Publications

2001
Case

Crown Point Cabinetry

By: Vijay Govindarajan, David VanderSchee and Julie Lang

In 1993, Brian Stowell, CEO of a family-owned cabinet manufacturing business, created a vision for his 85 employees that focused on high quality products with less rework and wasted material. Eliminating production line managers and adopting a team-based management... View Details

Keywords: Business or Company Management; Production; Groups and Teams; Business Strategy; Construction Industry; Consumer Products Industry

2008
Mimeo

Do Hedge Funds Profit from Mutual-Fund Distress?

By: Joseph Chen, Samuel G. Hanson, Harrison Hong and Jeremy C. Stein

This paper explores the question of whether hedge funds engage in frontrunning strategies that exploit the predictable trades of others. One potential opportunity for front-running arises when distressed mutual funds—those suffering large outflows of assets under... View Details

Keywords: Investment Funds; Profit; Strategy; Forecasting and Prediction; Investment Return; Opportunities; Asset Management; Sales

SSRN

October 1995 (Revised October 1996)
Case

Disney Consumer Products in Lebanon

By: John A. Quelch

The managing director of Disney Consumer Products for Europe and the Middle East is reviewing recent market research in Lebanon regarding the sales potential of Disney licensed products and assessing the pros and cons of several distribution options. View Details

Keywords: Distribution; Multinational Firms and Management; Market Entry and Exit; Brands and Branding; Consumer Products Industry; Lebanon

November 1997
Case

Polygram Classics

There has been no growth in classical recorded music sales from 1991 to 1996. Polygram Classics, the market leader, has appointed a new management team to revive growth. All areas of marketing are analyzed as the basis for a new strategy. View Details

Keywords: Marketing Strategy; Music Entertainment; Global Strategy; Music Industry

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August 2001 (Revised June 2002)
Case

IBM Software Solutions (A)

By: Michael L. Tushman, Charles A. O'Reilly III and Robert Chapman Wood

Executives and managers of key IBM software units struggle to make IBM a top player in the post-mainframe era. When one software unit introduces a visionary product with potential to create a new leadership position for the firm, the result is an epic conflict in the... View Details

Keywords: Business Units; Leadership Style; Leading Change; Managerial Roles; Organizational Change and Adaptation; Conflict Management; Information Technology Industry

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July 1996 (Revised June 1998)
Case

Gillette Indonesia

By: John A. Quelch

The country manager of Gillette Indonesia is reviewing his 1996 marketing plan and considering whether the pace of market development and mix of product sales can be impacted by the level and type of Gillette expenditures in the market. View Details

Keywords: Marketing Strategy; Multinational Firms and Management; Emerging Markets; Forecasting and Prediction; Product Marketing; Manufacturing Industry; Consumer Products Industry; Indonesia

March 2017 (Revised March 2019)
Case

Ant Financial (A)

By: Feng Zhu, Ying Zhang, Krishna G. Palepu, Anthony K. Woo and Nancy Hua Dai

Headquartered in Hangzhou (China), Ant Financial has grown into a fintech “Unicorn.” The fintech empire that the company established spanned verticals such as mobile and online payment (Alipay), money market fund (Yu’e Bao), wealth management (Ant Fortune),... View Details

Keywords: Growth and Development Strategy; Global Strategy; Finance; Opportunities; Financial Services Industry; Technology Industry

August 1988 (Revised July 1990)
Case

Optical Distortion, Inc. (C): The 1988 Reintroduction

In 1988, Optical Distortion, Inc. was ready to reintroduce its only product, contact lenses for chickens. Tests had shown that the lenses significantly reduced bird aggression and feed costs, leading to potentially huge cost savings for egg producers. In the years... View Details

Keywords: Animal-Based Agribusiness; Ethics; Sales; Innovation and Invention; Product Marketing; Agriculture and Agribusiness Industry

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

November 2021
Case

LKQ-Stahlgruber

By: Guhan Subramanian and Caeden Brynie

Through a combination of organic growth and acquisitions, LKQ Corp. became the leading aftermarket auto parts distributor in the U.S. by the early 2000s. Beginning in 2012, the company began similarly consolidating the European marketplace. However, by 2017, the... View Details

Keywords: Consolidation; Acquisition; Decision Making; Strategy; Opportunities; Europe; Germany

Research Summary

Fast Retailing

I am conducting research on Fast Retailing, which is a holding company in Japan best know for its UNIQLO and THEORY brands. The company is going global in a big way and wants to be the No. 1 apparel company in the world, surpassing H&M, Zara, and GAP... View Details

spring 1991
Article

Breaking the Cycle of Failure in Services

By: Leonard A. Schlesinger and James Heskett

Most managers recognize that good service is a direct result of having effective, productive people in customer contact positions. However, most service companies perpetuate a cycle of failure by tolerating high turnover and expecting employee dissatisfaction. This... View Details

Keywords: Goals and Objectives; Service Delivery; Success; Failure; Management Skills; Service Industry

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Willy C. Shih

Willy Shih is the Robert and Jane Cizik Professor of Management Practice in Business Administration. He is part of the Technology and Operations Management Unit, and he teaches in the MBA and Executive Education Programs. His expertise is in manufacturing, product... View Details

Keywords: aerospace; automotive; biotechnology; communications; computer; digital imaging; electrical equipment; electronics; entertainment; high technology; industrial goods; information technology industry; manufacturing; retailing; semiconductor

November 2, 2015
Article

The Best Ways to Hire Salespeople

By: Frank V. Cespedes and Daniel Weinfurter

Companies typically spend more on hiring in sales than they do anywhere else in the firm. Average annual turnover in sales is 25% to 30%, while direct replacement costs for a telesales employee ranges from $75,000 to $90,000 and other sales positions cost as much as... View Details

Keywords: Selection and Staffing; Salesforce Management; Retention

December 2018 (Revised June 2021)
Supplement

Bulb 2017: Launch

By: John R. Wells and Benjamin Weinstock

On August 21, 2015, Amit Gudka and Hayden Wood, co-founders of Bulb Ltd. (Bulb) launched a new business to supply energy to the United Kingdom’s 27 million residential homes with a promise of 100% renewable electricity at affordable prices. By the end of March 2017,... View Details