Publications

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August 2009 (Revised August 2010)
Case

Slanket: Responding to Snuggie's Market Entry

By: John A. Deighton and Leora Kornfeld

How does a pioneer in a new product category deal with the runaway success of a follower? Can search engine marketing and social media help? In 2008 Slanket CEO, Gary Clegg, found that his product, a blanket with sleeves, had been eclipsed by The Snuggie, another... View Details

Keywords: Digital Marketing; Brands and Branding; Product Launch; Market Entry and Exit; Social and Collaborative Networks; Internet and the Web

August 2002
Case

Siebel Systems: Anatomy of a Sale, Part 3

By: John A. Deighton and Das Narayandas

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details

Keywords: Sales; Decision Choices and Conditions; Competitive Strategy; Customer Relationship Management; Product Marketing; Information Technology Industry

15 Oct 2019
News

Bridging Business and Engineering

venture concept. “This new program sounded especially interesting and was aligned with my objectives,” says Perelson, who, along with two other students from Israel, is among the 29 enrolled in the inaugural cohort of HBS’s joint degree program with the Harvard View Details

May 2016 (Revised April 2019)
Case

Legendary Entertainment: Moneyball for Motion Pictures

By: John A. Deighton and Leora Kornfeld

Legendary, the Hollywood studio responsible for such hits as Jurassic World and The Dark Knight, decides to take the marketing of its films in-house, and to market them fan-by-fan. Owner Thomas Tull acquires the big-data-in-sports firm started by Matt Marolda and... View Details

Keywords: ＂Marketing Analytics＂; Marketing Strategy; Decision Making; Motion Pictures and Video Industry; Entertainment and Recreation Industry

14 Sep 2018
Blog Post

10 Things I Learned During My First Month in the MS/MBA: Engineering Sciences Program

I only had one week before classes started. On August 6th, I entered Pierce Hall on the Harvard John A. Paulson School of Engineering and Applied Sciences (SEAS) campus to start the program. It’s been just... View Details

December 1999 (Revised February 2001)
Case

CVS: The Web Strategy

By: John A. Deighton and Anjali C. Shah

How should America's second-largest pharmacy chain respond to the challenge from online drugstores? What threat does the web pose to bricks and mortar distribution of prescription drugs and the other items that make up 50% of a drugstore's sales? This case describes... View Details

Keywords: Leveraged Buyouts; Marketing Channels; Distribution Channels; Service Operations; Corporate Strategy; Pharmaceutical Industry; Web Services Industry

March 1998 (Revised November 1999)
Case

USA TODAY Online

By: John A. Deighton and Anthony St. George

How should USA TODAY use its brand franchise to build a publishing business on the World Wide Web? Advertising Age described the first steps as "a case study in how not to do it," but by the end of 1997 USA TODAY Online is the most visited news site on the Web. Now the... View Details

Keywords: Digital Marketing; Design; Profit; Revenue; Brands and Branding; Marketing Strategy; Internet and the Web; Information Industry

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19 Jun 2012
First Look

First Look: June 19

making complex decisions. Under some circumstances, unconscious thought improves decisions even more than conscious thought. Executive functioning depends on energy provided by glucose, and we know from previous research that the... View Details

Keywords: Sean Silverthorne

Web

Research - Race, Gender & Equity

Salikova considered scaling opportunities for the foundation, which provided educational opportunities for children from rural regions of Kazakhstan. Established by Kazakhstani businessman and philanthropist Aidyn Rakhimbayev, IQanat...... View Details

13 Feb 2018
First Look

New Research and Ideas, February 13, 2018

2018 Pearson Education Horngren's Cost Accounting: A Managerial Emphasis By: Datar, Srikant M., and Madhav Rajan Abstract—Horngren’s Cost Accounting defines the cost accounting market and continues to innovate today by consistently... View Details

Keywords: Sean Silverthorne

Web

Dean Nitin Nohria | About

of Harvard Business School, the Harvard John A. Paulson School of Engineering and Applied Sciences (SEAS), and the Faculty of Arts and Sciences (FAS), this online certificate program is designed for... View Details

Web

Bibliography | Baker Library | Bloomberg Center | Harvard Business School

Remembered by His Descendants. New York: Syracuse University Press, 2007. Loeb, John L., and Frances L. Loeb. All in a Lifetime: A Personal Memoir . 1st ed. New York: J. L. Loeb, 1996. Loeb Jr., View Details

November 2014 (Revised May 2017)
Teaching Note

Fresno's Social Impact Bond for Asthma

By: John A. Quelch

The case desccribes a social impact bond (SIB) to fund home-based remediation programs designed to reduce asthma attacks among Fresno residents (especially children) and thereby save on health care costs (ambulance callouts, emergency room visits etc.). The case... View Details

Keywords: Programs; Social Issues; Investment Return; Health Care and Treatment; Health Industry; California

01 Dec 2019
News

Developing Leaders Who Bridge Business and Engineering

will provide financial aid for students in the MS/MBA: Engineering Sciences Program, offered jointly by HBS and the Harvard John A. Paulson School of Engineering and Applied... View Details

31 May 2023
News

Alumni Achievement Awards 2023

out of a chemistry lab to hear John Kenneth Galbraith, and I fell in love with economics.” HBS takeaways: “Whether you’re a manager or a prime minister, I learned the importance of managing by objective in a... View Details

Keywords: leadership; management; work-life balance

August 1989 (Revised November 1994)
Case

Nissan Motor Co. Ltd.: Marketing Strategy for the European Market

By: John A. Quelch

Nissan executives are reviewing their European marketing strategy in light of the 1992 European Community (EC) market integration program and the likely end of bilateral import quotas on Japanese cars by some EC countries. Having recently established a manufacturing... View Details

Keywords: Marketing Strategy; Resource Allocation; Market Entry and Exit; Trade; Auto Industry; Japan; United Kingdom; Europe

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August 2002 (Revised February 2003)
Case

Siebel Systems: Anatomy of a Sale, Part 2

By: John A. Deighton and Das Narayandas

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details

Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry

August 2002 (Revised January 2003)
Case

Siebel Systems: Anatomy of a Sale, Part 1

By: John A. Deighton and Das Narayandas

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months—from Siebel's initial... View Details

Keywords: Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry