Total Reward Strategies - Publications - Faculty & Research - Harvard Business School

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January 2020 (Revised October 2021)
Case

Zara: An Integrated Store and Online Model (A)

By: Antonio Moreno

In 2010, amidst the growth of ecommerce and the emergence of new, purely online, fashion players, Zara launched its first online store, Zara.com. Since then, Zara’s online business had grown at a fast pace. By 2018, 12% of Inditex Group’s total sales came from the... View Details

Keywords: Stores; Integration; Operations; Business Model; Strategy; E-commerce; Retail Industry; Fashion Industry; Europe

September 2003 (Revised June 2007)
Case

Virgin Mobile USA: Pricing for the Very First Time

Dan Schulman, the CEO of Virgin Mobile USA, must develop a pricing strategy for a new wireless phone service targeted toward consumers in their teens and twenties, many of whom are believed to have poor credit quality and uneven usage patterns. Contrary to conventional... View Details

Keywords: Price; Market Entry and Exit; Wireless Technology; Telecommunications Industry; United States

July 2006 (Revised March 2008)
Case

Changan Automobile Co., Ltd.

By: Dennis Campbell and Donglin Xia

Chairman Yin Jiaxu must communicate that the company's extraordinary reported performance in 2002 reflects Changan's unique strategy within the competitive dynamics of China's automobile industry. Changan's 2002 annual report demonstrated an extraordinary level of... View Details

Keywords: Financial Reporting; Ethics; Corporate Disclosure; Media; Business and Shareholder Relations; Auto Industry; China

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April 2012 (Revised February 2017)
Case

Dovernet

By: Robert Simons and Natalie Kindred

This case illustrates the implications of using stringent performance measurement systems to create performance pressure, motivate employee achievement, and sharpen a firm's competitiveness. It opens by describing the downsides of the ruthlessly competitive culture at... View Details

Keywords: Motivation and Incentives; Information Technology; Competitive Advantage; Decision Choices and Conditions; Organizational Culture; Performance Evaluation; Compensation and Benefits; Web Services Industry; Information Technology Industry; Vancouver

August 2020 (Revised December 2020)
Case

Satrix: Competing in the Passive Asset Management Industry in South Africa

By: Mark Egan, Pippa Tubman Armerding and Dilyana Karadzhova Botha

In late 2017, Satrix, one of the largest passive asset management firms in South Africa and a pioneer in the industry since 2000, had to decide its strategy going forward in a market where passive asset management had become increasingly commoditized and... View Details

Keywords: Asset Management; Investment Funds; Competition; Competitive Strategy; Financial Services Industry; South Africa; Africa

November 1999 (Revised July 2003)
Case

Pre-Paid Legal Services, Inc.

By: Paul M. Healy and Jacob Cohen

Pre-Paid Legal Services' business model reveals two key issues--managing the sales force and sales growth and managing claims. Students analyze the economics of the business and consider how to measure firm performance, how to evaluate and reward the sales force, and... View Details

Keywords: Financial Management; Financial Strategy; Salesforce Management; Marketing Strategy; Accrual Accounting; Business Cycles; Forecasting and Prediction; Insurance; Business Growth and Maturation; Insurance Industry

2024
Working Paper

Markups and Cost Pass-through Along the Supply Chain

By: Santiago E. Alvarez, Alberto Cavallo, Alexander MacKay and Paolo Mengano

We study markups and pricing strategies along the supply chain. Our unique dataset combines detailed price and cost information from a large global manufacturer with matched retail prices collected online for the period July 2018 through June 2023. We show that total... View Details

Keywords: Markups; Pricing; Price; Supply Chain; Inflation and Deflation; Cost

09 Jun 2008
Lessons from the Classroom

Monetizing IP: The Executive’s Challenge

to adopt strategies to monetize their holdings. In other cases, however, companies have adopted "scorched earth" policies that aim to confront and litigate with rivals about intellectual property, which have often proved to be... View Details

Keywords: by Sean Silverthorne; Video Game; Web Services

January 2019 (Revised February 2020)
Case

Roush Performance: How to Design a Sales Force Compensation Plan

By: Doug J. Chung

Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception, Roush Performance had focused on building its engineering technology competency and diversifying its product... View Details

Keywords: Sales Force Management; Motivation; Compensation; Salary; Commissions; Bonuses; Quotas; Salesforce Management; Compensation and Benefits; Motivation and Incentives

December 2019 (Revised January 2021)
Supplement

The Leveraged Buyout of TXU: (B) Energy Future Holdings

By: Trevor Fetter, Erik Snowberg and Rebecca M. Henderson

This case is designed to support a lively discussion about the relative merits of shareholder vs. stakeholder perspectives in the context of a company that provides a vital public service that has important environmental implications. The 2007 purchase of TXU, the... View Details

