Publications
Publications
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- All HBS Web
(1,201)
- Faculty Publications (276)
- March 1999 (Revised April 1999)
- Case
Environmental Risk Management at Chevron Corporation
By: Forest L. Reinhardt, Monica M Mandelli and Jennifer Burns
Chevron Corp., headquartered in San Francisco, manages a worldwide, vertically integrated value chain from the oil well to the gasoline station. Mishandling of oil at any stage of production can damage the natural environment, human health, corporate profitability, or... View Details
- February 1999 (Revised May 2002)
- Teaching Note
MicroAge, Inc.: Orchestrating the Information Technology Value Chain TN
Teaching Note for (9-398-068). View Details
- June 1998 (Revised January 2000)
- Case
Egghead.com
Egghead Software, an entrenched traditional chain retailer specializing in computer software and peripherals, had established a nationwide chain of mall and shopping center stores and a well-organized national brand. In early 1998, management made a highly unusual, and... View Details
- April 1998
- Teaching Note
Managing Customers for Profits (TN)
By: Das Narayandas
Teaching Note for (8249) and (8257). View Details
- November 1997 (Revised May 2002)
- Case
MicroAge, Inc.: Orchestrating the Information Technology Value Chain
By: Lynda M. Applegate and Kirk A. Goldman
MicroAge, Inc. started as a storefront in Tempe, AZ in 1976 selling personal computer kits to hobbyists. During their first year of operation, founders Jeff McKeever and Alan Hald sold $1.5 million worth of computer kits, priced at under $1,000 each. Twenty years... View Details
- January 1997
- Background Note
Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance
Provides an integrated framework for creating customer value and managing the firm profitably. Focuses on the use of product/service line management and effective customer service to achieve customer satisfaction and high profitability. View Details
- August 1996 (Revised May 1997)
- Case
Delta & Pine Land: Measuring the Value of Transgenic Cotton
By: Ray A. Goldberg and Charlotte A. Tasker
Discusses the joint venture between two companies with different capabilities: 1) technology provider and 2) transportation agent. Discusses how to capture value from joint venture and biotechnology: 1) who are winners and who are losers; 2) how much value can/should... View Details
- July 1996
- Case
Williams-Sonoma, Inc.--1990
By: Nancy F. Koehn and Michael Dearing
Howard Lester, chairman and CEO, has just completed a second offering of common stock in Williams-Sonoma, Inc. ($218.2 million 1989 sales). Having targeted $500 million in retail sales, Lester's challenge is to: 1) prioritize growth investments in five existing catalog... View Details
- November–December 1995
- Article
Exploiting the Virtual Value Chain
By: Jeffrey F. Rayport and J. J. Sviokla
- October 1995
- Teaching Note
Procter & Gamble: Improving Consumer Value Through Process Design TN
Teaching Note for (9-195-126). View Details
- May 1995 (Revised March 1996)
- Case
ToyWorld, Inc.: Information Technology Planning
ToyWorld, a fast growing retailer, was revitalizing its information technology (IT) infrastructure and called in AT&T to help plan for the future. Five strategic alternatives for use of information and communications technology were identified through value chain... View Details
- April 1995 (Revised April 1995)
- Case
Pillsbury: Customer Driven Reengineering
By: Robert S. Kaplan
Pillsbury is transforming itself from an integrated producer of flour and bakery products to a value-added supplier of premium branded products. After initial successes applying activity-based costing to manufacturing operations, two senior executives decide to... View Details
- January 1995
- Case
Understanding User Needs
By: Marco Iansiti and Ellen Stein
Presents an introduction to methods for understanding user needs in product development. Describes a number of techniques including the use of focus groups, interviews, questionnaires, the Kano method, Lead User analysis, the Product Value matrix, OFD, etc. Provides a... View Details
- October 1993 (Revised September 1994)
- Case
Catalina Marketing Corp.
By: David E. Bell, Walter J. Salmon and Dinny Starr
Catalina Marketing is a very successful marketing service firm. Their current customers include major supermarket retailers and consumer products manufacturers nation-wide. Catalina provides a unique way for these clients to distribute coupons for their products via... View Details
- March 1993
- Case
Liz Claiborne, Inc. and Ruentex Industries, Ltd. (Abridged)
By: Roy D. Shapiro and Marie-Therese M. Flaherty
Details the evolution of a value-creating supplier-buyer partnership. Describes the buyer's (Liz Claiborne) manufacturing and marketing strategy, and details the workings of the firm's relationship with an important Taiwanese supplier of piece goods (Ruentex Industries... View Details
- March 1993 (Revised April 1995)
- Case
IBM After-Sales Service
IBM has established a service delivery system to provide service and maintenance parts for its installed base of computers. The case outlines the competitive pressures IBM faces from alternative providers of maintenance services (e.g. other OEMs, third-party... View Details
- February 1992 (Revised December 1994)
- Case
Birds Eye and the U.K. Frozen Food Industry (A)
By: David J. Collis
Describes the forty-year evolution of the U.K. frozen food industry, and traces the emergence, dominance, and the decline of Birds Eye. Its success is as a vertically integrated producer, distributor, and marketer of frozen foods that pioneers the industry in the U.K.... View Details
- November 1991 (Revised December 1996)
- Case
Pressco, Inc.--1985
A capital budgeting problem is viewed from the context of a marketing representative attempting to make a sale of energy saving heavy industrial equipment. Tax law changes promise to have a significant impact on the customer's decision process. Teaching purpose: To... View Details
- October 1990
- Case
Manufacturers Hanover Corp.: Customer Profitability Report
By: Robert S. Kaplan
Banking company noting declining profitability from its traditional lending activities has started to measure the total profitability of its lending relationships. A loan pricing model estimates the profit and return-on-equity from commercial loans. Additional work was... View Details
- July 1990
- Case
Ceramics Process Systems Corp. (B)
By: Kim B. Clark and Brent D. Barnett
Ceramics Process Systems (CPS) is an advanced ceramics company facing problems with lead time in product/process development, and late delivery of prototype parts to its customers. Engineering is confronted with difficult technical problems and multiple objectives... View Details