Publications

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September 1983
Case

Harley-Davidson: Marketing Strategy for Motorcycles--1977

Incorporates material on AMF, Harley-Davidson's parent company. This information is designed to permit analysis of Harley-Davidson in the context of AMF's corporate strategy and overall business portfolio. A rewritten version of two earlier cases. View Details

Keywords: Marketing Strategy; Corporate Strategy; Motorcycle Industry

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February 2015 (Revised April 2015)
Case

The Board of Directors at Market Basket

By: Jay W. Lorsch and Emily McTague

The firing of Market Basket CEO Arthur T. Demoulas by his cousin, Arthur S. Demoulas, and directors affiliated with him set off employee protests throughout the grocery store chain. Industry specialists estimated that Market Basket was losing close to ten million... View Details

Keywords: Organizational Behavior; Shareholder Votes; Board Of Directors; Board Dynamics; Board Decisions; Boards; Grocery; Organizational Culture; Organizational Structure; Business and Shareholder Relations; Corporate Governance; Food and Beverage Industry; New England

Research Summary

Markets of Progress: Coffee, Commerce, and Community in the Soconusco, Chiapas, 1867-1920

Markets of Progress presents a new holistic story of rural development in Mexico at the turn of the century. In the Soconusco, as in regions throughout the world, the accelerating circulation of commodities and capital, ideas and immigrants reshaped society... View Details

Keywords: Commodities; Coffee; Mexico; Foreign Investment; Institutions; Immigration; Developing Agriculture; Development; Export Crop; Emerging Market; Property Rights; Labor History; History; Capital Markets; Business History; Agriculture and Agribusiness Industry; Latin America; Mexico; Central America

February 2000 (Revised April 2003)
Case

InSite Marketing Technology (B)

By: Lynda M. Applegate and Genevieve J.S. Feraud

Provides students an example of partnerships/acquisitions that allow delivery of packaged solutions to customers in the electronic commerce space. View Details

Keywords: Mergers and Acquisitions; Customer Focus and Relationships; Customer Satisfaction; Entrepreneurship; Partners and Partnerships; Strategy; Business Strategy; Web Services Industry

January 2007 (Revised December 2007)
Case

PSI: Social Marketing Clean Water

By: V. Kasturi Rangan, Nava Ashraf and Marie Bell

Senior management at PSI, arguably the world's largest and most successful social marketer with impressive achievements in the field of family planning, HIV/AIDS, and malaria prevention must determine what to do about their slow-to-take-off clean water initiative.... View Details

Keywords: Investment Funds; Health Care and Treatment; Social Marketing; Natural Environment; Social Enterprise; Business Strategy

21 Jun 2010
Research & Ideas

Strategy and Execution for Emerging Markets

key questions: In this particular market, which market institutions are working, and which institutions are missing? Which parts of our business model can be adversely affected by these institutional voids?... View Details

Keywords: by Martha Lagace

2022
Chapter

Coordinating Marketing and Sales in B2B Organizations

By: Frank V. Cespedes

This chapter focuses on the topic of coordinating marketing and sales in Business-to-Business (B2B) organizations. It provides an historical overview, indicating that this is not a new issue facing firms, that the business press has outlined a recurring set of... View Details

Keywords: Marketing; Practice; Research; Sales

27 Oct 2002
Research & Ideas

Want a Happy Customer? Coordinate Sales and Marketing

business markets, and the "trade" (wholesalers and retailers) in consumer goods markets. Marketing was cerebral, creative and long-term oriented; and sales was action-oriented,... View Details

Keywords: by Benson Shapiro

May 2009 (Revised January 2011)
Case

Enel: Power, Russia, and Global Markets

By: Rawi E. Abdelal, Richard H.K. Vietor and Sogomon Tarontsi

Although the global trend toward liberalization of electric utilities forced Enel, the largest power company in Italy, to give up some of its assets in its home base, it also opened up many opportunities abroad, including in Russia, one of the largest electricity... View Details

Keywords: Mergers and Acquisitions; Energy Generation; Foreign Direct Investment; Global Strategy; Globalized Firms and Management; Globalized Markets and Industries; Business and Government Relations; Utilities Industry; Russia; Italy

February 2019 (Revised October 2019)
Case

Extend Fertility: Conceiving the Market for Egg Preservation (A)

By: Debora L. Spar and Olivia Hull

In April 2003, entrepreneur and MBA student Christy Jones was planning a new venture to help women preserve their fertility. Her company, Extend Fertility, would commercialize a technique known as egg freezing, in which a woman’s eggs were extracted and stored at low... View Details

Keywords: Assisted Reproduction; Entrepreneur; Health And Wellness; Fertility; Infertility; Women's Health; Creating Markets; Egg Freezing; Fertility Clinic; Entrepreneurship; Strategy; Marketing Strategy

March 2002 (Revised May 2002)
Case

Genzyme: Engineering the Market for Orphan Drugs

Genzyme has made money with external technology in orphan drug markets generally considered to be too small to be attractive to other drug companies. Now competition is entering these same markets, placing Genzyme's business model under new pressures. View Details

Keywords: Business Model; Information Technology; Market Entry and Exit; Biotechnology Industry; Pharmaceutical Industry

December 2012
Background Note

Are Daily Deals Good for Merchants?

By: Sunil Gupta, Timothy Keiningham, Ray Weaver and Luke Williams

In the relatively short time since Groupon was founded, the response to "daily deals"—services that promote businesses by marketing deeply discounted, pre-paid vouchers to an online subscriber base—has by all accounts been spectacular. Our evaluation of daily deals is... View Details

Keywords: Marketing; Technology; Business Strategy; Digital; Marketing Strategy; Web Services Industry

08 Sep 2016
Working Paper Summaries

A Model of Credit Market Sentiment

Keywords: by Robin Greenwood, Samuel G. Hanson, and Lawrence J. Jin; Financial Services

February 2023
Supplement

Nexus Market (B): After the Ultimatum

By: Tsedal Neeley and Jeff Huizinga

This case reveals how the situation with Nexus Market and its Ukrainian and Russian subcontractors was resolved. The conclusion to the story of a Silicon Valley start-up executive facing an ultimatum from a team of Ukrainian subcontractors to cut ties with a separate... View Details

Keywords: International Relations; Conflict and Resolution; Business and Stakeholder Relations; Technology Industry; United States; Ukraine; Russia; Europe

30 May 2000
Research & Ideas

Market Makers Bid for Success

In late February, Harvard Business School professor Bill Sahlman spoke with two former MBA students, Scott Randall ('87) and Glen Meakem ('91), to discuss their perspectives on organizing markets in a new... View Details

Keywords: by Staff; Web Services; Technology

01 May 2008
Research & Ideas

The Marketing Challenges of the China Olympics

Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business... View Details

Keywords: by John Quelch; Sports

October 2016
Case

Moshe Kahlon: Telecommunications Reform and Competition in Israel's Cellular Market (A)

By: Joshua Margolis, Amram Migdal and Kerry Herman

The case addresses reforms to regulations in Israel’s telecommunications industry initiated and implemented under the leadership of Minister of Communications Moshe Kahlon in 2009-2010. The case highlights the challenges faced by a politician attempting to institute... View Details