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      • February 1992 (Revised September 2003)
      • Case

      Beech-Nut Nutrition Corporation (A-1)

      By: Lynn S. Paine
      The CEO of Beech-Nut Nutrition Corp. must decide what to do when he receives information that the company's supply of apple juice concentrate may be adulterated. The concentrate is used in many of the company's juice products. It appears that others in the company may... View Details
      Keywords: Quality; Law; Ethics; Nutrition; Management Teams; Decisions; Business or Company Management; Communication; Governance Compliance; Information Management; Corporate Finance; Food and Beverage Industry; United States
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      Paine, Lynn S. "Beech-Nut Nutrition Corporation (A-1)." Harvard Business School Case 392-084, February 1992. (Revised September 2003.)
      • 1992
      • Working Paper

      Intercompany Operating Ties: Unlocking the Value in Channel Restructuring

      By: R. Shapiro and J. Byrnes
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      Shapiro, R., and J. Byrnes. "Intercompany Operating Ties: Unlocking the Value in Channel Restructuring." Harvard Business School Working Paper, No. 92-058, January 1992.
      • October 1991 (Revised August 2000)
      • Case

      Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)

      By: V. Kasturi Rangan and Frank V. Cespedes
      Becton Dickinson, a phenomenally successful company with an 80% market share in the blood collection needles and syringes market faces a change in the customer buying environment (cost containment pressures at hospitals). This forces a reevaluation of the company's... View Details
      Keywords: Business Divisions; Customer Satisfaction; Demand and Consumers; Market Participation; Distribution Channels; Success; Corporate Strategy; Value Creation; Health Industry
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      Rangan, V. Kasturi, and Frank V. Cespedes. "Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)." Harvard Business School Case 592-037, October 1991. (Revised August 2000.)
      • September 1991 (Revised September 2010)
      • Case

      Dore-Dore

      By: Janice H. Hammond and Audris Wong
      Dore-Dore, a French manufacturer of socks and children's knitwear, has just converted a portion of its knitwear operations to a flexible modular system to allow faster response and greater flexibility. The case provides an opportunity to assess the changes in knitwear... View Details
      Keywords: Order Taking and Fulfillment; Logistics; Production; Performance Productivity; Apparel and Accessories Industry; France
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      Hammond, Janice H., and Audris Wong. "Dore-Dore." Harvard Business School Case 692-028, September 1991. (Revised September 2010.)
      • September 1991
      • Article

      Retail Pricing: Does Channel Length Matter

      By: R. Lal and Anne Coughlan
      Keywords: Price
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      Lal, R., and Anne Coughlan. "Retail Pricing: Does Channel Length Matter." Managerial and Decision Economics (September 1991).
      • August 1991 (Revised September 1994)
      • Background Note

      What Is Industrial Marketing?

      By: V. Kasturi Rangan
      Discusses the key distinguishing aspects of industrial as compared to consumer marketing. These differences are highlighted for organizational as well as marketing mix aspects. View Details
      Keywords: Customer Relationship Management; Innovation Strategy; Growth and Development Strategy; Marketing Channels; Marketing Strategy; Marketplace Matching; Organizational Change and Adaptation; Core Relationships; Industrial Products Industry; Manufacturing Industry
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      Rangan, V. Kasturi. "What Is Industrial Marketing?" Harvard Business School Background Note 592-012, August 1991. (Revised September 1994.)
      • 1991
      • Other Unpublished Work

      Improving the Performance of the Men's Dress Shirt Industry: A Channel Perspective

      By: J. H. Hammond, J Dunlop, F A Abernathy and D. Weil
      Keywords: Performance Improvement; Marketing Channels; Fashion Industry
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      Hammond, J. H., J Dunlop, F A Abernathy, and D. Weil. "Improving the Performance of the Men's Dress Shirt Industry: A Channel Perspective." Harvard Center for Textile and Apparel Research, August 1991.
      • fall 1990
      • Article

