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Show Results For
- All HBS Web
(913)
- News (129)
- Research (665)
- Events (6)
- Multimedia (5)
- Faculty Publications (364)
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- September 2017 (Revised June 2021)
- Supplement
Tempur Sealy International (C)
By: Benjamin C. Esty and Lauren G. Pickle
Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (B) case. View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Leadership; Customers; Relationships; Distribution Industry; Manufacturing Industry; United States; South Africa
Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (C)." Harvard Business School Supplement 718-424, September 2017. (Revised June 2021.)
- September 2017 (Revised June 2021)
- Supplement
Tempur Sealy International (B)
By: Benjamin C. Esty and Lauren G. Pickle
Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (A) case. View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Customers; Relationships; Leadership; Distribution Industry; Manufacturing Industry
Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (B)." Harvard Business School Supplement 718-423, September 2017. (Revised June 2021.)
- April 2020 (Revised April 2023)
- Case
TransDigm in 2017: The Beginning of the End or the End of the Beginning?
By: Benjamin C. Esty and Daniel Fisher
TransDigm was a highly acquisitive company that manufactured a wide range of highly engineered aerospace parts for both military and commercial customers. Over the ten years ending in 2016, its stock price had increased ten times, and both EBITDA and revenues had grown... View Details
Keywords: Value Capturing; Pricing Strategy; Supplier Power; Buyer Power; Porter's Five Forces; Bargaining Power; Aerospace; Acquisition Strategy; Value Drivers; Ethical Behavior; Regulation; Growth Strategy; Business Ethics; Defense; Procurement; Sustainability; Value-Based Business Strategy; Acquisition; Ethics; Private Equity; Financial Strategy; Growth Management; Performance Evaluation; Business Strategy; Competitive Strategy; Horizontal Integration; Value Creation; Competitive Advantage; Monopoly; Aerospace Industry; Air Transportation Industry; United States
Esty, Benjamin C., and Daniel Fisher. "TransDigm in 2017: The Beginning of the End or the End of the Beginning?" Harvard Business School Case 720-422, April 2020. (Revised April 2023.)
- September 2017 (Revised April 2022)
- Case
Tempur Sealy International (A)
By: Benjamin C. Esty and Lauren G. Pickle
This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous... View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Customers; Relationships; Leadership; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (A)." Harvard Business School Case 718-422, September 2017. (Revised April 2022.)
- April 2022
- Teaching Note
Tempur Sealy International (A, B & C)
By: Benjamin C. Esty and Daniel Fisher
Teaching Note for HBS Case Nos. 718-422, 718-423, and 718-424. The cases explore the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms... View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
- September 2017 (Revised April 2022)
- Supplement
Tempur Sealy International (A)
By: Benjamin C. Esty
This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous... View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
- 25 Jun 2024
- Research & Ideas
How Transparency Sped Innovation in a $13 Billion Wireless Sector
Many businesses are loath to share proprietary information with others, fearing it will undercut their long-term financial prospects. They view openness as a threat to innovation. But a new years-long study of the wireless router industry shows that businesses that are... View Details
- Fall 2013
- Article
Engaging Supply Chains in Climate Change
By: Chonnikarn Fern Jira and Michael W. Toffel
Suppliers are increasingly being asked to share information about their vulnerability to climate change and their strategies to reduce greenhouse gas emissions. Their responses vary widely. We theorize and empirically identify several factors associated with suppliers... View Details
Keywords: Knowledge Sharing; Motivation and Incentives; Risk Management; Climate Change; Supply Chain Management; Environmental Sustainability
Jira, Chonnikarn Fern, and Michael W. Toffel. "Engaging Supply Chains in Climate Change." Special Issue on the Environment. Manufacturing & Service Operations Management 15, no. 4 (Fall 2013): 559–577.
- March 2019 (Revised June 2019)
- Case
Global Sourcing at Nike
By: Nien-hê Hsieh, Michael W. Toffel and Olivia Hull
This case explores the evolution of Nike’s global product sourcing strategy, in particular ongoing efforts to improve working conditions at its suppliers’ factories. When the case opens in July 2018, Vice President of Sourcing Amanda Tucker and her colleagues in Nike’s... View Details
Keywords: Sourcing; Factory Conditions; Trade; Geography; Geographic Scope; Globalized Firms and Management; Corporate Accountability; Corporate Governance; Governance Compliance; Collaborative Innovation and Invention; Innovation Strategy; Labor; Human Capital; Working Conditions; Supply Chain Management; Corporate Social Responsibility and Impact; Organizational Change and Adaptation; Labor and Management Relations; Complexity; Sports Industry; Fashion Industry; Oregon; Portland; Asia; North and Central America
Hsieh, Nien-hê, Michael W. Toffel, and Olivia Hull. "Global Sourcing at Nike." Harvard Business School Case 619-008, March 2019. (Revised June 2019.)
- October 1995 (Revised June 1996)
- Case
Li & Fung (Trading) Ltd.
Li & Fung, one of the largest export trading companies in Asia, works primarily as an agent to connect U.S. and European manufacturers and retailers of nondurable, mass-market consumer goods with suppliers located all over East Asia who manufacture products according... View Details
Keywords: Networks; Marketplace Matching; Supply Chain Management; Trade; Manufacturing Industry; Retail Industry; Asia; United States; Europe
Loveman, Gary W., and Jamie O'Connell. "Li & Fung (Trading) Ltd." Harvard Business School Case 396-075, October 1995. (Revised June 1996.)
