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    Walter A. Friedman

    Walter A. Friedman is Director of the Business History Initiative and Lecturer.  He edits Business History Review with Geoff Jones. He specializes in business, labor, and economic history. He is author of Fortune Tellers: The Story of America's First... View Details

    Keywords: advertising; automobiles; automotive; electrical equipment; electronics; information technology industry; marketing industry; railroad; retailing; soft drink
    • March 2000 (Revised May 2000)
    • Case

    Spec's Music (A)

    By: John A. Davis and Susan Harmeling
    Presents the story of a music retailer in Miami which started in the late 1940s, grew throughout the 1960s and 1970s, and went public in 1985 before experiencing a deep industry crisis in the mid-1990s. At issue in 1996 is whether the company should attempt to sell... View Details
    Keywords: History; Family Business; Business Exit or Shutdown; Decision Choices and Conditions; Management Succession; Entrepreneurship; Crisis Management; Performance Improvement; Music Industry; Miami
    Related
    • Apr 15 2016
    • Testimonial

    Water for the World

    • May 1996 (Revised July 1998)
    • Case

    Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (A)

    By: V. Kasturi Rangan, Krishna G. Palepu, Ahu Bhasin, Mihir A. Desai and Sarayu Srinivasan
    A large, lucrative power plant is negotiated for construction/operation by an American power company in India's evolving privatized power sector. The process of incorporating the project is captured in this case. The American company will own and operate the plant in... View Details
    Keywords: Change Management; Forecasting and Prediction; Private Sector; Cross-Cultural and Cross-Border Issues; Emerging Markets; Market Entry and Exit; Agreements and Arrangements; Private Ownership; Projects; Energy Industry; India; United States
    Related
    • October 2016 (Revised January 2018)
    • Supplement

    BlackRock (C): Integrating BGI

    By: Ranjay Gulati, Jan W. Rivkin and Aldo Sesia
    This (C) case is a supplement to HBS case no. 717-404 “BlackRock (A): Selling the Systems?” View Details
    Keywords: Strategy; Competition; Information Technology; Asset Management; United States
    Related
    • October 2016 (Revised January 2018)
    • Supplement

    BlackRock (B): Acquire MLIM?

    By: Ranjay Gulati, Jan W. Rivkin, Stuart C. Gilson and Aldo Sesia
    This (B) case is a supplement to HBS case no. 717-404 “BlackRock (A): Selling the Systems?” View Details
    Keywords: Strategy; Competition; Information Technology; Asset Management; United States
    Related
    • November 2000 (Revised April 2004)
    • Case

    Airbus A3XX: Developing the World's Largest Commercial Jet (A)

    By: Benjamin C. Esty and Michael Kane
    In July 2000, Airbus Industries' supervisory board is on the verge of approving a $13 billion investment for the development of a new super jumbo jet known as the A3XX that would seat from 550 to 1,000 passengers. Having secured approximately 20 orders for the new jet,... View Details
    Keywords: Risk and Uncertainty; Investment; Forecasting and Prediction; Capital Budgeting; Valuation; Government and Politics; Demand and Consumers; Product Development; Product Positioning; Air Transportation Industry; Manufacturing Industry
    Related
    • 02 Dec 2021
    • News

    Harvard’s Dr. Frank Cespedes as a Guest Speaker at WU on Salesperson Performance and Compensation

    • May 1996 (Revised March 1998)
    • Case

    SaleSoft, Inc. (A)

    By: Das Narayandas
    SaleSoft, a start-up firm, markets Comprehensive Sales Automation Solutions (CSAS) that automate a firm's sales, marketing, and service functions. Even though the product has received very favorable responses from prospects, product complexity and a long buying cycle... View Details
    Keywords: Business Startups; Decisions; Revenue; Marketing Strategy; Product Launch; Sales; Opportunities; Information Technology; Technology Industry
    Related
    • October 2022
    • Case

    Cost Plus Drugs

    By: Alexander MacKay and James Barnett
    In September 2022, Mark Cuban Cost Plus Drugs Company CEO Alex Oshmyansky considered the future of the company. Cost Plus Drugs was a retailer for more than 340 generic oral medications, selling their drugs at significantly lower prices than typical pharmacies.... View Details
    Keywords: Business Ventures; Decision Making; Entrepreneurship; Ethics; Health; Markets; Social Enterprise; Society; Strategy; Health Care and Treatment; Business Divisions; Factories, Labs, and Plants; Health Industry; Pharmaceutical Industry; United States; Texas
    Related
    • March–April 2020
    • Article

