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January 1986 (Revised November 2006)
Case

Peripheral Products Company: The 'Gray Market' for Disk Drives

By: Frank V. Cespedes

In mid-1985, the vice president of marketing for a large manufacturer of disk drives is considering how to deal with a growing "gray market" for his company's products. The case provides good background material on the evolution of gray markets throughout the disk... View Details

Keywords: Price; Growth and Development; Code Law; Leadership; Marketing; Distribution; Production; Salesforce Management; Strategy; Distribution Industry

October 1978 (Revised July 1991)
Case

U.S. Pioneer Electronics Corp.

By: Hirotaka Takeuchi

Focuses on the problem of the means by which a manufacturer controls its channel of distribution. U.S. Pioneer's retail outlets have turned "dissident" and management has to decide what tactics to employ to stop further erosion (short-run) and what long-run... View Details

Keywords: Decisions; Growth and Development Strategy; Distribution Channels; Production; Problems and Challenges; Software; Electronics Industry; United States

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

November 2018 (Revised May 2019)
Case

Almarai Company: Milk and Modernization in the Kingdom of Saudi Arabia

By: Kristin Fabbe, Safwan Al-Amin, Esel Cekin and Natalie Kindred

With SAR 14 billion ($3.7 billion) in 2017 revenues, Almarai was Saudi Arabia’s largest dairy producer, distributor, and marketer, with a large portfolio of branded dairy products, juices, bakery goods, and infant formula and a sales presence across the Gulf region,... View Details

September 2022
Article

Human Versus Machine: A Comparison of Robo-Analyst and Traditional Research Analyst Investment Recommendations

By: Braiden Coleman, Kenneth J. Merkley and Joseph Pacelli

We provide the first comprehensive analysis of the properties of investment recommendations generated by “Robo-Analysts,” which are human analyst-assisted computer programs conducting automated research analysis. Our results indicate that Robo-Analyst recommendations... View Details

Keywords: Fintech; Analysts; Robo-analysts; Investment Recommendations; Investment; Information Technology; Performance

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March 2007 (Revised July 2011)
Case

Nike Inc. - Heading Toward 2012

By: William E. Fruhan Jr.

This is a short case (2 pages), which can be distributed and discussed in class as an update through 2006 of the Nike case series. It follows Nike, Inc.: Entering the Millennium (Case #299-084). View Details

Keywords: Business History; Brands and Branding; Apparel and Accessories Industry; Apparel and Accessories Industry

September 1990 (Revised November 1991)
Supplement

Merck & Co., Inc. (C)

Discusses the 1989 modified performance appraisal program by adding performance gradations and allowing for differences in employee rating distributions depending on the division performance for the year. The objective is to have students discuss the revisions in the... View Details

Keywords: Performance Evaluation; Change; Pharmaceutical Industry

July 2000 (Revised September 2005)
Case

BMG Entertainment

By: Jan W. Rivkin and Gerrit Meier

As dramatic changes in technology and customer tastes roil the music industry, the top executives of BMG Entertainment, one of the world's largest record companies, must decide how to organize for digital distribution of music. This case includes a brief history of the... View Details

Keywords: Risk and Uncertainty; Competitive Strategy; Distribution Channels; Organizational Structure; Technological Innovation; Industry Structures; Customer Focus and Relationships; Growth and Development Strategy; Information Technology; Music Industry; Music Industry

January 1999 (Revised July 2003)
Case

Shady Trail

By: Arthur I Segel

Holt Lunsford was intrigued by the packet of papers that lay in front of him. The papers comprised a brochure that Lonestar Bank had put together in an effort to sell the Shady Trail Distribution Center in Dallas, Texas. Shady Hill was a five-year-old,... View Details

Keywords: Investment; Acquisition; Buildings and Facilities; Property; Partners and Partnerships; Decision Choices and Conditions; Distribution Industry; Distribution Industry; Texas

December 2003 (Revised February 2006)
Case

Jamie Dimon and Bank One (B)

By: Paul W. Marshall and Todd H Thedinga

To distribute only after discussion of HBS case 9-804-107. Describes the decisions made by Jamie Dimon as the new CEO in July 2000 and summarizes the progress of his turnaround over the next three years. View Details

Keywords: Decisions; Management Succession; Banks and Banking; Banking Industry

November 1997 (Revised August 1998)
Case

Palm Computing, Inc. 1995: Financing Challenges

By: Myra M. Hart and Stephanie Dodson

The president, Donna Dubinsky, and the chairman and founder, Jeff Hawkins, discuss an opportunity to sell their company to U.S. Robotics. They must weigh this option versus accepting venture capital funding, partnering with a large company that could provide... View Details

