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July 2003 (Revised August 2003)
Case

Meloche Monnex

Meloche Monnex is outperforming industry growth and profitability, thanks to its focus on affinity groups (mostly university alumni) and innovative telemarketing techniques. Should e-mail marketing play a greater role in the customer acquisition process, as suggested... View Details

Keywords: Marketing Strategy; Marketing Communications; Marketing Channels

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February 2018 (Revised January 2020)
Case

SoulCycle: The Road Ahead

By: Ashish Nanda, Eric Van den Steen and Jeffrey Boyar

Julie Rice and Elizabeth Cutler founded SoulCycle, an indoor cycling studio chain, in 2006 as more than a health club; they wanted it to become a lifestyle brand that would “empower riders in an immersive fitness experience.” By early 2015, SoulCycle had grown to 38... View Details

Keywords: Fitness; Fitness Industry; Exercise; Cycling; Boutique Fitness; Exit Strategy; Growth; Bicycles; Retail; Pricing; Community; SoulCycle; Vision; Health; Leadership; Strategy; Marketing; Decision Making; Health Industry; United States

October 2015 (Revised September 2016)
Case

Whirlpool Corp.: Structuring the Deal to Acquire Hefei Rongshida Sanyo Electric Company

By: Benjamin C. Esty and Nancy Hua Dai

Ian Lee, Whirlpool's VP for North Asia, had been negotiating a possible acquisition with Jackie Jin, the chairman of a leading Chinese appliance manufacturer named Hefei Rongshida Sanyo Electric Company (Hefei Sanyo), for almost six months when suddenly Hefei Sanyo's... View Details

Keywords: Mergers ＆ Acquisitions; Regulation; Cross-border Investment; Brand Names; State-owned Enterprise (SOE); Appliances; White Goods; Consumer Durables; Negotiation; Valuation; Mergers and Acquisitions; State Ownership; Foreign Direct Investment; Brands and Branding; Consumer Products Industry; China

February 2008 (Revised June 2008)
Case

Shoppers' Stop Group (SSG)

By: Rajiv Lal and Virginia Fuller

As B.S. Nagesh thumbed through the 2006-2007 Annual Report for Shoppers' Stop Group (SSG), action shots of healthy-looking people dressed in the latest fashions amid the words "Redefining Retail" brought a smile to his face. As managing director of SSG-a Rs 8.9 billion... View Details

Keywords: Developing Countries and Economies; Initial Public Offering; Growth and Development Strategy; Marketing Strategy; Emerging Markets; Retail Industry; India

February 2008
Case

Moët Hennessy España

By: Tiziana Casciaro, Vincent Dessain and Elena Corsi

Since being appointed CEO of Moët Hennessy España (MHE), the Spanish subsidiary of the wine & spirits business of Louis Vuitton Moet Hennessy (LVMH), the world's leading luxury products group, Ramiro Otano had overseen a spectacularly successful run at the company by... View Details

Keywords: Interpersonal Communication; Growth and Development Strategy; Management Practices and Processes; Organizational Culture; Performance Effectiveness; Groups and Teams; Food and Beverage Industry; Spain

April 2021 (Revised July 2021)
Case

StockX: The Stock Market of Things (Abridged)

By: Chiara Farronato, John J. Horton, Annelena Lobb and Julia Kelley

Founded in 2015 by Dan Gilbert, Josh Luber, and Greg Schwartz, StockX was an online platform where users could buy and sell unworn luxury and limited-edition sneakers. Sneaker resale prices often fluctuated over time based on supply and demand, creating a robust... View Details

David Ager

David Ager is a Senior Lecturer in Executive Education. He engages CEOs, CHROs, and their teams to design and deliver customized executive development experiences for executive, senior and high potential leaders. The companies hail from diverse sectors including... View Details

January 2017 (Revised February 2018)
Case

Godiva Japan: Think Local, Scale Global

By: Rohit Deshpandé, Esel Cekin and Akiko Kanno

This case tracks Jerome Chouchan’s strategies and execution for a successful turnaround of Godiva Japan’s operations, which were experiencing a decline in sales when he became the managing director of the company in 2010. Through various initiatives and innovations,... View Details

February 1992 (Revised January 2002)
Case

BMW: The 7-Series Project (A)

By: Gary P. Pisano

Explores BMW's decision about how to manufacture prototype vehicles. Historically, BMW's prototypes were handcrafted by highly skilled artisans in the company's shop. A proposal has been made to alter the process so that prototypes are made in a way that can better... View Details

Keywords: Product Development; Research and Development; Design; Production; Strategy; Quality; Decision Making; Auto Industry; Manufacturing Industry; Germany

2019
Working Paper

Status Pivoting: Coping with Status Threats through Motivated Trade-off Beliefs and Consumption across Domains

By: Dafna Goor, Anat Keinan and Nailya Ordabayeva

Prior research established that status threat leads consumers to display status-related products such as luxury brands. While compensatory consumption in the domain of the status threat (e.g., products associated with financial and professional success) is the most... View Details

Keywords: Status and Position; Luxury; Consumer Behavior

July 2009 (Revised August 2010)
Case

Radiant Cosmetics: What's in a Pout?

