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- All HBS Web (1,460)
- Faculty Publications (465)
- 16 Apr 2012
- Research & Ideas
The Inner Workings of Corporate Headquarters
corporate staff units: a corporate headquarters and a corporate sales force. When the researchers applied a complex statistical analysis to the e-mail data, they found exactly what theories suggest: corporate staff had broader networks...
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by Michael Blanding
- January 1988 (Revised May 1992)
- Case
Howard Head and Prince Manufacturing, Inc.
Deals with the issue of an entrepreneur in a very successful company deciding whether to stay through a period of great growth or to sell. What are the entrepreneur's responsibilities to the organization, to his employees, to the public? As subtopics, the issues of...
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Keywords:
Business Growth and Maturation;
Decisions;
Entrepreneurship;
Patents;
Law;
Markets;
Production;
Sales
Stevenson, Howard H. "Howard Head and Prince Manufacturing, Inc." Harvard Business School Case 388-079, January 1988. (Revised May 1992.)
- 01 Mar 2017
- News
Case Study: Moment in the Sun
a large hotel chain reached out to express interest, Hoskins began to see the promise of B2B sales in the hospitality market. “They got the value right away,” says Hoskins. “It’s automatic: Your customers are healthier and getting better...
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Dan Morrell
- 01 Dec 2018
- News
Competencies and Credentials
positions—the supervisors, sales representatives, data analysts, and production managers, for example—tend to be less engaged in their work, have higher rates of turnover, and have lower levels of productivity, according to Fuller’s...
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- 18 Apr 2005
- Research & Ideas
Selling Luxury to Everyone
of Maybach sales operations for Mercedes-Benz USA, LLC, has perhaps faced a more significant challenge than the rest of the panel over the last several years: launching an extremely high-end automobile...
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- 01 Sep 2004
- News
American Dream
passing motorists. Hustead acquired the T. rex, for example, to drive demand for the fossils, rocks, and dinosaur-related products for sale in the Wall Drug Mining Company, one of 21 separate retail departments that generate over $12...
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- 14 Jul 2003
- Research & Ideas
Keeping Your Balance With Customers
Industrial Era, product innovation and operations management predominated. Product innovation ensured the continuous flow of new products that would sustain growth or market share or both. Operations...
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by Robert S. Kaplan & David P. Norton
- December 2002
- Teaching Note
Abgenix and the XenoMouse (TN)
Teaching Note for (501-061).
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- 01 Dec 2014
- News
Innovation: Frozen Assets
and Derek Jeter at the launch of the Luvo food truck this summer in New York City. (Courtesy of Luvo) Growth for the three-year-old Luvo, though, requires overcoming a few cultural hurdles. While frozen-food sales spiked at the outset of...
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Janelle Nanos
- 13 Jan 2021
- News
Stress Test
lock, but the company soon expanded its focus to B2B sales in the health care sector. Its clients now include sites responsible for COVID-19 testing and vaccine distribution, which require both security and a reliable audit log. The...
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- Web
Supplemental Financial Information - Annual Report 2014
Program operating expenses, much less the School’s long-term investments in academic innovation. This shortfall is offset primarily with income from gifts given by MBA alumni, whose generosity enriches the HBS educational experience for...
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- 01 Dec 2016
- News
Vive la Madeleine!
the pantheon of classic French treats. In the 1980s, the company employed nearly 400 workers and enjoyed a 40 percent market share. Subjected to a series of buyouts, the product line shifted to a more mass-market approach that led to a general decline in View Details
- 01 Jun 2012
- News
Bringing ‘Global’ Back Home
president of its Americas division, a post he’s held since 2005. Believed by many to be on course to be Ford’s next CEO, Fields has had a rich apprenticeship. After graduating from Rutgers University, he joined IBM in sales and marketing...
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- June 1995 (Revised July 2006)
- Supplement
Barilla SpA (D): JITD Problem Resolution
Supplements the (A) case.
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Hammond, Janice H. "Barilla SpA (D): JITD Problem Resolution." Harvard Business School Supplement 695-066, June 1995. (Revised July 2006.)
- December 1986 (Revised December 1987)
- Case
Hewlett-Packard: Manufacturing Productivity Division (B)
By: Benson P. Shapiro and Lawrence B. Levine
Asks where in the Hewlett-Packard (HP) network of groups and sectors the Manufacturing Productivity Division should be placed. Provides a great deal of background regarding marketing, sales, and engineering at HP. It is thus possible to expand and broaden the...
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Keywords:
Business Divisions;
Marketing;
Production;
Networks;
Sales;
Expansion;
Manufacturing Industry
Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (B)." Harvard Business School Case 587-102, December 1986. (Revised December 1987.)
- 25 Aug 2022
- News
Action Plan: Fired Up
regularly helps to prepare. Between 2014 and 2021, Andrus’s handpicked workforce boosted sales from $100 million to nearly $800 million. In July 2021, he oversaw a successful IPO, in the midst of a cultural moment that favored...
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- 11 Dec 2017
- News
Growing from Within
locations in the US, and counts consumer experience, increased sales, and sustainable profits among his charges. We asked him about the pros of corporate ownership, the data that drives his strategy, and—naturally—his regular order. McDonald’s owns and View Details
- Web
Launch Lab/Capstone 2 - Course Catalog
will create value, including business model design, pricing, sales and marketing, operating model and profit formula. The Capstone is divided into two parts, the first of which is an immersive course...
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- 23 Jun 2003
- Research & Ideas
Psychology, Pathology, and the CEO
the IT department or needed to coordinate their launches with help from sales representatives in the field. Jim Kilts encouraged the formation of operating committees in each business unit or regional group,...
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by Rosabeth Moss Kanter
- 01 Mar 2011
- News
Two Kinds of Green
to its current home in Durham, North Carolina, in 1993 and focused exclusively on personal care; by 1998, its product line included more than 100 items and annual sales exceeded $8 million. In 2003, Quimby (who had bought out Shavitz ten...
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