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Show Results For
- All HBS Web
(3,017)
- People (5)
- News (846)
- Research (1,900)
- Events (4)
- Multimedia (31)
- Faculty Publications (1,089)
- 30 Jun 2011
- News
Chinese investment in Europe: Streaks of red
- December 2013 (Revised January 2015)
- Case
Barbara Krakow Gallery
By: Jose Alvarez and Nyssa Liebermann
The Barbara Krakow Gallery is a successful contemporary art gallery located in Boston. It utilizes a very rare "no haggle pricing" strategy and extended sales cycle when selling pieces to collectors. Though it remains profitable and very respected, the size and scope... View Details
Keywords: Barbara Krakow Gallery; Art Gallery; Art Market; Art World; Artist; Auction House; Primary Art Market; Secondary Art Market; Exhibition; Contemporary Art; Art Collector; Art Dealer; Art Fair; No Haggle Pricing; Extended Sales Cycle; Christie's; Sotheby's; Online Art Seller; Barbara Krakow; Andrew Witkin; Catalogue Raisonne; Arts; Small Business; Business Model; Transition; Customer Relationship Management; Fine Arts Industry; Boston
Alvarez, Jose, and Nyssa Liebermann. "Barbara Krakow Gallery." Harvard Business School Case 514-033, December 2013. (Revised January 2015.)
- August 2008 (Revised April 2012)
- Case
Real Property Negotiation Game (A): Seller Case, Raleigh Commons
By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. This is the seller... View Details
Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (A): Seller Case, Raleigh Commons." Harvard Business School Case 209-039, August 2008. (Revised April 2012.)
- 21 Oct 2010
- News
The great patent battle
- 29 Dec 2021
- News
Should Retailers Split E-Commerce From Stores? A High-Level Debate
Das Narayandas
Das Narayandas is the Edsel Bryant Ford Professor of Business Administration at the Harvard Business School. His academic credentials include a Bachelor of Technology degree in Engineering from the Indian Institute of Technology, Bombay (IITB), a Post-Graduate... View Details
Keywords: advertising; beauty products; biotechnology; computer; electrical equipment; electronics; entertainment; federal government; high technology; industrial goods; information technology industry; internet; management consulting; manufacturing; marketing industry; professional services; retailing; telecommunications; transportation
- February 2003 (Revised June 2003)
- Case
Interface's Evergreen Services Agreement
In an attempt to reduce its ecological footprint, Interface Americas, a leading manufacturer of commercial carpet tile, has launched the Evergreen Services Agreement (ESA)--a lease agreement that provides would-be carpet purchasers with comprehensive floor-covering... View Details
Keywords: Business Model; Product; Environmental Sustainability; Innovation and Invention; Leasing; Consumer Products Industry; Houston
Oliva, Rogelio, and James Quinn. "Interface's Evergreen Services Agreement." Harvard Business School Case 603-112, February 2003. (Revised June 2003.)
- October 1995 (Revised July 1996)
- Case
Aspen Technology, Inc.: Currency Hedging Review
By: Peter Tufano
The chief financial officer of a rapidly growing U.S.-based software firm that sells its process-control software to industrial users around the globe must review the goals, strategies, and policies of the firm's currency hedging program. This review is prompted by... View Details
Keywords: Currency Exchange Rate; Applications and Software; Investment; Business Startups; Business Strategy; Information Technology Industry; United Kingdom; United States
Tufano, Peter, and Cameron Poetzscher. "Aspen Technology, Inc.: Currency Hedging Review." Harvard Business School Case 296-027, October 1995. (Revised July 1996.)
- March 2023 (Revised September 2023)
- Case
Patagonia: 'Earth Is Now Our Only Shareholder'
By: Brian Trelstad, Nien-hê Hsieh, Michael Norris and Susan Pinckney
In September 2022, Yvon Chouinard, the iconoclastic founder of outdoor apparel company Patagonia, announced a new ownership model for his company. Chouinard and his family had held complete control of the company's voting and non-voting stock since its founding 50... View Details
Keywords: Trusts; Business Ventures; Business Organization; Family Business; Restructuring; Change; Disruption; Transition; Decision Making; Ethics; Values and Beliefs; Finance; Financial Management; Governance; Corporate Governance; Investment Activism; Leadership; Labor; Law; Common Law; Management; Goals and Objectives; Organizations; Corporate Social Responsibility and Impact; Mission and Purpose; Organizational Change and Adaptation; Organizational Culture; Ownership; Ownership Type; Family Ownership; Private Ownership; Social Enterprise; Nonprofit Organizations; Society; Social Issues; Wealth and Poverty; Value; Value Creation; Apparel and Accessories Industry; United States
Trelstad, Brian, Nien-hê Hsieh, Michael Norris, and Susan Pinckney. "Patagonia: 'Earth Is Now Our Only Shareholder'." Harvard Business School Case 323-057, March 2023. (Revised September 2023.)
