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  • February 2019 (Revised July 2019)
  • Case

Sales Force Management at Nobel Ilac

By: Doug J. Chung and Gamze Yucaoglu
Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details
Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey
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    Linda A. Hill

    Linda A. Hill is the Wallace Brett Donham Professor of Business Administration at the Harvard Business School and Faculty Chair of the Leadership Initiative. Hill is regarded as one of the top experts on leadership and innovation. Hill is... View Details

    • August 2017 (Revised January 2020)
    • Case

    Berkshire Partners: Party City

    By: Victoria Ivashina and Jeffrey Boyar
    In 2005, Berkshire Partners, a Boston-based private equity firm specializing in growth equity, was one year into their ownership of Amscan, the market leader of designed, manufactured, and distributed decorated party goods and accessories. However, Amscan's primary... View Details
    Keywords: Turnaround; Fundraising; Cross-fund Investment; Private Equity; Vertical Integration; Governance; Valuation; Manufacturing Industry; Retail Industry; United States
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    • 15 Aug 2011
    • Research & Ideas

    A New Model for Business: The Museum

    along with companies like Apple, Facebook, and Progressive Insurance, is a leading example of firms that are thinking about customers in a new way—much like how a museum curator orchestrates the experience of patrons. Weaver, an assistant professor in the View Details
    Keywords: by Carmen Nobel

      Jeffrey F. Rayport

      Jeffrey F Rayport is a faculty member in the Entrepreneurial Management Unit at Harvard Business School, where he teaches in the School’s MBA and Executive Education Programs and on HBS Online. His primary focus in teaching and research is growth-stage technology... View Details

      • 2010
      • Working Paper

      Local R&D Strategies and Multi-location Firms: The Role of Internal Linkages

      By: Juan Alcacer and Minyuan Zhao
      This study looks at the role of firms' internal linkages in highly competitive technology clusters, where much of the world's R&D takes place. The leading players in these clusters are multi-location firms that organize and integrate knowledge across sites worldwide.... View Details
      Keywords: Geographic Location; Collaborative Innovation and Invention; Technological Innovation; Knowledge Use and Leverage; Industry Clusters; Research and Development; Competitive Advantage; Semiconductor Industry
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      • April 1999 (Revised August 1999)
      • Case

      R&B Falcon

      R&B Falcon is the world's leading offshore drilling contractor. Amid surging exploration budgets and increasing deepwater drilling activity, the company makes huge investments in several new state-of-the art $300 million ultra-deep-water drilling rigs. As day rates and... View Details
      Keywords: Technology; Change Management; Industry Growth; Mining; Product Marketing; Mining Industry
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      • November 2012 (Revised January 2014)
      • Case

      The LEGO Group: Envisioning Risks in Asia (A)

      By: Anette Mikes and Dominique Hamel
      On January 1, 2012, the LEGO Group announced a major new initiative to enhance its market penetration in Asia. Later in the year, a cross-functional group of senior managers gathered at company headquarters to discuss the status of the Asian initiative and the risks... View Details
      Keywords: LEGO; Toy Industry; Fashion And Creative Industries; Organizational Structure; Risk Management; Supply Chain Management; Organizational Design; Entertainment and Recreation Industry; Denmark; Asia
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      • 16 May 2017
      • First Look

      First Look at New Ideas and Research, May 16

      promulgated by academic economists in the 1970s, is behind the idea that corporate managers should make shareholder value their primary concern and that boards should ensure they do. The theory regards shareholders as owners of the... View Details
      Keywords: Re: Multiple Faculty
      • Research Summary

      Renovating Democratic Capitalism

      By: Malcolm S. Salter

      This in-process work focuses on how best to address the declining public trust and confidence in democratic capitalism, which many citizens consider to be a cornerstone of our national ideology and identity? While the answer to this question is not entirely clear, I... View Details

      • March 2014
      • Case

      Milk Baths and Charm Necklaces: Had Randy Weiner (Finally) Gone Too Far?

