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  • 08 Feb 2000
  • Research & Ideas

Building Effective R&D Capabilities Abroad

Singapore as a potential location because of its proximity to a planned Lilly manufacturing site in Malaysia. But ultimately it decided that the new home-base-exploiting laboratory would have the strongest impact on Lilly's View Details
Keywords: by Walter Kuemmerle
  • February 2015 (Revised March 2022)
  • Case

Quincy Apparel (A)

By: Thomas R. Eisenmann and Lisa Mazzanti
Quincy Apparel designs, manufactures and sells work apparel for young professional women that offers the fit and feel of high-end brands at a lower price. In late 2012, Quincy's cofounders are debating how to approach a crucial board meeting. Their seed-stage startup... View Details
Keywords: Retail; Failure; Online Retail; Women's Apparel; Business Startups; Business Plan; Business Model; Entrepreneurship; Production; E-commerce; Retail Industry; Technology Industry; Fashion Industry; New York (city, NY)
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Eisenmann, Thomas R., and Lisa Mazzanti. "Quincy Apparel (A)." Harvard Business School Case 815-067, February 2015. (Revised March 2022.)
  • March 2017 (Revised July 2019)
  • Case

Interline Brands: Don't Stop Believing

By: Nori Gerardo Lietz and Ricardo Andrade
Interline Brands, a leading distributor of residential housing maintenance and repair parts and equipment in the U.S., had just held its November 2014 board meeting. The meeting had been productive but not without some soul searching for both the company’s management... View Details
Keywords: Private Equity Exit; Consumer Goods; IPO; Private Equity; Initial Public Offering; Decision Choices and Conditions
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Lietz, Nori Gerardo, and Ricardo Andrade. "Interline Brands: Don't Stop Believing." Harvard Business School Case 217-061, March 2017. (Revised July 2019.)
  • 06 Nov 2008
  • Op-Ed

Selling Out The American Dream

zero. Consumer confidence has plummeted with the value of 401(k) plans and retirement nest eggs. Retail sales fell 1.2 percent in September, double the expected decline. Car View Details
Keywords: by John Quelch
  • September 2024
  • Case

Xendit: Hiring for Growth

By: Jeffrey F. Rayport, Steve Castano, Quoc Anh Nguyen and Claire Wu
In 2019, Xendit, a growth-stage Southeast Asia (SEA) fintech venture based in Jakarta, was looking to hire a Head of Sales and Head of Product to lead its next phase of growth. Founded by Moses Lo and Tessa Wijaya, Xendit provided payment infrastructure, modeling... View Details
Keywords: Fintech; Financing and Loans; Entrepreneurship; Jobs and Positions; Sales; Product; Growth and Development; Selection and Staffing; Organizational Culture; Expansion; Financial Services Industry; Technology Industry; Southeast Asia; Indonesia; Philippines
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Rayport, Jeffrey F., Steve Castano, Quoc Anh Nguyen, and Claire Wu. "Xendit: Hiring for Growth." Harvard Business School Case 825-046, September 2024.
  • December 2019
  • Case

WeWork Files for an IPO

By: Lynn S. Paine and Will Hurwitz
For the board of The We Company—better known as WeWork—August 14, 2019, promised to be a pivotal day. It was then that WeWork’s IPO prospectus, known as an S-1 filing, would be made public, giving potential investors, the media, and the general public a window into the... View Details
Keywords: Capital Structure; Corporate Accountability; Corporate Governance; Going Public; Leadership; Management; Private Equity; Valuation; Venture Capital; Real Estate Industry; Technology Industry; United States
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Paine, Lynn S., and Will Hurwitz. "WeWork Files for an IPO." Harvard Business School Case 320-063, December 2019.
  • November 2000 (Revised May 2002)
  • Case

