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July 2013 (Revised July 2015)
Background Note

Innovating in Health Care—Framework

By: Regina E. Herzlinger

Contains the framework for the second-year Innovating in Health Care course. Delineates the role of six exogenous forces on new ventures: structure, financing, regulations, consumers, accountability, technology, and public policy and presents the essential elements of... View Details

Keywords: Health Care and Treatment; Management; Health Industry

February 2000 (Revised April 2001)
Case

CNET 2000

By: Thomas R. Eisenmann and Pauline M Fischer

CNET's managers explain the strategic analysis that led to their decision to increase their annual marketing budget from $1 million to $100 million. CNET is an online information intermediary that helps consumers make purchase decisions about PC hardware and software,... View Details

Keywords: Entrepreneurship; Corporate Strategy; Budgets and Budgeting; Financial Strategy; Decisions; Growth and Development; Customer Focus and Relationships; Business Divisions; Marketing Strategy; Distribution Channels; Consumer Behavior; Online Technology; Information Technology Industry

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August 1996 (Revised October 1996)
Case

Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson

By: Benson P. Shapiro

Goes to the heart of the sales strategy issues by asking discussion participants to: 1) develop a salesperson recruiting process, 2) choose among four resumes, and 3) develop a sales compensation approach. View Details

Keywords: Compensation and Benefits; Recruitment; Salesforce Management; Strategy

Research Summary

Entrepreneurship in Education Reform

This work explores two questions in the US public education system. First, is there a correlation between improved leadership and management practices and increased student outcomes? And second, can the introduction of market forces such as customer choice among... View Details

20 Feb 2009
News

Harvard Business School Professor Emeritus Martin V. Marshall Dies at 86

September 1986
Case

BOC Group: Ohmeda (A)

The president of Ohmeda, a wholly owned company of the BOC Group, plans to grow the company's medical equipment sales from $95 million in 1985 to $158 million in five years by focusing on the sale of "high-tech" equipment. At the same time, the president expects to... View Details

Keywords: Marketing Communications; Salesforce Management; Marketing Channels; Medical Devices and Supplies Industry

2021
Book

Remote Work Revolution: Succeeding from Anywhere

By: Tsedal Neeley

The rapid and unprecedented changes brought on by COVID-19 have accelerated the transition to remote working, requiring the wholesale migration of nearly entire companies to virtual work in just weeks, leaving managers and employees scrambling to adjust. This massive... View Details

Keywords: Remote Work; Health Pandemics; Employment; Disruption; Organizational Change and Adaptation; Management

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November 1988 (Revised July 1997)
Case

Technology Transfer at a Defense Contractor

By: Linda A. Hill

At a time of great changes in the corporate environment, Larry Yoshino, a design lab manager at Parsons Controls Corp., faces a delay in a costly defense project due to the inability of one of his subordinates to gain the cooperation of engineers at Parsons'... View Details

Keywords: Organizational Change and Adaptation; Change Management; Conflict Management; Managerial Roles; Management Teams; Employees; Competitive Strategy; Projects

August 2015 (Revised March 2017)
Case

Planters Nuts

By: Robert J. Dolan and Donald K. Ngwe

In 2012 Planters had about $1 billion in U.S. annual revenues, but had experienced declining unit sales and household penetration over the past six years. The snack nuts category was growing overall, but household spending was shifting away from peanuts, cashews, and... View Details

Keywords: Product Marketing; Product Positioning; Marketing Strategy; Food and Beverage Industry

V. Kasturi Rangan

Kash Rangan is the Malcolm P. McNair Professor of Marketing at the Harvard Business School. Formerly the chairman of the Marketing Department (1998-2002), he is now the co-chairman of the school's Social Enterprise Initiative. He has taught in a wide variety of MBA... View Details

Keywords: advertising; agribusiness; apparel; automobiles; computer; consumer products; e-commerce industry; high technology; industrial goods; marketing industry; pharmaceuticals

February 2011 (Revised December 2014)
Case

RentJuice

By: Thomas Eisenmann and Liz Kind

RentJuice, founded in mid-2008, provided a subscription software service—sold via phone and live online webinars—that allowed real estate professionals like brokers and agents to manage and market rental listings, communicate with clients, and complete transaction... View Details

