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Show Results For
- All HBS Web
(4,146)
- People (11)
- News (946)
- Research (2,748)
- Events (7)
- Multimedia (21)
- Faculty Publications (1,499)
- September 1988 (Revised September 1993)
- Case
Mrs. Fields Cookies
Mrs. Fields Cookies is a small company selling freshly baked goods through privately owned specialty stores (each store sells only Mrs. Fields products). The company has about 8,000 employees worldwide and less than 150 information systems people for a unique leverage... View Details
Keywords: Acquisition; Information Management; Organizational Structure; Customer Relationship Management; Business Growth and Maturation; Networks; Internet and the Web; Food and Beverage Industry; Information Technology Industry
Cash, James I., Jr. "Mrs. Fields Cookies." Harvard Business School Case 189-056, September 1988. (Revised September 1993.)
- September 2010
- Case
NetApp
By: Das Narayandas and Elizabeth A. Kind
NetApp had undertaken an award-winning overhaul and upgrading of its channel strategy design that accounted for 46 percent of North America sales in 2006. Nonetheless, NetApp senior management announced they expected to grow revenue another 30% in fiscal 2007 with half... View Details
- August 1986 (Revised May 1993)
- Case
Rohm and Haas (A): New Product Marketing Strategy
By: V. Kasturi Rangan and Lesley Susan
Joan Macey, Rohm and Haas' market manager for Metalworking Fluid Biocides, found that sales of a new biocide, Kathon MWX, was utterly disappointing. This was all the more puzzling since sales of her other product--Kathon 886 MW, a liquid biocide used only in... View Details
Keywords: Communication Strategy; Marketing Strategy; Product Launch; Distribution; Performance; Sales
Rangan, V. Kasturi, and Lesley Susan. "Rohm and Haas (A): New Product Marketing Strategy." Harvard Business School Case 587-055, August 1986. (Revised May 1993.)
- March 2005 (Revised March 2006)
- Case
Foreign Exchange Hedging Strategies at General Motors: Competitive Exposures
By: Mihir A. Desai and Mark Veblen
How can a multinational firm analyze and manage currency risks that arise from competitive exposures? General Motors has a substantial competitive exposure to the Japanese yen. Although the risks GM faces from the depreciating yen are widely acknowledged, the company's... View Details
Keywords: Multinational Firms and Management; Currency Exchange Rate; Competition; Credit Derivatives and Swaps; International Finance; Financial Management; Investment Funds; Risk and Uncertainty; Auto Industry
Desai, Mihir A., and Mark Veblen. "Foreign Exchange Hedging Strategies at General Motors: Competitive Exposures." Harvard Business School Case 205-096, March 2005. (Revised March 2006.)
- March 1997 (Revised November 2013)
- Case
Purity Steel Corporation, 2012
By: Robert L. Simons and Antonio Davila
Managers introduce a new performance evaluation system based on sales growth and return-on-investment (ROI). A branch manager wonders whether his new warehouse should be leased to mitigate the impact on ROI. Formulas and performance calculations are provided. A... View Details
Keywords: Investment Return; Judgments; Motivation and Incentives; Performance Efficiency; Compensation and Benefits; Salesforce Management; Performance Consistency; Performance Productivity; Steel Industry
Simons, Robert L., and Antonio Davila. "Purity Steel Corporation, 2012." Harvard Business School Case 197-082, March 1997. (Revised November 2013.)
- August 1984 (Revised March 1989)
- Background Note
Direct, Personal Leadership
By: Joseph L. Badaracco Jr. and Richard R. Ellsworth
Argues that to be effective leaders, general managers must focus on substance, not process, and aggressively combat the forces that can lead to the politicization of the organization. Examines the leader's direct role in setting and communicating goals, managing the... View Details
Badaracco, Joseph L., Jr., and Richard R. Ellsworth. "Direct, Personal Leadership." Harvard Business School Background Note 385-107, August 1984. (Revised March 1989.)
- October 2006
- Article
Location Choices across the Value Chain: How Activity and Capability Influence Collocation
By: Juan Alcacer
There has been a recent revival of interest in the geographic component of firm strategy. Recent research suggests that two opposing forces—competition costs and agglomeration benefits—determine whether firms collocate in a given geographic market. Unexplored is (1)... View Details
Keywords: Business Strategy; Competitive Strategy; Sales; Research and Development; Cost Accounting; Cost Management; Markets; Production; Organizational Change and Adaptation; Distribution; Cost vs Benefits; SWOT Analysis; Telecommunications Industry
Alcacer, Juan. "Location Choices across the Value Chain: How Activity and Capability Influence Collocation." Management Science 52, no. 10 (October 2006): 1457–1471.
- March 1986 (Revised May 1989)
- Case
Wright Line, Inc. (B)
After working unsuccessfully for three years with the new sales and distribution channels organization, Wright Line's managers assess their experience and restructure their marketing organization. View Details
Corey, E. Raymond. "Wright Line, Inc. (B)." Harvard Business School Case 586-143, March 1986. (Revised May 1989.)