Oracle Corporation

By: Frances X. Frei and Hanna Rodriguez-Farrar
Oracle Corp., the world's second-largest independent software company (behind Microsoft) was the world's dominant supplier of database software. Oracle also sold application software, such as the popular enterprise resource planning and customer relationship management... View Details
Keywords: Organizational Change and Adaptation; Internet and the Web; Service Operations; Service Delivery; Applications and Software; Management Teams; Innovation and Invention; Web Services Industry; Information Technology Industry
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Frei, Frances X., and Hanna Rodriguez-Farrar. "Oracle Corporation." Harvard Business School Case 601-043, November 2000. (Revised May 2002.)
  • February 2022 (Revised January 2023)
  • Case

Creating and Measuring Purpose at Viega

By: Ethan Rouen, Suraj Srinivasan and James Barnett
At its headquarters in Attendorn, Germany, Viega’s chairwoman Anna Viegener gathered the company’s leadership team to discuss their progress on formalizing purpose-driven leadership as a strategic driver within the organization. Viega manufactured and distributed... View Details
Keywords: Growth and Development; Employee Relationship Management; Leadership; Mission and Purpose; Expansion; Measurement and Metrics; Germany
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Rouen, Ethan, Suraj Srinivasan, and James Barnett. "Creating and Measuring Purpose at Viega." Harvard Business School Case 122-028, February 2022. (Revised January 2023.)
  • July 2013
  • Case

Slicing Pie with a Razor: Ockham Technologies' Founding Agreement

By: Noam Wasserman and Yael Braid
Ockham Technologies' three founders are about to craft their founding agreement and split the equity among themselves. Uncertainty lingers over each member's future contributions, though—how is the team to devise a durable and effective split? Jim Triandiflou and Ken... View Details
Keywords: Information Technology; Job Cuts and Outsourcing; Conflict Management; Governing and Advisory Boards; Employees; Management Teams; Product Development; Technology Industry
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Wasserman, Noam, and Yael Braid. "Slicing Pie with a Razor: Ockham Technologies' Founding Agreement." Harvard Business School Case 814-017, July 2013.
  • March 2018
  • Teaching Note

Mavi: Fashioning a Path to Brand Growth

By: Jill Avery and Gamze Yucaoglu
Mavi, a leading Turkish apparel retailer, had sales of $419 million in 2015, up 20%. Growth rates like these were becoming routine at Mavi. But, its path to growth was getting more challenging, and Turkven, Mavi’s private equity partner, was planning its exit options... View Details
Keywords: Retailing; Fashion; Brand; Brand Management; Brand Extension; Brand Equity; Private Equity; Marketing; Marketing Strategy; Brands and Branding; Growth and Development Strategy; Decision Choices and Conditions; Retail Industry; Fashion Industry; Turkey; Europe
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Avery, Jill, and Gamze Yucaoglu. "Mavi: Fashioning a Path to Brand Growth." Harvard Business School Teaching Note 518-094, March 2018.
  • October 2005 (Revised August 2006)
  • Case

Perelson Weiner LLP

By: Thomas J. Steenburgh and Das Narayandas
Perelson Weiner LLP, a successful accounting firm in New York City, is re-evaluating its incentive strategy as it makes plans to grow its business. View Details
Keywords: Accounting; Growth and Development; Compensation and Benefits; Management; Planning; Sales; Motivation and Incentives; Corporate Strategy; Accounting Industry; New York (city, NY)
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Steenburgh, Thomas J., and Das Narayandas. "Perelson Weiner LLP." Harvard Business School Case 506-006, October 2005. (Revised August 2006.)
  • 04 May 2020
  • Research & Ideas

Predictions, Prophets, and Restarting Your Business

clear-cut. “A problem with megatrend predictions is that, even if they turn out to be generally accurate, they’re not managerially useful.” In the first month of social distancing in the United States, online sales at Walmart and Target... View Details
Keywords: by Frank V. Cespedes
  • 14 Feb 2017
  • First Look

First Look at New Research: February 14

results of a customer interview. After creating a quick landing page and announcing the product launch through social media channels, the company finds significant customer interest. With only two weeks of promising data, the CEO must decide whether or not to abandon... View Details
Keywords: Sean Silverthorne
  • November 1992 (Revised June 1994)
  • Case

