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- All HBS Web
(1,894)
- People (1)
- News (275)
- Research (1,478)
- Events (5)
- Multimedia (16)
- Faculty Publications (889)
- December 1992 (Revised November 1994)
- Case
Becton Dickinson Division: Marketing Organization
By: Frank V. Cespedes
The marketing director for the largest division of a health care products company is reviewing the structure and staffing of the division's marketing organization. The division has authorization to hire an additional marketing manager. Hence, the immediate case... View Details
Keywords: Business Conglomerates; Health Care and Treatment; Human Resources; Recruitment; Selection and Staffing; Managerial Roles; Product Marketing; Measurement and Metrics; Organizational Structure; Strategy; Consumer Products Industry; Health Industry
Cespedes, Frank V. "Becton Dickinson Division: Marketing Organization." Harvard Business School Case 593-070, December 1992. (Revised November 1994.)
- August 2018
- Case
Digital Transformation at Brazilian Retailer Magazine Luiza
By: Thales S. Teixeira, Leandro A. Guissoni and Tania Modesto Veludo-de-Oliveira
By late 2017, Brazilian retailer Magazine Luiza's CEO was convinced that the company could significantly grow sales and accomplish its aspirations of digital transformation. What was unclear in his mind was whether he should act as a tech company and grow as fast as... View Details
Keywords: Digital; Ecommerce; Retailing; Brazil; Bricks And Mortar; Pricing; Customer Lifetime Value; Growth and Development Strategy; Internet and the Web; Transformation; Decision Choices and Conditions; Retail Industry; Brazil
Teixeira, Thales S., Leandro A. Guissoni, and Tania Modesto Veludo-de-Oliveira. "Digital Transformation at Brazilian Retailer Magazine Luiza." Harvard Business School Case 519-009, August 2018.
- January 2007 (Revised April 2011)
- Case
Farmacias Similares: Private and Public Health Care for the Base of the Pyramid in Mexico
By: Michael Chu and Regina Garcia-Cuellar
Farmacias Similares, serving Mexico's low-income sector, grew to $600 million sales and 3,400 drugstores while deep reforms to help the poor swept the public health system. Adjacent to each store, for $2 per visit, medical clinics provided access to doctors for 2.3... View Details
Keywords: Private Sector; Public Sector; Health Care and Treatment; Growth and Development Strategy; Poverty; Pharmaceutical Industry; Retail Industry; Mexico
Chu, Michael, and Regina Garcia-Cuellar. "Farmacias Similares: Private and Public Health Care for the Base of the Pyramid in Mexico." Harvard Business School Case 307-092, January 2007. (Revised April 2011.)
- 23 Oct 2000
- Research & Ideas
The Strategy-Focused Organization
occurred early in 1995 that revealed the commitment of the executive leadership team both to the new strategy and to the Balanced Scorecard. The winter (first quarter) of 1995 was unusually warm in North America. View Details
Keywords: by Robert S. Kaplan & David P. Norton
- May 2006 (Revised April 2009)
- Case
Cola Wars Continue: Coke and Pepsi in 2006
By: David B. Yoffie and Michael Slind
Examines the industry structure and competitive strategy of Coca-Cola and Pepsi over 100 years of rivalry. New challenges in 2006 include boosting flagging carbonated soft drink (CSD) sales and finding new revenue streams. Both firms also began to modify their... View Details
Keywords: History; Competitive Strategy; Industry Structures; Growth and Development Strategy; Food and Beverage Industry; United States
Yoffie, David B., and Michael Slind. "Cola Wars Continue: Coke and Pepsi in 2006." Harvard Business School Case 706-447, May 2006. (Revised April 2009.)
- September 2005 (Revised October 2005)
- Case
Agora SA
By: Tarun Khanna, Krishna G. Palepu, Vincent Dessain and Monika Stachowiak
Tells the story of Agora, the largest media company in Poland, describing its corporate strategy of diversification since its founding in 1989 by entrepreneurial journalists closely linked to the anti-communist movement Solidarity. Describes in detail Gazeta Wyborcza,... View Details
Keywords: Diversification; Competition; Media; Corporate Strategy; Emerging Markets; Journalism and News Industry; Media and Broadcasting Industry; Germany; Poland
Khanna, Tarun, Krishna G. Palepu, Vincent Dessain, and Monika Stachowiak. "Agora SA." Harvard Business School Case 706-425, September 2005. (Revised October 2005.)
