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      • April 2000 (Revised May 2000)
      • Case

      Capital One Financial Corporation

      By: Bharat N. Anand, Michael G. Rukstad and Christopher Paige
      Designed to explore the structure, implementation, and sustainability of an information-based strategy (IBS) undertaken by Capital One during the 1990s. Particular issues of interest are the impact of mass customization on industry structure, the ability to transfer... View Details
      Keywords: Competitive Strategy; Customization and Personalization; Industry Structures; Internet and the Web; Innovation Strategy; Knowledge Use and Leverage; Financial Services Industry; United States
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      Anand, Bharat N., Michael G. Rukstad, and Christopher Paige. "Capital One Financial Corporation." Harvard Business School Case 700-124, April 2000. (Revised May 2000.)
      • April 2000 (Revised October 2002)
      • Background Note

      Career Strategies and Tactics in Professional Service Firms

      By: Ashish Nanda, Thomas J. DeLong and Scot H. Landry
      Presents suggestions for ensuring a good start in a professional services career. View Details
      Keywords: Personal Development and Career; Performance Expectations; Performance Effectiveness; Customization and Personalization; Practice; Valuation; Performance Evaluation; Business Startups; Competency and Skills; Learning; Talent and Talent Management; Management Skills; Consulting Industry
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      Nanda, Ashish, Thomas J. DeLong, and Scot H. Landry. "Career Strategies and Tactics in Professional Service Firms." Harvard Business School Background Note 800-375, April 2000. (Revised October 2002.)
      • February 2000 (Revised March 2004)
      • Case

      Venture Law Group (A)

      By: Thomas J. DeLong, Ashish Nanda and Scott D Landry
      Craig Johnson, Venture Law Group's (VLG) chairman, founded VLG in 1993 with a goal of "zero voluntary turnover." In late 1998, Johnson faces the departure of three important partners, prompting himself to ask what VLG can do in the midst of an "economic hurricane" that... View Details
      Keywords: Business Model; Customer Relationship Management; Partners and Partnerships; Retention; Legal Services Industry
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      DeLong, Thomas J., Ashish Nanda, and Scott D Landry. "Venture Law Group (A)." Harvard Business School Case 800-065, February 2000. (Revised March 2004.)
      • February 2000 (Revised December 2000)
      • Case

      Staples.com

      By: Thomas R. Eisenmann, Joanna M. Jacobson and Gillian Morris
      Staples.com, the online unit of the U.S. office supplies retailing chain Staples, faces a range of strategic and organizational issues as it accelerates its growth. Should it pursue only existing Staples customers or consumers who do not shop in Staples stores? How... View Details
      Keywords: Supply Chain; Business Units; Business Model; Growth and Development; Internet and the Web; Entrepreneurship; Business Strategy; Service Industry; United States
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      Eisenmann, Thomas R., Joanna M. Jacobson, and Gillian Morris. "Staples.com." Harvard Business School Case 800-305, February 2000. (Revised December 2000.)
      • February 2000 (Revised February 2002)
      • Case

      Owens & Minor, Inc. (A)

      By: V.G. Narayanan and Lisa Brem
      A forward-thinking manager at Owens & Minor (O&M), a large national medical and surgical distribution company, enlisted the help of both logistics and cost managers to develop an innovative pricing schedule based on the customer's activities instead of the price of the... View Details
      Keywords: Activity Based Costing and Management; Logistics; Distribution; Price; Supply Chain Management; Customer Relationship Management; Medical Devices and Supplies Industry; Distribution Industry
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      Narayanan, V.G., and Lisa Brem. "Owens & Minor, Inc. (A)." Harvard Business School Case 100-055, February 2000. (Revised February 2002.)
      • February 2000 (Revised April 2003)
      • Case

      InSite Marketing Technology (A)

      By: Lynda M. Applegate, Genevieve J.S. Feraud and Sheila L Marcelo
      Introduces students to products and services that improve customers' online shopping experience. Also discusses the challenges of marketing new product concepts and finding funding for start-up ventures. View Details
      Keywords: Customer Focus and Relationships; Financing and Loans; Technological Innovation; Business or Company Management; Marketing Strategy; Product Launch; Service Delivery; Competitive Strategy; Competitive Advantage; Service Industry; Service Industry
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      Applegate, Lynda M., Genevieve J.S. Feraud, and Sheila L Marcelo. "InSite Marketing Technology (A)." Harvard Business School Case 800-279, February 2000. (Revised April 2003.)
      • February 2000 (Revised April 2003)
      • Case