By: Robert C. Pozen and Mary Ellen Webster Hammond

In 2006, Radiant Cosmetics president and CEO, Margaret Clark, was contemplating the launch of a new, lip-plumping product called "Four Carat Pout." Clark faced many decisions concerning the launch: marketing the product as a luxury brand or a retail item; how to... View Details

Keywords: Global Strategy; Globalized Markets and Industries; Intellectual Property; Marketing Strategy; Product Marketing; Product Launch; Product Positioning; Beauty and Cosmetics Industry

SoulCycle: The Road Ahead

Julie Rice and Elizabeth Cutler founded SoulCycle, an indoor cycling studio chain, in 2006 as more than a health club; they wanted it to become a lifestyle brand that would "empower riders in an immersive fitness experience." By early 2015, SoulCycle had grown to... View Details

20 Dec 2022
Video

MBA Students Explore Capitalism in Italy

April 2018
Case

Wilderness Safaris: Ecotourism Entrepreneurship

By: James E. Austin, Megan Epler Wood and Herman B. "Dutch" Leonard

Wilderness Safaris sees itself as a conservation company that is built on a business model of providing high-end, premium-priced wildlife safaris in various locations in Africa. Dependent on functioning, healthy ecosystems for its long-term survivability as a business,... View Details

Keywords: Sustainability; Conservation Planning; Corporate Social Responsibility; Ecotourism; Strategy; Social Enterprise; Social Entrepreneurship; Environmental Sustainability; Corporate Social Responsibility and Impact; Expansion; Growth and Development Strategy; Tourism Industry; Entertainment and Recreation Industry; Travel Industry; Africa; Botswana

14 Apr 2015
First Look

First Look: April 14

of people's relationships with brands and a demonstration of the important and timely implications of this evolving sub-discipline. A range of different brand relationship environments are explored in the collection, including online digital spaces, consumer... View Details

Keywords: Sean Silverthorne

July 2015
Article

Executives' 'Off-the-Job' Behaviors and Financial Reporting Risk

By: Robert Davidson, Aiyesha Dey and Abbie Smith

We examine how executives' behavior outside the workplace, as measured by their ownership of luxury goods (low “frugality”) and prior legal infractions, is related to financial reporting risk. We predict and find that chief executive officers (CEOs) and chief financial... View Details

Keywords: Management Teams; Behavior; Personal Characteristics; Crime and Corruption; Governance Compliance; Financial Reporting; Organizational Culture

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September 2020
Supplement

Commonwealth Joe: January 2020 Update from CEO Robert Peck

By: Alexander J. MacKay

At the end of 2016, the leadership team of Commonwealth Joe Coffee Roasters—Robert Peck, Chase Damiano, and Jeremy Martin—had begun an ambitious retail expansion strategy in the Washington, D.C. metropolitan area for their specialty coffee business. That October, they... View Details

Keywords: Cold Brew Coffee; Specialty Coffee; On-premise Coffee Market; Retail Expansion Strategy; Entrepreneurship; Business Model; Brands and Branding; Expansion; Strategy; Decision Making; Food and Beverage Industry; Retail Industry

28 Jan 2020
News

The Most Important Social Skill You Can Master, According to a Harvard Business School Professor

June 2023
Article

National Customer Orientation: An Empirical Test across 112 Countries

By: Ofer Mintz, Imran S. Currim and Rohit Deshpandé

Customer orientation is a central tenet of marketing. However, less is known about how customer orientation varies across countries and time. Mintz, Currim, and Deshpandé (Eur. J. Mark., 56: 1014–1041, 2022) propose a country-level construct, national customer... View Details

Keywords: Global Range; Customer Focus and Relationships

March 2006 (Revised September 2006)
Case

Irizar in 2005

By: Ramon Casadesus-Masanell and Jordan Mitchell

In June 2005, Koldo Saratxaga, the leader of Basque-based luxury coach manufacturer Irizar, decided to leave after 14 years at the helm of the worker-owned cooperative. Under Saratxaga's stewardship, Irizar was saved from near bankruptcy in 1991 and has become a highly... View Details

Keywords: Business Model; Business Startups; Customer Focus and Relationships; Resignation and Termination; Leadership Style; Production; Quality; Luxury; Competitive Advantage; Construction Industry; Real Estate Industry; South Africa; China; India; Mexico; Brazil

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