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  • All HBS Web  (966)
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← Page 15 of 966 Results →
  • January 2017 (Revised May 2019)
  • Case

Kjell and Company: Motivating Salespeople with Incentive Compensation (A)

By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
Keywords: Salesforce Management; Compensation and Benefits; Change; Decision Making; Electronics Industry; Sweden
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Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (A)." Harvard Business School Case 517-090, January 2017. (Revised May 2019.)
  • September 2024
  • Supplement

Anker Innovations (B)

By: Feng Zhu, Jiangyong Lu and Nancy Hua Dai
An Amazon-native brand, Anker is the world’s No. 1 mobile charging brand and a leading consumer electronics company. Over the years, Anker developed an effective model of proving new products online first by leveraging customer insights from its proprietary Voice of... View Details
Keywords: Decision Choices and Conditions; Product; Distribution; Product Launch; Business Model; Electronics Industry; Electronics Industry
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Zhu, Feng, Jiangyong Lu, and Nancy Hua Dai. "Anker Innovations (B)." Harvard Business School Supplement 625-058, September 2024.
  • March 2020
  • Technical Note

Influencer Marketing

By: Jill Avery and Ayelet Israeli
Despite a heavy barrage of advertising, most consumers declare that their purchases are most influenced by the experiences, advice, and recommendations of others, and not by marketers. Interpersonal communication between and among consumers serves as a potent path for... View Details
Keywords: Influencers; Marketing; Marketing Communications; Brands and Branding; Marketing Strategy; Media and Broadcasting Industry; Media and Broadcasting Industry; Media and Broadcasting Industry
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Avery, Jill, and Ayelet Israeli. "Influencer Marketing." Harvard Business School Technical Note 520-075, March 2020.
  • February 1999 (Revised May 1999)
  • Case

Onsale, Inc.

By: Youngme E. Moon
Onsale has been a pioneer in electronic commerce, offering excess and refurbished goods using an online auction format. The company is now planning to become a player in the highly competitive world of first-run computer merchandise as well. However, unlike other... View Details
Keywords: Business Model; Transformation; Customers; Brands and Branding; Auctions; Network Effects; Strategic Planning; Competitive Strategy; Internet and the Web; Retail Industry
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Moon, Youngme E. "Onsale, Inc." Harvard Business School Case 599-091, February 1999. (Revised May 1999.)
  • 15 Aug 2006
  • First Look

First Look: August 15, 2006

compared to their Mexican counterparts. In Mexico, foreign companies, which had access to financial markets abroad, also had lower average connections with banks. I conclude by arguing that even though the Brazil, Mexico and the United States had very different network... View Details
Keywords: Sean Silverthorne
  • February 2000 (Revised October 2000)
  • Case

Open Market, Inc.: The E-Commerce Wars

By: James I. Cash Jr., Janis Lee Gogan, Michael Haselkorn and Mani Subramani
Continues the story of Open Market, Inc., a company founded in 1994 to support electronic commerce on the Internet. Despite a very successful initial public offering, the firm had reached a growth plateau, and the management team was considering several strategic... View Details
Keywords: Entrepreneurship; Technological Innovation; Management; Growth and Development Strategy; Marketing Channels; Product Marketing; Product Development; Competitive Strategy; Corporate Strategy; Information Technology Industry; Information Technology Industry
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Cash, James I., Jr., Janis Lee Gogan, Michael Haselkorn, and Mani Subramani. "Open Market, Inc.: The E-Commerce Wars." Harvard Business School Case 800-255, February 2000. (Revised October 2000.)

    Ayelet Israeli

    Ayelet Israeli is the Marvin Bower Associate Professor of Business Administration at the Harvard Business School Marketing Unit. She is the co-founder of the Customer Intelligence Lab at the Digital Data Design (D^3) Institute at Harvard Business School. She teaches... View Details
    Keywords: e-commerce industry; e-commerce industry; e-commerce industry; e-commerce industry
    • May 2019
    • Supplement

    Kjell and Company: Motivating Salespeople with Incentive Compensation (C)

    By: Doug J. Chung
    Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
    Keywords: Salesforce Management; Compensation and Benefits; Change Management; Behavior; Electronics Industry; Sweden
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    Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (C)." Harvard Business School Supplement 519-095, May 2019.
    • 11 Feb 2014
    • First Look

    First Look: February 11

    Publications August 2013 American Journal of Managed Care The Impact of Electronic Health Record Use on Physician Productivity By: Adler-Milstein, Julia, and Robert S. Huckman Abstract—Objectives: To examine the impact of the degree of... View Details
    Keywords: Sean Silverthorne

      Suraj Srinivasan

      Suraj Srinivasan is the Philip J. Stomberg Professor of Business Administration, a member of the Accounting and Management faculty unit, and chair of the View Details

      Keywords: accounting industry; accounting industry
      • February 1991 (Revised April 1991)
      • Case

      Zenith and High-Definition Television--1990

      By: Benjamin Gomes-Casseres, David B. Yoffie and Heather A. Hazard
      Describes Zenith's strategy in HDTV and high resolution monitors. Includes overview of HDTV industry with profiles of major competitors worldwide and policies of U.S., Japanese, and European governments. Focuses on competition over standards setting, industrial policy,... View Details
      Keywords: Corporate Governance; Standards; Production; Corporate Strategy; Customization and Personalization; Electronics Industry; Electronics Industry
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      Gomes-Casseres, Benjamin, David B. Yoffie, and Heather A. Hazard. "Zenith and High-Definition Television--1990." Harvard Business School Case 391-084, February 1991. (Revised April 1991.)
      • November 2005
      • Case

