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    • All HBS Web  (890)
      • Faculty Publications  (136)

      by John A. DavisRemove by John A. Davis →

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      • October 2013 (Revised August 2016)
      • Case

      NOWaccount

      By: Ramana Nanda, William A. Sahlman and Lauren Barley

      It was September 2013, and NOWaccount Network Corporation (NOW®) co-founders John Hayes and Lara Hodgson were putting the final touches on the presentation deck for their annual shareholders' meeting. Along with co-founder Stacey Abrams, the pair had designed NOW's... View Details

      Keywords: Entrepreneurial Finance; Finance; Entrepreneurship
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      Nanda, Ramana, William A. Sahlman, and Lauren Barley. "NOWaccount." Harvard Business School Case 814-048, October 2013. (Revised August 2016.)
      • October 2013 (Revised June 2014)
      • Case

      Demarketing Soda in New York City

      By: John A. Quelch, Margaret L. Rodriguez, Carin-Isabel Knoop and Christine Snively
      In 2013, New York City Mayor Michael Bloomberg tried and failed to institute a ban on serving sizes of large sugary beverages. Obesity posed a large public health risk to the city. Mayor Bloomberg's proposed ban was one of many attempts to combat the rising threat of... View Details
      Keywords: Soda; Public Health; Business And Public Policy; Obesity; Business and Government Relations; Public Sector; Strategy; Marketing Strategy; Marketing; Health; City; Food and Beverage Industry; New York (city, NY)
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      Quelch, John A., Margaret L. Rodriguez, Carin-Isabel Knoop, and Christine Snively. "Demarketing Soda in New York City." Harvard Business School Case 514-003, October 2013. (Revised June 2014.)
      • September 2013 (Revised June 2014)
      • Supplement

      Rana Plaza: Workplace Safety in Bangladesh (B)

      By: John A. Quelch and Margaret L. Rodriguez
      In the aftermath of the Rana Plaza building collapse, a group of international retailers and labor unions partnered to create a proposal for more stringent inspections and enforcement of safety standards in Bangladesh garment factories. The proposal was met by... View Details
      Keywords: Retail Trade; Corporate Social Responsibility; Apparel; Bangladesh; Worker Safety; Government And Business; International Business; Apparel and Accessories Industry; Bangladesh
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      Quelch, John A., and Margaret L. Rodriguez. "Rana Plaza: Workplace Safety in Bangladesh (B)." Harvard Business School Supplement 514-035, September 2013. (Revised June 2014.)
      • July 2013
      • Case

      Montreaux Chocolate USA: Are Americans Ready for Healthy Dark Chocolate?

      By: John A. Quelch and Diane Badame
      Andrea Torres, director of new product development at a high-end chocolate confectionery company, leads her team through a carefully sequenced program of market research to support the development and launch of a new product, healthy dark chocolate with fruit. This is... View Details
      Keywords: Competition; Food; Consumer Behavior; Nutrition; Product Launch; Product Development; Food and Beverage Industry; Switzerland; United States
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      Quelch, John A., and Diane Badame. "Montreaux Chocolate USA: Are Americans Ready for Healthy Dark Chocolate?" Harvard Business School Brief Case 914-501, July 2013.
      • October 2011 (Revised March 2012)
      • Case

      Cottle-Taylor: Expanding the Oral Care Group in India

      By: John A. Quelch and Alisa Zalosh
      Brinda Patel, director of oral care products for the India division of a consumer home-care product company, develops a data-driven marketing plan for toothbrushes. She believes her plan can support a 20% increase in unit sales based on rising demand for modern... View Details
      Keywords: Forecasting; Budgeting; International Marketing; Product Planning & Policy; Sales Promotions; Marketing Plans; Products; Marketing Strategy; Consumer Behavior; Emerging Markets; Forecasting and Prediction; Advertising; Product Launch; Budgets and Budgeting; Product Development; Consumer Products Industry; Health Industry; India
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      Quelch, John A., and Alisa Zalosh. "Cottle-Taylor: Expanding the Oral Care Group in India." Harvard Business School Brief Case 114-350, October 2011. (Revised March 2012.)
      • Article

      How Institutional Investors Frame Their Losses: Evidence on Dynamic Loss Aversion from Currency Portfolios

