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  • All HBS Web  (4,325)
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  • March 2010 (Revised February 2014)
  • Case

Community Health Workers in Zambia: Incentive Design and Management

By: Nava Ashraf and Natalie Kindred
This case examines the various considerations relevant to selecting and compensating workers in a context where their work involves a pro-social component. This is relevant to not only health care in Zambia, but to NGO and public sector workers who are both motivated... View Details
Keywords: Developing Countries and Economies; Training; Health Care and Treatment; Compensation and Benefits; Recruitment; Selection and Staffing; Mission and Purpose; Non-Governmental Organizations; Motivation and Incentives; Health Industry; Zambia
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Ashraf, Nava, and Natalie Kindred. "Community Health Workers in Zambia: Incentive Design and Management." Harvard Business School Case 910-030, March 2010. (Revised February 2014.) (Request a courtesy copy.)
  • November 2016 (Revised April 2017)
  • Case

Basecamp: Pricing

By: Frank Cespedes and Robb Fitzsimmons
A data analyst at Basecamp is evaluating the results of pricing research and its potential implications for the venture’s latest version of its project management software product. View Details
Keywords: Pricing; Entrepreneurial Management; Data Analysis; Marketing; Customer Acquisition; Customer Retention; Value Proposition; Sales Management; Product Management; Market Research; Life Time Value; Testing; Entrepreneurship; Analytics and Data Science; Customers; Value; Sales; Product Marketing; United States
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Cespedes, Frank, and Robb Fitzsimmons. "Basecamp: Pricing." Harvard Business School Case 817-067, November 2016. (Revised April 2017.)
  • Research Summary

Managing Financial Reporting and the Effect on Firms' Costs of Capital

Amy P. Hutton's research investigates the impact of capital market forces and firm contracts on financial reporting and disclosure policies. Specifically, her research examines how managers use financial reporting to convey a firm's strategy, and the effect of... View Details
  • May 2009 (Revised December 2009)
  • Teaching Note

Reliance Baking Soda: Optimizing Promotional Spending (Brief Case)

By: John A. Quelch and Heather Beckham
Teaching Note to Briefcase 4128 View Details
Keywords: Quantitative Analysis; Consumer Marketing; Marketing Planning; Product Management; Sales Promotions; Program Budgeting; Marketing Strategy; Marketing Channels; Mathematical Methods; Advertising; Budgets and Budgeting; Product Marketing; Communication Strategy
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Quelch, John A., and Heather Beckham. "Reliance Baking Soda: Optimizing Promotional Spending (Brief Case)." Harvard Business School Teaching Note 094-128, May 2009. (Revised December 2009.)
  • 06 Oct 2020
  • Sharpening Your Skills

18 Tips Managers Can Use to Lead Through COVID's Rising Waters

focus are strategic issues, not only sales management tasks. Consider: when commerce resumes, what’s the impact on your business from shortening selling cycles and accelerating time-to-cash by one week, two... View Details
Keywords: by Sean Silverthorne
  • March 2003
  • Background Note

Managing a Customer Relationship Over Time

By: Das Narayandas
Describes the different ways in which vendors can sell a portfolio of products to industrial customers. View Details
Keywords: Customer Relationship Management; Management; Marketing Strategy; Product Marketing; Networks; Sales; Manufacturing Industry
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Narayandas, Das. "Managing a Customer Relationship Over Time." Harvard Business School Background Note 503-071, March 2003.
  • 07 Jul 2008
  • Research & Ideas

Innovation Corrupted: How Managers Can Avoid Another Enron

for natural gas, and to create derivative supply contracts that could help customers manage the risks of demand volatility and price swings more effectively than before. In this way, Skilling and his colleagues solved a major contracting... View Details
Keywords: by Martha Lagace; Energy; Utilities
  • 14 Aug 2006
  • HBS Case

