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      • May 2011 (Revised July 2015)
      • Case

      Ford Motor Company: Strengthening the Dealer Network

      By: V. Kasturi Rangan, Katharine Lee and Marie Bell
      The case describes a five-year effort (2006-2011) of distribution rationalization and consolidation at Ford. The financial crisis in the second-half of 2008 forced GM and Chrysler into bankruptcy. Having completed the distribution overhaul work by 2011, its senior... View Details
      Keywords: Strategy; Product; Distribution; Consolidation; Distribution Channels; Transformation; Business Processes; Auto Industry
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      Rangan, V. Kasturi, Katharine Lee, and Marie Bell. "Ford Motor Company: Strengthening the Dealer Network." Harvard Business School Case 511-132, May 2011. (Revised July 2015.)
      • April 2011
      • Teaching Note

      Designs by Kate: The Power of Direct Sales (Brief Case)

      By: John A. Deighton and Sarah Abbott
      Teaching Note to 4277. View Details
      Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Marketing Strategy; Marketing Channels; Compensation and Benefits; Sales
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      Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales (Brief Case)." Harvard Business School Teaching Note 114-285, April 2011.
      • March 2011 (Revised August 2012)
      • Case

      Groupon

      By: Sunil Gupta, Ray Weaver and Dharmishta Rood
      On November 4, 2011, Groupon, a marketing services company that promoted local businesses by selling deeply discounted vouchers for their products and services, completed its initial public offering that valued the company at $17 billion. Within a year Groupon's share... View Details
      Keywords: Budgets and Budgeting; Customers; Entrepreneurship; Growth and Development; Marketing Channels; Competitive Strategy; Value Creation
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      Gupta, Sunil, Ray Weaver, and Dharmishta Rood. "Groupon." Harvard Business School Case 511-094, March 2011. (Revised August 2012.)
      • 2011
      • Working Paper

      Do Powerful Politicians Cause Corporate Downsizing?

      By: Lauren H. Cohen, Joshua D. Coval and Christopher J. Malloy
      This paper employs a new empirical approach for identifying the impact of government spending on the private sector. Our key innovation is to use changes in congressional committee chairmanship as a source of exogenous variation in state-level federal expenditures. In... View Details
      Keywords: Economic Growth; Investment; Spending; Government Administration; Employment; Managerial Roles
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      Cohen, Lauren H., Joshua D. Coval, and Christopher J. Malloy. "Do Powerful Politicians Cause Corporate Downsizing?" NBER Working Paper Series, No. 15839, March 2011.
      • February 2011 (Revised December 2012)
      • Case

      Coca-Cola on Facebook

      By: John Deighton and Leora Kornfeld
      In late 2008, executives at Coca-Cola had to decide what to do with a fan-created page on Facebook that had amassed over one million followers in three months. From a legal point of view the fan-created page was in violation of Facebook's terms of service as a... View Details
      Keywords: Change Management; Governance Controls; Policy; Brands and Branding; Marketing Channels; Social and Collaborative Networks; Food and Beverage Industry
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      Deighton, John, and Leora Kornfeld. "Coca-Cola on Facebook." Harvard Business School Case 511-110, February 2011. (Revised December 2012.) (request a courtesy copy.)
      • February 2011 (Revised August 2012)
      • Teaching Note

      Emotiv Systems Inc.: It's the Thoughts that Count (TN)

      By: Elie Ofek and Natalie Kindred
      Teaching Note for 510050. View Details
      Keywords: Product Launch; Technological Innovation; Applications and Software; Decision Choices and Conditions; Games, Gaming, and Gambling; Marketing Channels; Price
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      Ofek, Elie, and Natalie Kindred. "Emotiv Systems Inc.: It's the Thoughts that Count (TN)." Harvard Business School Teaching Note 511-072, February 2011. (Revised August 2012.)
      • January 2011 (Revised April 2012)
      • Case

      BBVA Compass: Marketing Resource Allocation

      By: Sunil Gupta and Joseph Davies-Gavin
      BBVA Compass, the 15th largest commercial bank in the U.S., is a part of the BBVA Group of Spain, the second largest bank in Spain with $755 billion in assets. In December 2010, Frank Sottosanti, Chief Marketing Officer of BBVA Compass, was reviewing the marketing... View Details
      Keywords: Advertising; Resource Allocation; Marketing Channels; Marketing Strategy; Performance Evaluation; Banking Industry; United States
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      Gupta, Sunil, and Joseph Davies-Gavin. "BBVA Compass: Marketing Resource Allocation." Harvard Business School Case 511-096, January 2011. (Revised April 2012.)
      • January – February 2011
      • Article

