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Publications
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- All HBS Web
(4,244)
- Faculty Publications (569)
- November 1999 (Revised June 2006)
- Case
DLJdirect: "Putting Our Reputation Online"
By: Thomas R. Eisenmann and Gillian Morris
Online broker DLJdirect faced two decisions during the fall of 1999: what customer segments should it target and how much should it spend on marketing? Unlike its competitors, who focused either on day traders or more mainstream investors, DLJdirect differentiated its... View Details
- September 1999 (Revised June 2001)
- Case
eBay, Inc.
By: Stephen P. Bradley and Kelley Porter
eBay was the world's largest and most popular person-to-person trading community on the Internet. In early 1999, the company was doing very well and seemed to have solved many of its early problems. However, on March 30, 1999, Amazon.com announced that it was entering... View Details
- September 1999 (Revised February 2004)
- Case
WebSpective Software, Inc. (A)
By: Michael J. Roberts, Joseph B. Lassiter III, John T. Gourville and Sun Ming Wong
Describes the situation at WebSpective, a software company that develops products to help companies manage the network of servers that support their Websites. Describes the use of "concept engineering" tools to interview customers, determine their needs and the... View Details
Keywords: Entrepreneurship; Management Practices and Processes; Customers; Customer Focus and Relationships; Communication Intention and Meaning; Product Development; Product Marketing; Management Analysis, Tools, and Techniques; Customer Satisfaction; Marketing Strategy; Information Technology Industry
- August 1999 (Revised May 2000)
- Case
E Ink
By: Teresa M. Amabile and Susan Archambault
E Ink is a high-technology start-up attempting to revolutionize print communication through electronic ink displays. The founders and top managers of this two-year-old firm are striving to translate a technological breakthrough into a working prototype, move from... View Details
- May 1999 (Revised November 2000)
- Case
AES Global Values
By: Lynn S. Paine
Members of the development team for the AES Corp.'s power plant project in India must decide what plant technology to specify in their application for techno-economic clearance from the government of India's Central Electric Authority. Their choice is between more... View Details
- May 1999 (Revised July 1999)
- Background Note
Global Friction Among Information Infrastructures
By: George C. Lodge and Cate Reavis
Examines the conflicts in international communications that result from changing technologies and divergent country policies toward developing infrastructures. Examines a number of different national information infrastructures (NIIs). Points of friction, such as... View Details
- April 1999 (Revised October 2001)
- Case
Motive Communications
The founders of Motive Communications, Inc., a recent start-up dedicated to reinventing the support chain involved in the delivery of information technology support services, put in place a development process hinged on extensive customer feedback. As part of this, a... View Details
- March 1999 (Revised August 2005)
- Case
Pandesic: The Challenges of a New Business Venture (A)
By: Joseph L. Bower and Clark Gilbert
Pandesic is a joint venture of SAP and Intel designed to develop turnkey information architectures for marketspace companies. The case explores the problems of developing the joint venture from the perspective of its general management. Describes the development of its... View Details
- February 1999
- Case
Lifeline Systems, Inc. (B)
By: H. Kent Bowen and Marilyn Matis
In 1997, Lifeline Systems continues to grow its service business to $32 million, 56% of the company's total revenues. More local hospital Lifeline programs turn over their monitoring service to Lifeline Central, expanding the company's subscriber base by 30%. The... View Details
- February 1999
- Case
Volant Skis
By: Steven C. Wheelwright and Matt Verlinden
Volant brought innovation to the ski equipment industry in 1989 by developing a stainless steel ski. He claimed the skis could turn more easily, could hold an edge in icy conditions, and were more stable than aluminum or fiberglass skis. The company's "soft-flex"... View Details
- December 1998 (Revised February 1999)
- Case
City of Charlotte (A)
By: Robert S. Kaplan
The city manager's office in Charlotte, North Carolina, is attempting to align and focus the city's programs and operating departments. City managers, working collaboratively with the elected mayor and city council, have identified five strategic themes to make... View Details
- December 1998
- Case
NHL 1998: "The Coolest Game in Nagano"
By: Stephen A. Greyser and Kirk A. Goldman
Explores the National Hockey League's participation in the 1998 Winter Olympics, for which a "winter break" was taken from the regular schedule. The benefits and risks associated with the NHL's Olympic participation are one specific focus. In addition, the case address... View Details
- September 1998 (Revised May 1999)
- Case
Arnold Communications
By: Teresa M. Amabile and Jeremiah Weinstock
The new owner and CEO of Arnold Advertising, a relatively small regional agency, aims to build it into Arnold Communications--a much larger, stronger firm competing successfully for national accounts. As part of this growth strategy, the agency develops a process for... View Details
- September 1998 (Revised September 2001)
- Case
IBM's Reinventing Education (A)
Describes IBM's national innovation strategy to transform K-12 public education through new solutions developed by IBM engineers and consultants using information technology. Examples are: data warehousing in Broward County, FL schools, tracking software for the... View Details
- August 1998 (Revised June 2000)
- Case
FairMarket, Inc.: Where Buyers and Sellers Connect
By: Lynda M. Applegate, Jack Wieland and Chad M. M Raube
On February 20, 1997, FairMarket, an Internet-based business-to-business auction site, was launched. CEO, founder Scott Randall, drew on his experience building Internet businesses at NECX Direct, Yahoo, and Internet Shopping Network to build his business. This case,... View Details
- August 1998
- Supplement
Cleveland Tomorrow, Video
By: James E. Austin and Rosabeth M. Kanter
As part of Cleveland's turnaround, Cleveland Tomorrow creates new investment funds to stimulate new business development. This development is designed to earn a profit and bring new benefits to the community. Part of the HBS Social Enterprise Video Series on Business... View Details
- July 1998
- Supplement
Bell Atlantic in Union City
In this pioneering project to wire a school for the Internet and put computers in students' homes, Bell Atlantic combined its need for a beta site for a technology trial with the school reform efforts of the Union City, New Jersey public schools, under the leadership... View Details
- June 1998 (Revised August 2001)
- Case
Wells Fargo Online Financial Services (A)
By: Robert S. Kaplan and Nicole Tempest
Wells Fargo, the industry leader in electronic banking, has implemented a Balanced Scorecard in its online financial services group (OFS) to track and measure performance. The OFS group develops and supports services that allow existing and future banking customers to... View Details
- March 1998 (Revised December 1999)
- Case
Bronner Slosberg Humphrey
By: David E. Bell and Donald M Leavitt
Bronner Slosberg Humphrey has succeeded by providing integrated direct marketing solutions for major service companies such as AT&T, American Express, and FedEx. A new CEO takes over from the company's founder and is wondering how to grow the company. Options include... View Details