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  • 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
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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.)
  • December 2010 (Revised January 2013)
  • Case

Triple Point Technology

By: Richard S. Ruback and Royce Yudkoff
The founding CEO of Triple Point Technology, Peter Armstrong, was considering the sale of the company. The company specialized in providing its clients with software used for transaction processing and risk management in various commodity markets. Triple Point... View Details
Keywords: Business Exit or Shutdown; Private Equity; Financial Management; Negotiation Offer; Sales; Valuation
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Ruback, Richard S., and Royce Yudkoff. "Triple Point Technology." Harvard Business School Case 211-057, December 2010. (Revised January 2013.)
  • 2009
  • Working Paper

Product-Market Competition and Managerial Autonomy

By: Christian Alejandro Ruzzier
It is often argued that competition forces managers to make better choices, thus favoring managerial autonomy in decision making. I formalize and challenge this idea. Suppose that managers care about keeping their position or avoiding interference, and that they can... View Details
Keywords: Management; Competition; Decision Making
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Ruzzier, Christian Alejandro. "Product-Market Competition and Managerial Autonomy." Harvard Business School Working Paper, No. 09-082, January 2009.

    Allison H. Mnookin

    Allison Mnookin is a Senior Lecturer of Business Administration in the Technology and Operations Management (TOM) Unit at the Harvard Business School.  She currently is the co-chair of the first-year MBA Technology and Operations Management course. In addition, she... View Details

    • January 1998 (Revised March 1998)
    • Case

    Staples (C)

    By: Myra M. Hart, Marco Iansiti and Barbara Feinberg
    The search for appropriate hardware and software to support the launch of a new large-scale retail operation forces the management team to define their goals at a very detailed level and to make all underlying assumptions explicit. View Details
    Keywords: Goals and Objectives; Information Infrastructure; Applications and Software; Business Startups; Management Teams; Retail Industry
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    Hart, Myra M., Marco Iansiti, and Barbara Feinberg. "Staples (C)." Harvard Business School Case 898-159, January 1998. (Revised March 1998.)
    • August 2000 (Revised September 2005)
    • Case

    Callaway Golf Company

    By: Rajiv Lal and Edie Prescott
    Describes a situation faced by Mr. Ely Callaway, the 80-year-old founder, chairman, and CEO of Callaway Golf Co., in the fall of 1999. After a decade of stunning success with the marketing concept, Callaway suffered a significant loss and witnessed a steep decline in... View Details
    Keywords: Marketing Strategy; Crisis Management; Communication Strategy; Product; Business Strategy; Change Management; Competitive Advantage
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    Lal, Rajiv, and Edie Prescott. "Callaway Golf Company." Harvard Business School Case 501-019, August 2000. (Revised September 2005.)
    • 14 Feb 2023
    • HBS Case

    Is Sweden Still 'Sweden'? A Liberal Utopia Grapples with an Identity Crisis

    same time, she says the current problems aren’t likely to dim the high regard other nations place on the Swedish model, in part because none of them have managed to replicate it. While she sees strong echoes of the model in Taiwan, and... View Details
    Keywords: by Lane Lambert
    • 2011
    • Book

    The Progress Principle: Using Small Wins to Ignite Joy, Engagement, and Creativity at Work

    By: Teresa M. Amabile and Steve J. Kramer
    The most effective managers have the ability to build a cadre of employees who have great inner work lives-consistently positive emotions; strong motivation; and favorable perceptions of the organization, their work, and their colleagues. The worst managers undermine... View Details
    Keywords: Creativity; Interpersonal Communication; Employee Relationship Management; Leadership; Performance Effectiveness; Emotions; Motivation and Incentives; Groups and Teams; Collaborative Innovation and Invention; Innovation Leadership; Working Conditions; Management Practices and Processes; Management Skills; Mission and Purpose; Organizational Culture; Performance Productivity; Attitudes; Behavior; Happiness; Perception; Trust; Time Management; Resource Allocation; Business or Company Management; Goals and Objectives; Managerial Roles
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    Amabile, Teresa M., and Steve J. Kramer. The Progress Principle: Using Small Wins to Ignite Joy, Engagement, and Creativity at Work. Harvard Business Review Press, 2011.
    • 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
    Keywords: Organizational Change and Adaptation; Marketing
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    Corey, E. Raymond. "Wright Line, Inc. (B)." Harvard Business School Case 586-143, March 1986. (Revised May 1989.)
    • March 2021 (Revised August 2022)
    • Case

