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(524)
- News (166)
- Research (245)
- Multimedia (1)
- Faculty Publications (127)
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- 31 Oct 2008
- Working Paper Summaries
Technology, Identity, and Inertia through the Lens of ‘The Digital Photography Company’
- 11 Aug 2010
- Working Paper Summaries
The Influence of Prior Industry Affiliation on Framing in Nascent Industries: The Evolution of Digital Cameras
- June 2009
- Supplement
Mary Kay Inc.: Asian Market Entry (B)
By: John A. Quelch
By 2008, over half of Mary Kay Cosmetics' $2.8 billion sales were from outside the U.S. Sales from China exceeded $500 million in 2008 through over 450,000 beauty consultants. China was Mary Kay Cosmetics' second most important national market with revenues growing at... View Details
Keywords: Global Strategy; Growth and Development Strategy; Brands and Branding; Emerging Markets; Market Entry and Exit; Beauty and Cosmetics Industry; Asia; China
Quelch, John A. "Mary Kay Inc.: Asian Market Entry (B)." Harvard Business School Supplement 509-067, June 2009.
- September 1993 (Revised June 2009)
- Case
Mary Kay Cosmetics: Asian Market Entry (A)
By: John A. Quelch
In February 1993, Curran Dandurand, senior vice president of Mary Kay Cosmetics Inc.'s global marketing group, was reflecting on the company's international operations. Mary Kay Cosmetics Inc. products had been sold outside the United States for over 15 years, but by... View Details
Keywords: Globalized Firms and Management; Market Entry and Exit; Operations; Sales; Beauty and Cosmetics Industry; Asia
Quelch, John A. "Mary Kay Cosmetics: Asian Market Entry (A)." Harvard Business School Case 594-023, September 1993. (Revised June 2009.)
- July 2021 (Revised February 2022)
- Case
Mary Kay Inc.: Enriching Women's Lives while Embracing Change
By: Elie Ofek, K. Shelette Stewart and Julia Kelley
In December 2020, Mary Kay Inc. Chief Marketing Officer Sheryl Adkins-Green considered several strategic dilemmas. Founded in 1963 by Mary Kay Ash, Mary Kay was a direct sales company whose Independent Beauty Consultants purchased its beauty and cosmetics products at... View Details
Keywords: Advertising Campaigns; Demographics; Marketing; Brands and Branding; Marketing Channels; Marketing Communications; Marketing Strategy; Product Marketing; Product Positioning; Social Marketing; Salesforce Management; Organizations; Mission and Purpose; Organizational Change and Adaptation; Innovation and Invention; Innovation Strategy; Competition; Competitive Strategy; Competitive Advantage; Beauty and Cosmetics Industry; North and Central America; United States; Europe; Asia; Texas
Ofek, Elie, K. Shelette Stewart, and Julia Kelley. "Mary Kay Inc.: Enriching Women's Lives while Embracing Change." Harvard Business School Case 522-004, July 2021. (Revised February 2022.)
- March 1990 (Revised October 1999)
- Case
Mary Kay Cosmetics: Sales Force Incentives (A)
By: Robert L. Simons and Hilary Weston
Describes the incentive system by which Mary Kay Cosmetics motivates the sales force of 200,000 independent agents who comprise the firm's only distribution channel. Illustrates the powerful effect on sales-force behavior that results when creative types of employee... View Details
Keywords: Motivation and Incentives; Cost Management; Salesforce Management; Distribution Channels; Beauty and Cosmetics Industry; United States
Simons, Robert L., and Hilary Weston. "Mary Kay Cosmetics: Sales Force Incentives (A)." Harvard Business School Case 190-103, March 1990. (Revised October 1999.)
- 24 Oct 2023
- HBS Case
From P.T. Barnum to Mary Kay: Lessons From 5 Leaders Who Changed the World
phone, “You can do it, Mary Kay, you can do it.” When she launched her own firm, Beauty by Mary Kay, she leaned on the early lesson her mother taught her about motivation to... View Details
Keywords: by Avery Forman
- 16 Jul 2001
- Research & Ideas
How to Compete Like a Judo Strategist
Several best practices, as explained by past and current masters of judo strategy, can help you reach the top of your game. While there are no substitutes for mastering the concepts of judo strategy and carefully studying your industry... View Details
Keywords: by David B. Yoffie & Mary Kwak
- 14 Sep 2017
- Op-Ed
Op-Ed: Google Engineer Deserved to be Fired by the CEO
correctly analyzed this as the issue, noting that Damore’s document “crosses the line by advancing harmful gender stereotypes in our workplace.” This violated Google’s code of conduct, thereby triggering his termination. In his manifesto,... View Details
Keywords: by Bill George
- 15 May 2017
- Working Paper Summaries
Flexing the Frame: TMT Framing and the Adoption of Non-Incremental Innovations in Incumbent Firms
- 12 Feb 2007
- Working Paper Summaries
Adding Bricks to Clicks: The Effects of Store Openings on Sales through Direct Channels
- 12 Jun 2006
- Research & Ideas
The Promise of Channel Stewardship
Most company distribution systems are designed ad-hoc when needed, and serve neither value chain partners nor end users well—just look at the frustrating new-car buying process set up by American auto makers. At the same time, says... View Details
- June 2001
- Article
Playing by the Rules: How Intel Avoids Antitrust Litigation
By: David B. Yoffie and Mary Kwak
Yoffie, David B., and Mary Kwak. "Playing by the Rules: How Intel Avoids Antitrust Litigation." Harvard Business Review 79, no. 6 (June 2001): 119–122. (Reprint R0106H.)
- 17 Jun 2011
- HBS Case
KFC’s Explosive Growth in China
different, not by being the same. In the Harvard Business School case "Yum! China," professor David E. Bell and Agribusiness Program director and senior researcher Mary Shelman examine how Yum!... View Details
- 10 Dec 2008
- Working Paper Summaries
Market Reaction to the Adoption of IFRS in Europe
- Article
Frame Flexibility: The Role of Cognitive and Emotional Framing in Innovation Adoption by Incumbent Firms
By: Ryan Raffaelli, Mary Ann Glynn and Michael Tushman
Why do incumbent firms frequently reject nonincremental innovations? Beyond technical, structural, or economic factors, we propose an additional factor: the degree of the top management team's (TMT) frame flexibility, i.e., their capability to cognitively expand an... View Details
Keywords: Innovation Adoption; Cognition; Framing; Emotional Resonance; Incumbent Inertia; Innovation and Invention; Technology Adoption; Organizational Change and Adaptation; Change Management
Raffaelli, Ryan, Mary Ann Glynn, and Michael Tushman. "Frame Flexibility: The Role of Cognitive and Emotional Framing in Innovation Adoption by Incumbent Firms." Strategic Management Journal 40, no. 7 (July 2019): 1013–1039.
- 05 Jul 2004
- Research & Ideas
Radical Change, Entrepreneurial Opportunity
publisher of Harvard Business School's NewBusiness, recently sat down with Tripsas to learn more about her research. Michael J. Roberts: How would you define the territory your work covers? Mary Tripsas:... View Details
- 15 Jul 2009
- Working Paper Summaries
Policy Bundling to Overcome Loss Aversion: A Method for Improving Legislative Outcomes
- 03 Mar 2014
- HBS Case
Decommoditizing the Canned Tomato
in the canned goods aisle of a stateside supermarket? That's one of the questions Mary L. Shelman, director of Harvard Business School's Agribusiness Program, explores in the case study Mutti S.p.a., coauthored with colleagues Senior... View Details