      Inventec Corporation

      By: Krishna G. Palepu and Ingrid Vargas
      Inventec Corp., with $4.5 billion in annual revenues, was one of Taiwan's leading original design manufacturers (ODMs). Inventec designed and manufactured electronic products such as computers, servers, MP3 players, PDAs, and cellular telephones for client companies... View Details
      Keywords: Multinational Firms and Management; Competitive Strategy; Emerging Markets; Manufacturing Industry; Manufacturing Industry; China; India
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      Palepu, Krishna G., and Ingrid Vargas. "Inventec Corporation." Harvard Business School Case 106-016, November 2005.
      • 2017
      • White Paper

      Medical Knowledge Synthesis: A Brief Overview

      By: Maryaline Catillon
      The value of medical research derives from its ability to impact further research and medical practice. Medical knowledge synthesis, bridging the gap between current research, future research and medical practice, is a rapidly changing industry. The expanding mass of... View Details
      Keywords: Systematic Review; Clinical Practice Guideline; Textbook; Point-of-care Resource; Health; Knowledge; Research; Practice; Health Industry
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      Catillon, Maryaline. "Medical Knowledge Synthesis: A Brief Overview." White Paper, National Bureau of Economic Research, 2017.
      • February 2008
      • Case

      Campbell Soup Company: Selling Channel Innovation to Customers

      Campbell Soup, like most food manufacturers, faced grocery chain and wholesale demand for its goods driven by Campbell's own promotional pricing structure rather than retail consumer demand. Former policies to encourage overstock created huge swings in production and... View Details
      Keywords: Information Technology; Distribution Channels; Order Taking and Fulfillment; Manufacturing Industry; Manufacturing Industry
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      Ton, Zeynep. "Campbell Soup Company: Selling Channel Innovation to Customers." Harvard Business School Case 608-141, February 2008.
      • October 1988 (Revised December 1994)
      • Case

      Maytag in 1984

      By: David J. Collis and Nancy Donohue
      Highlights Maytag's unique position in the industry in 1984. Maytag, a much smaller player than its competitors has prior to 1984 been successful in producing high quality merchandise and charging a premium for it. By 1984 Maytag is also attempting expansion.... View Details
      Keywords: Acquisition; Business or Company Management; Production; Quality; Rank and Position; Competition; Expansion; Electronics Industry
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      Collis, David J., and Nancy Donohue. "Maytag in 1984." Harvard Business School Case 389-055, October 1988. (Revised December 1994.)
      • March 1985 (Revised November 1985)
      • Case

      Wilmington Tap and Die

      By: Robert S. Kaplan
      The general manager of a division manufacturing taps and dies must decide whether to continue a major capital investment program. The program was designed to replace aging mechanical machines with modern, electronically controlled equipment. A post-audit, after an... View Details
      Keywords: Capital Budgeting; Investment; Accounting Audits; Cost Management; Technological Innovation; Information Technology; Performance Productivity; Production; Management Analysis, Tools, and Techniques; Manufacturing Industry
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      Kaplan, Robert S. "Wilmington Tap and Die." Harvard Business School Case 185-124, March 1985. (Revised November 1985.)
      • April 2021
      • Case

      ClearChoice Dental Implant Centers

      By: Robert S. Kaplan, Ashiana Jivraj and Jane Barrow
      The case illustrates the application of value-based health care to dental medicine. ClearChoice Dental Implant Centers was a rapidly-growing network of dentist-owned independent implant clinics. The targeted market included 23 million people, 15% of the US adult... View Details
      Keywords: Value-based Health Care; Dental Medicine; Growth and Development Strategy; Expansion; Business Strategy; Customer Value and Value Chain; Customer Focus and Relationships; Health Industry; United States
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      Kaplan, Robert S., Ashiana Jivraj, and Jane Barrow. "ClearChoice Dental Implant Centers." Harvard Business School Case 121-082, April 2021.
      • May 2019
      • Supplement

      Kjell and Company: Motivating Salespeople with Incentive Compensation (D)

      By: Doug J. Chung
      Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
      Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
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      Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (D)." Harvard Business School Supplement 519-096, May 2019.
      • February 2011
      • Case

      Chegg: Textbook Rental Takes Flight

      By: Thomas R. Eisenmann, William A. Sahlman and Evan W. Richardson
      In late 2010, Silicon Valley-based Chegg, the leading online college textbook rental company, is scaling rapidly. The case recounts Chegg's history from its origins as a distant competitor to Craigslist in college classified listings through a pivot into textbook... View Details
      Keywords: Change Management; Higher Education; Entrepreneurship; Books; Growth and Development Strategy; Growth Management; Service Operations; Renting or Rental; Online Technology; Education Industry; Education Industry; California
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      Eisenmann, Thomas R., William A. Sahlman, and Evan W. Richardson. "Chegg: Textbook Rental Takes Flight." Harvard Business School Case 811-077, February 2011.
      • March 2018
      • Teaching Note

      Augmedix

      By: Frank V. Cespedes
      Teaching Note for HBS No. 817-048. Augmedix provides a service that live-streams video of patient appointments to a remote scribe, freeing up significant physician time from electronic medical record data-entry tasks. The venture is confronting decisions in areas such... View Details
      Keywords: Entrepreneurship; Sales; Management; Marketing Strategy; Growth and Development Strategy; Technology Adoption; Customers; Segmentation; Health Industry; Health Industry; United States
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      Cespedes, Frank V. "Augmedix." Harvard Business School Teaching Note 818-117, March 2018.
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