- June 1986 (Revised July 1990)
- Case
OTISLINE (A)
By: F. Warren McFarlan and Donna B. Stoddard
Describes the company's use of information technology to strengthen its position in the elevator sales and service market. Also demonstrates how information technology can be used to better manage and control a large geographically dispersed service organization. View Details
Keywords: Information Technology; Technology Adoption; Sales; Marketing; Rank and Position; Salesforce Management; Service Operations; Management Analysis, Tools, and Techniques; Global Range; Accounting; Business Ventures; Industry Growth
McFarlan, F. Warren, and Donna B. Stoddard. "OTISLINE (A)." Harvard Business School Case 186-304, June 1986. (Revised July 1990.)
- 26 Apr 2010
- News
Pharma's Future Depends on These Three Trends
- 12 Aug 2020
- News
Women in Science May Suffer Lasting Career Damage from COVID-19
- August 2002 (Revised January 2003)
- Case
Siebel Systems: Anatomy of a Sale, Part 1
By: John A. Deighton and Das Narayandas
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months—from Siebel's initial... View Details
Keywords: Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 1." Harvard Business School Case 503-021, August 2002. (Revised January 2003.) (request a courtesy copy.)
- December 2017 (Revised March 2019)
- Case
Armarium: Luxury Fashion Brands for Rent
By: Jill Avery, David Fubini, Natasha Dossa and Devon Stewart
Armarium, a two-sided online platform that offered consumers the opportunity to rent the most coveted, current season high fashion clothing and accessories from the top global luxury brands, had emerged from its first sales season with two distinct customer segments:... View Details
Keywords: Brand Management; Retailing; Sharing Economy; Luxury Brand; Ecommerce; Startup; Fashion; Brand Positioning; Customer Acquisition; Internet Marketing; Marketing; Marketing Channels; Marketing Strategy; Brands and Branding; Business Startups; Luxury; Consumer Behavior; Growth and Development Strategy; Social Media; E-commerce; Fashion Industry; Retail Industry; Apparel and Accessories Industry; United States; North America
Avery, Jill, David Fubini, Natasha Dossa, and Devon Stewart. "Armarium: Luxury Fashion Brands for Rent." Harvard Business School Case 518-047, December 2017. (Revised March 2019.)
- February 1995 (Revised July 1995)
- Case
Antmobel (A)
In the midst of a sales slump brought on by a recession in Spain, Antmobel's managers are presented with an opportunity to sell a substantial quantity of furniture in Uzbekistan. Management must decide whether the order fits with the company's strategy, capabilities,... View Details
Keywords: Global Strategy; Growth and Development Strategy; Consumer Products Industry; Uzbekistan; Spain
Enright, Michael J., Eduard Ballarin, Maria Dolores Rodriguez, and Eugeni Terre. "Antmobel (A)." Harvard Business School Case 795-100, February 1995. (Revised July 1995.)
- August 2002 (Revised February 2003)
- Case
Siebel Systems: Anatomy of a Sale, Part 2
By: John A. Deighton and Das Narayandas
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details
Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 2." Harvard Business School Case 503-022, August 2002. (Revised February 2003.)
- February 2016 (Revised June 2016)
- Case
Janalakshmi Financial Services' HR Dilemma
By: Doug J. Chung and Radhika Kak
Janalakshmi Financial Services (JFS), an Indian microfinance institution, had grown rapidly by providing financial products to its main customer base, the urban poor. However, the company was facing several challenges. JFS’s productivity was declining, and it was... View Details
Keywords: Microfinance; Salesforce Management; Compensation and Benefits; Sales; Strategy; Financial Services Industry
Chung, Doug J., and Radhika Kak. "Janalakshmi Financial Services' HR Dilemma." Harvard Business School Case 516-039, February 2016. (Revised June 2016.)
- October 2013 (Revised August 2015)
- Supplement
Outotec (B): Action Plan
By: Robert J. Dolan and Doug J. Chung
Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
Dolan, Robert J., and Doug J. Chung. "Outotec (B): Action Plan." Harvard Business School Supplement 514-065, October 2013. (Revised August 2015.)
- October 2013 (Revised August 2015)
- Case
Outotec (A): Project Capture
By: Robert J. Dolan and Doug J. Chung
Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
Dolan, Robert J., and Doug J. Chung. "Outotec (A): Project Capture." Harvard Business School Case 514-064, October 2013. (Revised August 2015.)
- 15 Feb 2012
- News
Manufacturing leads the way
- November 2012
- Article
The Organization of Firms Across Countries
By: Nicholas Bloom, Raffaella Sadun and John Van Reenen
We argue that social capital as proxied by trust increases aggregate productivity by affecting the organization of firms. To do this we collect new data on the decentralization of investment, hiring, production, and sales decisions from Corporate Headquarters to local... View Details
Keywords: Decentralization; Social Capital; Theory Of The Firm; Firm Objectives, Organization, And Behavior; Business Economics; Management Of Technological Innovation And R＆D; Technological Change: Choices And Consequences; Diffusion Processes; Organizational Structure; Performance Productivity; Trust; Technology Adoption; Multinational Firms and Management
Bloom, Nicholas, Raffaella Sadun, and John Van Reenen. "The Organization of Firms Across Countries." Quarterly Journal of Economics 127, no. 4 (November 2012). (Slides from 2008, Harvard Business School Working Paper, No. 12-005, August 2011.)