn; Customer Profitability Analysis; Customer Retention; Firm Value; Organizational Structure
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Gupta, Sunil. "Marketing Reading: Customer Management." Core Curriculum Readings Series. Boston: Harvard Business Publishing 8162, 2014.
  • February 2011
  • Case

Barceló Hotels and Resorts (A)

By: John T. Gourville and Marco Bertini
Barcelo Hotels and Resorts must decide whether to allow its many hotels to continue to undertake separate promotional campaigns or to run, for the first time, a broad corporate-level promotion. Complicating the decision is the fact that the many hotels in its portfolio... View Details
Keywords: Brand Management; Sales Promotions; Brands and Branding; Price; Strategy; Corporate Strategy; Accommodations Industry
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Gourville, John T., and Marco Bertini. "Barceló Hotels and Resorts (A)." Harvard Business School Case 511-108, February 2011.
  • January 2016 (Revised July 2018)
  • Case

Cyberdyne: A Leap to the Future

By: Doug J. Chung and Mayuka Yamazaki
Cyberdyne Inc. was a Japanese technology venture that wanted to commercialize a hybrid assistive limb (HAL). HAL was a robotic exoskeleton system for people who had difficulty walking due to nervous system disabilities resulting from stroke, spinal cord injury (SCI),... View Details
Keywords: Go-to-market Strategy; Pricing; Sales Channel; Technological Innovation; Marketing; Sales; Distribution; Strategy; Medical Devices and Supplies Industry
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Chung, Doug J., and Mayuka Yamazaki. "Cyberdyne: A Leap to the Future." Harvard Business School Case 516-072, January 2016. (Revised July 2018.)
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