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  • November 2004 (Revised November 2005)
  • Case

Musimundo

By: Francisco de Asis Martinez-Jerez and James Robert Dillon
Mario Quintana, managing partner of Pegasus Capital, was preparing for the upcoming Musimundo board of directors meeting. He was satisfied with the investment decisions of the entertainment retailer, as actual performance surpassed the initial budget. However, given a... View Details
Keywords: Decisions; Governing and Advisory Boards; Partners and Partnerships; Performance Evaluation; Budgets and Budgeting; Retail Industry; Spain
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  • November 1999 (Revised February 2000)
  • Case

Granny's Goodies, Inc.

By: Das Narayandas and Katherine B. Korman
The young entrepreneurs of Granny's Goodies, Inc., a corporate gift package specialist, face the challenge of finding ways to create consistent revenue streams and reduce sales costs. Outside of a few long-term contracts, the two founders have had to work very hard for... View Details
Keywords: Budgets and Budgeting; Customer Relationship Management; Entrepreneurship; Cost Management; Marketing Strategy; Product Design; Problems and Challenges; Sales; Segmentation; Service Industry
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  • Program

Strategic Marketing for Driving Growth

responsible for business growth, including related leaders such as heads of sales CEOs and other senior leaders who oversee large marketing budgets Leaders in government and nonprofit organizations who seek... View Details
  • September 1990 (Revised June 1994)
  • Case

Catawba Industrial Co.

By: Francis Aguilar
A department general manager has to decide whether or not to add a lightweight compressor to the line, what price to charge, and what volume to produce. The analysis requires maximizing contribution in a situation where one factor is constrained. As such, it takes into... View Details
Keywords: Cost vs Benefits; Capital Budgeting; Business Earnings; Cost Accounting; Cost Management; Asset Pricing
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  • March 1985 (Revised November 1985)
  • Case

Wilmington Tap and Die

By: Robert S. Kaplan
The general manager of a division manufacturing taps and dies must decide whether to continue a major capital investment program. The program was designed to replace aging mechanical machines with modern, electronically controlled equipment. A post-audit, after an... View Details
Keywords: Capital Budgeting; Investment; Accounting Audits; Cost Management; Technological Innovation; Information Technology; Performance Productivity; Production; Management Analysis, Tools, and Techniques; Manufacturing Industry
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  • 23 Nov 2010
  • First Look

First Look: November 23

Abstract Because the market for online advertising is both new and fast-changing, participants experiment with all manner of variations. Should an advertiser's payment reflect the number of times an ad was shown, the number of times it was clicked, the number of View Details
Keywords: Sean Silverthorne
  • 22 Apr 2019
  • Research & Ideas

Why Salespeople Struggle at Leading

accounting profit margins, for example, should be trained in “Finance 101,” Cespedes says. Besides, the best sales managers are not only adept at bargaining for a chunk of the company’s budget to benefit... View Details
Keywords: by Dina Gerdeman
  • 29 Feb 2024
  • HBS Case

Beyond Goals: David Beckham's Playbook for Mobilizing Star Talent

within weeks, stronger growth than any other sports team that year. Similarly, sales of Paris Saint-Germain jerseys jumped 40 percent during Messi’s first five months with the team, compared with the previous year, with 60 percent bearing... View Details
Keywords: by Avery Forman; Sports
  • December 2018 (Revised August 2022)
  • Teaching Note

Revenue Recognition at HBP

By: Siko Sikochi and Paul Healy
In early 2014, Corporate Learning, one of three business units at Harvard Business Publishing (HBP), was in the process of revamping its flagship product, Harvard Manage-Mentor (HMM) from version 11.0 (HMM11) to version 12.0 (HMM12). The revamped software would be... View Details
Keywords: Accrual Accounting; Budgets and Budgeting; Revenue Recognition; Financial Reporting; Publishing Industry; Education Industry; United States
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  • 26 Apr 2024
  • HBS Case

Deion Sanders' Prime Lessons for Leading a Team to Victory

After retiring from playing sports in 2006, Sanders became a commentator and then moved into football coaching. In 2020, he took over at Jackson State University in Mississippi, joining a losing program whose budget was one-thirtieth of... View Details
Keywords: by Avery Forman; Sports
  • 24 Nov 2009
  • First Look

First Look: Nov. 24

and in contrast, such indirect costs appear relatively fixed in the face of sales declines in this industry. We discuss potential sources of these cost-structure patterns and their implications for cost management efforts as asset... View Details
Keywords: Martha Lagace
  • 22 Jan 2019
  • First Look

New Research and Ideas, January 22, 2019

the most well-known New York City nonprofits. Will Weiss, the executive director, has witnessed his share of chaos during four years at Big Apple. After a slight resurgence following the precipitous drop in ticket sales during the... View Details
Keywords: Dina Gerdeman
  • 07 Jul 2022
  • HBS Case

How a Multimillion-Dollar Ice Cream Startup Melted Down (and Bounced Back)

a second location in Gowanus. That location was a huge success, too, with total sales of $1.4 million. The Disney partnership The couple dared to dream that they could one day develop into a household name like Ben & Jerry’s, which... View Details
Keywords: by Pamela Reynolds
  • 22 Aug 2016
  • Research & Ideas

Master the One-on-One Meeting

career. From the nerdiest, most introverted engineer to the highly extroverted sales executive. They’ve been on either side of up to 20 years senior or junior to me, varying genders and from as far away as India and China to as near as... View Details
Keywords: by Julia B. Austin
  • 28 Jan 2019
  • Research & Ideas

Forget Cash. Here Are Better Ways to Motivate Employees

rewarded, despite the fact that US companies are spending more than a fifth of their budgets on wages. What employees crave even more is to feel that their managers appreciate them and aren’t afraid to show it, not only in paycheck terms,... View Details
Keywords: by Dina Gerdeman
  • 10 Nov 2009
  • First Look

First Look: Nov. 10

from maximizing regional welfare. In a context of lobbies, government budget maximization may have differed from regional welfare maximization. Download the paper: http://www.hbs.edu/research/pdf/10-032.pdf   PublicationsManaging the... View Details
Keywords: Martha Lagace
  • 08 Dec 2022
  • HBS Case

The War in Ukraine and Nestlé’s Moral Dilemma: Stay or Leave Russia?

darling under Schneider’s tenure, with about $95 billion in 2021 revenue. Nestlé had six factories in Russia, and sales there accounted for roughly 2 percent of the company’s 2021 revenue. It employed 7,000 people in Russia and 5,800 in... View Details
Keywords: by Michael Blanding; Consumer Products
  • Web

Propose an Independent Project - MBA

projects. Each sponsoring organization will need to designate a senior manager to serve as the student team’s liaison. This person is expected to provide access to managers and information relevant to the project and should maintain a close connection with the team... View Details
  • Web

Topics - HBS Working Knowledge

(93) Budgets and Budgeting (4) Buildings and Facilities (4) Business Conglomerates (1) Business Cycles (6) Business Divisions (7) Business Earnings (5) Business Education (24) Business Exit or Shutdown (1)... View Details
  • 01 Dec 2023
  • News

Thinking Ahead

your marketing budget is stretched, you can get more bang for your buck by investing in certain aspects of the journey more than others,” De Freitas says. He advises maintaining a consistently positive or “building” experience: “The... View Details
Keywords: Julia Hanna; Illustrations by Chris Gash; News, Library, Internet, and Other Services; Information