Publications
Publications
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- All HBS Web
(1,824)
- Faculty Publications (487)
- February 1997
- Case
Archer Daniels Midland: Direction and Strategy
By: Ray A. Goldberg and Thomas N. Urban Jr
Sets out the strategy and competitive competencies of one of the leading grain trade and processing companies in the world. An overview of the company's innovations in corn and oilseed by-products is provided. The strategy of the firm is to add by-products to corn,... View Details
- January 1997
- Background Note
Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance
Provides an integrated framework for creating customer value and managing the firm profitably. Focuses on the use of product/service line management and effective customer service to achieve customer satisfaction and high profitability. View Details
- August 1996 (Revised May 1997)
- Case
Delta & Pine Land: Measuring the Value of Transgenic Cotton
By: Ray A. Goldberg and Charlotte A. Tasker
Discusses the joint venture between two companies with different capabilities: 1) technology provider and 2) transportation agent. Discusses how to capture value from joint venture and biotechnology: 1) who are winners and who are losers; 2) how much value can/should... View Details
- July 1996
- Case
Williams-Sonoma, Inc.--1990
By: Nancy F. Koehn and Michael Dearing
Howard Lester, chairman and CEO, has just completed a second offering of common stock in Williams-Sonoma, Inc. ($218.2 million 1989 sales). Having targeted $500 million in retail sales, Lester's challenge is to: 1) prioritize growth investments in five existing catalog... View Details
- June 1996 (Revised July 1997)
- Case
Hostile Bid for Red October, The
By: Benjamin C. Esty and Alan Bigman
Manatep Bank, a Russian investment bank, has just announced the country's first hostile tender offer for Red October, a confectionery company located in Moscow. As the chief financial officer of the target company, Yuri Yegorov must decide how to respond, how much his... View Details
- November–December 1995
- Article
Exploiting the Virtual Value Chain
By: Jeffrey F. Rayport and J. J. Sviokla
- October 1995
- Teaching Note
Procter & Gamble: Improving Consumer Value Through Process Design TN
Teaching Note for (9-195-126). View Details
- October 1995 (Revised January 1998)
- Case
Heineken N.V.: Global Branding and Advertising
By: John A. Quelch
Heineken managers are evaluating the results of the research projects designed to identify the values of the Heineken brand and to translate these into effective advertising messages. View Details
- May 1995 (Revised March 1996)
- Case
ToyWorld, Inc.: Information Technology Planning
ToyWorld, a fast growing retailer, was revitalizing its information technology (IT) infrastructure and called in AT&T to help plan for the future. Five strategic alternatives for use of information and communications technology were identified through value chain... View Details
- April 1995 (Revised April 1995)
- Case
Pillsbury: Customer Driven Reengineering
By: Robert S. Kaplan
Pillsbury is transforming itself from an integrated producer of flour and bakery products to a value-added supplier of premium branded products. After initial successes applying activity-based costing to manufacturing operations, two senior executives decide to... View Details
- January 1995
- Case
Understanding User Needs
By: Marco Iansiti and Ellen Stein
Presents an introduction to methods for understanding user needs in product development. Describes a number of techniques including the use of focus groups, interviews, questionnaires, the Kano method, Lead User analysis, the Product Value matrix, OFD, etc. Provides a... View Details
- May 1994 (Revised March 2008)
- Case
Barilla SpA (A)
Barilla SpA, an Italian manufacturer that sells to its retailers largely through third-party distributors, experienced widely fluctuating demand patterns from its distributors during the late 1980s. This case describes a proposal to address the problem by implementing... View Details
- May 1994 (Revised November 1994)
- Case
PepsiCo: A View from the Corporate Office
Describes the three business segments of PepsiCo (beverages, snack foods, and restaurants). It then explores the competitive environment within each segment and the response of PepsiCo's businesses. It seeks to show how PepsiCo CEO, D. Wayne Calloway, in a very... View Details
- 1994
- Book
Adding Value: Brands and Marketing in Food and Drink
By: Geoffrey Jones and Nicholas J. Morgan
Branding is one of the most prominent topics in business today. This volume explores both the impact it has had on major products and the business strategies which have shaped the success, or failure, of these brands. Focusing on the history of marketing in the food... View Details
- January 1994 (Revised February 2001)
- Case
PepsiCo's Restaurants
In 1992 PepsiCo is considering two opportunities to expand its restaurant business, Carts of Colorado, a $7 million manufacturer and merchandiser of mobile food carts, and California Pizza Kitchen, a $60 million chain in the casual dining segment. The discussion... View Details
- January 1994
- Case
National Convenience Stores, Inc.
By: Steven R. Fenster, Stuart C. Gilson and Roy Burstin
National Convenience Stores seeks to emerge from Chapter 11. Central to the nature of the reorganization plan is the company's determining enterprise value. The various constituencies (secured debt, unsecured debt, etc.) will seek to find an enterprise value that... View Details
- October 1993 (Revised September 1994)
- Case
Catalina Marketing Corp.
By: David E. Bell, Walter J. Salmon and Dinny Starr
Catalina Marketing is a very successful marketing service firm. Their current customers include major supermarket retailers and consumer products manufacturers nation-wide. Catalina provides a unique way for these clients to distribute coupons for their products via... View Details
- May 1993 (Revised June 2004)
- Case
PepsiCo Bottling in Mexico
By: Kenneth A. Froot
This case describes Pepsico's program to restructure its Mexican bottling network. It wants to work with existing bottlers and find an organizational arrangement that will allow the bottlers to grow and change with the Mexican soft drink industry. View Details
- March 1993
- Case
Liz Claiborne, Inc. and Ruentex Industries, Ltd. (Abridged)
By: Roy D. Shapiro and Marie-Therese M. Flaherty
Details the evolution of a value-creating supplier-buyer partnership. Describes the buyer's (Liz Claiborne) manufacturing and marketing strategy, and details the workings of the firm's relationship with an important Taiwanese supplier of piece goods (Ruentex Industries... View Details
- March 1993 (Revised April 1995)
- Case
IBM After-Sales Service
IBM has established a service delivery system to provide service and maintenance parts for its installed base of computers. The case outlines the competitive pressures IBM faces from alternative providers of maintenance services (e.g. other OEMs, third-party... View Details