Publications

April 1993 (Revised June 1993)
Case

Bayerische Motoren Werke AG (BMW)

By: Robert J. Dolan

In 1992, BMW attempts to revive its position in the United States market. In 1991, unit sales had fallen to 53,000 from 88,000 in 1987. The new CEO of North America considers a multifaceted plan to turn around the situation. View Details

Keywords: Product Positioning; Marketing Strategy; Multinational Firms and Management; Market Entry and Exit; Sales; Manufacturing Industry; Auto Industry; Germany; North America

04 May 2021
News

Retailers Need to Think of the Future Not as a Restart, but as a Reset: Former Best Buy CEO

July 2005 (Revised March 2007)
Case

Kansai Digital Phone: Zutto, Gaining Japanese Loyalty

By: Francisco de Asis Martinez-Jerez and James Robert Dillon

Ted Katagi, marketing strategy manager of Kansai Digital Phone (KDP), utilizes customer lifetime value as a key metric to prioritize initiatives in an emergency plan to turn around the company. KDP is a regional phone company in Japan with less than stellar... View Details

Keywords: Customer Relationship Management; Customer Value and Value Chain; Customer Satisfaction; Telecommunications Industry; Electronics Industry; Japan; United States

August 2018
Case

MISHA: Modernizing the World of Shisha

By: William R. Kerr and Gamze Yucaoglu

The case opens in 2017 with two of the five co-founders of MISHA telling the company’s CEO Michal Portz that they believe it is time for the global venture to shut down its operations and cease investments. Portz and another co-founder believe MISHA can still... View Details

Keywords: Innovation And Management; Entrepreneurship; Private Sector; For-profit Firms; Business Strategy; Decision; Business Startups; Emerging Markets; Business Model; Marketing Strategy; Distribution Channels; Market Entry and Exit; Growth and Development Strategy; Competitive Advantage; Value Creation; Decision Choices and Conditions; Technology Industry; Qatar; United States

Spring 2014
Article

Attracting Long-Term Investors Through Integrated Thinking and Reporting: A Clinical Study of a Biopharmaceutical Company

By: Andrew Knauer and George Serafeim

Faced with a large percentage of investors that chase short-term returns, companies could benefit by attracting investors with longer-term horizons and incentives that are more consistent with the long-term strategy of the company. The managers of most companies take... View Details

Keywords: Investing; Asset Management; Long-term Investing; Short-termism; Sustainability; Integrated Reporting; Leadership & Corporate Accountability; Pharmaceuticals; Leadership; Integrated Corporate Reporting; Investment; Business and Stakeholder Relations; Corporate Finance; Biotechnology Industry; Pharmaceutical Industry

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04 May 2021
News

Radio: Hubert Joly, Former CEO and Chair, Best Buy

May 03 2022
Interview

Interview with Faculty Cochairs Robert S. Kaplan & Herman B. 'Dutch' Leonard

29 Jun 2020
News

How Do Other People Experience You? These 4 Things Determine Your Leadership Profile

07 Sep 2010
News

Estée Lauder's Counter Makeover

February 2011
Case

Rebecca S. Halstead: Steadfast Leadership

By: Boris Groysberg and Deborah Bell

Reviews Rebecca Halstead's career history, detailing how, through her personal attributes, skills, experiences, challenges, and organizational practices she developed into a successful leader and commander in the U.S. Army. The case profiles her leadership style and... View Details

Keywords: Working Conditions; Groups and Teams; Competitive Strategy; Personal Development and Career; Organizational Culture; Personal Characteristics; Leadership Style; Gender; Power and Influence

March 2009
Case

Putting Sparkle Into Soda-Club's European Partnerships

Daniel Birnbaum, new CEO of Soda-Club, has taken charge of a company with significant market penetration, brand equity, and revenues in certain European markets. The company is also plagued with hostile relationships with major distributors. He needs to decide how to... View Details

Keywords: Globalized Firms and Management; Partners and Partnerships; Distribution; Entrepreneurship; Crisis Management; Distribution Industry; Europe

December 2014
Case

Louis Dreyfus Commodities

By: David E. Bell

Louis Dreyfus Commodities (LDC or Dreyfus) is the D of the ABCD grain-trading giants. The case describes how their business works and details the strategy by which management turned the company around in recent years. The case presents a number of issues facing the... View Details

Keywords: Commodities; Commodity Trading; Agriculture; Agribusiness; Plant-Based Agribusiness; Goods and Commodities; Financial Markets; Business Strategy; Product Marketing

November 2003 (Revised August 2006)
Case

Union Corrugating Company (B)

By: Paul W. Marshall and Julia Stevens

Lauri Union, president of Union Corrugating Co., has successfully transformed her family's corrugated steel roofing and siding manufacturer into a successful enterprise. Reviews how Union turned the struggling company around and also considers the management structure... View Details

Keywords: Risk Management; Competition; Work-Life Balance; Success; Change Management; Management Systems; Construction Industry; Manufacturing Industry; Steel Industry; Boston; North Carolina

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03 Dec 2013
News

PISA Test Results For U.S. Students Are 'Sobering'

20 Dec 2017
News

Experts Reveal What Makes for a Happier Holiday. Hint: It’s Not More Stuff.

September 2006 (Revised April 2007)
Supplement

Tim Keller at Katzenbach Partners LLC (B)

By: Boris Groysberg, Christopher Marquis and Ayesha Kanji

Supplements the (A) case. The (B) case presents the final outcome of the events. Reveals how Keller is able to turn around perceptions about him and forge relationships with key decision makers. Includes reflections and lessons learned from all parties and Keller's... View Details

Keywords: Projects; Management; Leadership; Organizations; Situation or Environment; Competition; Rank and Position; Attitudes; Motivation and Incentives; Consulting Industry

2013
Tool

Harvard Business Review's Go to Market Tools: Customer Lifetime Value

By: Thomas Steenburgh and Jill Avery

How much are your customers worth? Has your marketing budget been slashed? Need to figure out the best place to invest your time and effort to reach your growth target? HBR's Go to Market Tool helps calculate your customer's lifetime value, allowing you to prioritize... View Details

Keywords: Quantitative Analysis; Tools; Customer Lifetime Value; Customer Defection; CRM; Customer Relationship Management; Marketing; Marketing Strategy; Customer Focus and Relationships

July 2005 (Revised April 2009)
Case

Real Madrid Club de Futbol (Multimedia)

By: John A. Quelch

In June 2004, Florentino Perez, a well-known Spanish businessman, was elected president of Real Madrid, one of the world's top soccer clubs. In his campaign, Perez had promised to turn around the club's finances, bring in world-class talent, and extend the club's brand... View Details

Keywords: Risk Management; Brands and Branding; Marketing Strategy; Organizational Change and Adaptation; Sports; Expansion; Sports Industry; Spain