Filter Results
:
(512)
Show Results For
-
All HBS Web
(1,506)
- Faculty Publications (512)
Show Results For
-
All HBS Web
(1,506)
- Faculty Publications (512)
Channels →
- April 1993 (Revised June 1994)
- Supplement
MathSoft, Inc. (B)
Describes the president's decision regarding MathSoft's marketing channels and communications methods, and the company's sales results during the next five quarters. The (A) case market response model is also updated.
View Details
Keywords:
Communication Technology;
Forecasting and Prediction;
Curriculum and Courses;
Learning;
Knowledge Sharing;
Growth and Development Strategy;
Marketing Channels;
Education Industry
Rangan, V. Kasturi. "MathSoft, Inc. (B)." Harvard Business School Supplement 593-095, April 1993. (Revised June 1994.)
- 1993
- Chapter
Quick Response in Manufacturing-retail Channels
By: J. H. Hammond
Hammond, J. H. "Quick Response in Manufacturing-retail Channels." In Globalization, Technology, and Competition: The Fusion of Computers and Telecommunications in the 1990s, edited by S. P. Bradley, J. A. Hausman, and R. L. Nolan. Boston: Harvard Business School Press, 1993, Korean ed.
- February 1993 (Revised September 1994)
- Case
Hewlett-Packard Imaging Systems Division: Sonos 100 C/F Introduction
By: Frank V. Cespedes and Marie Bell
The marketing manager for the Imaging Systems business unit (ISY) at Hewlett-Packard Medical Products Group is considering channel strategy and channel management issues raised by the upcoming introduction of a new cardiac imaging product. Product marketing's plans...
View Details
Keywords:
Marketing Channels;
Product Marketing;
Product Launch;
Market Entry and Exit;
Distribution Channels;
Sales;
Competitive Strategy
Cespedes, Frank V., and Marie Bell. "Hewlett-Packard Imaging Systems Division: Sonos 100 C/F Introduction." Harvard Business School Case 593-080, February 1993. (Revised September 1994.)
- November 1992 (Revised June 1994)
- Case
Packaged Products Company: Handy-Pak Introduction
By: Frank V. Cespedes and Laura Goode
The product manager and the market research director for a new line of snacking nuts are reviewing options concerning the upcoming roll-out of the product. These options include changes in pricing, promotional plans, and salesforce incentives intended to build support...
View Details
Keywords:
Price;
Marketing;
Marketing Channels;
Product Launch;
Distribution;
Planning;
Research and Development;
Sales;
Salesforce Management;
Alignment;
Consumer Products Industry;
Service Industry
Cespedes, Frank V., and Laura Goode. "Packaged Products Company: Handy-Pak Introduction." Harvard Business School Case 593-057, November 1992. (Revised June 1994.)
- November 1992 (Revised May 1993)
- Case
American Mobile Satellite Corporation
By: Frank V. Cespedes and Laura Goode
American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited...
View Details
Keywords:
Wireless Technology;
Decisions;
Distribution Channels;
Marketing Strategy;
Product Development;
Sales;
Emerging Markets;
Resource Allocation;
Performance Capacity;
Communications Industry;
Information Technology Industry;
United States
Cespedes, Frank V., and Laura Goode. "American Mobile Satellite Corporation." Harvard Business School Case 593-038, November 1992. (Revised May 1993.)
- September 1992 (Revised July 1994)
- Case
MEM Company, Inc.: English Leather
By: Frank V. Cespedes and Laura Goode
In 1992, the president of MEM (a producer of personal care products, including men's fragrances) considered a redeployment of field sales efforts and changes in sales compensation policies. Any changes, moreover, must consider the context of strategic decisions...
View Details
Keywords:
Change Management;
Decision Choices and Conditions;
Brands and Branding;
Product Positioning;
Consumer Behavior;
Distribution Channels;
Business Strategy;
Consumer Products Industry
Cespedes, Frank V., and Laura Goode. "MEM Company, Inc.: English Leather." Harvard Business School Case 593-035, September 1992. (Revised July 1994.)
- July 1992
- Article
New Product Channel Choice: A Framework, a Method and an Application
By: V. K. Rangan, M. Menezes and E. P. Maier
Rangan, V. K., M. Menezes, and E. P. Maier. "New Product Channel Choice: A Framework, a Method and an Application." Journal of Marketing 56, no. 3 (July 1992): 69–82.
- February 1992 (Revised September 2003)
- Case
Beech-Nut Nutrition Corporation (A-1)
By: Lynn S. Paine
The CEO of Beech-Nut Nutrition Corp. must decide what to do when he receives information that the company's supply of apple juice concentrate may be adulterated. The concentrate is used in many of the company's juice products. It appears that others in the company may...
View Details
Keywords:
Quality;
Law;
Ethics;
Nutrition;
Management Teams;
Decisions;
Business or Company Management;
Communication;
Governance Compliance;
Information Management;
Corporate Finance;
Food and Beverage Industry;
United States
Paine, Lynn S. "Beech-Nut Nutrition Corporation (A-1)." Harvard Business School Case 392-084, February 1992. (Revised September 2003.)
- 1992
- Article
Channel Power: Suggestions for a Broadened Perspective
Keywords:
Perspective
Cespedes, Frank V. "Channel Power: Suggestions for a Broadened Perspective." Journal of Marketing Channels 1, no. 3 (1992): 3–37.
- Article
Formulating Channel Strategy in a Rapidly Changing Market: A Case Study and Recommendations
Cespedes, Frank V. "Formulating Channel Strategy in a Rapidly Changing Market: A Case Study and Recommendations." Journal of Managerial Issues 4, no. 4 (Winter 1992): 17–26.
- 1992
- Working Paper
Intercompany Operating Ties: Unlocking the Value in Channel Restructuring
By: R. Shapiro and J. Byrnes
- October 1991 (Revised August 2000)
- Case
Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)
By: V. Kasturi Rangan and Frank V. Cespedes
Becton Dickinson, a phenomenally successful company with an 80% market share in the blood collection needles and syringes market faces a change in the customer buying environment (cost containment pressures at hospitals). This forces a reevaluation of the company's...
View Details
Keywords:
Business Divisions;
Customer Satisfaction;
Demand and Consumers;
Market Participation;
Distribution Channels;
Success;
Corporate Strategy;
Value Creation;
Health Industry
Rangan, V. Kasturi, and Frank V. Cespedes. "Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)." Harvard Business School Case 592-037, October 1991. (Revised August 2000.)
- September 1991 (Revised September 2010)
- Case
Dore-Dore
By: Janice H. Hammond and Audris Wong
Dore-Dore, a French manufacturer of socks and children's knitwear, has just converted a portion of its knitwear operations to a flexible modular system to allow faster response and greater flexibility. The case provides an opportunity to assess the changes in knitwear...
View Details
Keywords:
Order Taking and Fulfillment;
Logistics;
Production;
Performance Productivity;
Apparel and Accessories Industry;
France
Hammond, Janice H., and Audris Wong. "Dore-Dore." Harvard Business School Case 692-028, September 1991. (Revised September 2010.)
- September 1991
- Article
Retail Pricing: Does Channel Length Matter
By: R. Lal and Anne Coughlan
Keywords:
Price
Lal, R., and Anne Coughlan. "Retail Pricing: Does Channel Length Matter." Managerial and Decision Economics (September 1991).
- August 1991 (Revised September 1994)
- Background Note
What Is Industrial Marketing?
Discusses the key distinguishing aspects of industrial as compared to consumer marketing. These differences are highlighted for organizational as well as marketing mix aspects.
View Details
Keywords:
Customer Relationship Management;
Innovation Strategy;
Growth and Development Strategy;
Marketing Channels;
Marketing Strategy;
Marketplace Matching;
Organizational Change and Adaptation;
Core Relationships;
Industrial Products Industry;
Manufacturing Industry
Rangan, V. Kasturi. "What Is Industrial Marketing?" Harvard Business School Background Note 592-012, August 1991. (Revised September 1994.)
- 1991
- Other Unpublished Work
Improving the Performance of the Men's Dress Shirt Industry: A Channel Perspective
By: J. H. Hammond, J Dunlop, F A Abernathy and D. Weil
- fall 1990
- Article
Improving Channel Coordination Through Franchising
By: R. Lal
Keywords:
Franchise Ownership
Lal, R. "Improving Channel Coordination Through Franchising." Marketing Science (fall 1990).
- July 1990 (Revised August 1995)
- Case
Symantec--1982-90
By: Nitin Nohria
As Symantec grew from a small, upstart software development company to a major player in the software development industry, the channels of information flow and the internal communication needs of the company became more complex. The geographically-dispersed structure...
View Details
Keywords:
Applications and Software;
Communication Technology;
Communication;
Organizational Change and Adaptation;
Employee Relationship Management;
Growth and Development;
Knowledge Dissemination;
Knowledge Sharing;
Knowledge Management;
Information Technology Industry;
United States
Nohria, Nitin. "Symantec--1982-90." Harvard Business School Case 491-010, July 1990. (Revised August 1995.)
- Article
Managing Multiple Channels
By: Frank V. Cespedes and E. Raymond Corey
Cespedes, Frank V., and E. Raymond Corey. "Managing Multiple Channels." Business Horizons 33, no. 4 (July–August 1990): 66–77.
- April 1990
- Supplement
Philip Morris Companies' ""Bill of Rights"" Sponsorship Program, Responses
By: Stephen A. Greyser and Norman Klein
Describes the reactions of public interest groups, members of the House of Representatives, and others. Further documents reactions to the choice of Philip Morris (PM) as a sponsor. Invites students to weigh the corporate pluses and minuses for PM, given these...
View Details
Greyser, Stephen A., and Norman Klein. Philip Morris Companies' ""Bill of Rights"" Sponsorship Program, Responses. Harvard Business School Supplement 590-109, April 1990.