Publications

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Program

Aligning Strategy and Sales

strategic asset, this sales channel strategy program will help you enable essential company-wide alignment. By aligning strategy and sales, you will explore new ways to help sales professionals meet their numbers, how to improve your company's return on investment in... View Details

26 Apr 2024
HBS Case

Deion Sanders' Prime Lessons for Leading a Team to Victory

organizations to move forward.” Gibson cowrote the case with Nicole Gilmore, director of talent development at MITRE; and Alicia Dadlani, director of the Mid-US Research Center at HBS. Sanders plays in Super Bowl and World Series Even... View Details

Keywords: by Avery Forman; Sports

19 Mar 2007
Research & Ideas

Handicapping the Best Countries for Business

important and what are the keys to analyzing and understanding a country's near-term direction? A: Any business person is interested only in the future—in where markets and countries are heading. The only way to understand the near-term... View Details

Keywords: by Sean Silverthorne

16 Nov 2016
Research & Ideas

Turning One Thousand Customers into One Million

to the supply side toward catering to the demand side. Building on the initial 1,000 After surpassing 1,000 customers, organic opportunities for the companies to acquire more customers and suppliers in bulk became increasingly rare. So Uber and Airbnb turned to digital... View Details

Keywords: by Thales S. Teixeira and Michael Blanding; Retail; Transportation; Accommodations

20 Feb 2008
First Look

First Look: February 20, 2008

Working PapersFinding Missing Markets (and a disturbing epilogue): Evidence from an Export Crop Adoption and Marketing Intervention in Kenya Authors:Nava Ashraf, Xavier Gine, and Dean Karlan Abstract In... View Details

Keywords: Martha Lagace

09 Jul 2018
Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

startup figuring out how to market a 3-D printer. “You should approach a product launch as an organizational process, and start with the buyers, not the product” Although 3-D printers have been around since the 1980s, they didn’t find... View Details

Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail

May 2006 (Revised June 2006)
Case

Codon Devices

By: Joseph B. Lassiter III and David Kiron

In December 2005, 40-year-old John Danner was about to make his first presentation to the board of directors of Codon Devices, a one-year-old biotechnology start-up based in Cambridge, Massachusetts. After a month as the company's CEO, Danner was prepared to lay out... View Details

Keywords: Strategic Planning; Venture Capital; Intellectual Property; Governing and Advisory Boards; Genetics; Competitive Advantage; Science-Based Business; Business Startups; Growth and Development Strategy; Biotechnology Industry; Cambridge

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09 Jan 2007
First Look

First Look: January 9, 2007

standard. We also develop and test two extensions of the earlier model: the presence of provisions mandating royalty-free licensing is negatively associated with disclosure requirements, and when there are only a limited number of SSOs,... View Details

Keywords: Martha Lagace

February 2000
Case

E2M Health Services

By: Richard M.J. Bohmer and Naomi Atkins

Outlines the growth of an innovative diabetes disease management organization from 1994-99. Having demonstrated the success of their model in managing diabetes populations in Texas and New York State, the CEO and president must decide the future strategy of the company... View Details

Keywords: Business Model; Customer Focus and Relationships; Decision Choices and Conditions; Financial Markets; Revenue; Innovation and Invention; Business or Company Management; Marketing Strategy; Internet; Health Industry

Career Coach

Nicola Pugliese

Nicola Pugliese (Wharton ’93) leverages her experience in global marketing and brand management to support students and alumni pursuing careers in marketing, product management, business development, general management and sales across a... View Details

Keywords: Consumer Products; Entrepreneurship; Publishing / Communications / Advertising; Retail

May 1986
Supplement

General Mills, Inc.: Yoplait Custard-Style Yogurt (B)

By: John A. Quelch

Yoplait's director of new product development is finalizing plans for the national introduction of custard-style Yoplait. Based on the results of a mini-market test and a BASES laboratory test market. View Details

Keywords: Food; Product Launch; Product Development; Product Marketing; Food and Beverage Industry; United States

September 2004 (Revised January 2005)
Case

Brazil's WTO Cotton Case: Negotiation Through Litigation

By: Ray A. Goldberg, Robert Lawrence and J. Katherine Milligan

Brazil has just won a case action against the U.S. cotton agriculture program at the World Trade Organization. What does this mean for future agricultural programs in the United States? For future trade policies of the United States, Brazil, and others in the global... View Details

Keywords: Developing Countries and Economies; Trade; Globalized Markets and Industries; Governing Rules, Regulations, and Reforms; Policy; Lawsuits and Litigation; Negotiation Process; Negotiation Types; Agriculture and Agribusiness Industry; United States; Brazil

March 2022 (Revised August 2022)
Case

Swvl: Smart Mobility for the Masses

By: Krishna Palepu, Esel Çekin and Menna Hassan

The case focuses on strategy and governance issues at Swvl, a tech-enabled mass mobility marketplace. It describes the journey of CEO and Chairman Mostafa Kandil on his journey from founding the company to its listing on Nasdaq. Since its founding in Egypt in 2017,... View Details

Keywords: Corporate Governance; Growth and Development Strategy; Initial Public Offering; Innovation and Invention; Business Startups; Transportation Industry; Technology Industry; Middle East; North Africa

November 2023 (Revised April 2024)
Case

BiomX: Bringing Phage Back to the Stage

By: Paul A. Gompers, Elie Ofek, Orna Dan and Emilie Billaud

In the spring of 2023, and following the favorable results of a trial involving its phage cocktail for treating lung infections among cystic fibrosis (CF) patients, the leadership of BiomX had several critical issues to wrestle with. First, given its precarious... View Details

Keywords: Working Capital; Financing and Loans; Health Testing and Trials; Product Development; Research and Development; Science-Based Business; Commercialization; Biotechnology Industry; Pharmaceutical Industry

2007
Chapter

Microeconomic Determinants of Location Competitiveness for MNEs

By: Christian H.M. Ketels

The concept of microeconomic competitiveness based on the frameworks developed by Michael Porter since 1990 are popular with policy makers interested in improving the attractiveness and economic performance of their countries and regions. This concept also has many... View Details

Keywords: Microeconomics; Geographic Location; Multinational Firms and Management; Growth and Development Strategy; Competition

Article

Laws versus Contracts: Legal Origins, Shareholder Protections, and Ownership Concentration in Brazil, 1890–1950

By: Aldo Musacchio

This article examines some of the institutional conditions that facilitated the development of equity markets in Brazil. A critical factor was the addition of protections for investors to corporate bylaws, which enabled relatively large corporations in Brazil to... View Details

Keywords: Voting; Equity; Financial Markets; Investment; Governance Controls; Business History; Ownership Stake; Brazil

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November 2004 (Revised April 2009)
Case

Launching the New MINI

By: Douglas B. Holt and John A. Quelch

Focuses on how strategy is transformed into creative branding materials. Reports on the development of a wide variety of brand communication materials produced to support the MINI launch in the United States. MINI USA executives worked with their ad agency Crispin... View Details

Keywords: Advertising; Brands and Branding; Marketing Strategy; Product Launch; Creativity; Auto Industry; United States