Publications
Publications
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- All HBS Web
(454)
- Faculty Publications (48)
- May 2017 (Revised November 2017)
- Case
Cotopaxi: Managing Growth for Good
By: Andy Wu and Laura Huang
Cotopaxi, an innovative outdoor gear business targeting millennials, focuses on profit and social impact. This registered benefit corporation was formed by Davis Smith who coalesced his experiences as a Wharton MBA student along with professional knowledge from an... View Details
- November 2016
- Case
ShotSpotter
By: Mitchell Weiss and Sarah McAra
SST, Inc. offered a subscription-based gunfire detection service, ShotSpotter Flex, to cities across the United States in addition to a few abroad. Over its 20-year history, SST had mostly honed a reliable business-to-government sales model, and the company had been... View Details
- September–October 2016
- Article
What Senior Executives Should Know About Sales
Business is more complex, data more abundant, and more specialists are needed to stay up-to-date with functional best practices. As a senior executive, you can worry all you want about disruption, but you need a salesforce aligned with strategy to do something about... View Details
- August 2016 (Revised June 2017)
- Case
InsideSales.com (A)
This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers (companies with more than 500 employees). It examines the differences in buying processes, product requirements,... View Details
Keywords: Business Organization; Customer Relationship Management; Marketing Strategy; Organizational Change And Adaptation; Organizational Design; Talent; Talent Management; Organizations; Growth Management; Sales; Salesforce Management; Corporate Entrepreneurship; Technology Industry; United States
- January 2016
- Case
Haiti Hope: Innovating the Mango Value Chain
By: Amy C. Edmondson and Jean-François Harvey
This case study examines a market-based approach to economic development through the eyes of NGO TechnoServe's project manager, implementing a US$9.5 million five-year public-private partnership between Coca-Cola, IDB, and USAID. The case ends at the beginning of the... View Details
Keywords: Sustainability; Economic Development; Corporate Social Responsibility; Emerging Country; Teaming; Public-private Partnership; Inter-organizational Relationships; Collaboration; Strategy Implementation; Agricultural Commodity; Plant-Based Agribusiness; Public Sector; Supply Chain Management; Customer Value and Value Chain; Corporate Social Responsibility and Impact; Learning; Partners and Partnerships; Private Sector; Developing Countries and Economies; Social Enterprise; Food and Beverage Industry; Agriculture and Agribusiness Industry; Haiti
- August 2015 (Revised September 2015)
- Case
Shareholder Activists and Corporate Strategy
By: David Collis and Ashley Hartman
By 2015, there had been an upsurge in activist shareholders arguing for radical changes in companies' corporate strategies. Personalities like Carl Icahn, Bill Ackman, and Daniel Loeb were feared and loathed in some quarters, celebrated in others. With nearly $120... View Details
Keywords: Scope; Activist Investors; Spin-offs; Synergy; Diversification; Consolidation; Hedge Fund; Corporate Strategy
- 2015
- Working Paper
Incentives versus Reciprocity: Insights from a Field Experiment
By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
- Article
Well Said: Why Articulating Your Strategy Can Set You Apart
Senior finance managers now operate in an altered c-suite landscape. The executives reporting to the CEO have doubled in the past 30 years, mostly an increase in functional specialists, not general managers responsible for cross-functional integration. Three decades... View Details
- October 2014
- Article
Putting Sales at the Center of Strategy
By: Frank Cespedes
Research indicates that relatively few firms execute their strategies effectively, and, on average, companies deliver just 50% to 60% of the financial performance that their strategies promise. One reason is a disconnect between strategic goals and field implementation... View Details
- July 2013 (Revised August 2017)
- Case
TaKaDu
By: Elie Ofek and Matthew Preble
In December 2012, Amir Peleg, founder and CEO of TaKaDu, reflected on how to position his young firm for the next fiscal year and beyond. The small Israeli startup had developed an innovative software system that used patented algorithms and statistical analysis to... View Details
Keywords: Innovation; Customer Selection; Business Marketing; High-tech Marketing; Enterprise Resource Planning; Water Resources; Water Management; Utilities; Product Positioning; Expansion; Resource Allocation; Applications and Software; Entrepreneurship; Business Startups; Business Strategy; Innovation and Invention; Growth and Development Strategy; Utilities Industry; Australia; Israel
- September 2012 (Revised December 2013)
- Case
Roxbury Technology Corporation
By: Richard S. Ruback and Royce Yudkoff
Roxbury Technology is a Boston-based re-manufacturer of ink and toner cartridges. In early 2012 RTC was re-evaluating its approach to the company's two most important goals: reducing customer concentration and increasing profitability. RTC's largest customer accounted... View Details
- 2012
- Case
ChemChina
By: F. Warren McFarlan, Donghong Li, Lei Li and Hong Zhang
ChemChina is China's largest basic chemical manufacturing firm. It was included in Fortune Global 500 in 2011 and 2012, ranked No. 475 and 402. Its sales revenue in 2011 was 179 billion yuan, and profit was 600 million yuan. The year-end total assets were 254.2 billion... View Details
- 2012
- Teaching Note
ChemChina (TN)
By: F. Warren McFarlan, Donghong Li, Lei Li and Hong Zhang
ChemChina is China's largest basic chemical manufacturing firm. It was included in Fortune Global 500 in 2011 and 2012, ranked No. 475 and 402. Its sales revenue in 2011 was 179 billion yuan, and profit was 600 million yuan. The year-end total assets were 254.2 billion... View Details
- 2012
- Case
Zhejiang Semir Garment Co., Ltd.
By: F. Warren McFarlan, Jie Jiao and Yuren Fang
With the rapid growth of China's economy and China's increasing integration into the global economy in the past two decades, China's leisure clothing and garment enterprises achieved a rapid rise and became an important competitive force confronting the foreign brands... View Details
- 2012
- Teaching Note
Zhejiang Semir Garment Co., Ltd. (TN)
By: F. Warren McFarlan, Jie Jiao and Yuren Fang
With the rapid growth of China's economy and China's increasing integration into the global economy in the past two decades, China's leisure clothing and garment enterprises achieved a rapid rise and became an important competitive force confronting the foreign brands... View Details
- October 2011 (Revised May 2015)
- Case
The American Repertory Theater
By: Rohit Deshpande, Allen S. Grossman and Ryan Johnson
When Diane Paulus, artistic director and CEO of the American Repertory Theater (A.R.T.) first started in 2008, she attracted media coverage around an aesthetic that aimed to give the audience more ownership over the theater experience, excited theatergoers by... View Details
- September 2009
- Case
Culinarian Cookware: Pondering Price Promotion
By: John A. Quelch and Heather Beckham
In November of 2006, senior executives at Culinarian Cookware were debating the merits of price promotions for the company's premium cookware products. The VP of Marketing, Donald Janus, and Senior Sales Manager, Victoria Brown, had different views. Janus felt price... View Details
- January 2008 (Revised August 2012)
- Case
Retail Sales of Health Insurance: Blue Cross Blue Shield of Florida
By: Regina E. Herzlinger and Grady Clouse
The BCBS of Florida is contemplating whether to enter the consumer-driven health care market and if so, whether to target such groups—and individuals—and in which of its geographic markets, and how. View Details
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role. Challenges... View Details
Keywords: Negotiation
- April 2006 (Revised April 2012)
- Background Note
The Company Sale Process
Lays out the steps, the timeline, and the process by which a company is sold. Focuses on the sale of companies with enterprise values greater than $100 million. These transactions are large enough to require the help of a financial adviser and attract both strategic... View Details