Publications

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05 Aug 2011
News

Key Questions for Leaders

June 2017
Case

Harmonie Water: Refreshing the World Naturally

By: John A. Quelch and John L. Teopaco

The marketing director of Harmonie Mineral Water—the second-best selling bottled water in the world—is using findings from two project studies to assess how to establish a global brand identity for Harmonie via television advertising. He must decide what product... View Details

Keywords: Brands and Branding; Advertising; Marketing Communications; Global Strategy; Food and Beverage Industry

November 2000 (Revised May 2002)
Case

FleetBoston Financial: Online Banking

By: Frances X. Frei and Hanna Rodriguez-Farrar

As the ninth largest bank holding company in the United States in 2000, FleetBoston Financial Corp. provided a myriad of financial services, including retail banking, loan origination, and brokerage accounts. This case explores how FleetBoston responded to the Internet... View Details

Keywords: Business Model; Borrowing and Debt; Cost Management; Banks and Banking; Consumer Behavior; Service Operations; Competition; Online Technology; Banking Industry; United States

03 Mar 2008
Research & Ideas

Marketing Your Way Through a Recession

Industrial customers prefer to see products and services unbundled and priced separately. Gimmicks are out; reliability, durability, safety, and... View Details

Keywords: by John Quelch

June 2014 (Revised September 2014)
Case

Johnson & Johnson: The Promotion of Wellness

By: John A. Quelch and Carin-Isabel Knoop

To create the world's healthiest workforce, diversified health care giant Johnson & Johnson (J&J) mandated participation in its "Culture of Health" program globally, customized by location, culture, and specific health needs to offer prevention-focused education,... View Details

Keywords: Healthcare; Employee Motivation; Transformation; Ethics; Health; Human Resources; Leadership; Management; Personal Development and Career; Problems and Challenges; Strategy; Medical Devices and Supplies Industry; Medical Devices and Supplies Industry; Medical Devices and Supplies Industry; North and Central America; Middle East; Latin America; Europe; Asia

March 2019
Case

HOPI: Turkey's Shopping Companion

By: Sunil Gupta, Donald Ngwe and Gamze Yucaoglu

The case opens in 2017 as Onur Erbay, CEO of HOPI, a multi-vendor loyalty platform, is contemplating a critical decision. The case chronicles the origins of Boyner Group, the parent company of HOPI and a major retailer in Turkey, and development of retail and customer... View Details

Keywords: Loyalty Programs; Multi-vendor Platform; Retail; Big Data; Customer Relationship Management; Mobile and Wireless Technology; Business Model; Analytics and Data Science; Competitive Strategy; Decision Making; Applications and Software; Digital Platforms; Technology Industry; Retail Industry; Turkey

14 Feb 2014
News

Playing Cupid makes us happy

August 2023 (Revised February 2024)
Case

DexAI

By: Jo Tango and Christina Wallace

During a challenging fundraising environment, the DexAI founders received two term sheets with nearly identical economic terms but very different legal ones. The entrepreneurs had to navigate: representations and warranties (their personal guarantees that the company's... View Details

Keywords: Venture Capital Term Sheet; Term Sheet; Term Sheets; Founders; Legal Aspects Of Business; Seed Financing; Founders' Agreements; Venture Capital; Entrepreneurship; Financing and Loans; Intellectual Property; Entrepreneurial Finance; Contracts; Business Startups; Agreements and Arrangements

Article

The Critical Role of Second-order Normative Beliefs in Predicting Energy Conservation

By: Jon M. Jachimowicz, Oliver P. Hauser, Julia D. O'Brien, Erin Sherman and Adam D. Galinsky

Sustaining large-scale public goods requires individuals to make environmentally friendly decisions today to benefit future generations. Recent research suggests that second-order normative beliefs are more powerful predictors of behaviour than first-order personal... View Details

Keywords: Climate Change; Energy; Environmental Sustainability; Household; Behavior; Values and Beliefs; Forecasting and Prediction

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2013
Book

Judgment in Managerial Decision Making

By: Max Bazerman and Don A. Moore

Is your judgment influenced by personal biases? In situations requiring careful judgment, we're all influenced by our own biases to some extent. But, with Judgment in Managerial Decision Making, you can learn how to overcome those biases to make better... View Details

Keywords: Decision Choices and Conditions; Judgments; Management Practices and Processes; Management Skills; Managerial Roles; Performance Improvement; Prejudice and Bias

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Article

Why ‘Tell Them Something They Don't Know’ Is Bad Advice in B2B Sales

By: Frank V. Cespedes and Tracy DeCicco

Common advice in sales is to provide insights to customers during sales calls. But this advice generally stays at the level of “tell people something they don’t already know” and results in sales conversations littered with many irrelevant factoids. This article... View Details

Keywords: Sales; Interpersonal Communication; Communication Strategy

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February 2008 (Revised May 2010)
Case

Laurence Longren: End Game

By: Howard H. Stevenson and Shirley M. Spence

This case examines a successful 64-year old as he considers his goals, and how he should be spending his time, at this stage of his life. It briefly recounts his life story, and provides a special focus on personal financial planning and wealth management issues. View Details

Keywords: Age; Financial Management; Time Management; Personal Development and Career; Planning

December 1981 (Revised February 2010)
Case

Mike Miller (A)

Mike Miller, Harvard MBA '78, resigned his first job out of HBS within six months because he believed his personal values and learning objectives could not be accommodated. Students may discuss the problems of anticipating corporate culture, learning the ropes,... View Details

Keywords: Experience and Expertise; Values and Beliefs; Jobs and Positions; Organizational Culture; Personal Development and Career; Personal Characteristics

Career Coach

Kate Swain-Smith

Kate comes to HBS from a career is strategy and operations in government, both at the local and federal level. She enjoys assisting students who come from non-traditional MBA backgrounds, or those who are... View Details

June 2013
Supplement

AME Learning Inc. (Video Supplement)

By: Jim Sharpe

This is the Video Supplement for AME Learning, Inc., HBS Case #810065. View Details

Keywords: Entrepreneurial Management; Entrepreneurs; Angels; Angel Investors; Growth Planning And Management; Growth Strategy; Family Businesses; Family-owned Business; Careers; Venture Capital; Entrepreneurship; Personal Development and Career; Family and Family Relationships; Family Business; Publishing Industry; Education Industry; Canada; United States

March 1999 (Revised June 2004)
Case

United States Agency for International Development (USAID): Campfire Program in Zimbabwe

By: V. Kasturi Rangan and Jay Sinha

Raises the issue of customer definition in economic development. Because of the multiple stakeholders and their varying interests, understanding where and how value is created is critical to understanding the customer. View Details

Keywords: Customer Focus and Relationships; Development Economics; Marketing Strategy; Programs; Business and Stakeholder Relations; Value Creation; Zimbabwe; United States