Keywords: Renting or Rental; Product Launch; Applications and Software; Property; Business Startups; Salesforce Management; Product Marketing; Real Estate Industry; Information Technology Industry

31 Mar 2020
News

How To Recover Gracefully After Shutting Down Your Startup

October 2003 (Revised February 2004)
Case

Dividend Policy at Linear Technology

By: Malcolm P. Baker and Alison Berkley Wagonfeld

In 1992, Linear Technology, a designer and manufacturer of analog semiconductors, initiated a dividend. The firm increased its dividend by approximately $0.01 per share each year thereafter. In fiscal year 2002, Linear experienced its first significant drop in sales... View Details

Keywords: Financial Strategy; Investment Return; Financial Condition; Taxation; Initial Public Offering; Financial Management; Semiconductor Industry

November 2011
Case

Celeritas, Inc.: Leadership Challenges in a Fast-Growth Industry

By: Michael Beer and Ingrid Vargas

In 2011, Celeritas is a leading data communications company in the crowded, highly competitive, and ever-evolving enterprise-network optimization market. Having experienced rapid growth since its founding in 2003, Celeritas has recently seen sales decline and has begun... View Details

Keywords: Technology; Morale; Conflict; Organizational Change; Team Building; Organizational Change and Adaptation; Information Technology; Leadership; Communication; Groups and Teams; Attitudes; Conflict and Resolution; Information Technology Industry; Communications Industry

June 2020
Supplement

TransDigm in 2017: Congressional Hearing on the DoD Inspector General’s Report (5/15/19)

By: Benjamin C. Esty

This video accompanies the case, “TransDigm in 2017: The Beginning of the End or the End of the Beginning?” View Details

November 2000 (Revised June 2001)
Case

Pokemon: Gotta Catch 'Em All

Pokemon, the colloquial name given to a collection of 150 fantastic, animal-inspired creatures with organic powers and the capacity to evolve, are the stars of video games, trading card games, and TV cartoons. Conceived in Japan in 1996, Pokemon quickly became that... View Details

Keywords: Age; Entertainment; Ethics; Cross-Cultural and Cross-Border Issues; Brands and Branding; Entertainment and Recreation Industry; Japan; United States

April 2014 (Revised June 2015)
Case

Making stickK Stick: The Business of Behavioral Economics

By: Leslie John, Michael Norton and Michael Norris

Email mking@hbs.edu for a courtesy copy.

stickK.com, a website that uses behavioral economics to help users achieve their goals, must choose between a direct-to-consumer or business-to-business model. The case... View Details

Keywords: Behavioral Economics; Behavior Change; B2B Vs. B2C; Human Resource Management; Marketing Of Innovations; Health ＆ Wellness; Weight Loss; Charitable Giving; Marketing; Consumer Behavior; Entrepreneurship; Internet and the Web; Health; Business Model; Sales; Human Resources; Health Industry; United States

April 2011 (Revised January 2019)
Case

Talismark

By: Richard S. Ruback and Royce Yudkoff

Talismark, which helped its customers manage their waste, was considering re-engineering its business fundamentals to dramatically increase profitability by changing its sales and information processes. Implementing the changes would be expensive and would interrupt... View Details

Keywords: Restructuring; Business Processes; Information Management; Sales; Organizational Change and Adaptation; Wastes and Waste Processing

January 1998 (Revised April 1998)
Case

Lincoln Electric: Venturing Abroad

By: Christopher A. Bartlett and Jamie O'Connell

Lincoln Electric, a 100-year-old manufacturer of welding equipment and consumables based in Cleveland, Ohio, motivates its U.S. employees through a culture of cooperation between management and labor and an unusual compensation system based on piecework and a large... View Details

Keywords: Acquisition; Restructuring; Transformation; Construction; Compensation and Benefits; Management; Market Entry and Exit; Labor and Management Relations; Competitive Advantage; Expansion; Manufacturing Industry; Ohio

December 1995
Case

Assessing Foreign Business Practices

By: Debora L. Spar

As businesses expand worldwide, corporations are increasingly being forced to grapple with definitions of "acceptable" foreign conduct. What differentiates a "bribe" from a "commission"? Should managers abroad refer to local custom or their own national laws in... View Details

Keywords: Crime and Corruption; Cross-Cultural and Cross-Border Issues

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