    Seeding and Selling Asana

    By: Jeffrey F. Rayport, Susie Ma and Amram Migdal
    In December 2019, Oliver Jay, Asana’s Chief Revenue Officer (CRO), was reconsidering his go-to-market (GTM) strategy. Asana was cloud-based work management software that enabled users to break up projects into discrete tasks that could be assigned, scheduled, and... View Details
    Keywords: SaaS; Customer Journey; Business Model; Business Organization; Change Management; Growth and Development Strategy; Growth Management; Marketing Channels; Marketing Strategy; Product Marketing; Organizational Change and Adaptation; Organizational Design; Organizational Structure; Digital Platforms; Internet and the Web; Technology Industry; United States
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    Rayport, Jeffrey F., Susie Ma, and Amram Migdal. "Seeding and Selling Asana." Harvard Business School Case 821-054, March 2021. (Revised August 2022.)
    • 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
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    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.)
    • 21 Jul 2022
    • News

    I Think Inflation Is Going to Be with Us a Long Time, Says Harvard’s Bill George

    • 11 Jul 2006
    • First Look

    First Look: July 11, 2006

    closing the deal. Success in the first stage, for instance, depends on the salesperson acquiring precise and timely information about opportunities from contacts in the marketplace. Closing the deal requires the salesperson to mobilize contacts from prior View Details
    Keywords: Sean Silverthorne
    • August 2009 (Revised August 2012)
    • Case

    Cabot Pharmaceuticals, Inc.

    By: Frank V. Cespedes and John T. Gourville
    Traces the 12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Marsh has had an uneven career with Cabot Pharmaceuticals and eventually is asked to resign. Following his termination, a number of Marsh's former customers complain... View Details
    Keywords: Customer Relationship Management; Employees; Resignation and Termination; Performance Evaluation; Salesforce Management; Alignment; Pharmaceutical Industry
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    Cespedes, Frank V., and John T. Gourville. "Cabot Pharmaceuticals, Inc." Harvard Business School Case 510-030, August 2009. (Revised August 2012.)
    • 01 Jun 2023
    • News

    Action Plan: Net Proceeds

    Philippines are a few countries where they operate, ensuring chain of custody of materials and ethical collection, with no child or forced labor. OceanCycle has worked with Patagonia, Herman Miller, and Dell Computer to make products out... View Details
    Keywords: April White; recycling; corporate social responsibility; waste management; water; Waste Management and Remediation Services; Waste Management and Remediation Services
    • November 2004 (Revised September 2019)
    • Background Note

