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  • 22 Apr 2008
  • First Look

First Look: April 22, 2008

paid the sales force as a team. This has worked out fine, since they've been a near-monopoly seller of a single product category. However, this has changed. Not only are they facing new competition in their... View Details
Keywords: Martha Lagace
  • June 2013
  • Supplement

Wayne Ferrari: iAutomation at a Crossroads (Video Supplement)

This is the Video Supplement for Wayne Ferrari: I Automation at a Crossroads (HBS Case #813120). View Details
Keywords: Entrepreneurs; Private Equity Exit; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Distribution; Channels Of Distribution; Acquisitions; Integration; Growth; Salesforce Management; Price; Private Equity; Manufacturing Industry; Distribution Industry; Electronics Industry; United States
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  • 01 Oct 1996
  • News

Leading In a New Era

structure up-to-date. Last year, Boise Cascade announced its most profitable year ever, with earnings of $352 million on sales of $5 billion. At about the same time that Harad's company was struggling against declining profits, across the... View Details
Keywords: Nancy O. Perry
  • 01 Jun 2007
  • News

New HBS, KSG Joint Degree

HBS and the Kennedy School of Government have announced the creation of an integrated joint-degree program, the first of its kind. Its mission is to develop outstanding leaders who are skilled in both managing complex organizations and... View Details
Keywords: Management; Management; Management; Management; Management; Management

    Leonard Abramson

    Abramson accurately predicted the need for prepaid medical plans to manage spiraling medical spending in the 60’s and 70’s and founded U. S. Healthcare to capitalize on this opportunity. Abramson built a fast-growing and extremely... View Details
    Keywords: Healthcare
    • May 1992
    • Article

    Coordination in Split-Award Auctions

    By: James J. Anton and Dennis Yao
    We analyze split award procurement auctions in which a buyer divides full production between two suppliers or awards all production to a single supplier, and suppliers have private cost information. An intriguing feature of split awards is that the equilibrium bids are... View Details
    Keywords: Supply Chain Management; Balance and Stability; Cost; Auctions; Bids and Bidding; Production; Five Forces Framework; Supply and Industry; Situation or Environment; Information; Manufacturing Industry
    Related
    • 15 Oct 2012
    • Research & Ideas

    Why Business IT Innovation is so Difficult

    and Operations Management Unit at HBS. "The longer we take to figure this out, the more likely we're going to have a few of the best firms pulling way ahead based on this competitive advantage." More Likely To Go Radical In her research,... View Details
    Keywords: by Maggie Starvish
    • 01 Sep 2008
    • News

    On Track

    trials forced her to put those aspirations aside. The drive that led her to excel in athletics had to be rechanneled into the private sector, a life change that brought her to HBS and eventually to the top of her chosen field,... View Details
    Keywords: Finance
    • 01 Jun 2018
    • News

    June 2018 Alumni and Faculty Books

    And his afterlife: “When three-headed Cerberus greeted him / Socrates replied: ‘I won’t need / an attack dog, thank you. I married one.’” Mergers and Acquisitions: Integration and Transformation Management as the Gateway to Success by... View Details
    • August 1983 (Revised May 1985)
    • Case

    Jamestown Co.

    By: Benson P. Shapiro and Edward J. Hoff
    In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details
    Keywords: Decision Making; Leadership Style; Marketing Channels; Salesforce Management
    Related
    • 27 May 2020
    • Research & Ideas

    What South Korea Teaches the World About Fighting COVID

    the Author Doug J. Chung is the MBA Class of 1962 Associate Professor of Business Administration at Harvard Business School. He teaches Sales Management & Strategy in the second year MBA Elective... View Details
    Keywords: by Doug J. Chung; Health
    • August 1983 (Revised June 1985)
    • Supplement

    Milford Industries (B)

    By: Robert J. Dolan and Benson P. Shapiro
    Supplements the (A) case. A rewritten version of part of an earlier series. View Details
    Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
    Related
    • 04 Jan 2021
    • What Do You Think?

    How Do We Sustain Organization Diversity?

    in new people? This is not as simple as it sounds. Inclusion is difficult. Research suggests that much of it does not lend itself to training. We can train managers to give “voice” to everyone in their organizations. What remains,... View Details
    Keywords: by James Heskett
    • 10 Mar 2021
    • News

    New Releases: Alumni and Faculty Books, Podcasts

    in doing more good with your limited time on the planet, and experience greater satisfaction in the process. Sales Management That Works: How to Sell in a World That Never Stops Changing By Frank V.... View Details
    Keywords: Margie Kelley; Publishing Industries (except Internet); Information
    • 18 Jun 2001
    • Research & Ideas

    Caught in the Cogs: When Manufacturing and IT Meet

    Manufacturing and information technology these days go together like bread and butter. But it wasn't always so. As Professor David Upton pointed out in a Global Alumni Conference panel titled "E-Commerce and the New Operations," it wasn't that long ago that... View Details
    Keywords: by Jim Aisner
    • 16 Jul 2024
    • Op-Ed

    Corporate Boards Are Failing in Their No. 1 Duty

    incident, but then, under the aggressive leadership of John Stumpf and consumer banking head Carrie Tolstedt, the company created 3.3 million fictious consumer accounts. This led to Stumpf’s forced retirement and his replacement by COO... View Details
    Keywords: by Bill George

      John P. Weyerhaeuser

      The eldest son of Frederick Weyerhaeuser, John P. Weyerhaeuser continued to build the empire his father had begun. When John assumed the presidency, the family holdings numbered well over a dozen companies, ranging from sales entities to... View Details
      Keywords: Wood, Paper & Forestry
      • 29 Aug 2006
      • First Look

      First Look: August 29, 2006

      produce another cutting-edge device quickly? Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=706496 Managing a Public Image: Cheri Mack Harvard Business School Case 406-096 Cheri Mack, an... View Details
      Keywords: Sean Silverthorne
      • 01 Dec 2015
      • News

      Snapping Up Voters

      Saliterman—a 33-year-old veteran of the Bush White House and Republican National Committee—promoted new tools that permitted campaigns to run ads for a select group of voters before YouTube videos. After moving to launch Snapchat’s first political advertising View Details
      Keywords: Sasha Issenberg
      • 01 Jun 2003
      • News

      Alumni Bookshelf

      profits. Investment Banking: Addressing the Management Issues by Steven I. Davis (MBA '58) (Palgrave Macmillan) In his eighth book, international banking consultant Davis offers a timely analysis of the global issues facing the View Details
      Keywords: Publishing Industries (except Internet); Information