Publications
Publications
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- All HBS Web
(8,219)
- Faculty Publications (2,850)
- August 1996
- Case
Howard, Shea & Chan Asset Management (B); The Partnership Meeting
Continues the plot about growth and sales strategies, and adds interesting pricing and sales compensation elements. The partners' meeting sharpens the disagreements among the five partners, and forces Anne Howard, the managing partner, to develop a clear action plan. View Details
- August 1996 (Revised August 1997)
- Case
TNT Limited's Logistics Services in Asia (A): The Strategy
By: Michael Y. Yoshino and Carin-Isabel Knoop
Meredith Hellicar's mission as general manager of corporate development is to make TNT Ltd. one of the biggest and most diverse transport and logistic companies in the world, with approximately $5 billion in turnover in 1993, a leading provider of logistics services in... View Details
- July 1996 (Revised January 1997)
- Case
Northwest Airlines: Strategic Alliance and Strategic Position--May 1996
By: Leonard A. Schlesinger and Davis Dyer
Describes the strategic position of Northwest Airlines in 1996 and discusses its financial rebound and changes and improvements since the 1993 restructuring agreement. Describes the company's new strategy and its management of principal strategic assets, focusing at... View Details
- July – August 1996
- Article
Manage Marketing by the Customer Equity Test
By: Robert C. Blattberg and J. A. Deighton
- June 1996 (Revised March 1998)
- Case
Skandia AFS: Developing Intellectual Capital Globally
By: Christopher A. Bartlett and Takia Mahmood
Focuses on the measurement and management of organizational knowledge as a strategic asset, and on the deployment of information technology, organizational structure, and processes in leveraging that asset. View Details
- June 1996 (Revised November 1996)
- Background Note
Economic Gains from Trade: Comparative Advantage
By: Robert E. Kennedy and Nancy F. Koehn
How nations trade and whether they benefit from it are two of the oldest and most important questions in political economy. In the 170 years since David Ricardo formally developed the theory of comparative advantage, it has become one of the principles most widely... View Details
- May 1996
- Background Note
The GM's Operational Challenge: Managing Through People
By: Christopher A. Bartlett and Ashish Nanda
Highlights and explores how a general manager adds value to the firm at the operational level by managing through people. Discusses how assumptions about human motivation influence the employment contract that the general manager implicitly enters into with the workers... View Details
- May 1996 (Revised November 2018)
- Case
Ecolab, Inc.
By: Ashish Nanda
By 1993, Ecolab has established a dominant market position in the institutional cleaning industry. As the company’s principal competitor, Diversify, drives sales aggressively, Ecolab president Al Schuman faces a choice about how best to market Ecolab’s offerings.... View Details
- May 1996 (Revised December 1996)
- Case
Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (B)
By: Krishna G. Palepu, V. Kasturi Rangan and Sarayu Srinivasan
A new administration/government takes power in a state in India and cancels a power project agreed upon/created by the previous state government and an American-based energy company. The project cancellation is based on allegations of irregularities, exorbitant costs,... View Details
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1978 Negotiation, Baxter Management Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing... View Details
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1978 Negotiation, Local 190 Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing... View Details
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1983 Negotiation, Baxter Management Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing... View Details
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1983 Negotiation, Local 190 Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing... View Details
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1985 Negotiation Baxter Management Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
ncludes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing... View Details
- April 1996 (Revised May 2008)
- Exercise
Adam Baxter Company/Local 190: 1985 Negotiation, Local 190 Confidential Information
By: Kathleen L. McGinn and Victoria Medvec
Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing... View Details
- April 1996 (Revised April 2004)
- Case
Virtual Vineyards
By: Jeffrey F. Rayport, Alvin J. Silk, Lisa Klein Pearo and Thomas A. Gerace
Virtual Vineyards markets wine from small California vineyards directly to consumers through its site on the World Wide Web. It also facilitates fulfillment of customer orders. The case focuses on the ways in which Virtual Vineyards provides value to end consumers... View Details
- April 1996 (Revised March 1997)
- Case
Jason Bosworth
By: William J. Poorvu and John H. Vogel Jr.
Jason Bosworth is a real estate investor who wants to purchase apartments for a $300 million limited partnership in which he is the general partner. This case is part of a negotiation game simulation that includes Sunshine Villas, Silver Lane Apartments, and Major... View Details
- March 1996 (Revised January 1997)
- Case
America Online: Using Information Technology to Better Serve the Customer
By: James I. Cash Jr. and Judy E. Stahl
Mike Connors, president of AOL Technologies, examines several efforts to correct operational problems inhibiting the company's growth. What will need to be done to support growth and counter competition from Prodigy, Compuserv, and Internet-related services? View Details
- March 1996 (Revised January 1997)
- Case
Scott Cook and Intuit
By: James L. Heskett
Scott Cook has just learned that Microsoft has withdrawn its $2 billion offer for his company Intuit. Because of his company's prospects, he is elated. But he now must decide the direction in which to take his company while continuing to focus on the formula of... View Details
- February 1996 (Revised November 1996)
- Case
Wainwright Industries (A): Beyond the Baldrige
By: Rosabeth M. Kanter and Norman Klein
Traces the growth of Wainwright, a small automotive supply company, focusing on its commitment to quality in 1981 and the evolution of its quality culture. Breakthrough programs that stress "trust and belief" in the workforce and commitment to customers result in... View Details