      InSite Marketing Technology (B)

      By: Lynda M. Applegate and Genevieve J.S. Feraud
      Provides students an example of partnerships/acquisitions that allow delivery of packaged solutions to customers in the electronic commerce space. View Details
      Keywords: Mergers and Acquisitions; Customer Focus and Relationships; Customer Satisfaction; Entrepreneurship; Partners and Partnerships; Strategy; Business Strategy; Web Services Industry
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      Applegate, Lynda M., and Genevieve J.S. Feraud. "InSite Marketing Technology (B)." Harvard Business School Case 800-280, February 2000. (Revised April 2003.)
      • February 2000 (Revised May 2001)
      • Case

      BET.com

      By: Thomas R. Eisenmann and Pauline M Fischer
      Black Entertainment Television, a leading cable programmer, is launching BET.com, an Internet portal targeted toward African-Americans. This case examines the challenges facing BET management as it defines its service offerings and target customer segments in a... View Details
      Keywords: Product Positioning; Ethnicity; Internet and the Web; Age; Race; Decision Choices and Conditions; Business Startups; Entertainment and Recreation Industry; United States
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      Eisenmann, Thomas R., and Pauline M Fischer. "BET.com." Harvard Business School Case 800-283, February 2000. (Revised May 2001.)
      • December 1999 (Revised November 2003)
      • Background Note

      Pricing: A Value-Based Approach

      By: Robert J. Dolan
      Presents a framework for determining prices for products and services in concert with the value provided to customers. Discusses methodologies for estimating customer value. View Details
      Keywords: Price; Customers
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      Dolan, Robert J. "Pricing: A Value-Based Approach." Harvard Business School Background Note 500-071, December 1999. (Revised November 2003.)
      • November 1999 (Revised February 2000)
      • Case

      Granny's Goodies, Inc.

      By: Das Narayandas and Katherine B. Korman
      The young entrepreneurs of Granny's Goodies, Inc., a corporate gift package specialist, face the challenge of finding ways to create consistent revenue streams and reduce sales costs. Outside of a few long-term contracts, the two founders have had to work very hard for... View Details
      Keywords: Budgets and Budgeting; Customer Relationship Management; Entrepreneurship; Cost Management; Marketing Strategy; Product Design; Problems and Challenges; Sales; Segmentation; Service Industry
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      Narayandas, Das, and Katherine B. Korman. "Granny's Goodies, Inc." Harvard Business School Case 500-049, November 1999. (Revised February 2000.)
      • 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
      Keywords: Marketing Strategy; Marketing Communications; Competitive Strategy; Decision Choices and Conditions; Investment; Cost Management; Business Plan; Research and Development; Customers; Budgets and Budgeting; Online Advertising; Internet; Financial Services Industry
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      Eisenmann, Thomas R., and Gillian Morris. DLJdirect: "Putting Our Reputation Online". Harvard Business School Case 800-164, November 1999. (Revised June 2006.)
      • 1999
      • Chapter

      Frequency Programs in Service Industries

      By: J. A. Deighton
      Keywords: Customer Focus and Relationships; Consumer Behavior; Service Industry
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      Deighton, J. A. "Frequency Programs in Service Industries." Chap. 24 in Handbook of Services Marketing and Management, edited by Dawn Iacobucci and Teresa A. Swartz, 401–407. Thousand Oaks, CA: Sage Publications, 1999.
      • September 1999 (Revised September 1999)
      • Case

      Convergys Corporation

      By: Stephen P. Bradley and Kelley Porter
      Focuses on the important issue of capturing the synergies between the two sides of the business, Information Management Group (IMG) and Customer Management Group (CMG). In addition, the case also addresses strategic issues from each of the individual businesses. For... View Details
      Keywords: Customer Focus and Relationships; Customer Satisfaction; Growth and Development Strategy; Management Practices and Processes; Service Delivery; Service Operations; Strategy; Competitive Strategy; Corporate Strategy; Service Industry; Service Industry
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      Bradley, Stephen P., and Kelley Porter. "Convergys Corporation." Harvard Business School Case 700-042, September 1999. (Revised September 1999.)
      • September 1999 (Revised October 2000)
      • Case

      Eggrock Partners, LLC (A)