      By: Kenneth A. Froot, John Arabadjis, Sonya Cates and Stephen Lawrence
      Currency investors exhibit a tendency to cut risk by pairing both longs and shorts following losses and a weaker tendency to add risk following gains. By differentiating between position level, portfolio level, and aggregate cross-portfolio losses in currency... View Details
      Keywords: Loss Aversion; Decision Choices and Conditions; Currency; Investment; Risk Management; Behavioral Finance
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      Froot, Kenneth A., John Arabadjis, Sonya Cates, and Stephen Lawrence. "How Institutional Investors Frame Their Losses: Evidence on Dynamic Loss Aversion from Currency Portfolios." Journal of Portfolio Management 38, no. 1 (Fall 2011): 60–68.
      • April 2011
      • Case

      Designs by Kate: The Power of Direct Sales

      By: John A. Deighton and Sarah Abbott
      The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also responsible for recruiting, training, and managing new sales reps. CEO and founder Kate Creevey designed the... View Details
      Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Motivation and Incentives; Marketing Strategy; Salesforce Management; Performance; Compensation and Benefits; Apparel and Accessories Industry
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      Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales." Harvard Business School Brief Case 114-284, April 2011.
      • April 2011
      • Teaching Note

      Designs by Kate: The Power of Direct Sales (Brief Case)

      By: John A. Deighton and Sarah Abbott
      Teaching Note to 4277. View Details
      Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Marketing Strategy; Marketing Channels; Compensation and Benefits; Sales
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      Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales (Brief Case)." Harvard Business School Teaching Note 114-285, April 2011.
      • April 2011
      • Supplement

      Designs by Kate: The Power of Direct Sales, Faculty Spreadsheet (Brief Case)

      By: John A. Deighton and Sarah Abbott
      Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Marketing Strategy; Sales
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      Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales, Faculty Spreadsheet (Brief Case)." Harvard Business School Spreadsheet Supplement 114-288, April 2011.
      • April 2011
      • Supplement

      Designs by Kate: The Power of Direct Sales, Spreadsheet Supplement (Brief Case)

      By: John A. Deighton and Sarah Abbott
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      Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales, Spreadsheet Supplement (Brief Case)." Harvard Business School Spreadsheet Supplement 114-286, April 2011.
      • January 2011
      • Supplement

      Interview with John Smith, CEO, BBC Worldwide

      By: John A. Quelch
      In an interview conducted by Professor John Quelch, Harvard Business School, October, 2007, BBC Worldwide CEO, John Smith, discusses formation of BBC Worldwide's Global Strategy Plans. View Details
      Keywords: Brands and Branding; Global Strategy; Media and Broadcasting Industry
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      Quelch, John A. "Interview with John Smith, CEO, BBC Worldwide." Harvard Business School Video Supplement 511-704, January 2011.
      • January 2011
      • Case

      Clean Edge Razor: Splitting Hairs in Product Positioning

      By: John A. Quelch and Heather Beckham
      After three years of development, Paramount Health and Beauty Company is preparing to launch a new technologically advanced vibrating razor called Clean Edge. The innovative new design of Clean Edge provides superior performance by stimulating the hair follicles to... View Details
      Keywords: Project Management; Interdepartmental Relations; Organizational Change; Organizational Change and Adaptation; Leadership; Conflict Management; Product Positioning; Marketing Strategy; Relationships; Product Development; Consumer Products Industry; Beauty and Cosmetics Industry
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      Quelch, John A., and Heather Beckham. "Clean Edge Razor: Splitting Hairs in Product Positioning." Harvard Business School Brief Case 114-249, January 2011.
      • November 2010
      • Supplement

      Hikma Pharmaceuticals (B)

      By: John A. Quelch
      By 2009, Hikma Pharmaceuticals operated 13 manufacturing plants in 8 countries of which 5 were approved by the U.S. Food and Drug Administration. Hikma tracked its sales revenues over the period to show where the largest contributors were from. View Details
      Keywords: Strategy; Knowledge Use and Leverage; Sales; Pharmaceutical Industry
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      Quelch, John A. "Hikma Pharmaceuticals (B)." Harvard Business School Supplement 511-075, November 2010.
      • 2010
      • Book

      Buy-In: Saving Your Good Idea from Getting Shot Down

      By: John P. Kotter and Lorne A. Whitehead
      You've got a good idea. You know it could make a crucial difference for you, your organization, your community. You present it to the group but get confounding questions, inane comments, and verbal bullets in return. Before you know what's happened, your idea is dead,... View Details
      Keywords: Communication Intention and Meaning; Cost vs Benefits; Problems and Challenges; Interests; Value
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      Kotter, John P., and Lorne A. Whitehead. Buy-In: Saving Your Good Idea from Getting Shot Down. Harvard Business Review Press, 2010.
      • Article

