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- All HBS Web
(1,890)
- People (1)
- News (270)
- Research (1,478)
- Events (5)
- Multimedia (16)
- Faculty Publications (889)
- September 2014 (Revised February 2015)
- Case
Pfizer and AstraZeneca: Marketing an Acquisition (A)
By: John A. Quelch and James Weber
In 2014, Pfizer proposed a friendly acquisition of AstraZeneca, but the AstraZeneca board resisted over price and strategy concerns. Was this good for pharmaceutical consumers? Pfizer, like pharmaceutical companies in general, faced difficulties in growing sales due to... View Details
Keywords: Health Care Policy; Mergers And Acquisitions; Marketing; Government Relations; Crisis Management; Decision Making; Growth and Development; Management; Markets; Strategy; Pharmaceutical Industry; United Kingdom; United States
Quelch, John A., and James Weber. "Pfizer and AstraZeneca: Marketing an Acquisition (A)." Harvard Business School Case 515-007, September 2014. (Revised February 2015.)
- 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.)
- 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.)
- April 2020
- Supplement
Oaktree: Pierre Foods Investment
By: Victoria Ivashina and Terrence Shu
This case is a setting to discuss “loan to own” investment strategy that is often pursued by distressed investors. The aftermath of the 2007 financial crisis left many companies with poor liquidity and limited ability to obtain credit. One of these companies was Pierre... View Details
- March 2000 (Revised February 2005)
- Case
Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers
By: Das Narayandas and Robert C. Dudley
In late 1996, Manuel Diaz, head of Worldwide Sales for Hewlett-Packard's (HP) Computer Systems Organization (CSO), is reviewing the results of an audit of HP's enterprise customer management approach with the objective of identifying market and organizational... View Details
Keywords: Accounting Audits; Transformation; Customer Relationship Management; Cost vs Benefits; Marketing Strategy; Sales; Computer Industry
Narayandas, Das, and Robert C. Dudley. "Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers." Harvard Business School Case 500-064, March 2000. (Revised February 2005.)
- June 2018
- Case
Forta Furniture: International Expansion
By: John A. Quelch and Karthik Easwar
The Forta Furniture case highlights the need to consider new market expansion to grow a firm. It demonstrates that simply doing what has always been done is not sustainable when other competitors enter the market with differentiated or potentially superior offerings.... View Details
Keywords: Market Entry and Exit; Global Range; Decision Making; Analysis; Cross-Cultural and Cross-Border Issues; Growth and Development Strategy; Brands and Branding; Expansion
Quelch, John A., and Karthik Easwar. "Forta Furniture: International Expansion." Harvard Business School Brief Case 918-547, June 2018.
- April 2018
- Teaching Note
InsideSales.com (A) and (B)
By: Frank Cespedes
Teaching Note for HBS Nos. 817-018 and 817-042. InsideSales.com (ISC) has been successful selling its software to small- and medium-sized businesses (SMB). But for various reasons, the founders see “the next stage of growth” as building a scalable sales and service... View Details
- 2010
- Article
Impact of Online Consumer Reviews on Sales: The Moderating Role of Product and Consumer Characteristics
By: Feng Zhu and Michael Zhang
This article examines how product and consumer characteristics moderate the influence of online consumer reviews on product sales using data from the video game industry. The findings indicate that online reviews are more influential for less popular games and games... View Details
Keywords: Internet Marketing; Online Consumer Reviews; Word Of Mouth; Long Tail; Internet and the Web; Marketing Reference Programs; Digital Marketing; Video Game Industry
Zhu, Feng, and Michael Zhang. "Impact of Online Consumer Reviews on Sales: The Moderating Role of Product and Consumer Characteristics." Journal of Marketing 74, no. 2 (March 2010): 133–148.
- October 2012 (Revised May 2014)
- Case
J Sainsbury Plc, Road to Recovery
By: John R. Wells and Galen Danskin
In 2012, J Sainsbury Plc (Sainsbury's), the number three supermarket chain in the UK with £22.3 billion in sales, appeared to have put the troubles of the past behind it. For over 70 years, Sainsbury's had been the UK's largest grocer, but Tesco had overtaken it in... View Details
Keywords: United Kingdom; Retailing; Food; Tesco; Sainsbury; Strategy; Competitive Strategy; Global Strategy; Retail Industry; United Kingdom
Wells, John R., and Galen Danskin. "J Sainsbury Plc, Road to Recovery." Harvard Business School Case 713-453, October 2012. (Revised May 2014.)
- May 2017 (Revised March 2018)
- Case
Predicting Consumer Tastes with Big Data at Gap
By: Ayelet Israeli and Jill Avery
CEO Art Peck was eliminating his creative directors for The Gap, Old Navy, and Banana Republic brands and promoting a collective creative ecosystem fueled by the input of big data. Rather than relying on artistic vision, Peck wanted the company to use the mining of big... View Details
Keywords: Retailing; Preference Elicitation; Big Data; Predictive Analytics; Artificial Intelligence; Fashion; Marketing; Marketing Strategy; Marketing Channels; Brands and Branding; Consumer Behavior; Demand and Consumers; Analytics and Data Science; Forecasting and Prediction; E-commerce; Apparel and Accessories Industry; Consumer Products Industry; Fashion Industry; Retail Industry; United States; Canada; North America
Israeli, Ayelet, and Jill Avery. "Predicting Consumer Tastes with Big Data at Gap." Harvard Business School Case 517-115, May 2017. (Revised March 2018.)
- 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.)