On Managing with Bobby Knight and “Coach K”

way, and setting high goals while maintaining standards. "If you believe people are fundamentally bad—if you believe people are constantly looking to get over and get by and won't do anything unless they're watched—then you'll tend to lead with a very... View Details
Keywords: by Sean Silverthorne; Sports
  • 03 Feb 2014
  • Research & Ideas

The Tricky Business of Managing Web Advertising Affiliates

they are slipped into computers without the owners' consent. Opponents of typosquatting argue that the practice violates the federal Anticybersquatting Consumer Protection Act and forces clicks that are contrary to affiliate network... View Details
Keywords: by Kim Girard; Advertising; Publishing
  • Article

Management Practices, Relational Contracts and the Decline of General Motors

By: Susan Helper and Rebecca Henderson
General Motors was once regarded as one of the best managed and most successful firms in the world, but between 1980 and 2009 its share of the U.S. market fell from 62.6% to 19.8%, and in 2009 the firm went bankrupt. In this paper we argue that the conventional... View Details
Keywords: Organizational Design; Management Practices and Processes; Insolvency and Bankruptcy; Manufacturing Industry; Auto Industry; United States
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Helper, Susan, and Rebecca Henderson. "Management Practices, Relational Contracts and the Decline of General Motors." Journal of Economic Perspectives 28, no. 1 (Winter 2014): 49–72.
  • 2014
  • Working Paper

Management Practices, Relational Contracts and the Decline of General Motors

By: Susan Helper and Rebecca Henderson
General Motors was once regarded as one of the best managed and most successful firms in the world, but between 1980 and 2009 its share of the US market fell from 62.6 to 19.8 percent, and in 2009 the firm went bankrupt. In this paper we argue that the conventional... View Details
Keywords: Organizational Change and Adaptation; Management Practices and Processes; Organizational Structure; Decision Making; Insolvency and Bankruptcy; Manufacturing Industry; Auto Industry
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Helper, Susan, and Rebecca Henderson. "Management Practices, Relational Contracts and the Decline of General Motors." Harvard Business School Working Paper, No. 14-062, January 2014. (NBER Working Paper Series, No. 19867, January 2014.)
  • 05 Dec 2012
  • What Do You Think?

Should Managers Bother Listening to Predictions?

Summing Up Can Managers Afford to Ignore Predictions in Planning? There is a healthy skepticism when it comes to the reliability of predictions as a basis for planning. Donald Kortalon, commenting on this month's column, cites a number of... View Details
Keywords: by James Heskett
  • 2017
  • Working Paper

Inventory Management for Mobile Money Agents in the Developing World

By: Karthik Balasubramanian, David F. Drake and Douglas Fearing
Mobile money systems, platforms built and managed by mobile network operators to allow money to be stored as digital currency, have burgeoned in the developing world as a mechanism to transfer money electronically. Mobile money agents exchange cash for electronic value... View Details
Keywords: Currency; Mobile Technology; Market Platforms; Developing Countries and Economies
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Balasubramanian, Karthik, David F. Drake, and Douglas Fearing. "Inventory Management for Mobile Money Agents in the Developing World." Harvard Business School Working Paper, No. 17-109, June 2017. (Presented at INFORMS 2015 and POMS 2016. Finalist and first runner up, Production and Operations Management College of Sustainable Operations Best Student Paper Award.)
  • 2021
  • Book

Management as a Calling: Leading Business, Serving Society

By: Andrew J. Hoffman
Business leaders have tremendous power to influence our society, how it operates, whether it is fair, and the extent to which it impacts the environment. And yet, we do not recognize or call out the responsibility that comes with that power. This book is meant to... View Details
Keywords: Business Education; Power and Influence; Corporate Social Responsibility and Impact; Social Issues; Leadership
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Hoffman, Andrew J. Management as a Calling: Leading Business, Serving Society. Stanford University Press, 2021. (Winner of the 2022 PROSE Book Award, Association of American Publishers; Winner of the 2022 Best Book Award, Social Issues in Management Division, Academy of Management; Finalist for the 2022 George R. Terry Book Award, Academy of Management. Chinese Edition: 使命管理, China Science and Technology Press, 2022.)
  • 13 Dec 2021
  • Research & Ideas

The Unlikely Upside of Mergers: More Diverse Management Teams

States, Zhang found that purchased companies added nearly 15 percent more minority managers and 4 percent more female managers to their ranks than unacquired companies during the same period. "When the old... View Details
Keywords: by Lane Lambert
  • February 2019
  • Case

Canibal—Play It Green!