Keywords: Leveraged Buyouts; Transformation; Insolvency and Bankruptcy; Environmental Sustainability; Business and Shareholder Relations; Business and Stakeholder Relations; Energy Generation; Utilities Industry; Energy Industry; Texas

08 Sep 2016
News

How Netflix Built its House of Cards (and Changed TV Forever)

2011
Book

Getting to Giving: Fundraising the Entrepreneurial Way

By: Howard H. Stevenson and Shirley M. Spence

Getting to Giving is based on Stevenson's many years as a donor, fundraiser and entrepreneur. The book offers practical techniques and real life stories, and brings passion and humor to the art and science of asking for money. Topics included in the book... View Details

Keywords: Fund Raising; Fundraising; Non-profit Management; Strategy; Nonprofit Organizations; Philanthropy and Charitable Giving

September 2017
Case

Blackstone's Julia Kahr at the Summit

By: Paul A. Gompers, John D. Dionne and Amram Migdal

In 2009, Blackstone, the New York-based alternative asset and financial services firm, committed to invest up to $750 million into Summit Materials, a new company in the aggregates sector (i.e., construction materials, such as crushed stone, sand, gravel, cement,... View Details

September 2000
Case

Quokka Sports

By: Stephen P. Bradley, Thomas R. Eisenmann, Stephanie Mason Ogborne and Julie C. Toscano

Quokka Sports is an example of one of the new broadband services focused in total immersion sports. Quokka faces two issues: 1) the broadband infrastructure is emerging slowly so the type of services offered needs to be decided on. 2) Quokka faces an explosion of... View Details

Keywords: Digital Marketing; Decisions; Information Publishing; Infrastructure; Competition; Advertising Industry; Web Services Industry

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May 2021 (Revised August 2021)
Case

Melissa Wood Health: How to Win in the Creator Economy

By: Eva Ascarza

In October 2020, Melissa Wood-Tepperberg, founder of the digital subscription wellness platform Melissa Wood Health (MWH) and creator of ‘The MWH Method,’ was evaluating the strategic directions of her company. What had started as a way to share workouts and wellness... View Details

Keywords: Lifestyle Brand; Brands and Branding; Strategy; Partners and Partnerships; Negotiation

December 2004 (Revised April 2006)
Case

Mavens & Moguls: Because Marketing Matters...

By: Myra M. Hart, Kristin Lieb and Victoria Winston

Mavens & Moguls is a virtual marketing-consulting firm of approximately 40 professionals. Examines the processes by which Paige Arnof-Fenn (an HBS grad with deep industry experience)draws on her experience and her network to create a high-quality marketing consulting... View Details

Keywords: Networks; Values and Beliefs; Business Growth and Maturation; Organizational Structure; Marketing; Entrepreneurship; Experience and Expertise; Growth and Development Strategy; Consulting Industry

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09 Oct 2018
First Look

New Research and Ideas, October 9, 2018

tight labor market, it is critical to understand how to effectively reward employees. To address this question, we review relevant evidence that explains the importance of workplace rewards and recognition.... View Details

Keywords: Dina Gerdeman

November 2019 (Revised December 2020)
Case

Grupo Éxito: Facing Colombia's Competitive Grocery Retail Industry

By: José B. Alvarez, Carla Larangeira, Jenyfeer Martinez Buitrago and Miguel Diaz Moreno

Grupo Éxito, a leading South American retailer, faced declining market shares in Colombia in 2019 with the arrival of low-cost competitors and emerging digital trends. Originally founded in Medellín, Éxito had over the course of its seventy-year history evolved from a... View Details

Keywords: Grocery; Market Share; Information Technology; Trends; Competitive Strategy; Retail Industry; Colombia; Latin America

February 2024
Case

Continuity & Change at Boston Consulting Group

By: David G. Fubini, Suraj Srinivasan and David Lane

As the new CEO of Boston Consulting Group (BCG) since autumn 2021, Christoph Schweizer had big shoes to fill—his predecessor, Rich Lesser, had tripled the partnership’s total revenues and created digital initiatives that contributed 40+% of 2021 revenues, more than... View Details

Keywords: Business Organization; Change Management; Talent and Talent Management; Governance; AI and Machine Learning; Environmental Sustainability; Leading Change; Risk Management; Organizational Culture; Partners and Partnerships; Revenue; Growth and Development Strategy; Management Succession; Consulting Industry

18 Mar 2022
Blog Post

The Health Care Conference and the Convening Power of HBS

behalf of my employer. Up to that point, I was not seriously considering business school, but was totally wowed by the speakers featured in Klarman Hall that day and somewhere in the back of my mind, I started picturing myself as an MBA... View Details

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