      The Job Market for New Economists: A Market Design Perspective

      By: Peter A. Coles, John Cawley, Phillip B. Levine, Muriel Niederle, Alvin E. Roth and John J. Siegfried
      This paper, written by the members of the American Economic Association (AEA) Ad Hoc Committee on the Job Market, provides an overview of the market for new Ph.D. economists. It describes the role of the AEA in the market and focuses in particular on two mechanisms... View Details
      Keywords: Market Design; Jobs and Positions
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      Coles, Peter A., John Cawley, Phillip B. Levine, Muriel Niederle, Alvin E. Roth, and John J. Siegfried. "The Job Market for New Economists: A Market Design Perspective." Journal of Economic Perspectives 24, no. 4 (Fall 2010): 187–206.
      • June 2010 (Revised July 2011)
      • Case

      Classic Knitwear and Guardian: A Perfect Fit?

      By: John A. Quelch and Patricia Girardi
      Classic Knitwear manufactures and distributes casual apparel, either unbranded or under a private-label brand name. Partly because Classic has no brand recognition with consumers, gross margins are low. To improve margins, the company considers partnering via a... View Details
      Keywords: Market Research; Forecasting; Consumer Marketing; New Product Marketing; Product Lines; Merchandising; Branding; Demand and Consumers; Partners and Partnerships; Marketing Strategy; Forecasting and Prediction; Product Marketing; Brands and Branding; Product Development; Manufacturing Industry; Apparel and Accessories Industry
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      Quelch, John A., and Patricia Girardi. "Classic Knitwear and Guardian: A Perfect Fit?" Harvard Business School Brief Case 104-217, June 2010. (Revised July 2011.)
      • 2010
      • Working Paper

      The Job Market for New Economists: A Market Design Perspective

      By: Peter A. Coles, John Cawley, Phillip B. Levine, Muriel Niederle, Alvin E. Roth and John J. Siegfried
      This paper provides an overview of the market for new Ph.D. economists. It describes the role of the American Economic Association (AEA) in the market and focuses in particular on two mechanisms adopted in recent years at the suggestion of our committee. First, job... View Details
      Keywords: Cost Management; Information; Surveys; Jobs and Positions; Job Interviews; Job Search; Emerging Markets; Digital Platforms; Service Operations; Internet and the Web
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      Coles, Peter A., John Cawley, Phillip B. Levine, Muriel Niederle, Alvin E. Roth, and John J. Siegfried. "The Job Market for New Economists: A Market Design Perspective." Harvard Business School Working Paper, No. 10-096, May 2010.
      • April 2010 (Revised March 2011)
      • Supplement

      Google in China (B)

      By: John A. Quelch
      In a January 2010 public statement, Google threatened to stop censoring its search results on its Google.cn website, as required by Chinese authorities. Should Google exit China? Or attempt a compromise with the Chinese government? View Details
      Keywords: Cross-Cultural and Cross-Border Issues; Crisis Management; Market Entry and Exit; Business and Government Relations; Internet and the Web; Information Technology Industry; China
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      Quelch, John A. "Google in China (B)." Harvard Business School Supplement 510-110, April 2010. (Revised March 2011.)
      • January 2010 (Revised April 2010)
      • Case

      Google in China (A)

      By: John A. Quelch
      In January 2010, Google threatened in a public statement to stop censoring its search results on its google.cn website, as required by Chinese authorities. Should Google exit China? Or attempt a compromise with the Chinese government? View Details
      Keywords: Crisis Management; Market Entry and Exit; Business and Government Relations; Internet and the Web; Information Technology Industry; China
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      Quelch, John A., and Katherine Jocz. "Google in China (A)." Harvard Business School Case 510-071, January 2010. (Revised April 2010.)
      • January 2010 (Revised August 2011)
      • Case

      United Breaks Guitars

      By: John A. Deighton and Leora Kornfeld
      When social media propagate a complaint about poor customer service, an international media event ensues. How do viral videos spread and what can firms do about them? This case dissects an incident in which a disgruntled customer used YouTube and Twitter to spread a... View Details
      Keywords: Communication Technology; Customer Satisfaction; Marketing Communications; Marketing Strategy; Consumer Behavior; Network Effects; Service Delivery; Social and Collaborative Networks; Internet; Air Transportation Industry
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      Deighton, John A., and Leora Kornfeld. "United Breaks Guitars." Harvard Business School Case 510-057, January 2010. (Revised August 2011.) (request a courtesy copy.)
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