      Improving Channel Coordination Through Franchising

      By: R. Lal
      Keywords: Franchise Ownership
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      Lal, R. "Improving Channel Coordination Through Franchising." Marketing Science (fall 1990).
      • July 1990 (Revised August 1995)
      • Case

      Symantec--1982-90

      By: Nitin Nohria
      As Symantec grew from a small, upstart software development company to a major player in the software development industry, the channels of information flow and the internal communication needs of the company became more complex. The geographically-dispersed structure... View Details
      Keywords: Applications and Software; Communication Technology; Communication; Organizational Change and Adaptation; Employee Relationship Management; Growth and Development; Knowledge Dissemination; Knowledge Sharing; Knowledge Management; Information Technology Industry; United States
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      Nohria, Nitin. "Symantec--1982-90." Harvard Business School Case 491-010, July 1990. (Revised August 1995.)
      • April 1990
      • Supplement

      Philip Morris Companies' ""Bill of Rights"" Sponsorship Program, Responses

      By: Stephen A. Greyser and Norman Klein
      Describes the reactions of public interest groups, members of the House of Representatives, and others. Further documents reactions to the choice of Philip Morris (PM) as a sponsor. Invites students to weigh the corporate pluses and minuses for PM, given these... View Details
      Keywords: Marketing Channels; Behavior; Public Opinion; Segmentation
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      Greyser, Stephen A., and Norman Klein. Philip Morris Companies' ""Bill of Rights"" Sponsorship Program, Responses. Harvard Business School Supplement 590-109, April 1990.
      • April 1990
      • Case

      Nestle Alimentana S.A. -- Infant Formula (Abridged)

      By: James E. Austin
      The new vice president of infant and dietetic products of Nestle Alimentana S.A. has to make recommendations on the company's marketing programs for its infant formulas in developing countries. The U.S. subsidiary is currently the target of a consumer boycott because... View Details
      Keywords: Product Marketing; Emerging Markets; Developing Countries and Economies; Distribution Channels; Marketing Strategy; Cross-Cultural and Cross-Border Issues; Food; Business Subsidiaries; Food and Beverage Industry; United States; Switzerland
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      Austin, James E. "Nestle Alimentana S.A. -- Infant Formula (Abridged)." Harvard Business School Case 590-070, April 1990.
      • March 1990 (Revised October 1999)
      • Case

      Mary Kay Cosmetics: Sales Force Incentives (A)

      By: Robert L. Simons and Hilary Weston
      Describes the incentive system by which Mary Kay Cosmetics motivates the sales force of 200,000 independent agents who comprise the firm's only distribution channel. Illustrates the powerful effect on sales-force behavior that results when creative types of employee... View Details
      Keywords: Motivation and Incentives; Cost Management; Salesforce Management; Distribution Channels; Beauty and Cosmetics Industry; United States
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      Simons, Robert L., and Hilary Weston. "Mary Kay Cosmetics: Sales Force Incentives (A)." Harvard Business School Case 190-103, March 1990. (Revised October 1999.)
      • February 1990 (Revised April 1991)
      • Background Note

      Quick Response in the Apparel Industry

      By: Janice H. Hammond
      It has been estimated that the U.S. apparel industry wastes over $25 billion annually due to inefficient practices, long lead times, and insufficient coordination between channel partners. In response to intense competition from off-shore producers, the industry has... View Details
      Keywords: Information; Distribution Channels; Performance Efficiency; Partners and Partnerships; Adaptation; Business Strategy; System; Technology; Apparel and Accessories Industry; United States
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      Hammond, Janice H. "Quick Response in the Apparel Industry." Harvard Business School Background Note 690-038, February 1990. (Revised April 1991.)
      • February 1990 (Revised August 2001)
      • Case