By: Frank V. Cespedes, Joseph B. Fuller, Tonia Labruyere and Elena Corsi
In 2011, Canibal launched a machine that could sort and compress aluminum cans, plastic bottles, and cups. Users could play a jackpot-style game on the machine’s digital display, while disposing of their beverage containers and earning coupons or other rewards. The... View Details
Keywords: Sales Growth; Recycling; Start-up; Scaling; Market Selection; Sales; Marketing; Business Startups; Growth and Development Strategy; Segmentation; Product Positioning; Technology Industry; France
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Cespedes, Frank V., Joseph B. Fuller, Tonia Labruyere, and Elena Corsi. "Canibal—Play It Green!" Harvard Business School Case 319-089, February 2019.
  • September–October 1987
  • Article

Manage Customers for Profits (Not Just Sales)

By: Benson P. Shapiro, V. K. Rangan, Rowland T. Moriarty and Elliot Ross
Keywords: Customers; Profit; Management; Sales
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Shapiro, Benson P., V. K. Rangan, Rowland T. Moriarty, and Elliot Ross. "Manage Customers for Profits (Not Just Sales)." Harvard Business Review 65, no. 5 (September–October 1987).
  • June 2013
  • Teaching Note

Wayne Ferrari: iAutomation at a Crossroads

By: Jim Sharpe and Michael Norris
This is the teaching note associated with HBS Case #813120. View Details
Keywords: Entrepreneurial Management; Private Equity Exit; Pricing; Pricing Policies; Sales; Equity; Acquisitions; Roll-up; Entrepreneurship; Private Equity; Salesforce Management; Price; Distribution Industry; Industrial Products Industry; New England; United States
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Sharpe, Jim, and Michael Norris. "Wayne Ferrari: iAutomation at a Crossroads." Harvard Business School Teaching Note 813-126, June 2013.
  • June 2013
  • Supplement

Elasto Therm: The Next Step (Video Supplement)

By: Jim Sharpe
This is the Video Supplement for Elasto Therm: The Next Step (HBS Case #813030). View Details
Keywords: Entrepreneurial Management; Entrepreneurs; Search; Search Funds; Manufacturing; Pricing Policies; Pricing; Pricing Strategy; Sales Channels; Sales Force Management; Customer Focus; Customer Specificity; Manufacturing Tools; Acquisitions; Growth Strategy; Growth And Development Strategy; Growth; Plastics; Turnarounds; Labor Management; Stockholders; Careers; Job Design; Gender; Life Planning; Employee Empowerment; Work/family Balance; Work-life Balance; Entrepreneurship; Management; Employee Ownership; Acquisition; Rubber Industry; Auto Industry; United States
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Sharpe, Jim. "Elasto Therm: The Next Step (Video Supplement)." Harvard Business School Video Supplement 813-703, June 2013.
  • Winter 2014
  • Article

Retail Inventory: Managing the Canary in the Coal Mine!

By: Vishal Gaur, Saravanan Kesavan and Ananth Raman
Retail inventory is a statistic that is closely watched by retailers as well as their investors, lenders, and suppliers. Retailers not only benefit from inventory, but also bear the cost of excess inventory. Investors, lenders, and suppliers interpret this statistic... View Details
Keywords: Financial Condition; Retail Industry
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Gaur, Vishal, Saravanan Kesavan, and Ananth Raman. "Retail Inventory: Managing the Canary in the Coal Mine!" California Management Review 56, no. 2 (Winter 2014): 55–76.
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