Sales Operations - Publications - Faculty & Research - Harvard Business School

Filter Results: (1,455)

Filter Results: (1,455)

Show Results For

← Page 16 of 1,455 Results →

2019
Working Paper

The Effect of Payment Choices on Online Retail: Evidence from the 2016 Indian Demonetization

By: Chaithanya Bandi, Antonio Moreno, Donald Ngwe and Zhiji Xu

The Indian banknote demonetization in 2016 was one of the most significant international events of that year. Overnight, 86% of Indian currency in circulation was declared invalid unless exchanged for new bills. The sudden and unexpected demonetization constituted a... View Details

Keywords: Cash On Delivery; Online Retail; Product Returns; Payment Methods; Digitization; Emerging Markets; Currency; Internet and the Web; Demand and Consumers; Retail Industry; India

October 1996 (Revised November 1996)
Case

Boston Beer Company: Samuel Adams, Brewmaster Leading a Revolution

By: Ray A. Goldberg and Mollie H. Carter

Boston Beer Co. revolutionized the beer industry by identifying and responding to a new consumer segment. Using the excess capacity in the brewing industry to establish contract brewing arrangements and an extremely capable sales force, the company opened the... View Details

Keywords: Transformation; Leadership; Product Marketing; Product Development; Production; Quality; Salesforce Management; Segmentation; Food and Beverage Industry

January 2019 (Revised January 2022)
Case

Chinese Infrastructure Investments in Sri Lanka: A Pearl or a Teardrop on the Belt and Road?

By: Meg Rithmire and Yihao Li

In 2015, a surprise presidential election result seemed to imperil Chinese investments in Sri Lanka, which were associated with China’s Belt and Road Initiative to build global infrastructure. In the previous decade, China had undertaken two major projects in the... View Details

Keywords: Belt And Road Initiative; Investment; Infrastructure; China; Sri Lanka

January 1990 (Revised February 1990)
Case

MSA: The Software Company--Planning the AMAPs Product Line

By: Robert J. Dolan

MSA has commissioned a major market research study to assess demand potential for a computer software system designed for aerospace and defense contractors. Students must evaluate the results of the study (including a conjoint analysis) to assess whether MSA should... View Details

Keywords: Product; Marketing; Mathematical Methods; Software

November 2000 (Revised April 2004)
Case

Airbus A3XX: Developing the World's Largest Commercial Jet (A)

By: Benjamin C. Esty and Michael Kane

In July 2000, Airbus Industries' supervisory board is on the verge of approving a $13 billion investment for the development of a new super jumbo jet known as the A3XX that would seat from 550 to 1,000 passengers. Having secured approximately 20 orders for the new jet,... View Details

Keywords: Risk and Uncertainty; Investment; Forecasting and Prediction; Capital Budgeting; Valuation; Government and Politics; Demand and Consumers; Product Development; Product Positioning; Air Transportation Industry; Manufacturing Industry

19 Sep 2017
First Look

First Look at New Research and Ideas, September 19

September 2017 Management Science Channel Integration, Sales Dispersion, and Inventory Management By: Gallino, Santiago, Antonio Moreno, and Ioannis Stamatopoulos Abstract—We study the effects of the introduction of cross-channel... View Details

Keywords: Sean Silverthorne

December 2023
Case

Food & Life Companies

By: Forest L. Reinhardt and Akiko Saito

Founded in 1984 in Japan, Food & Life Companies Ltd. (F&LC) operated Sushiro, the largest conveyor belt sushi restaurant chain in Japan, and other types of restaurants that offered sushi and fish cuisine. F&LC was committed to offering high-quality sushi at an... View Details

Keywords: Growth and Development Strategy; Market Entry and Exit; Expansion; Food and Beverage Industry; Japan; Asia; United States

September 2023 (Revised September 2024)
Case

IBJ, Inc. (A): Seeking Matrimony in Japan

By: Ramon Casadesus-Masanell and Akiko Saito

In March 2020, Shigeru Ishizaka, founder and CEO of IBJ, Inc., Japan's largest marriage matching service provider, faced a critical decision regarding the company’s planned ¥3.5 billion (US$32.8 million) acquisition of competitor ZWEI Co., Ltd. IBJ, founded in 2006,... View Details

Keywords: Mergers and Acquisitions; Risk and Uncertainty; Business Model; Corporate Strategy; Value

August 2011 (Revised May 2012)
Case

Haier: Taking a Chinese Company Global in 2011

By: Tarun Khanna, Krishna G. Palepu and Phillip Andrews

In 2011, Haier, China's leading appliance manufacturer, had over $20 billion in worldwide sales and had just been named the leading refrigerator manufacturer worldwide. Describes Haier's rise over three decades from a defunct refrigerator factory in China's Qingdao... View Details