- May 2016 (Revised January 2018)
- Case
Airbnb, Etsy, Uber: Acquiring the First Thousand Customers
By: Thales S. Teixeira and Morgan Brown
By 2016, two-sided online platforms (or marketplaces) were pervasive among the highest growing internet startups around. These marketplaces sought to match suppliers of assets for rent, physical products or services with customers demanding them. Among the most notable... View Details
Keywords: Airbnb; Etsy; Uber; Growth Hacking; Two-sided Market; Internet and the Web; Marketing Strategy; Digital Platforms; Digital Marketing; Business Startups; Transportation Industry; Accommodations Industry
Teixeira, Thales S., and Morgan Brown. "Airbnb, Etsy, Uber: Acquiring the First Thousand Customers." Harvard Business School Case 516-094, May 2016. (Revised January 2018.)
- June 2013
- Case
Comprosa
By: Jim Sharpe and Jose Luis Barbero
A Spanish manufacturer of packaging films has successfully returned to break even and is considering options to attain sustainable profitability. View Details
Keywords: Turnaround; Turnarounds; Distressed Debt; Private Equity; Cash Flow Analysis; Supplier Relationship; Supply Chain Management; Unions; Global Competitiveness; Leadership And Managing People; Sales Force Management; Sales Compensation; Insolvency and Bankruptcy; Global Strategy; Salesforce Management; Cash Flow; Chemical Industry; Manufacturing Industry; Spain
Sharpe, Jim, and Jose Luis Barbero. "Comprosa." Harvard Business School Case 813-177, June 2013.
- May 2006 (Revised November 2006)
- Case
IKEA's Global Sourcing Challenge: Indian Rugs and Child Labor (A)
By: Christopher A. Bartlett, Vincent Marie Dessain and Anders Sjoman
Traces the history of IKEA's response to a TV report that its Indian carpet suppliers were using child labor. Describes IKEA's growth, including the importance of a sourcing strategy based on its close relationships with suppliers in developing countries. Details the... View Details
Keywords: Developing Countries and Economies; Moral Sensibility; Policy; Employment; Contracts; Supply Chain Management; Organizational Culture; Natural Environment; Non-Governmental Organizations; Social Issues
Bartlett, Christopher A., Vincent Marie Dessain, and Anders Sjoman. "IKEA's Global Sourcing Challenge: Indian Rugs and Child Labor (A)." Harvard Business School Case 906-414, May 2006. (Revised November 2006.)
- 15 Nov 2011
- Working Paper Summaries
Engaging Supply Chains in Climate Change
- June 2016 (Revised January 2018)
- Case
Airbnb, Etsy, Uber: Growing from One Thousand to One Million Customers
By: Thales S. Teixeira and Morgan Brown
By 2016, two-sided online platforms (or marketplaces) were pervasive among the highest growing internet startups around. These marketplaces sought to match suppliers of assets for rent, physical products or services with customers demanding them. Among the most notable... View Details
Keywords: Airbnb; Etsy; Uber; Growth Hacking; Two Sided Markets; Digital Platforms; Marketing; Digital Marketing; Growth Management; Service Industry
Teixeira, Thales S., and Morgan Brown. "Airbnb, Etsy, Uber: Growing from One Thousand to One Million Customers." Harvard Business School Case 516-108, June 2016. (Revised January 2018.)
- October 1994
- Case
Kamakura Ironworks Company, Ltd.
Describes cost management techniques in a supplier chain in the Japanese automotive industry. Exposes students to interorganizational cost management systems and explores when cost systems are required and when they can be switched off. Also illustrates supportive... View Details
Cooper, Robin, and Takeo Yoshikawa. "Kamakura Ironworks Company, Ltd." Harvard Business School Case 195-056, October 1994.
- November 2006
- Case
Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)
By: James K. Sebenius and Ellen Knebel
Describes the retailer-supplier negotiations of Frey Farms Produce in its growth from a small local produce supplier to becoming a supplier for Wal-Mart, the world's largest retailer. The (A) case sets up three negotiations led by Sarah Talley of Frey Farms Produce in... View Details
Sebenius, James K., and Ellen Knebel. "Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)." Harvard Business School Case 907-003, November 2006.
- 19 Feb 2018
- Working Paper Summaries
The Supply Chain Economy: A New Framework for Understanding Innovation and Services
Keywords: by Mercedes Delgado and Karen G. Mills
- September 2010 (Revised December 2011)
- Case
WildChina: Taking the Road Less Traveled
By: Mukti Khaire, Daniel Isenberg, Victoria Song and Shirley Spence
This case deals with supplier difficulties faced by WildChina—a travel service provider in China. WildChina is a classic case of a company that is trying to bring a local, within-country product to a market outside the country (in this case, travelers to China from... View Details
Keywords: Business Model; Business Startups; Customer Focus and Relationships; Local Range; Globalized Markets and Industries; Supply Chain Management; Conflict Management; Travel Industry; China
Khaire, Mukti, Daniel Isenberg, Victoria Song, and Shirley Spence. "WildChina: Taking the Road Less Traveled." Harvard Business School Case 811-019, September 2010. (Revised December 2011.)
- August 2022
- Article
Contract Duration and the Costs of Market Transactions
By: Alexander MacKay
The optimal duration of a supply contract balances the costs of reselecting a supplier against the costs of being matched to an inefficient supplier when the contract lasts too long. I develop a structural model of contract duration that captures this tradeoff and... View Details
Keywords: Supply Contracts; Intermediate Goods; Switching Costs; Vertical Relationships; Transaction Costs; Contract Duration; Identification; Supply Chain; Cost; Contracts; Auctions; Mathematical Methods
MacKay, Alexander. "Contract Duration and the Costs of Market Transactions." American Economic Journal: Microeconomics 14, no. 3 (August 2022): 164–212.