N. Louis Shipley
Lou Shipley is a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School. Lou is a three-time technology CEO, most recently at Black Duck Software.
Lou teaches four sales courses at HBS. He specializes in tech entrepreneurship,... View Details
- March 1994
- Case
Fremont Financial Corporation (B)
Fremont has a third option to finance its loan portfolio, which involves securitizing and selling the small-business loans into the capital markets. Emphasizes asymmetric information and moral hazard problems involved in designing an asset securitization. When used in... View Details
Sirri, Erik R., and Ann Zeitung. "Fremont Financial Corporation (B)." Harvard Business School Case 294-099, March 1994.
- January 2025 (Revised April 2025)
- Supplement
Food for Thought: Exiting Russia? (B)
By: Clayton S. Rose, Hugo Etchegoyhen and Lena Duchene
The (B) case examines the actions of Bonduelle and Danone as they responded to ongoing pressure to reevaluate their presence in Russia. While the (A) case explored the ethical and strategic dilemmas both companies faced after Russia’s invasion of Ukraine, the (B) case... View Details
- August 2008 (Revised April 2012)
- Supplement
Real Property Negotiation Game (B): Seller, Raleigh Commons
By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. The seller case,... View Details
Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (B): Seller, Raleigh Commons." Harvard Business School Supplement 209-036, August 2008. (Revised April 2012.)
- 18 Oct 2022
- News
#TimTalk – Sales management that works with Frank Cespedes
- February 2007 (Revised October 2007)
- Case
BASIX
By: Shawn A. Cole and Peter Tufano
BASIX, an Indian microfinance corporation, must decide whether to continue to sell weather insurance to its clients. A brand-new financial product, weather insurance pays if measured rainfall during the growing season falls below a pre-specified limit. Mr. Sattaiah,... View Details
- 2013
- Book
The Art of Negotiation: How to Improvise Agreement in a Chaotic World
By: Michael Wheeler
A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger... View Details
Keywords: Negotiation
Wheeler, Michael. The Art of Negotiation: How to Improvise Agreement in a Chaotic World. New York: Simon & Schuster, 2013.
- April 2011 (Revised May 2011)
- Case
EMC2: Delivering Customer Centricity
By: Thomas Steenburgh and Jill Avery
This case introduces the concept of customer centricity and traces its development at EMC, the world's leading data storage hardware and information management software company. EMC's customers had historically relied on EMC salespeople to guide them through the... View Details
Keywords: Business Model; Interpersonal Communication; Customer Relationship Management; Knowledge Acquisition; Marketing Strategy; Organizational Change and Adaptation; Salesforce Management; Social and Collaborative Networks; Internet; Information Technology Industry
Steenburgh, Thomas, and Jill Avery. "EMC2: Delivering Customer Centricity." Harvard Business School Case 511-124, April 2011. (Revised May 2011.)
- November 1982 (Revised February 1985)
- Case
Ruth M. Owades
By: Howard H. Stevenson, Richard O. von Werssowetz and Robert W. Kent
Ruth Owades developed a concept for a new mail order venture offering gardening products. Her current employer turned down the idea, so with permission to try it independently, she has begun the process of raising funds and preparing for a separate operation. She still... View Details
Keywords: Business Startups; Decisions; Entrepreneurship; Borrowing and Debt; Resignation and Termination; Operations; Risk and Uncertainty
Stevenson, Howard H., Richard O. von Werssowetz, and Robert W. Kent. "Ruth M. Owades." Harvard Business School Case 383-051, November 1982. (Revised February 1985.)
- May 2017
- Teaching Note
Promontory, Inc. (Brief Case)
By: Frank V. Cespedes and Amy Handlin
Teaching Note for HBS No. 917-535. The Promontory teaching note covers a) how and why buying processes in Promontory’s market generate the array of selling approaches illustrated in the case; b) the impact of incremental sales increases on the firm’s cost structure and... View Details
- 22 Mar 2022
- News