Packaged Products Company: Handy-Pak Introduction

By: Frank V. Cespedes and Laura Goode
The product manager and the market research director for a new line of snacking nuts are reviewing options concerning the upcoming roll-out of the product. These options include changes in pricing, promotional plans, and salesforce incentives intended to build support... View Details
Keywords: Price; Marketing; Marketing Channels; Product Launch; Distribution; Planning; Research and Development; Sales; Salesforce Management; Alignment; Consumer Products Industry; Service Industry
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Cespedes, Frank V., and Laura Goode. "Packaged Products Company: Handy-Pak Introduction." Harvard Business School Case 593-057, November 1992. (Revised June 1994.)
  • Research Summary

The Ownership and Trading of Debt Claims in Chapter 11 Restructurings (with Victoria Ivashina and David Smith)

This paper explores a novel data set that identifies over 71,000 investors holding debt claims of 136 companies filing for U.S. Chapter 11 bankruptcy protection during the period of 1998 through 2009. We investigate how concentration in debt ownership relates to... View Details

  • September 2009 (Revised November 2021)
  • Case

OnStar: Not Your Father's General Motors

By: Clayton M. Christensen
After two years of less than stellar performance resulting in sales well below plan, senior management at General Motors (GM) mobile telecommunications service start-up, OnStar, recognized that without a substantial change in their strategy, support for the venture... View Details
Keywords: Change Management; Decision Choices and Conditions; Growth and Development Strategy; Corporate Strategy; Technology; Risk and Uncertainty; Joint Ventures; Corporate Entrepreneurship; Product Positioning; Risk Management; Auto Industry; Telecommunications Industry
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Christensen, Clayton M. "OnStar: Not Your Father's General Motors." Harvard Business School Case 610-029, September 2009. (Revised November 2021.)
  • February 2008 (Revised May 2008)
  • Case

Lincoln Financial Group (A)

Lincoln Financial Group (LFG) reorganizes its business in order to improve customer intimacy. However, to implement the strategy, they need to effect significant changes in the skills of their salespeople. This case series straddles human resource management, corporate... View Details
Keywords: Competency and Skills; Customer Relationship Management; Training; Selection and Staffing; Organizational Change and Adaptation; Performance Evaluation; Sales; Corporate Strategy
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Godes, David B., and David Lane. "Lincoln Financial Group (A)." Harvard Business School Case 508-028, February 2008. (Revised May 2008.)
  • 11 Aug 2011
  • Lessons from the Classroom

Perfecting the Project Pitch

Overcoming that obstacle can be a difficult process, especially for entrepreneurs who have a background in a technical, engineering, or another non-sales discipline. They are not used to having to convince anyone of the merits of their projects, and can be downright... View Details
Keywords: by Dennis Fisher
  • January–February 2017
  • Article

Buying Your Way into Entrepreneurship

By: Richard S. Ruback and Royce Yudkoff
An increasingly popular route to success as a small business owner is “acquisition entrepreneurship”—buying and running an existing operation. If you’re considering such a path, the authors offer practical advice for each stage of the process. Think it through. Do you... View Details
Keywords: Entrepreneurship; Acquisition; Planning
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Ruback, Richard S., and Royce Yudkoff. "Buying Your Way into Entrepreneurship." Harvard Business Review 95, no. 1 (January–February 2017): 149–153.
  • February 2008 (Revised May 2008)
  • Supplement

Lincoln Financial Group (C)

LFG reorganizes its business in order to improve customer intimacy. However, to implement the strategy, they need to effect significant changes in the skills of their salespeople. This case series straddles human resource management, corporate strategy, and sales... View Details
Keywords: Organizational Change and Adaptation; Salesforce Management; Customer Focus and Relationships; Financial Services Industry
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Godes, David B., and David Lane. "Lincoln Financial Group (C)." Harvard Business School Supplement 508-030, February 2008. (Revised May 2008.)
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