      By: Thomas J. DeLong, Myra M. Hart and Sharon Peyus
      Explores the challenges of choosing how to grow a professional services firm (PSF). Before developing a growth strategy, the partners need to agree on what business(es) the company should be in. Each of the three partners has differing views of what the company should... View Details
      Keywords: Entrepreneurship; Business or Company Management; Growth and Development Strategy; Business Model; Expansion; Business Processes; Industry Structures; Customer Focus and Relationships; Employees; Partners and Partnerships; Service Industry
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      DeLong, Thomas J., Myra M. Hart, and Sharon Peyus. "Eggrock Partners, LLC (A)." Harvard Business School Case 800-047, September 1999. (Revised October 2000.)
      • March 1999 (Revised January 2005)
      • Case

      Newell Company: Corporate Strategy

      By: Cynthia A. Montgomery and Elizabeth Gordon
      In 1998, Newell Co., a manufacturer of low-tech, high-volume consumer goods, acquired Calphalon Corp., a high-end cookware company, and Rubbermaid, a $2 billion manufacturer of consumer and commercial plastic products. The case focuses on Newell's strategy and its... View Details
      Keywords: Mergers and Acquisitions; Customer Focus and Relationships; Customer Satisfaction; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Strategy; Competitive Strategy; Corporate Strategy; Consumer Products Industry
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      Montgomery, Cynthia A., and Elizabeth Gordon. "Newell Company: Corporate Strategy." Harvard Business School Case 799-139, March 1999. (Revised January 2005.)
      • 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
      Keywords: Health Care and Treatment; Information Technology; Expansion; Cost Management; Growth and Development Strategy; Partners and Partnerships; Change; Customer Relationship Management; Service Operations; Age; Investment; Health Industry; Technology Industry; Cambridge; Boston
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      Bowen, H. Kent, and Marilyn Matis. "Lifeline Systems, Inc. (B)." Harvard Business School Case 699-038, February 1999.
      • January 1999 (Revised March 2001)
      • Case

      MindSpring

      By: Jeffrey F. Rayport
      In a business environment where Internet Service Providers (ISP) has become increasingly commodity-like, Charles Brewer, founder and CEO of MindSpring, the nation's sixth largest ISP and the recognized leader in customer satisfaction, ponders a proposed merger with... View Details
      Keywords: Internet and the Web; Entrepreneurship; Mergers and Acquisitions; Customer Satisfaction; Growth and Development Strategy; Web Services Industry; United States
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      Rayport, Jeffrey F., Joseph Keough, and Cathy Olofson. "MindSpring." Harvard Business School Case 899-178, January 1999. (Revised March 2001.)
      • January 1999 (Revised December 2000)
      • Case

      Finale

      By: Joseph B. Lassiter III, Michael J. Roberts and Matthew C. Lieb
      Designed for use with "Room for Dessert" to show the changes between creating the initial business plans and starting to serve customers. Conforti and Moore have to both manage the business and deliver service to customers on a day-to-day basis in the initial location... View Details
      Keywords: Service Delivery; Business Plan; Entrepreneurship; Customer Satisfaction
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      Lassiter, Joseph B., III, Michael J. Roberts, and Matthew C. Lieb. "Finale." Harvard Business School Case 899-100, January 1999. (Revised December 2000.)
      • January 1999
      • Case

      State Street Corporation: Leading with Information Technology (B)

      By: Stephen P. Bradley and Kelley Porter
      With Multi-currency HORIZON, a real-time multi-currency accounting system that replaced the traditional batch-oriented single-currency accounting system, successfully launched, State Street Corp. (State Street) began to focus on growing the scope of its business... View Details
      Keywords: Accounting; Trends; Global Strategy; Growth and Development Strategy; Competitive Strategy; Information Technology; Value Creation; Financial Services Industry
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      Bradley, Stephen P., and Kelley Porter. "State Street Corporation: Leading with Information Technology (B)." Harvard Business School Case 799-034, January 1999.
      • September 1998
      • Case

      Vanguard Group, Inc. (1998), The

      By: Andre F. Perold
      Since the beginning of 1997, Vanguard's assets under management have increased more than 60% from $240 billion to almost $400 billion, making it second in market share only to Fidelity. Vanguard views this success as another vindication of its low-cost strategy of... View Details
      Keywords: Asset Management; Cost Management; Investment Funds; Product; Service Operations; Performance Expectations; Competition; Consolidation; Expansion; Internet; Financial Services Industry
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      Perold, Andre F. "Vanguard Group, Inc. (1998), The." Harvard Business School Case 299-002, September 1998.
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