      Merloni Elettrodomestici SpA: The Transit Point Experiment

      By: Janice H. Hammond and Maura G Kelly
      Merloni Elettrodomestici is a leading Italian manufacturer of domestic appliances. In 1986, an exposition for Merloni customers is scheduled at its Milano regional warehouse. During the two-month period preceding the event, when the warehouse must be free of inventory,... View Details
      Keywords: Logistics; Marketing Channels; Planning; Time Management; Distribution Channels; Competitive Advantage; Customer Relationship Management; Information Technology; Consumer Products Industry; Italy
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      Hammond, Janice H., and Maura G Kelly. "Merloni Elettrodomestici SpA: The Transit Point Experiment." Harvard Business School Case 690-003, February 1990. (Revised August 2001.)
      • November 1989 (Revised February 1992)
      • Case

      Ford Motor Co.: Dealer Sales and Service

      By: Leonard A. Schlesinger
      Since Henry Ford founded Ford Motor Co., Ford vehicles have been sold and serviced the same way. By the late 1980s Ford began to consider making changes in its sales and service process. Two developments forced Ford to reconsider these processes. First, Ford found... View Details
      Keywords: Organizational Change and Adaptation; Change Management; Distribution Channels; Customer Focus and Relationships; Service Industry; Auto Industry; Retail Industry; United States
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      Schlesinger, Leonard A. "Ford Motor Co.: Dealer Sales and Service." Harvard Business School Case 690-030, November 1989. (Revised February 1992.)
      • June 1989 (Revised January 1992)
      • Case

      Ingersoll-Rand (A): Managing Multiple Channels--1985

      By: V. Kasturi Rangan and E. Raymond Corey
      James Clabough, marketing vice president at Ingersoll-Rand, has to decide on the distribution policy for a new product. The decision has marketing as well as organizational ramifications. View Details
      Keywords: Decisions; Leadership Style; Marketing Channels; Product Launch; Distribution
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      Rangan, V. Kasturi, and E. Raymond Corey. "Ingersoll-Rand (A): Managing Multiple Channels--1985." Harvard Business School Case 589-121, June 1989. (Revised January 1992.)
      • April 1989 (Revised March 1990)
      • Case

      Burlington Northern (B)

      By: Janice H. Hammond
      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
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      Hammond, Janice H. "Burlington Northern (B)." Harvard Business School Case 689-083, April 1989. (Revised March 1990.)
      • April 1989
      • Case

      Norton Auto Supply

      By: Janice H. Hammond
      Describes a multiechelon distribution system for the distribution of automobile spare parts. An analyst has been hired by the Norton Auto Supply Co. to improve the company's inventory planning and control techniques. Includes demand, cost, weight, and supplier lead... View Details
      Keywords: Business or Company Management; Operations; Distribution Channels; Management Practices and Processes; Management; Strategy; Industrial Products Industry; Auto Industry
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      Hammond, Janice H. "Norton Auto Supply." Harvard Business School Case 689-084, April 1989.
      • December 1988 (Revised October 1989)
      • Teaching Note

      Atlas Copco (A): Gaining and Building Distribution Channels, (B) and (C): The Conflict Episode, Teaching Note

      By: V. Kasturi Rangan
      Teaching Note for (9-588-004), (9-588-020), and (9-588-021). View Details
      Keywords: Marketing Channels; Conflict Management; Distribution Industry
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      Rangan, V. Kasturi. "Atlas Copco (A): Gaining and Building Distribution Channels, (B) and (C): The Conflict Episode, Teaching Note." Harvard Business School Teaching Note 589-076, December 1988. (Revised October 1989.)
      • September 1988 (Revised June 1993)
      • Case

      Ring Medical

      By: V. Kasturi Rangan
      Describes the progress of a new product launch (HCS-100, a hospital communication system). Ring Medical has sold only five systems in six months against an annual target of 30. There is a lack of agreement internally on how the new product effort should be organized.... View Details
      Keywords: Conferences; Marketing Strategy; Product Launch; Distribution Channels; Performance
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      Rangan, V. Kasturi. "Ring Medical." Harvard Business School Case 589-046, September 1988. (Revised June 1993.)
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