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All HBS Web
(1,498)
- Faculty Publications (331)
- January 2014
- Case
CleanSpritz
By: John A. Quelch and Alisa Zalosh
Sales of CleanSpritz all-purpose cleaning spray have been steadily declining for the past five years, and management believes the decline correlates to a growing environmental concern among U.S. consumers. CleanSpritz's management is considering several options to...
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Keywords:
Product Positioning;
Competition;
Marketing Strategy;
Corporate Social Responsibility and Impact;
Performance Improvement;
Environmental Sustainability;
Product Launch;
Product Development;
Consumer Products Industry
Quelch, John A., and Alisa Zalosh. "CleanSpritz." Harvard Business School Brief Case 914-537, January 2014.
- December 2013
- Case
Clique Pens: The Writing Implements Division of U.S. Home
By: Frank V. Cespedes and James Kindley
The Clique Pens Writing Implements division of U.S. Home is a manufacturer of a full line of pens, pencils, markers, and art supplies. Despite solid sales, division president Elise Ferguson has seen gross margins drop from 42% in 2010 to just over 36% in 2012 as a...
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Keywords:
Production;
Marketing Strategy;
Distribution Channels;
Compensation and Benefits;
Sales;
Manufacturing Industry;
Consumer Products Industry
Cespedes, Frank V., and James Kindley. "Clique Pens: The Writing Implements Division of U.S. Home." Harvard Business School Brief Case 914-525, December 2013.
- 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...
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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.)
- 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...
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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.)
- May 2013
- Case
Altius Golf and the Fighter Brand
By: Robert J. Dolan and Sunru Yong
Altius Golf is the clear leader in the golf ball market despite a long-term decline in the number of golfers and a drop in sales following the financial crisis. The firm has maintained its position by introducing generations of advanced, super-premium golf balls that...
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Keywords:
Governing and Advisory Boards;
Competitive Advantage;
Decision Choices and Conditions;
Distribution Channels;
Sports;
Financial Crisis;
Brands and Branding;
Segmentation;
Sports Industry;
Entertainment and Recreation Industry
Dolan, Robert J., and Sunru Yong. "Altius Golf and the Fighter Brand." Harvard Business School Brief Case 913-578, May 2013.
- 2013
- Working Paper
Improving Store Liquidation
By: Nathan Craig and Ananth Raman
Store liquidation is the time-constrained divestment of retail outlets through an in-store sale of inventory. The retail industry depends extensively on store liquidation, not only as a means for investors to recover capital from failed ventures, but also to allow...
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Craig, Nathan, and Ananth Raman. "Improving Store Liquidation." Harvard Business School Working Paper, No. 13-096, May 2013.
- March 2013
- Case
Singapore Metals Limited
Singapore Metals Limited (SML) has declining sales but has developed a new product (curled metal pile driver pads) that, in field tests, delivers customer benefits that are many times SML's manufacturing costs. Jonathan Lee and Alex Tan of SML's Engineered Products...
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Keywords:
Metals and Minerals;
Marketing Strategy;
Price;
Business Strategy;
Product Development;
Manufacturing Industry;
Consumer Products Industry;
Singapore
Gourville, John T. "Singapore Metals Limited." Harvard Business School Case 513-097, March 2013.
- February 2013 (Revised February 2013)
- Case
King Abdullah Economic City in 2009: Population Drivers and Cash Flow
By: John D. Macomber
CEO of high profile new economic city in Saudi Arabia must decide how to allocate limited investment funds across projects under duress. Issues include understanding core economic drivers, planning infrastructure investment and return, attracting multinationals, energy...
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- Winter 2013
- Article
The New Patent Intermediaries: Platforms, Defensive Aggregators and Super-Aggregators
By: Andrei Hagiu and David B. Yoffie
The patent market consists mainly of privately negotiated, bilateral transactions, either sales or cross-licenses, between large companies. There is no eBay, Amazon, New York Stock Exchange, or Kelley's Blue Book equivalent for patents, and when buyers and sellers do...
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Keywords:
Intellectual Property;
Platforms;
Intermediaries;
Aggregator;
Patents;
Digital Platforms;
Marketplace Matching;
Distribution Channels
Hagiu, Andrei, and David B. Yoffie. "The New Patent Intermediaries: Platforms, Defensive Aggregators and Super-Aggregators." Journal of Economic Perspectives 27, no. 1 (Winter 2013): 45–66.