- April 1989 (Revised March 1990)
- Case
Burlington Northern (B)
Describes the experiences of a seasoned Burlington Northern (BN) sales representative after the introduction of ShipSmart, a decision support system developed by the BN to help its employees and customers analyze logistics problems. After a brief description of a... View Details
Keywords: Change Management; Expansion; Rail Transportation; Logistics; Distribution Channels; Truck Transportation; Innovation and Invention; Sales; Rail Industry; United States
Hammond, Janice H. "Burlington Northern (B)." Harvard Business School Case 689-083, April 1989. (Revised March 1990.)
- April 1993 (Revised July 1994)
- Case
MathSoft, Inc. (A)
MathSoft's VP of sales has doubled the size of the company's direct field sales force to support the launch of a new, high-end workstation software product priced at almost $9,000. However, sales of the new product are far below plan. At the same time, the VP of... View Details
Keywords: Information Technology; Corporate Entrepreneurship; Applications and Software; Communication Strategy; Salesforce Management; Marketing Channels; Advertising; Product Launch; Information Technology Industry; Industrial Products Industry; United States
Rangan, V. Kasturi. "MathSoft, Inc. (A)." Harvard Business School Case 593-094, April 1993. (Revised July 1994.)
- February 2008 (Revised May 2008)
- Supplement
Lincoln Financial Group (C)
LFG reorganizes its business in order to improve customer intimacy. However, to implement the strategy, they need to effect significant changes in the skills of their salespeople. This case series straddles human resource management, corporate strategy, and sales... View Details
Keywords: Organizational Change and Adaptation; Salesforce Management; Customer Focus and Relationships; Financial Services Industry
Godes, David B., and David Lane. "Lincoln Financial Group (C)." Harvard Business School Supplement 508-030, February 2008. (Revised May 2008.)
- 18 Nov 2021
- News
Masterclass: Frank Cespedes
- October 1991 (Revised January 2002)
- Case
Butler Lumber Company
By: Thomas R. Piper
The Butler Lumber Co. is faced with a need for increased bank financing due to its rapid sales growth and low profitability. Students must determine the reasons for the rising bank borrowing, estimate the amount of borrowing needed, and assess the attractiveness of the... View Details
Keywords: Commercial Banking; Financial Crisis; Borrowing and Debt; Financial Strategy; Financing and Loans; Capital Structure; Forecasting and Prediction
Piper, Thomas R. "Butler Lumber Company." Harvard Business School Case 292-013, October 1991. (Revised January 2002.)
- September 2015
- Teaching Note
Sustainability at IKEA Group
Can IKEA Group double its global sales within a decade by expending in emerging markets while implementing on its ambitious sustainability strategy that included focusing on raw material sourcing and suppliers’ production processes? The case focuses on IKEA Group’s... View Details
- August 1978 (Revised October 1979)
- Case
Grey Advertising/Canada Dry Account
After taking over Canada Dry's mixers account in 1966, Grey Advertising assembled a successful ad campaign that increased ginger ale sales significantly. But Canada Dry's market share for ginger ale and its other mixer products had remained the same or declined during... View Details
Keywords: Marketing Strategy; Consumer Behavior; Advertising Campaigns; Advertising Industry; Food and Beverage Industry
Ward, L. Scott. "Grey Advertising/Canada Dry Account." Harvard Business School Case 579-012, August 1978. (Revised October 1979.)
- April 1996 (Revised May 2000)
- Case
Bed Bath & Beyond
By: Amy P. Hutton and James Weber
This case examines how accurately investors have incorporated information about the growth strategy of Bed Bath & Beyond (BBBY) into share price, especially given the changing competitive environment in the housewares industry and the recent Barron's article pointing... View Details
Hutton, Amy P., and James Weber. "Bed Bath & Beyond." Harvard Business School Case 196-123, April 1996. (Revised May 2000.)
