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July 1986 (Revised September 1989)
Case

Sedalia Revisited

The Sedalia Engine Plant was one of the first models of socio-technical work designs. This case is an update of the activities in the plant over its eleven-year history. The main problem facing the third plant manager is a change in world competition and a need to... View Details

Keywords: Organizational Change and Adaptation; Mission and Purpose; Change Management; Manufacturing Industry

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Research Summary

Overview

By: Antonio Moreno

One major theme of Professor Moreno’s research has been retail channel integration and so-called “omnichannel retail.” In omnichannel retail, retailers provide their customers with a shopping experience that may involve different channels in a way that aims to be... View Details

2018
Working Paper

Show or Tell? Improving Agent Decision Making in a Tanzanian Mobile Money Field Experiment

By: Jason Acimovic, Chris Parker, David F. Drake and Karthik Balasubramanian

When workers make operational decisions, the firm's global knowledge and the workers’ domain-specific knowledge complement each other. Oftentimes workers have the final decision-making power. Two key decisions a firm makes when designing systems to support these... View Details

Keywords: Employees; Decision Making; Training; Performance Improvement; Money; Mobile Technology; Developing Countries and Economies; Financial Services Industry

April 2005
Case

Handleman Company

By: Janice H. Hammond and Kevin Dolan

Describes the organization and operations of the Handleman Co., an intermediary in the music industry that buys recorded music and resells it to mass retailers such as Wal-Mart. The company provides distribution, inventory management, retail merchandising, and category... View Details

Keywords: Business Organization; Music Entertainment; Cost Management; Growth and Development; Business or Company Management; Distribution Channels; Problems and Challenges; Risk and Uncertainty; Online Technology; Value Creation; Music Industry

March 2000 (Revised April 2004)
Case

VacationSpot.com & Rent-A-Holiday: Negotiating a Trans-Atlantic Merger of Start-Ups

Describes a potential trans-Atlantic merger between two young companies in the Internet space. VacationSpot.com, based in Seattle, and Rent-A-Holiday, based in Brussels, both offer online listings and reservations for independent leisure lodging (i.e., villas,... View Details

Keywords: Negotiation; Valuation; Internet and the Web; Mergers and Acquisitions; Business Startups; Cross-Cultural and Cross-Border Issues; Travel Industry; United States; Brussels

2024
Working Paper

What Do Bank Trading Desks Do?

By: Lina Lu and Jonathan Wallen

Bank trading desks earn profits from intermediating customer trading volume. Across a broad set of asset markets, we document that the trading desks of large U.S. dealer banks behave as financial intermediaries that profit from toll-taking as in Duffie et al. (2005).... View Details

Keywords: Banks and Banking; Profit; Financial Markets

July–August 2017
Article

Why Outlet Stores Exist: Averting Cannibalization in Product Line Extensions

By: Donald Ngwe

Outlet stores are a large and growing component of many firms' retailing strategies, particularly in the fashion industry. Outlet stores offer attractive prices in locations far from central shopping districts. The main perspectives on why outlet stores exist can be... View Details

Keywords: Fashion; Industrial Organization; Outlet Stores; Price Discrimination; Retail; Channel Management; Luxury; Product Marketing; Price; Retail Industry; Fashion Industry

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October 2023
Case

CornerUp: Digitizing the Corner Store

By: Álvaro Rodríguez Arregui, Stacy Straaberg and Diego Zainos De La Sota Riva

In July 2023, Jason Diaz, co-founder and CEO of CornerUp, assessed the progress of his business-to-business e-procurement software application (app) startup, founded in January 2022. CornerUp began as a fast-moving consumer packaged goods (FMCG) distributor in New York... View Details

Keywords: Business Growth and Maturation; Business Startups; Small Business; Transition; Decisions; Social Entrepreneurship; Geographic Location; Disruptive Innovation; Market Participation; Digital Platforms; Trust; Business Strategy; Expansion; Information Infrastructure; Internet and the Web; Technology Adoption; Value Creation; Technology Industry; United States

June 1995
Case

Polaroid Corporation: European Distribution System

By: Janice H. Hammond and Afroze A Mohammed

Describes distribution operations in Polaroid Europe. In the late 1980s, Polaroid senior management in the United States proposed moving from a system of 12 decentralized warehouses to a centralized distribution system in which all inventory for European retailers... View Details

Keywords: Distribution; Operations; Risk Management; Distribution Channels; Logistics; Transition; Strategy; Problems and Challenges; Industry Structures; Consumer Products Industry; Europe; European Union; United States

December 2021 (Revised May 2022)
Case

Troverie (A)

By: Thomas R. Eisenmann, Lindsay N. Hyde and Olivia Graham

Six months after the August 2018 launch of Troverie, a U.S.-based online retailer of luxury watches, the average cost of acquiring a customer is much higher than originally projected, and the startup is incurring a substantial loss on each sales transaction. Could... View Details