      'Bricks and Clicks': The Impact of Product Returns on the Strategies of Multichannel Retailers

      By: Elie Ofek, Zsolt Katona and Miklos Sarvary
      The Internet has increased the flexibility of retailers, allowing them to operate an online arm in addition to their physical stores. The online channel offers potential benefits in selling to customer segments that value the convenience of online shopping, but it also... View Details
      Keywords: Price; Profit; Marketing Channels; Consumer Behavior; Online Technology; Retail Industry
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      Ofek, Elie, Zsolt Katona, and Miklos Sarvary. "'Bricks and Clicks': The Impact of Product Returns on the Strategies of Multichannel Retailers." Marketing Science 30, no. 1 (January–February 2011).
      • 2011
      • Article

      How Do Networks Matter? The Performance Effects of Interorganizational Networks

      By: Ranjay Gulati, D. Lavie and Ravi Madhavin
      A growing body of research suggests that an organization's ties to other organizations furnish resources that bestow various benefits. Scholars have proposed different perspectives on how such networks of ties shape organizational behavior and performance outcomes, but... View Details
      Keywords: Management Systems; Organizational Design; Performance; Performance Effectiveness; Networks; Partners and Partnerships; Research; Perspective; Value
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      Gulati, Ranjay, D. Lavie, and Ravi Madhavin. "How Do Networks Matter? The Performance Effects of Interorganizational Networks." Research in Organizational Behavior 31 (2011): 207–224.
      • 2010
      • Book

      Seven Strategy Questions: A Simple Approach for Better Execution

      By: Robert L. Simons
      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
      Keywords: Decision Choices and Conditions; Innovation and Management; Resource Allocation; Business Processes; Organizational Culture; Competitive Strategy
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      Simons, Robert L. Seven Strategy Questions: A Simple Approach for Better Execution. Harvard Business Review Press, 2010.
      • October 2010 (Revised November 2010)
      • Case

      The NFL's Digital Media Strategy

      By: Anita Elberse, C. Kelsey Calhoun and Daven Johnson
      In late 2009, Brian Rolapp, senior vice president of media strategy and digital media for the NFL, was faced with the challenge of determining the league's strategic approach to the wireless market—and presenting his views to NFL team owners. What was the league's best... View Details
      Keywords: Business Model; Marketing Channels; Marketing Strategy; Media; Distribution Channels; Mobile and Wireless Technology; Sports Industry
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      Elberse, Anita, C. Kelsey Calhoun, and Daven Johnson. "The NFL's Digital Media Strategy." Harvard Business School Case 511-055, October 2010. (Revised November 2010.)
      • October 2010
      • Article

      The Emerging Capital Market for Nonprofits

      By: Robert S. Kaplan and Allen S. Grossman
      Many of our largest and most successful companies today did not exist 50 years ago. During this same time interval, companies that ranked among top in the 1960s have disappeared, been merged out of existence, or become much smaller presences in the U.S. industrial... View Details
      Keywords: Capital Markets; Investment Funds; Philanthropy and Charitable Giving; Corporate Accountability; Management Practices and Processes; Infrastructure; Corporate Social Responsibility and Impact; Performance Effectiveness; Nonprofit Organizations
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      Kaplan, Robert S., and Allen S. Grossman. "The Emerging Capital Market for Nonprofits." Harvard Business Review 88, no. 10 (October 2010).
      • September 2010 (Revised April 2012)
      • Case

      Better World Books

      By: Michael I. Norton, Fiona Wilson, Jill Avery and Thomas J. Steenburgh
      Better World Books, a young start-up, provides a socially conscious alternative to Amazon, collecting and selling used books to keep them out of the waste stream, while donating a portion of their profits to support global literacy efforts. The case presents an... View Details
      Keywords: Business Model; For-Profit Firms; Marketing Strategy; Social Marketing; Corporate Social Responsibility and Impact; Public Opinion; Social Issues; Online Technology; Retail Industry
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      Norton, Michael I., Fiona Wilson, Jill Avery, and Thomas J. Steenburgh. "Better World Books." Harvard Business School Case 511-057, September 2010. (Revised April 2012.)
      • September 2010
      • Case