    The U.S. Health Club Industry in 2004

    By: John R. Wells, Gabriel Ellsworth and Benjamin Weinstock
    In 2004, the $16.8 billion U.S. health club industry continued its strong record of growth. There were almost 27,000 health clubs in the United States, up from 6,700 two decades earlier, and these clubs claimed 41 million members, over 14% of the U.S. population.... View Details
    Keywords: Health Clubs; Fitness; Gyms; Chain; Weight Loss; Obesity; Exercise; Personal Training; Bally Total Fitness; 24 Hour Fitness; YMCA; Gold's Gym; Curves; Franchise; Franchising; Subscription; Promotional Sales; Promotions; Fixed Costs; Body; Accrual Accounting; Revenue Recognition; Buildings and Facilities; Business Growth and Maturation; Business Model; For-Profit Firms; Trends; Customers; Demographics; Age; Income; Private Equity; Financing and Loans; Profit; Revenue; Geographic Scope; Multinational Firms and Management; Health; Nutrition; Business History; Employees; Retention; Human Capital; Working Conditions; Contracts; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Markets; Demand and Consumers; Supply and Industry; Industry Growth; Industry Structures; Operations; Service Operations; Franchise Ownership; Private Ownership; Public Ownership; Problems and Challenges; Sales; Salesforce Management; Situation or Environment; Opportunities; Nonprofit Organizations; Welfare; Sports; Strategy; Business Strategy; Competition; Competitive Strategy; Consolidation; Corporate Strategy; Customization and Personalization; Expansion; Segmentation; Hardware; Health Industry; United States
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    Wells, John R., Gabriel Ellsworth, and Benjamin Weinstock. "The U.S. Health Club Industry in 2004." Harvard Business School Background Note 705-445, November 2004. (Revised September 2019.)
    • September 1999 (Revised October 2006)
    • Case

    MarketSoft

    By: Joseph B. Lassiter III and Diana S. Gardner
    Greg Erman and Nancy Benovich-Gilby have assembled a team and selected a market for the launch of a high-potential venture based on using an Internet-based service to manage the flow of sales leads between principals and their distribution channel partners. Their... View Details
    Keywords: Product Development; Planning; Sales; Management; Internet; Web Services Industry
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    Lassiter, Joseph B., III, and Diana S. Gardner. "MarketSoft." Harvard Business School Case 800-069, September 1999. (Revised October 2006.)
    • January–February 2018
    • Article

    More than a Paycheck: How to Create Good Blue-Collar Jobs in the Knowledge Economy

    By: Dennis Campbell, John Case and Bill Fotsch
    Fifty years ago a good blue-collar job was with a large manufacturer such as General Motors or Goodyear. Often unionized, it paid well, offered benefits, and was secure. But manufacturing employment has steadily declined, from about 25% of the U.S. labor force in 1970... View Details
    Keywords: Jobs and Positions; Employee Ownership; Profit Sharing; Organizational Culture
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    Campbell, Dennis, John Case, and Bill Fotsch. "More than a Paycheck: How to Create Good Blue-Collar Jobs in the Knowledge Economy." Harvard Business Review 96, no. 1 (January–February 2018): 118–124.
    • 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
    Keywords: Leadership Style; Management Practices and Processes
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    Badaracco, Joseph L., Jr., and Richard R. Ellsworth. "Direct, Personal Leadership." Harvard Business School Background Note 385-107, August 1984. (Revised March 1989.)
    • September 2014 (Revised February 2017)
    • Case

    Belk: Towards Exceptional Scheduling

    By: Ethan Bernstein, Saravanan Kesavan, Bradley Staats and Luke Hassall
    With 24,000 staff and over 300 stores, Belk Inc. sought to replace its entirely manual labor scheduling system with an automated software solution from Reflexis. Belk hoped the upgrade would simplify scheduling, reduce time employees spent in non-customer-facing roles,... View Details
    Keywords: Retail; Scheduling; Local Autonomy; Automation; Metrics; Organizational Change; Human Resource Management; Process Improvement; Performance Measurement; Transparency; Southern United States; Retailing; Department Stores; System Outsourced Services; Employee Relationship Management; Selection and Staffing; Change Management; Governance Controls; Resource Allocation; Service Operations; Organizational Culture; Organizational Change and Adaptation; Performance Evaluation; Performance Improvement; Applications and Software; Family Business; Retail Industry; Technology Industry; United States
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    Bernstein, Ethan, Saravanan Kesavan, Bradley Staats, and Luke Hassall. "Belk: Towards Exceptional Scheduling." Harvard Business School Case 415-023, September 2014. (Revised February 2017.)
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