Keywords: Venture Capital; Partners and Partnerships; Business Exit or Shutdown; Decision Choices and Conditions; Computer Industry; Computer Industry

April 2003 (Revised March 2009)
Case

Operational Execution at Arrow Electronics

By: Ananth Raman and Zeynep Ton

Distribution center operations (from order taking to order fulfillment) and the importance of attending to process details at Arrow Electronics, a large distributor of electronic components and computer products are described. The case also details the actions the... View Details

Keywords: Information; Distribution; Logistics; Strategy; Electronics Industry

February 2002
Case

Strategy of the Firm Under Regulatory Review: The Case of Chilectra

By: Rafael M. Di Tella and Alexander Dyck

Discusses the largest electric distribution company in Chile and one of the five largest private Chilean companies. Introduces the exercise of operating control in order to improve the profitability of the investments, privatization, and international expansions. View Details

Keywords: Corporate Governance; Corporate Accountability; Growth and Development Strategy; Privatization; Emerging Markets; Competitive Strategy; Expansion; Global Strategy; Governance Compliance; Utilities Industry; Chile

December 2022
Case

Taylor Farms: Adding Value to Fresh Produce

By: José B. Alvarez, Forest L. Reinhardt, Jenyfeer Martinez Buitrago and Pedro Levindo

In October 2022, Bruce Taylor (HBS MBA, 1981), Chairman and CEO of Taylor Farms, the leading producer of salads and healthy fresh foods in the United States, wondered whether this was the right time for Taylor Farms to venture into the Controlled Environment... View Details

Keywords: Technology Adoption; Cost vs Benefits; Logistics; Environmental Sustainability; Agriculture and Agribusiness Industry

November 1992 (Revised May 1993)
Case

American Mobile Satellite Corporation

By: Frank V. Cespedes and Laura Goode

American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited... View Details

Keywords: Wireless Technology; Decisions; Distribution Channels; Marketing Strategy; Product Development; Sales; Emerging Markets; Resource Allocation; Performance Capacity; Communications Industry; Communications Industry; United States

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September 2004 (Revised February 2010)
Case

The Passion of the Christ (A)

By: John A. Quelch, Anita Elberse and Anna Harrington

Bob Berney, president of Newmarket Films, must decide on a distribution and marketing strategy for Mel Gibson's controversial new movie, The Passion of the Christ. Fueled by Gibson's star power as well as an extensive prescreening campaign among Christian leaders and... View Details

Keywords: Advertising Campaigns; Film Entertainment; Marketing Strategy; Product Launch; Product Positioning; Distribution Channels; Religion; Motion Pictures and Video Industry

June 2014
Teaching Note

Google Glass

By: Thomas Eisenmann

In early 2014, business development executives at Google were formulating a distribution strategy for Glass, a wearable computer that projected information on a display viewable with an upward glance. Options, which were not mutually exclusive, included 1) continuing... View Details

Keywords: Partners and Partnerships; Corporate Entrepreneurship; Distribution Channels; Technology Adoption; Product Marketing; Computer Industry; Computer Industry; United States

June 2013 (Revised August 2020)
Case

Bonnie Road

By: Arthur I Segel, John H. Vogel, Jr. and Lisa Strope

Victor Alexander was intrigued by the packet of papers that lay in front of him. The papers comprised a brochure that Garden State Bank had put together in an effort to sell the Bonnie Road Distribution Center in Somerset, New Jersey, for $9.7 million. It was April... View Details

Keywords: Real Estate; Investment; Acquisition; Buildings and Facilities; Property; Partners and Partnerships; Decision Choices and Conditions; Distribution Industry; Distribution Industry; Texas

January–February 2017
Article

The Truth about Blockchain

By: Marco Iansiti and Karim R. Lakhani

Contracts, transactions, and records of them provide critical structure in our economic system, but they haven’t kept up with the world’s digital transformation. They’re like rush-hour gridlock trapping a Formula 1 race car. Blockchain promises to solve this problem.... View Details

Keywords: Technological Innovation; Technology Adoption; Information Management; Information Technology Industry

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August 1998
Case

Electronic Commerce at Air Products

By: F. Warren McFarlan and Melissa Dailey

In 1998,chief information officers (CIOs) in the highly competitive international gases and chemicals business faced the reality that electronic commerce capability was a strategic necessity. The results of annual surveys of technology officers in the chemical industry... View Details

Keywords: Management Teams; Information Technology; Globalized Markets and Industries; Infrastructure; Internet and the Web; Technology Adoption; Business Strategy; Chemical Industry; United States

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