Publications
Publications
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- All HBS Web
(8,211)
- Faculty Publications (2,852)
- September–October 1987
- Article
Manage Customers for Profits (Not Just Sales)
By: Benson P. Shapiro, V. K. Rangan, Rowland T. Moriarty and Elliot Ross
- September 1987
- Background Note
What Do Venture Capitalists Do?
Presents the results derived from 49 responses to a questionnaire mailed to 100 venture capitalists in late 1984. The purpose of the survey was to shed light on the relationship between venture capitalists and their portfolio companies. The survey revealed that the... View Details
- June 1987
- Supplement
Au Bon Pain: Interviews with Ron Shaich and Len Schlesinger, Video
By: W. Earl Sasser, Christopher Hart and Lucy N. Lytle
To be used with Au Bon Pain: The French Bakery Cafe, the Partner/Manager Program. View Details
- April 1987 (Revised January 1990)
- Background Note
The New Intimacy
Describes how close relationships with customers require close interfunctional and interdivisional coordination. Explains where the closest vendor/customer relationships arise and how they stress internal coordination. Also enumerates and briefly describes the way in... View Details
Keywords: Customer Focus and Relationships
- March 1987 (Revised April 1987)
- Background Note
Specialties vs. Commodities: The Battle for Profit Margins
Explains the differences between commodities and specialties and defines four different types of specialty products. The analysis is customer oriented. Special attention is given to the distinctions between functions (product- ) and relationship (vendor-oriented)... View Details
Keywords: Goods and Commodities
- March 1987 (Revised July 1996)
- Case
Kansas City Zephyrs Baseball Club, Inc.
By: Kenneth A. Merchant, Krishna G. Palepu and Joseph P. Mulloy
Describes a dispute between the owners of the major league baseball teams and the players' union about the profitability of the baseball teams. The issue is important because of the ongoing collective bargaining negotiations. A consultant is brought in to decide... View Details
- December 1986 (Revised November 1989)
- Case
Hewlett-Packard: Manufacturing Productivity Division (A)
By: Benson P. Shapiro and Lawrence B. Levine
In late summer 1986, the management of the Manufacturing Productivity Division (MPD) of Hewlett-Packard (HP) was in the process of making major market selection and product policy decisions. MPD is a small division which develops and markets manufacturing productivity... View Details
- 01 Dec 1986
- Conference Presentation
A Group Decision Support System for Idea Generation and Issue Analysis in Organization Planning
By: L. M. Applegate, B. R. Konsynski and J. F. Nunamaker
- November 1986 (Revised October 1995)
- Case
Suzanne de Passe at Motown Productions (A)
By: Linda A. Hill
Illustrates: 1) the impact of a manager's leadership style on corporate culture, direction, and performance; 2) the concept of fit between leadership style and the requirements of situations in which managers find themselves; and 3) the need for managers to adapt their... View Details
- October 1986 (Revised July 2010)
- Case
Karen Leary (A)
By: Linda A. Hill
Describes the evolution of the working relationship of Karen Leary, a new manager of a Merrill Lynch retail branch, and Ted Chung, a new financial consultant in the branch. Leary has some concerns about her working relationship with Chung and with his performance.... View Details
- autumn 1986
- Article
Top Management Teams and Corporate Success in an Emerging Industry
By: Michael Tushman and B. Virany
- June 1986
- Case
Premier Furniture Co.
By: Thomas R. Piper
A credit analyst for a furniture manufacturer is confronted with two customers who have exceeded their credit limits. The financial performance of each has been weak, and one of the customers has a highly leveraged balance sheet. Industry conditions are weak; the... View Details
- June 1986 (Revised July 1990)
- Case
OTISLINE (A)
By: F. Warren McFarlan and Donna B. Stoddard
Describes the company's use of information technology to strengthen its position in the elevator sales and service market. Also demonstrates how information technology can be used to better manage and control a large geographically dispersed service organization. View Details
- January 1986 (Revised March 1997)
- Case
Horizon Group
Contains a description of a situation confronting the co-founder of a company planning to produce software for microcomputers. The company has just completed raising money from some wealthy investors by forming an R&D Limited Partnership. Development of the program (an... View Details
- September 1985 (Revised July 2007)
- Case
Population Services International: The Social Marketing Project in Bangladesh
Population Services International (PSI) was a not-for-profit agency founded to disseminate family planning information and to market birth control products, primarily in less developed countries seeking to curb their population explosions. In 1976, PSI concluded an... View Details