      NetApp

      By: Das Narayandas and Elizabeth A. Kind
      NetApp had undertaken an award-winning overhaul and upgrading of its channel strategy design that accounted for 46 percent of North America sales in 2006. Nonetheless, NetApp senior management announced they expected to grow revenue another 30% in fiscal 2007 with half... View Details
      Keywords: Advertising; Business Model; Design; Revenue; Planning; Problems and Challenges; Sales; Manufacturing Industry; Computer Industry; Information Technology Industry
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      Narayandas, Das, and Elizabeth A. Kind. "NetApp." Harvard Business School Case 511-058, September 2010.
      • 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
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      Campbell, Dennis. "Employee Selection as a Control System." Harvard Business School Working Paper, No. 11-021, August 2010. (Revised September 2010, April 2012.)
      • July 2010
      • Supplement

      Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)

      By: Thomas J. Steenburgh and Jill Avery
      Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details
      Keywords: Management Analysis, Tools, and Techniques; Marketing Strategy; Decisions; Strategic Planning; Price; Partners and Partnerships; Cost; Demand and Consumers; Revenue; Profit; Mathematical Methods; Measurement and Metrics
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      Steenburgh, Thomas J., and Jill Avery. "Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)." Harvard Business School Spreadsheet Supplement 511-701, July 2010.
      • July 2010 (Revised December 2011)
      • Background Note

      Marketing Analysis Toolkit: Pricing and Profitability Analysis

      By: Thomas J. Steenburgh and Jill Avery
      Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details
      Keywords: Forecasting and Prediction; Price; Profit; Management Analysis, Tools, and Techniques; Marketing Strategy; Demand and Consumers; Measurement and Metrics; Strategic Planning; Mathematical Methods; Retail Industry
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      Steenburgh, Thomas J., and Jill Avery. "Marketing Analysis Toolkit: Pricing and Profitability Analysis." Harvard Business School Background Note 511-028, July 2010. (Revised December 2011.)
      • June 2010 (Revised July 2011)
      • Teaching Note

      Classic Knitwear and Guardian: A Perfect Fit? (Brief Case)

      By: John A. Quelch and Patricia Girardi
      Teaching Note for 4217. View Details
      Keywords: Market Research; Forecasting; Consumer Marketing; New Product Marketing; Product Lines; Merchandising; Branding; Research; Marketing Channels; Forecasting and Prediction; Product Launch; Brands and Branding
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      Quelch, John A., and Patricia Girardi. "Classic Knitwear and Guardian: A Perfect Fit? (Brief Case)." Harvard Business School Teaching Note 104-218, June 2010. (Revised July 2011.)
      • 2010
      • Working Paper

      Surviving the Global Financial Crisis: Foreign Direct Investment and Establishment Performance

      By: Laura Alfaro and Maggie Chen
      We examine in this paper the differential response of establishments to the global financial crisis, with particular emphasis on the role of foreign direct investment (FDI) in determining micro economic performance. Using a new worldwide dataset that reports the... View Details
      Keywords: Financial Crisis; International Finance; Foreign Direct Investment; Local Range; Multinational Firms and Management; Production; Performance Evaluation; Networks
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      Alfaro, Laura, and Maggie Chen. "Surviving the Global Financial Crisis: Foreign Direct Investment and Establishment Performance." Harvard Business School Working Paper, No. 10-110, June 2010.
      • 2010
      • Working Paper

      Trade Policy and Firm Boundaries

      By: Laura Alfaro, Paola Conconi, Harald Fadinger and Andrew F. Newman
      We study how trade policy affects firms' ownership structures. We embed an incomplete contracts model of vertical integration choices into a standard perfectly-competitive international trade framework. Integration decisions are driven by a trade-off between the... View Details
      Keywords: Trade; Policy; Vertical Integration; Business and Government Relations; Boundaries; Ownership; Mathematical Methods
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      Alfaro, Laura, Paola Conconi, Harald Fadinger, and Andrew F. Newman. "Trade Policy and Firm Boundaries." NBER Working Paper Series, No. 16118, June 2010.
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