- April 1989 (Revised October 2005)
- Case
James Burke: A Career in American Business (A)
By: Richard S. Tedlow and Wendy Smith
Presents an historical overview of the professional career of James E. Burke, chairman and CEO of Johnson & Johnson. Examines the corporation's handling of three major occurrences--the Tylenol poisonings in 1982 and 1986 and the acquisition and subsequent sale of... View Details
Keywords: Business History; Marketing Strategy; Ethics; Personal Development and Career; Crisis Management; Consumer Products Industry; Health Industry; United States
Tedlow, Richard S., and Wendy Smith. "James Burke: A Career in American Business (A)." Harvard Business School Case 389-177, April 1989. (Revised October 2005.)
- 2008
- Mimeo
Do Hedge Funds Profit from Mutual-Fund Distress?
By: Joseph Chen, Samuel G. Hanson, Harrison Hong and Jeremy C. Stein
This paper explores the question of whether hedge funds engage in frontrunning strategies that exploit the predictable trades of others. One potential opportunity for front-running arises when distressed mutual funds—those suffering large outflows of assets under... View Details
Keywords: Investment Funds; Profit; Strategy; Forecasting and Prediction; Investment Return; Opportunities; Asset Management; Sales
Chen, Joseph, Samuel G. Hanson, Harrison Hong, and Jeremy C. Stein. "Do Hedge Funds Profit from Mutual-Fund Distress?" 2008. Mimeo.
- 2016
- Working Paper
Decision-Making by Precedent and the Founding of American Honda (1948 – 1974)
By: Ramon Casadesus-Masanell and John Heilbron
American Honda was founded in 1959 as a wholly owned subsidiary of the Honda Motor Company to facilitate sales and distribution in the United States. The details of American Honda’s early history have long served as evidence in debates among scholars and practitioners... View Details
Keywords: Strategy; Business Subsidiaries; Decision Making; Auto Industry; Retail Industry; United States
Casadesus-Masanell, Ramon, and John Heilbron. "Decision-Making by Precedent and the Founding of American Honda (1948 – 1974)." Harvard Business School Working Paper, No. 17-016, August 2016.
- April 2020 (Revised November 2020)
- Case
Ping An: Pioneering the New Model of ‘Technology-driven Finance’
By: Feng Zhu, Anthony K. Woo and Nancy Hua Dai
In mid-December 2018, Peter Ma, Chairman and CEO of Ping An Insurance (Group) Company of China, Ltd. was considering whether the company should grow a fifth ecosystem of Smart City Services. Established in 1988, Ping An was one of the top 10 global financial... View Details
Keywords: Business Ecosystems; Fintech; Finance; Information Technology; Business Model; Expansion; Competitive Strategy; Financial Services Industry; Technology Industry
Zhu, Feng, Anthony K. Woo, and Nancy Hua Dai. "Ping An: Pioneering the New Model of ‘Technology-driven Finance’." Harvard Business School Case 620-068, April 2020. (Revised November 2020.)
- 15 Nov 2022
- Book
Stop Ignoring Bad Behavior: 6 Tips for Better Ethics at Work
which publishes in November, can provide important lessons for business people in an era where consumers expects companies to behave responsibly more than ever. Enabling unethical behavior In the case of Purdue Pharma, McKinsey advised Purdue on boosting View Details
Keywords: by Pamela Reynolds
- January 2002 (Revised September 2022)
- Case
Aqualisa Quartz: Simply a Better Shower
By: Youngme E. Moon and Kerry Herman
Harry Rawlinson is managing director of Aqualisa, a major U.K. manufacturer of showers. He has just launched the most significant shower innovation in recent history: the Quartz shower. The shower provides significant improvements in terms of quality, cost, and ease of... View Details
Keywords: Problems and Challenges; Product Launch; Consumer Behavior; Product Positioning; Technological Innovation; Decision Choices and Conditions; Sales; Strategy; Manufacturing Industry; Consumer Products Industry; United Kingdom
Moon, Youngme E., and Kerry Herman. "Aqualisa Quartz: Simply a Better Shower." Harvard Business School Case 502-030, January 2002. (Revised September 2022.)