    Pricing Policies that Protect your Brand

    By: Ayelet Israeli and Eugene F. Zelek Jr.
    When customers seek out online deals, it seems like a win for everybody: Brands, retailers, dealers, and distributors sell more goods, and buyers get a bargain. What's not to like? Here's the problem: Lured by rock-bottom online prices, customers often end up dealing... View Details
    Keywords: Price; Policy; Brands and Branding; E-commerce
    Related
    • June 2023 (Revised September 2023)
    • Simulation

    Managing the Customer Journey Marketing Simulation: Adobe's Data-Driven Operating Model (DDOM)

    By: Sunil Gupta, Rajiv Lal and Celine Chammas
    Adobe started monitoring Annual Recurring Revenue (ARR), one of its primary metrics, when it shifted from selling its software in a box to selling the software as a subscription-based cloud service. They wanted to know when, where, and how much to invest in marketing.... View Details
    Keywords: Customer Acquisition; Customer Journey; Marketing Strategy; Marketing; Customer Focus and Relationships; Budgets and Budgeting
    Related
    • 10 Nov 2020
    • Sharpening Your Skills

    Research News and Tips: Innovating Across Time Zones

    Danielle Li. American Economic Review: Insights (forthcoming). Selling your pivot story Young companies often shift gears to a new business strategy—pivoting—once the results of the original strategy have come home to roost. The question... View Details
    Keywords: by Sean Silverthorne
    • August 1993 (Revised November 1994)
    • Case

    Deaver Brown and Cross River, Inc.

    Cross River makes and sells an innovative, folding baby stroller to the U.S. market. The company has broken even in its first year, selling mainly to small retailers. CEO Deaver Brown urgently wants to expand distribution to national chains and has secured appointments... View Details
    Keywords: Expansion; Entrepreneurship; Product Marketing; Consumer Products Industry; United States
    Related
    • January 2001
    • Case

    Abgenix and the XenoMouse

    By: Robert J. Dolan
    Abgenix has a unique method for generating antibodies useful in treating a number of diseases, including cancer. In early 2000, the company's cancer has performed very well in animal testing and is moving to early stage human testing. Abgenix must decide whether to... View Details
    Keywords: Product Development; Marketing Strategy; Health Testing and Trials; Risk and Uncertainty; Technological Innovation; Innovation Strategy; Science-Based Business; Biotechnology Industry
    Related
    • October 1999 (Revised March 2000)
    • Case

    HP Consumer Products Business Organization: Distributing Printers via the Internet

    By: Rajiv Lal, Kirthi Kalyanam, Shelby Mc Intyre and Edie Prescott
    In spring 1998, Pradeep Jotwani, vice president and general manager of the Consumer Products Business Organization of the Hewlett-Packard Co. (HP), was contemplating the increasing success of e-commerce and its implications for his division. The consumer products group... View Details
    Keywords: Decision Choices and Conditions; Marketing Channels; Business Processes; Problems and Challenges; Partners and Partnerships; Sales; Business Strategy; Information Technology; Consumer Products Industry
    Related
    • May 1994 (Revised March 2008)
    • Case

    Barilla SpA (A)

    By: Janice H. Hammond
    Barilla SpA, an Italian manufacturer that sells to its retailers largely through third-party distributors, experienced widely fluctuating demand patterns from its distributors during the late 1980s. This case describes a proposal to address the problem by implementing... View Details
    Keywords: Order Taking and Fulfillment; Logistics; Supply Chain; Technology; Food and Beverage Industry; Manufacturing Industry; Italy
    Related
    • July 1982 (Revised July 2004)
    • Case

    Esmark, Inc. (B)

    By: William E. Fruhan Jr.
    Esmark's management sells its most valuable business and its most unattractive business in an effort to reposition itself and maximize shareholder value. View Details
    Keywords: Business Exit or Shutdown; Product Positioning; Business and Shareholder Relations; Reputation; Value
    Related
    • March 2010 (Revised June 2011)
    • Case

    Mirae Asset: Korea's Mutual Fund Pioneer

    By: Mukti Khaire, Michael Shih-ta Chen and G.A. Donovan
    Park Hyeon-Joo, the founder and chairman of Korea's earliest and largest mutual fund company, plans to expand internationally. After first offering emerging market funds to its Korean customers, the company then began selling local-currency funds in India and Brazil.... View Details
    Keywords: Developing Countries and Economies; Entrepreneurship; Investment; Global Strategy; Emerging Markets; Financial Services Industry; South Korea
    Related
    • 05 Jul 2006
    • Working Paper Summaries

    What Roosevelt Took: The Economic Impact of the Panama Canal, 1903-29

    Keywords: by Noel Maurer & Carlos Yu