Publications

September 2013 (Revised June 2016)
Case

The Morning Star Company: Self-Management at Work

By: Francesca Gino, Bradley R. Staats, Brian J. Hall and Tiffany Y. Chang

Morning Star, a collection of affiliated companies, had grown steadily since 1970 when Chris Rufer, president and founder, started the business hauling tomatoes to processing plants in a truck. The company's main products continued to be tomato-based, including a... View Details

Keywords: Business or Company Management; Motivation and Incentives; Working Conditions; Plant-Based Agribusiness; Food; Management Practices and Processes; Compensation and Benefits; Manufacturing Industry; Agriculture and Agribusiness Industry

October 1993 (Revised September 1994)
Case

Becton Dickinson: Worldwide Blood Collection Team

By: Christopher A. Bartlett and Kathleen Scharf

Describes Becton Dickinson's evolving attempt to develop products and strategies to meet worldwide competitive and market needs. Traces the evolution of a classic parent company-led product-market strategy to truly transnational product and strategy development.... View Details

Keywords: Global Strategy; Product Development; Innovation and Management; Competitive Advantage; Multinational Firms and Management

Co-Chair, Driving Digital Strategy

Sunil Gupta is the Edward W. Carter Professor of Business Administration and co-chair of the executive program on Driving... View Details

Keywords: consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products

George A. Riedel

George A. Riedel is the Henry B. Arthur Fellow and Senior Lecturer in the General Management Unit, where he currently teaches TEM (The Entrepreneurial Manager) and acts as a Section Chair in the Required Curriculum (RC). He has also taught TOM (Technology and... View Details

January 1998
Case

Connecticut Spring and Stamping Corporation (B)

By: H. Kent Bowen, Massimo Russo and Steven J. Spear

Connecticut Spring and Stamping Corp. (CSSC), a 50-year-old spring manufacturing and metal stamping firm, is experiencing slow sales growth and feeling the impact of global competition. The company has over 800 customers but little understanding of those customers'... View Details

Keywords: Globalization; Competency and Skills; Organizational Change and Adaptation; Production; Customer Relationship Management; Quality; Training; Performance Efficiency; Cost Management; Sales; System

Research Summary

Overview

By: Iavor I. Bojinov

Over the last decade, technology companies like Amazon, Google, and Netflix have pioneered data-driven research and development processes centered on massive experimentation. However, as companies increase the breadth and scale of their experiments to millions of... View Details

05 Jul 2006
Working Paper Summaries

Behavioral Operations

Keywords: by Francesca Gino & Gary P. Pisano

December 2017
Case

Charity or Bribery?

By: Eugene Soltes and Brian Tilley

Filip Kowalski, a senior manager at the pharmaceutical company Healthgen, leads sales for the firm’s Polish division. While pitching Healthgen’s products, he develops a relationship with a director of a regional health fund who also runs a private foundation. After a... View Details

Keywords: Bribery; Crime and Corruption; Law; Ethics; Philanthropy and Charitable Giving; United States; Europe

September 2016 (Revised February 2017)
Case

ZenRecruit: Sales Coaching and Performance Reviews

By: Mark Roberge

Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two... View Details

Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Marketing; Entrepreneurship; Sales

February 2000 (Revised September 2002)
Case

Forever: De Beers and U.S. Antitrust Law

By: Debora L. Spar and Jennifer Burns

For over a century, the international diamond market has been dominated by one of the most successful cartels on earth. Run by the legendary De Beers Corp., the cartel has managed to keep diamond prices increasing and to prevent the defection that dooms most other... View Details

Keywords: Lawfulness; Monopoly; Luxury; Business and Government Relations; Consumer Products Industry; Consumer Products Industry; Africa; United States

July 2020
Case

Applying Data Science and Analytics at P&G

By: Srikant M. Datar, Sarah Mehta and Paul Hamilton

Set in December 2019, this case explores how P&G has applied data science and analytics to cut costs and improve outcomes across its business units. The case provides an overview of P&G’s approach to data management and governance, and reviews the challenges associated... View Details

Keywords: Data Science; Analytics; Analysis; Information; Information Management; Information Types; Innovation and Invention; Strategy; Analytics and Data Science; Consumer Products Industry; United States; Ohio

July 2004 (Revised July 2004)
Case

Man Group plc

By: Andre F. Perold and Herve Duteil

In 2004, Man Group was the world's largest packager and distributor of investment vehicles tied to hedge funds. The firm had an equity market capitalization of $10 billion and funds under management of $38 billion. Man's offerings spanned a wide range of risk/reward... View Details

Keywords: Capital Markets; Investment; Investment Return; Investment Funds; Global Strategy; Distribution; Product Development; Financial Services Industry

Find at Harvard

January 1973 (Revised March 2006)
Case

Tyler Abrasives, Inc.

Involves multinational pricing policy. Should a multinational industrial products supplier, with plants on several continents, grant a single worldwide price on given products to multinational customers who purchase on several continents? If so, what should the... View Details

Keywords: Organizational Change and Adaptation; Marketing Strategy; Price; Multinational Firms and Management; Sales; Industrial Products Industry

April 1998 (Revised November 1999)
Case

Hambrecht & Quist

By: Thomas J. DeLong and Nicole Tempest

Hambrecht & Quist (H&Q), an investment bank headquartered in San Francisco, has a very unique culture relative to its Wall Street counterparts. Firm members and even competitors describe the culture as entrepreneurial, team-driven, non-bureaucratic, and... View Details

Keywords: Mergers and Acquisitions; Corporate Entrepreneurship; Investment Banking; Growth and Development Strategy; Emerging Markets; Organizational Culture; Competitive Advantage; Banking Industry; San Francisco