      By: Mukti Khaire and Hannah Catzen
      The case on Randy Weiner explores the tensions between artistic and financial imperatives in a for-profit immersive theater venture. In order to revive the dormant Manhattan nightclub "The Diamond Horseshoe," theater-impresario Randy Weiner created "The Queen of the... View Details
      Keywords: Entertainment; Entrepreneurship; Theater Entertainment; New York (city, NY)
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      • 07 Apr 2020
      • Research & Ideas

      What Customers Need to Hear from You During the COVID Crisis

      As the COVID-19 virus pandemic began to sweep across the world, Doug McMillon and his team at Walmart watched in horror. Suddenly, they realized, tomorrow would be nothing like “business as usual” and everything in the company’s marketing... View Details
      Keywords: by Jill Avery and Richard Edelman
      • April 2012
      • Article

      Local R&D Strategies and Multi-location Firms: The Role of Internal Linkages

      By: Juan Alcacer and Minyuan Zhao
      This study looks at the role of firms' internal linkages in highly competitive technology clusters, where much of the world's R&D takes place. The leading players in these clusters are multilocation firms that organize and integrate knowledge across sites worldwide.... View Details
      Keywords: Multinational Firms and Management; Technological Innovation; Knowledge Use and Leverage; Management Analysis, Tools, and Techniques; Research and Development; Risk and Uncertainty; Competition; Competitive Advantage; Technology
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        Mihir A. Desai

        Mihir A. Desai is the Mizuho Financial Group Professor of Finance at Harvard Business School and a Professor of Law at Harvard Law School. He received his Ph.D. in political economy from Harvard... View Details

          Lauren H. Cohen

          Lauren Cohen is the L.E. Simmons Professor in the Finance & Entrepreneurial Management Units at Harvard Business School and a Research Associate at the National Bureau of Economic Research. He is an Editor of the Review of Financial... View Details

          Keywords: asset management; brokerage; financial services; federal government; investment banking industry; state government
          • 2010
          • Book

          International Differences in Entrepreneurship

          By: Josh Lerner and Antoinette Schoar
          Often considered one of the major forces behind economic growth and development, the entrepreneurial firm can accelerate the speed of innovation and dissemination of new technologies, thus increasing a country's competitive edge in the global market. As a result,... View Details
          Keywords: Developing Countries and Economies; Economic Growth; Entrepreneurship; Globalized Economies and Regions; Governing Rules, Regulations, and Reforms; Supply and Industry; Business and Government Relations
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          • April 1999 (Revised March 2002)
          • Case

          Aluminum Smelting in South Africa: Alusaf's Hillside Project

          With prices at all-time lows at the beginning of 1994, South Africa's sole primary aluminum producer--Alusaf--is considering building the world's largest greenfield smelter. Using cost estimates in this case, students can evaluate the relative cost position of this... View Details
          Keywords: Metals and Minerals; Analysis; Markets; Profit; Capital; Industrial Products Industry; South Africa
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          • 10 Mar 2010
          • Working Paper Summaries

          A Reexamination of Tunneling and Business Groups: New Data and New Methods

          Keywords: by Jordan I. Siegel & Prithwiraj Choudhury
          • October 2005 (Revised February 2006)
          • Case

          Reactivity: A Case of Re-Invention

          By: Myra M. Hart and Sylvia Sensiper
          By the time Glenn Osaka joined Reactivity as its new CEO in January 2001, the Internet bubble had burst, the financial markets had turned, and the company's core businesses were drying up. He was not hired to lead a turnaround, but Osaka found that the firm's future... View Details
          Keywords: Management Style; Venture Capital; Organizational Culture; Applications and Software; Leadership Style; Product; Transformation; Organizational Change and Adaptation; Entrepreneurship; Growth and Development Strategy; Information Technology Industry; Consulting Industry
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          • March 2016
          • Case

          IC Group A/S

          By: John R. Wells and Gabriel Ellsworth
          IC Group owned several of Scandinavia's leading premium fashion brands. How should it respond to the decline of its primary wholesale distribution channels (independent fashion boutiques and department stores)? Should it open more physical stores or focus on... View Details
          Keywords: IC Group; IC Companys; Carli Gry; InWear; Mads Ryder; Niels Martinsen; Premium Fashion; Fast Fashion; Business Units; Business Divisions; Business Growth and Maturation; Business Model; Business Organization; For-Profit Firms; Profit; Revenue; Multinational Firms and Management; Business History; Business or Company Management; Acquisition; Growth and Development Strategy; Brands and Branding; Distribution Channels; Organizational Design; Organizational Structure; Problems and Challenges; Strategy; Product Positioning; Competition; Competitive Strategy; Corporate Strategy; Vertical Integration; Segmentation; Web Sites; Apparel and Accessories Industry; Fashion Industry; Retail Industry; Scandinavia; Denmark; Sweden; Norway
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