- November 2012 (Revised September 2013)
- Case
Learning Resources: A Hands-On Toy Company Deals with New Challenges and Opportunities
By: Boris Groysberg and Anahita Hashemi
Learning Resources is a family-owned educational toy company that, by late 2011, was facing a myriad of challenges, including increased competition, entry into new markets, new distribution methods, rising costs of production in China, and changing customer behavior....
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Keywords:
Leading Teams;
Strategy Formulation;
Strategy And Execution;
Innovation;
Corporate Culture;
Industry Analysis;
Organizational Alignment;
Entrepreneurs;
Sales Channels;
Leadership;
Strategy;
Change Management;
Innovation Leadership;
Family Business;
Entrepreneurship;
Product Design;
Sales;
Retail Industry;
United States
Groysberg, Boris, and Anahita Hashemi. "Learning Resources: A Hands-On Toy Company Deals with New Challenges and Opportunities." Harvard Business School Case 413-086, November 2012. (Revised September 2013.)
- November 2012
- Case
The Universalization of L'Oréal
By: Rajiv Lal and Carin-Isabel Knoop
In 2010, half of the world's cosmetics sales came from the so-called emerging markets for the first time; L'Oréal opened three new subsidiaries, in Egypt, Pakistan, and Kazakhstan; and the Paris, France-based cosmetics and personal care powerhouse declared its...
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Keywords:
Retailing;
Marketing;
Cosmetics Industry;
L'Oreal;
India;
R&D;
Globalization;
Product Development;
Research and Development;
Emerging Markets;
Retail Industry;
Latin America;
Asia;
Middle East
Lal, Rajiv, and Carin-Isabel Knoop. "The Universalization of L'Oréal." Harvard Business School Case 513-001, November 2012.
- October 2012
- Case
Hill Country Snack Foods Co.
By: W. Carl Kester and Craig Stephenson
Hill Country Snack Foods, located in Austin, Texas, manufactures, markets, and distributes snack foods and frozen treats. The CEO is passionate about maximizing shareholder value and believes in keeping tight control over costs and operating the business as efficiently...
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Keywords:
United States;
Financial Strategy;
Debt Management;
Retail Trade;
Risk Management;
Food;
Capital Structure;
Corporate Finance;
Retail Industry;
Food and Beverage Industry;
Texas
Kester, W. Carl, and Craig Stephenson. "Hill Country Snack Foods Co." Harvard Business School Brief Case 913-517, October 2012.
- August 2012 (Revised November 2012)
- Case
Viterra
By: Ray A. Goldberg and Matthew Preble
As Mayo Schmidt's tenure as CEO of the Canadian-based agribusiness Viterra wound down before its sale to the Swiss-based commodity company Glencore, he reflected on his tenure, which had seen the firm grow from a Canadian-focused agricultural cooperative to an...
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Keywords:
Change Management;
Vision;
Strategy And Execution;
Growth Strategy;
Organizational Change And Transformation;
International Business;
Farm Cooperatives;
Agribusiness;
Leading Change;
Growth and Development Strategy;
Market Entry and Exit;
Organizational Change and Adaptation;
Agriculture and Agribusiness Industry;
Canada;
Australia;
Asia;
North America;
Europe
Goldberg, Ray A., and Matthew Preble. "Viterra." Harvard Business School Case 913-401, August 2012. (Revised November 2012.)
- August 2012
- Case
Polar Sports, Inc.
By: W. Carl Kester and Wei Wang
Polar Sports, Inc. is a fashion skiwear manufacturing company in Littleton, Colorado. The company has a unique design for skiwear using a special synthetic material that improves insulation and durability. The ski apparel industry is highly competitive and the best way...
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Keywords:
Production;
Decision Choices and Conditions;
Competitive Strategy;
Corporate Finance;
Manufacturing Industry;
Apparel and Accessories Industry;
Sports Industry;
Colorado
Kester, W. Carl, and Wei Wang. "Polar Sports, Inc." Harvard Business School Brief Case 913-513, August 2012.