Keywords: Startup; Luxury Goods; Customer Acquisition; Entrepreneurship; Business Startups; Luxury; Failure; Internet and the Web; Revenue; Fashion Industry; United States

Teaching Interest

Harvard Business Analytics Program: Operations and Supply Chain Management

By: Dennis Campbell

Digital technologies and data analytics are radically changing the operating model of an organization and how it connects to its broader supply chain and ecosystem. This course emphasizes managing product availability, especially in a context of rapid product... View Details

June 2010
Case

FoldRite Furniture Company: Planning to Meet a Surge in Demand

By: Steven C. Wheelwright and Afarin Bellisario

Demand for folding and stackable chairs and tables at FoldRite Furniture Co. is unexpectedly strong. The company spent the previous two years improving manufacturing quality and efficiency, dropping poor-performing product lines, developing new products that are... View Details

Keywords: Manufacturing; Production Capacity; Production Scheduling; Risk Management; Growth Management; Production; Logistics; Order Taking and Fulfillment; Business Strategy; Manufacturing Industry; Consumer Products Industry; United States; Europe

April 2009 (Revised June 2010)
Case

Supply Chain Partners: Virginia Mason and Owens & Minor (A)

By: V.G. Narayanan and Lisa Brem

Virginia Mason Medical Center (VM) hired Owens & Minor (O&M) as its alpha vendor for medical/surgical supplies in 2004. By 2005, O&M was performing Just-in-Time and Low Unit of Measure services for VM, but they believed the pricing model in the industry was outdated.... View Details

Keywords: Activity Based Costing and Management; Price; Distribution; Supply Chain Management; Medical Devices and Supplies Industry

September 1991 (Revised December 1993)
Case

Tombow Pencil Co. Ltd.

Tombow Pencil Co. Ltd., one of Japan's two premier pencil manufacturers, has been using a subcontractor network in order to respond to changing market conditions. The system currently faces a new challenge as Tombow moves to address a volatile business market for... View Details

Keywords: Production; Supply Chain Management; Manufacturing Industry; Japan

January 2018
Supplement

Interview with Case Protagonist Wen Li

By: Willy C. Shih

In today's global economy, what are the factors that go into production location choice? This case is set in the world's largest automotive glass producer as it expands from China into the United States. To meet a very aggressive cost target, management is faced with... View Details

Keywords: Globalization Of Supply Chain; Production Management; Production; Globalization; Global Strategy; Auto Industry; China; United States

April 1998
Case

Compaq, 1998

By: Steven C. Wheelwright and Matt Verlinden

In 1997, Compaq Computer Corp. had become a $25 billion powerhouse. It had accomplished its revenue growth projections, successfully made a number of strategic acquisitions, and increased its gross margins, principally by moving up market into servers, workstations,... View Details

Keywords: Mergers and Acquisitions; Transformation; Customer Relationship Management; Profit; Revenue; Growth and Development Strategy; Brands and Branding; Distribution Channels; Alliances; Customization and Personalization; Computer Industry

Research Summary

Performance Measurement and Incentive Alignment

Professor Kulp is interested in how organizations use information to enhance firm performance. The manner in which an organization gathers, analyzes, and uses performance information as part of its internal governance system affects organizational success. Professor... View Details

October 2000 (Revised November 2018)
Exercise

Web-Based Beer Game Exercise

By: Janice H. Hammond

The Web-based beer game is an exercise that demonstrates supply channel dynamics. Simulates the flow of material and information in a simplified channel of beer production and distribution, focusing on the linkages between a beer manufacturer, its distributors, a... View Details

Keywords: Distribution Channels; Production

April 1998
Case

Jim Sharpe: Extrusion Technology, Inc. (C)

By: H. Kent Bowen and Barbara Feinberg

Jim Sharpe, president of Extrusion Technology, describes the first five years at the aluminum extrusion company he purchased. He begins with day one as he introduced himself to the employees in 1987 and assured them of the company's continuity. Over the next two years,... View Details

Keywords: Acquisition; Forecasting and Prediction; Cost Management; Profit; Innovation Strategy; Marketing Strategy; Problems and Challenges; Business and Stakeholder Relations; Mining Industry

October 2021 (Revised September 2022)
Case

GoPro: Becoming a Subscription Hero

By: Elie Ofek, Marco Bertini and Nicole Tempest Keller

In 2021, Nick Woodman, founder and CEO of GoPro, was reviewing the company’s subscription offering, considering whether to extend it beyond benefits that were directly related to the company’s iconic camera. Founded in 2002, GoPro had gained renown for its innovative... View Details

Keywords: Subscription Model; Pricing; Lifestyle Brands; Value Proposition; Business Model; Growth and Development Strategy; Marketing Strategy; Consumer Products Industry; California

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