Publications
Publications
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- All HBS Web
(2,764)
- Faculty Publications (373)
- February 2000 (Revised December 2000)
- Case
Staples.com
By: Thomas R. Eisenmann, Joanna M. Jacobson and Gillian Morris
Staples.com, the online unit of the U.S. office supplies retailing chain Staples, faces a range of strategic and organizational issues as it accelerates its growth. Should it pursue only existing Staples customers or consumers who do not shop in Staples stores? How... View Details
- February 2000 (Revised April 2003)
- Case
InSite Marketing Technology (A)
By: Lynda M. Applegate, Genevieve J.S. Feraud and Sheila L Marcelo
Introduces students to products and services that improve customers' online shopping experience. Also discusses the challenges of marketing new product concepts and finding funding for start-up ventures. View Details
- February 2000 (Revised May 2001)
- Case
BET.com
By: Thomas R. Eisenmann and Pauline M Fischer
Black Entertainment Television, a leading cable programmer, is launching BET.com, an Internet portal targeted toward African-Americans. This case examines the challenges facing BET management as it defines its service offerings and target customer segments in a... View Details
- January 2000
- Case
greatEntertaining.com
By: Myra M. Hart and Nicole Tempest
GreatEntertaining.com is the result of years of planning, testing, and adapting the concept before committing to launch the business. Focus, value creation, and productive partnerships are key issues. View Details
- January 2000 (Revised April 2000)
- Case
StarMedia: Launching a Latin American Revolution
By: Thomas R. Eisenmann and Jon K Rust
By the fall of 1999, StarMedia had sprinted to a sizable lead in the race to acquire Latin American Internet users. Its pan-regional, horizontal portal was the first to target Spanish- and Portuguese-language speakers on the Internet, registering 1.2 billion page views... View Details
- October 1999 (Revised July 2002)
- Case
WingspanBank.com (A)
By: Sandra J. Sucher and Daniel Galvin
The case describes the new product development process for WingspanBank.com, an Internet-only financial services "infomediary" created by a team from Bank One's First USA division. The creation of the bank is described from concept development to prelaunch decision... View Details
- March 1999 (Revised January 2005)
- Case
Newell Company: Corporate Strategy
By: Cynthia A. Montgomery and Elizabeth Gordon
In 1998, Newell Co., a manufacturer of low-tech, high-volume consumer goods, acquired Calphalon Corp., a high-end cookware company, and Rubbermaid, a $2 billion manufacturer of consumer and commercial plastic products. The case focuses on Newell's strategy and its... View Details
- March 1999 (Revised June 2000)
- Case
Eli Lilly: The Evista Project
By: Steven C. Wheelwright and Matt Verlinden
Describes the creation and operation of the initial two heavyweight teams for new drug development and launch. The primary focus is on one of the teams, Evista, although comparisons to the other team, Zyprexa, are included. Lilly must decide the next phase (postlaunch)... View Details
- January 1999 (Revised March 2001)
- Case
MindSpring
In a business environment where Internet Service Providers (ISP) has become increasingly commodity-like, Charles Brewer, founder and CEO of MindSpring, the nation's sixth largest ISP and the recognized leader in customer satisfaction, ponders a proposed merger with... View Details
- January 1999
- Case
State Street Corporation: Leading with Information Technology (B)
By: Stephen P. Bradley and Kelley Porter
With Multi-currency HORIZON, a real-time multi-currency accounting system that replaced the traditional batch-oriented single-currency accounting system, successfully launched, State Street Corp. (State Street) began to focus on growing the scope of its business... View Details
- December 1998
- Case
Pioneer Hi-Bred: Turning Seeds Into Factories
By: F. Warren McFarlan and Melissa Dailey
The agricultural sector is among the preeminent information technology users in our economy," exclaimed an August 1998 Forbes ASAP survey of the U.S. economy's best and worst users of information technology (IT). The survey designated Pioneer Hi-Bred International,... View Details
- December 1998 (Revised May 2000)
- Case
Lebenthal and Co., Inc.
By: Thomas J. DeLong and Susan Harmeling
Lebenthal and Co. has prospered in the bond business since 1924. Alexandra Lebenthal, granddaughter of the founders, has stepped up to lead the firm. She faces many challenges as the nature of the financial services business changes in dramatic ways. Can this firm... View Details
- September 1998 (Revised July 1999)
- Case
Costco Companies, Inc.
By: David E. Bell and Ann Leamon
Costco Companies, one of the major players in the wholesale club industry, has developed a new class of membership that offers discounted services--auto, health, and home insurance, business credit card processing, real estate services--in exchange for a higher annual... View Details
- September 1998 (Revised August 1999)
- Case
IBM's Lotus Development in 1999
By: Stephen P. Bradley and Kelley Porter
Describes Lotus' acquisition by IBM, its movement from proprietary standards to open standards, and its current market position. Microsoft is gaining ground with its Exchange Server, and Lotus has received unfavorable press. View Details
- 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
- August 1998 (Revised June 2000)
- Case
FairMarket, Inc.: Where Buyers and Sellers Connect
By: Lynda M. Applegate, Jack Wieland and Chad M. M Raube
On February 20, 1997, FairMarket, an Internet-based business-to-business auction site, was launched. CEO, founder Scott Randall, drew on his experience building Internet businesses at NECX Direct, Yahoo, and Internet Shopping Network to build his business. This case,... View Details
- June 1998 (Revised August 2001)
- Case
Wells Fargo Online Financial Services (A)
By: Robert S. Kaplan and Nicole Tempest
Wells Fargo, the industry leader in electronic banking, has implemented a Balanced Scorecard in its online financial services group (OFS) to track and measure performance. The OFS group develops and supports services that allow existing and future banking customers to... View Details
- April 1998 (Revised January 2007)
- Case
Arrow Electronics, Inc.
By: Das Narayandas
Deals with the issue of cross-selling and managing a portfolio of products and services in business markets. Arrow/Schweber (A/S), a subsidiary of electronic parts distributor Arrow Electronics, has a portfolio of products that differ in the amount of value added by... View Details
- April 1998 (Revised November 1999)
- Case
Hambrecht & Quist
By: Thomas J. DeLong and Nicole Tempest
Hambrecht & Quist (H&Q), an investment bank headquartered in San Francisco, has a very unique culture relative to its Wall Street counterparts. Firm members and even competitors describe the culture as entrepreneurial, team-driven, non-bureaucratic, and... View Details
- March 1998 (Revised June 1999)
- Case
DigitalThink: Building a Sales Force
By: Michael J. Roberts, Joseph B. Lassiter III and Christina L. Darwall
A broad set of issues faces a young company in the Internet-based training business as it begins to sell its product to corporate customers. Issues include: profile of attractive candidates, compensation, definition of territory, definition of quotas, and role of... View Details