Publications

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May 2009
Case

Who is the Fairest of Them All? Choosing a Leader at Deronde International

By: Nitin Nohria and Martha Spaulding

Alain Deronde, the CEO of a French personal care company, has to choose a successor to head global product development from a diverse set of candidates with different backgrounds, strengths, and weaknesses. The candidates include Elise Bernier, Vice President of... View Details

Keywords: Talent and Talent Management; Management Succession; Diversity; Management Teams; Product Development; Beauty and Cosmetics Industry; France

July 2002 (Revised March 2003)
Case

Avon.com (A)

Avon has always sold its products through a large independent direct-selling organization. However, it is now considering whether it should sell directly to the consumer. The company's independent representatives number 500,000 in the United States alone. Yet, there... View Details

Keywords: Organizational Change and Adaptation; Marketing Strategy; Internet and the Web; Salesforce Management; Marketing Channels; Beauty and Cosmetics Industry

December 2011
Case

Roger Caracappa: Package Deals for the Estée Lauder Companies

By: James K. Sebenius

Roger Caracappa must negotiate a cost-saving, innovative proposal from a potential French supplier that could displace the otherwise satisfactory, long-time incumbent supplier. Shortly after being promoted to executive vice president of the Estée Lauder Companies with... View Details

Keywords: Operations; Supply Chain Management; Change; Innovation and Invention; Cost vs Benefits; Beauty and Cosmetics Industry

21 Nov 2015
HBS Case

HBS Cases: Stella McCartney Combines High Fashion with Environmental Values

be the best in class. Such products do not feel luxurious to more ethically and environmentally concerned consumers of today. I think the luxury industry in general has historically had a big impact on how... View Details

Keywords: by Brian Kenny; Fashion

September 1990 (Revised January 1992)
Case

Procter & Gamble Japan (A)

By: Michael Y. Yoshino

Ten years after entering Japan, P&G had accumulated over $250 million in operating losses on declining annual sales of $120 million by 1983. The decision facing the president of P&G International: exit, retrench or rebuild the operation? Ironically, the initial entry... View Details

Keywords: Restructuring; Change Management; Profit; Market Entry and Exit; Market Participation; Sales; Competition; Technology; Beauty and Cosmetics Industry; Beauty and Cosmetics Industry; Japan

12 Aug 2008
First Look

First Look: August 12, 2008

2001. In 1990 the German consumer goods company Benkiser began acquiring fragrance and cosmetics brands with the intent of developing a beauty business. These included the... View Details

Keywords: Sean Silverthorne

October 2000 (Revised August 2001)
Case

Avon Products (B)

By: Lynn S. Paine and Greg Rogers

Presents the results of the decision taken in the (A) case. Describes the subsequent challenges faced by Avon Products in promulgating its globalization worldwide. View Details

Keywords: Organizational Culture; Gender; Cross-Cultural and Cross-Border Issues; Beauty and Cosmetics Industry

February 1985 (Revised July 1993)
Case

Puritan Drug Co.

David Thomas takes his first sales management assignment and is faced with a sales rep revolt because of a possible territory reorganization. In addition, his sales division is performing well below the national average. Rewritten version of a case by R.Z. Sorenson. View Details

Keywords: Salesforce Management; Conflict and Resolution; Beauty and Cosmetics Industry; Beauty and Cosmetics Industry; Beauty and Cosmetics Industry

10 Oct 2011
Research & Ideas

Retailing Revolution: Category Killers on the Brink

near 20 percent online market share. Apparel, greeting cards, party supplies, and office products have reached double-digit penetration as well while sporting goods and View Details

Keywords: by Rajiv Lal & Jose B. Alvarez; Retail

Research Summary

Overview

By: Geoffrey G. Jones

Professor Jones researches the history and impact of global firms. In recent years he has prublished extensively on the ecological and social responsibility of business leaders. He has a strong interest in the business history of emerging markets. He founded and... View Details

Keywords: Entrepreneurship; Ethics; Globalization; Government and Politics; History; Beauty and Cosmetics Industry; Beauty and Cosmetics Industry; Beauty and Cosmetics Industry; Beauty and Cosmetics Industry; Beauty and Cosmetics Industry; Africa; Asia; Europe; Latin America; Middle East; North and Central America; Oceania

May 2011
Article

Underdog Branding: Why Underdogs Win in Recessions

By: Neeru Paharia, Anat Keinan and Jill Avery

Underdog stories about overcoming great odds through passion and determination are particularly resonant during difficult times as they inspire us and give us hope when the outlook we face is bleak. They promise that success is still possible, a much needed message in... View Details

Keywords: Marketing; Brand Building; Brand Management; Brand Positioning; Competitive Positioning; Brands and Branding; Economics; Marketing Communications; Marketing Strategy; Advertising Campaigns; Advertising Industry; Advertising Industry; Advertising Industry; Advertising Industry; Advertising Industry; Advertising Industry

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August 2010 (Revised November 2010)
Supplement

Cosmeticos de Espana, S.A. (C)

By: David F. Hawkins

The third case in the Cosmeticos de Espana case series. What should management's accounting response be to a further devaluation of the Bolivar? View Details

Keywords: Financial Statements; Decision Choices and Conditions; Inflation and Deflation; Currency Exchange Rate; Beauty and Cosmetics Industry; Spain; Venezuela

March 1990 (Revised March 1992)
Supplement

Mary Kay Cosmetics: Sales Force Incentives (B)

By: Robert L. Simons

Details the changes made to the VIP automobile plan. View Details

Keywords: Motivation and Incentives; Salesforce Management; Beauty and Cosmetics Industry

July 2009
Teaching Note

Bernd Beetz: Creating the New Coty (TN)

By: Geoffrey G. Jones

Teaching Note for [808133]. View Details

Keywords: Financial Crisis; Brands and Branding; Corporate Entrepreneurship; Growth and Development; Business Subsidiaries; Product Launch; Beauty and Cosmetics Industry; Russia

15 Dec 2003
Research & Ideas

The New Global Business Manager

just wrote a case on Procter & Gamble in Japan. They understand that Japanese women are incredibly sophisticated, demanding customers who spend more money on cosmetics than anyone else in the world. Instead of saying, "Well,... View Details

Keywords: by Cynthia Churchwell

April 2021
Supplement

Exercise for Revlon: Surviving Covid-19

By: Kristin Mugford and Sarah Gulick

Exercise for Revlon: Surviving Covid-19 View Details

Keywords: Leveraged Buyouts; Insolvency and Bankruptcy; Financial Liquidity; Bonds; Corporate Finance; Borrowing and Debt; Beauty and Cosmetics Industry; Beauty and Cosmetics Industry; United States

March 2011 (Revised February 2012)
Supplement

Cosmeticos de Espana, S.A. (E)

By: David F. Hawkins

Spanish parent company must decide on the Euro/BsF exchange rate to translate its Venezuelan subsidiary's financial statements into Euros. View Details

Keywords: Financial Statements; Business Subsidiaries; Decision Choices and Conditions; Currency Exchange Rate; Beauty and Cosmetics Industry; Spain; Venezuela