- 2000
- Article
The Consequences of Customization on the Use of Management Accounting Systems
By: J. Bouwens and Margaret A. Abernethy
The understanding of the antecedent conditions influencing the design of management accounting systems (MASs) is very limited. In recent years, significant research attention has been devoted to understanding how different strategic priorities influence these systems.... View Details
Bouwens, J., and Margaret A. Abernethy. "The Consequences of Customization on the Use of Management Accounting Systems." Accounting, Organizations and Society 25, no. 3 (April 2000): 221–241.
- September 2018 (Revised August 2019)
- Case
The Progressive Corporation, 2018
By: John R. Wells and Benjamin Weinstock
In early 2019, The Progressive Corporation (Progressive), the USA’s third-largest auto insurance writer, reported earned premiums were up 20% in 2018 compared to the previous year, and net income was up 64%. Direct sales of personal auto policies rose 21%, while agent... View Details
Keywords: Insurance Companies; Strategic Analysis; Strategic Decisions; Customer Acquisition; Customer Experience; Customer Lifetime Value; Policy Implementation; Competitors; Auto Insurance; Vehicle; Progressive; Allstate; State Farm; GEICO; Implementation; Insurance; Customer Value and Value Chain; Growth Management; Competitive Strategy; Insurance Industry
Wells, John R., and Benjamin Weinstock. "The Progressive Corporation, 2019." Harvard Business School Case 719-413, September 2018. (Revised August 2019.)
- July 2012 (Revised June 2018)
- Case
MC Tool
By: Richard S. Ruback and Royce Yudkoff
Two partners acquired MC Tool in October 2007 for $5 million. The company was a machine shop that manufactured parts for a wide variety of applications in the energy, automotive, and industrial equipment industries. In their first year of ownership, the partners... View Details
Keywords: Capital Budgeting; Risk Management; Risk and Uncertainty; Problems and Challenges; Transformation; Production; Business Strategy; Manufacturing Industry; United States
Ruback, Richard S., and Royce Yudkoff. "MC Tool." Harvard Business School Case 213-013, July 2012. (Revised June 2018.)
- June 2020
- Case
TransDigm: The Acquisition of Aerosonic Corp.
By: Benjamin C. Esty and Daniel W. Fisher
In April 2013, TransDigm, a company that manufactured a wide range of highly engineered aerospace parts for both military and commercial aircraft, announced an agreement to acquire Aerosonic Corporation for $39 million in cash (1.2 times Aerosonic’s sales of $31... View Details
Keywords: Mergers and Acquisitions; Growth Management; Business Strategy; Competitive Strategy; Value Creation; Valuation; Negotiation; Cash Flow; Contracts; Aerospace Industry; Air Transportation Industry; United States
Esty, Benjamin C., and Daniel W. Fisher. "TransDigm: The Acquisition of Aerosonic Corp." Harvard Business School Case 720-480, June 2020.
- November 2011 (Revised June 2013)
- Case
Natura Cosméticos, S.A.
Rodolfo Guttilla, Director of Corporate Affairs for Natura Cosméticos S.A. (Natura), prepared for a meeting with key stakeholders to discuss the future of integrated reporting at Natura. A cosmetics company with a strong brand, robust growth in international and... View Details
Keywords: Corporate Social Responsibility and Impact; Integrated Corporate Reporting; Decision Making; Beauty and Cosmetics Industry; Brazil
Eccles, Robert G., George Serafeim, and James Heffernan. "Natura Cosméticos, S.A." Harvard Business School Case 412-052, November 2011. (Revised June 2013.)
- 2004
- Book
Birth of a Salesman: The Transformation of Selling in America
This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details
Friedman, Walter A. Birth of a Salesman: The Transformation of Selling in America. Cambridge: Harvard University Press, 2004.
Pietro Satriano
Pietro Satriano is a Senior Lecturer at Harvard Business School. He sits on the boards of CarMax, the largest omni-channel used car retailer in the U.S. and Metro, a large regional grocery retailer in Canada. Pietro advises a number of food-tech startups and acts... View Details
- December 2010
- Case
Leadership, Culture, and Transition at lululemon
By: Michael Tushman, Ruth Page and Tom Ryder
The case examines leadership and organizational change within a strong culture context through a multimedia study of lululemon, a specialty retailer of high-end athletic apparel. Video segments trace the company's history from its founding in 1998 as a single retail... View Details
Keywords: Leading Change; Organizational Culture; Organizational Change and Adaptation; Change Management; Transition; Growth Management; Management Teams; Organizational Structure; Governing and Advisory Boards; Apparel and Accessories Industry; Retail Industry; Vancouver; United States
Tushman, Michael, Ruth Page, and Tom Ryder. "Leadership, Culture, and Transition at lululemon." Harvard Business School Multimedia/Video Case 410-705, December 2010.
- March 2008 (Revised March 2009)
- Case
Purolator Courier Ltd.
By: Rajiv Lal and Catherine Ross
On a fall day in September 2003, Robert Swanborough made his way down a thickly carpeted hallway in Purolator's headquarters in Toronto, Canada, toward a meeting with his two deputies. Several months earlier, Swanborough, then vice-president of Marketing, had been... View Details
Keywords: Conferences; Customer Focus and Relationships; Leading Change; Marketing Strategy; Performance Effectiveness; Strategic Planning; Research; Segmentation; Canada
Lal, Rajiv, and Catherine Ross. "Purolator Courier Ltd." Harvard Business School Case 508-054, March 2008. (Revised March 2009.)