Keywords: Business Growth and Maturation; Global Strategy; Expansion; Diversification; Emerging Markets; Consumer Products Industry; Manufacturing Industry; China

November 2011 (Revised June 2012)
Case

The Big 3 Roar Back

By: William W. George

The "Big 3"—Ford Motor Company, General Motors, and Chrysler—were all headquartered in Detroit, Michigan. Born between 1903 and 1928, they dominated the automobile industry in the U.S. for decades until they became complacent. In the 1970s they started losing share to... View Details

Keywords: Production; Labor Unions; Labor and Management Relations; Industry Clusters; Competitive Strategy; Auto Industry; Manufacturing Industry; Michigan

spring 1991
Article

Breaking the Cycle of Failure in Services

By: Leonard A. Schlesinger and James Heskett

Most managers recognize that good service is a direct result of having effective, productive people in customer contact positions. However, most service companies perpetuate a cycle of failure by tolerating high turnover and expecting employee dissatisfaction. This... View Details

Keywords: Goals and Objectives; Service Delivery; Success; Failure; Management Skills; Service Industry

Find at Harvard

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

13 Apr 2015
Research & Ideas

3 Ways Firms Can Profit From Environmental Investments

In the course of her work, Rebecca Henderson meets business executives who don't address the threat of climate change because they don't believe that it exists. Her recommendation: They should consider investments in environmental sustainability anyway, assuming that... View Details

Keywords: by Carmen Nobel; Energy; Utilities

February 2000 (Revised April 2001)
Case

CNET 2000

By: Thomas R. Eisenmann and Pauline M Fischer

CNET's managers explain the strategic analysis that led to their decision to increase their annual marketing budget from $1 million to $100 million. CNET is an online information intermediary that helps consumers make purchase decisions about PC hardware and software,... View Details

Keywords: Entrepreneurship; Corporate Strategy; Budgets and Budgeting; Financial Strategy; Decisions; Growth and Development; Customer Focus and Relationships; Business Divisions; Marketing Strategy; Distribution Channels; Consumer Behavior; Online Technology; Information Technology Industry

Find at Harvard

19 Sep 2006
First Look

First Look: September 19, 2006

punch of earlier generations: video sales generally decrease over time across all quantiles of the sales distribution, but this effect is most pronounced among best-selling titles. Our findings have... View Details

Keywords: Sean Silverthorne

November 2014
Case

Nestlé SA, 2014

By: John R. Wells and Galen Danskin

In 2014, Nestlé was the largest producer of packaged foods and beverages in the world. 2013 revenues were $103.7 billion and operating profits $16.1 billion (15.5% of sales). The company owned 29 mega brands, each generating more than Euro 1 billion ($1.25 billion).... View Details

Keywords: Consumer Products; Acquisitions; Strategy; Goods and Commodities; Nutrition; Emerging Markets; Corporate Social Responsibility and Impact; Competitive Strategy; Consumer Products Industry; Europe

September 2010 (Revised February 2013)
Background Note

The Cage-Free Egg Movement

By: Michael W. Toffel and Stephanie van Sice

Describes the social movement confronting conventional egg production techniques (battery cages) based on animal welfare concerns, and some merits and drawbacks of cage-free alternatives. Highlights animal rights activist campaigns, political and regulatory responses,... View Details

Keywords: Animal-Based Agribusiness; Governing Rules, Regulations, and Reforms; Rights; Supply Chain Management; Natural Environment; Social Issues; Competitive Strategy; Agriculture and Agribusiness Industry

August 1989 (Revised October 1989)
Case

Avon Co.

Avon engineers developed a new type of electric adjustable speed drive. Executives began to make long-range plans for production and marketing. Members of the sales department wondered what pricing recommendations they should make to management on the basis of... View Details

Keywords: Technological Innovation; Price; Product Development; Technology Industry

24 Jul 2019
Blog Post

Data-Driven and in Demand

After graduating at the University of Pennsylvania in 2012, Chloe Ho (MBA 2019) began her post-undergrad career in New York working for Morgan Stanley. While there, she served in a strategy and analytics role, working on projects for View Details

2001
Case

Crown Point Cabinetry

By: Vijay Govindarajan, David VanderSchee and Julie Lang

In 1993, Brian Stowell, CEO of a family-owned cabinet manufacturing business, created a vision for his 85 employees that focused on high quality products with less rework and wasted material. Eliminating production line managers and adopting a team-based management... View Details

Keywords: Business or Company Management; Production; Groups and Teams; Business Strategy; Construction Industry; Consumer Products Industry

←
16
17
…
72
73
→