Publications

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February 1992 (Revised September 2003)
Case

Beech-Nut Nutrition Corporation (A-1)

By: Lynn S. Paine

The CEO of Beech-Nut Nutrition Corp. must decide what to do when he receives information that the company's supply of apple juice concentrate may be adulterated. The concentrate is used in many of the company's juice products. It appears that others in the company may... View Details

Keywords: Quality; Law; Ethics; Nutrition; Management Teams; Decisions; Business or Company Management; Communication; Governance Compliance; Information Management; Corporate Finance; Food and Beverage Industry; United States

09 May 2016
Working Paper Summaries

What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?

Keywords: by Kenneth A. Froot, Namho Kang, Gideon Ozik, and Ronnie Sadka; Financial Services

03 Jan 2011
News

Leadership Lessons: Oprah's Journey to "OWN" Cableland

April 1993 (Revised July 1994)
Case

MathSoft, Inc. (A)

By: V. Kasturi Rangan

MathSoft's VP of sales has doubled the size of the company's direct field sales force to support the launch of a new, high-end workstation software product priced at almost $9,000. However, sales of the new product are far below plan. At the same time, the VP of... View Details

Keywords: Information Technology; Corporate Entrepreneurship; Applications and Software; Communication Strategy; Salesforce Management; Marketing Channels; Advertising; Product Launch; Information Technology Industry; Industrial Products Industry; United States

To stay ahead of the pack, you must translate your organization's competitive strategy into day-to-day actions that will enable your company to win in the marketplace. This means channeling resources into the right efforts, striking a balance between innovation and... View Details

March 2005 (Revised August 2019)
Case

Cisco Systems: Managing the Go-to-Market Evolution

By: V. Kasturi Rangan

With the collapse of the dot-com market and related shrinkage in the high-tech industry, Cisco took a dip in its sales and profits in 2001. Coming back from the recession, Cisco had to manage and evolve its go-to-market strategy and design in keeping with its new... View Details

Keywords: Change Management; Design; Business Cycles; Growth and Development Strategy; Marketing Channels; Marketing Strategy; Market Entry and Exit; Business Strategy

February 1982 (Revised November 1994)
Case

San Fabian Supply Co. (Philippines)

MacDowell Corp., a producer of construction supplies, terminated its exclusive distribution arrangement with San Fabian Supply Co., its sole distributor in the Philippines for nearly 20 years. Paul Cheng the owner of San Fabian had to decide whether to accept... View Details

Keywords: Relationships; Distribution Channels; Construction Industry; Manufacturing Industry; Philippines

October 31, 2017
Article

In Tackling #MeToo, Don’t Ignore Micro-Insults That Harm Women’s Careers

By: Rosabeth Moss Kanter

The Harvey Weinstein horror show has brought attention to previously unspoken abuses of male power to sexually harass and suppress women. Prominent women are joining the #MeToo moment, feeling safety in numbers as they reveal facing egregious bullying. Businesses are... View Details

Keywords: Sexual Harassment; Gender Inequality; Gender; Equality and Inequality; Change; Safety; Corporate Governance

Read Now

15 Jan 2020
News

This 5 Second Trick Has Been Proven To Drastically Improve Your Presentation Skills

2010
Working Paper

Employee Selection as a Control System

By: Dennis Campbell

Theories from the economics, management control, and organizational behavior literatures predict that when it is difficult to align incentives by contracting on output, aligning preferences via employee selection may provide a useful alternative. This study... View Details

Keywords: Accounting; Decision Making; Governance Controls; Employees; Selection and Staffing; Management Systems; Financial Services Industry

07 Jul 2020
News

SmileDirectClub Looks Beyond Direct-to-Consumer Marketing

September 1988 (Revised June 1993)
Case

Ring Medical

By: V. Kasturi Rangan

Describes the progress of a new product launch (HCS-100, a hospital communication system). Ring Medical has sold only five systems in six months against an annual target of 30. There is a lack of agreement internally on how the new product effort should be organized.... View Details

Keywords: Conferences; Marketing Strategy; Product Launch; Distribution Channels; Performance

August 2014
Case

Netflix in 2011

By: Willy Shih and Stephen Kaufman

Reed Hastings founded Netflix to provide a home movie service that would do a better job satisfying customers than the traditional retail rental model. But as it encountered challenges it underwent several major strategy shifts, ultimately developing a business model... View Details

July 1993 (Revised September 1994)
Case

Goodyear: The Aquatred Launch

By: John A. Quelch

After many years of R&D, Goodyear has developed the Aquatred, an innovative new tire. However, the tire industry has matured and evolved, raising questions concerning the Aquatred's ability to gain support from Goodyear's independent tire dealers. Students must use... View Details

Keywords: Change Management; Consumer Behavior; Distribution Channels; Brands and Branding; Innovation and Invention; Auto Industry; Rubber Industry; United States

March 2002 (Revised May 2010)
Case

Apple Stores

This case reveals the genesis of the Apple Stores, a revolutionary retail concept launched by Ron Johnson, Apple Computer's senior vice president of retail. In January 2002, Apple Computer was at the eve of one of the most stunning commercial successes ever known in... View Details

Keywords: Competitive Advantage; Marketing Channels; Consumer Behavior; Innovation and Invention; Computer Industry; Retail Industry

Profile

Jason A. Kilar

Jason Kilar, the founding CEO of Hulu and CEO and co-founder of his newest venture Vessel, likes to point out that serendipity and luck have played a big role in his success. Take his introduction to the world of entrepreneurship. He arrived at HBS in the fall of 1995... View Details

29 Nov 2012
News

Who is going to innovate and truly lead sustainable business?

2010
Simulation

Marketing Simulation: Managing Segments and Customers

By: Das Narayandas

In this single-player simulation, students assume the position of CEO of a medical motor manufacturer and are tasked with executing a successful business-to-business marketing strategy over a period of twelve fiscal quarters. Students determine all aspects of the... View Details

Keywords: Marketing Strategy; Salesforce Management; Distribution Channels; Price; Product Positioning; Customer Relationship Management; Profit; Revenue; Cost vs Benefits; Policy; Manufacturing Industry