- July 2012 (Revised June 2018)
- Case
MC Tool
By: Richard S. Ruback and Royce Yudkoff
Two partners acquired MC Tool in October 2007 for $5 million. The company was a machine shop that manufactured parts for a wide variety of applications in the energy, automotive, and industrial equipment industries. In their first year of ownership, the partners...
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Keywords:
Capital Budgeting;
Risk Management;
Risk and Uncertainty;
Problems and Challenges;
Transformation;
Production;
Business Strategy;
Manufacturing Industry;
United States
Ruback, Richard S., and Royce Yudkoff. "MC Tool." Harvard Business School Case 213-013, July 2012. (Revised June 2018.)
- May 2012
- Article
Adding Bricks to Clicks: Predicting the Patterns of Cross-Channel Elasticities over Time
By: Jill Avery, Thomas J. Steenburgh, John Deighton and Mary Caravella
The authors propose a conceptual framework to explain whether and when the introduction of a new retail store channel helps or hurts sales in existing direct channels. A conceptual framework separates short- and long-term effects by analyzing the capabilities of a...
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Keywords:
Marketing;
Channels;
Channels Of Distribution;
Distribution;
Retailing;
Channel Management;
Channel Migration;
Multichannel Retailing;
Framework;
Customers;
Marketing Channels;
Sales;
Internet and the Web;
Demand and Consumers;
Competency and Skills;
Distribution Channels;
E-commerce;
Retail Industry;
United States
Avery, Jill, Thomas J. Steenburgh, John Deighton, and Mary Caravella. "Adding Bricks to Clicks: Predicting the Patterns of Cross-Channel Elasticities over Time." Journal of Marketing 76, no. 3 (May 2012): 96–111.
- April 2012
- Case
Bayonne Packaging, Inc.
By: Roy D. Shapiro and Paul E. Morrison
A printer and paper converter produces customized packaging used by industrial customers to deliver promotional materials, software, luxury beverages, and gift food and candy. The company specializes in creating innovative packaging solutions for its customers and...
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Keywords:
Production Controls;
Manufacturing;
Capacity Analysis;
Quality Control;
Performance Management;
Process Analysis;
Quality;
Production;
Performance Productivity;
Performance Capacity;
Business Processes;
Manufacturing Industry
Shapiro, Roy D., and Paul E. Morrison. "Bayonne Packaging, Inc." Harvard Business School Brief Case 124-420, April 2012.
- April 2012
- Article
Retail Doesn't Cross Borders: Here's Why and What to Do about It
By: Marcel Corstjens and Rajiv Lal
Most companies assume that the easiest way to grow is by investing overseas and that the developing world offers the best opportunities for boosting revenues and profits today. However, success abroad varies widely, and research shows that it's often tough to...
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Keywords:
Operations;
Growth and Development Strategy;
Globalization;
Cross-Cultural and Cross-Border Issues;
Local Range;
Retail Industry
Corstjens, Marcel, and Rajiv Lal. "Retail Doesn't Cross Borders: Here's Why and What to Do about It." Harvard Business Review 90, no. 4 (April 2012).
- March 2012 (Revised September 2012)
- Case
INRIX
By: Lynda M. Applegate and Ryan Johnson
Since its founding in 2004, INRIX, a leading global provider of traffic information and driver services, had received four rounds of financing from leading venture capital (VC) firms and by 2012 had been cash flow positive for the past six quarters. Its founder, Bryan...
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- October 2011 (Revised March 2012)
- Case
Cottle-Taylor: Expanding the Oral Care Group in India
By: John A. Quelch and Alisa Zalosh
Brinda Patel, director of oral care products for the India division of a consumer home-care product company, develops a data-driven marketing plan for toothbrushes. She believes her plan can support a 20% increase in unit sales based on rising demand for modern...
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Keywords:
Forecasting;
Budgeting;
International Marketing;
Product Planning & Policy;
Sales Promotions;
Marketing Plans;
Products;
Marketing Strategy;
Consumer Behavior;
Emerging Markets;
Forecasting and Prediction;
Advertising;
Product Launch;
Budgets and Budgeting;
Product Development;
Consumer Products Industry;
Health Industry;
India
Quelch, John A., and Alisa Zalosh. "Cottle-Taylor: Expanding the Oral Care Group in India." Harvard Business School Brief Case 114-350, October 2011. (Revised March 2012.)