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  • All HBS Web  (3,586)
    • People  (9)
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  • 29 Mar 2023
  • News

Know Your HBS Staff: Jo Wisch

  • September 2003
  • Case

Upromise 2002

By: William A. Sahlman
Describes a set of decisions confronting the senior management of a company that has established a loyalty rewards program allocating cash to tax-advantaged college savings accounts for participants. The company has recruited a new CEO and needs to raise additional... View Details
Keywords: Corporate Entrepreneurship; Venture Capital; Management Teams; Capital; Internet and the Web; Decisions
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Sahlman, William A. "Upromise 2002." Harvard Business School Case 804-058, September 2003.
  • August 2002 (Revised January 2003)
  • Case

Siebel Systems: Anatomy of a Sale, Part 1

By: John A. Deighton and Das Narayandas
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months—from Siebel's initial... View Details
Keywords: Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 1." Harvard Business School Case 503-021, August 2002. (Revised January 2003.) (request a courtesy copy.)
  • January 2018 (Revised June 2018)
  • Case

Medtronic: Navigating a Shifting Healthcare Landscape

By: Robert S. Kaplan, Michael E. Porter, Thomas W. Feeley and Alee Hernandez
Medtronic is adapting its strategy to changes in healthcare competition and payments. It has decided to develop new relationships with payers, hospitals, and physicians to become more accountable for patient outcomes and total costs. The case describes new forms of... View Details
Keywords: Value Based Health Care; Bundled Payments; Health Care and Treatment; Cost Management; Value Creation; Supply Chain Management; Customer Value and Value Chain; Health Industry; Medical Devices and Supplies Industry; United States; Netherlands
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Kaplan, Robert S., Michael E. Porter, Thomas W. Feeley, and Alee Hernandez. "Medtronic: Navigating a Shifting Healthcare Landscape." Harvard Business School Case 718-471, January 2018. (Revised June 2018.)
  • August 2002 (Revised February 2003)
  • Case

Siebel Systems: Anatomy of a Sale, Part 2

By: John A. Deighton and Das Narayandas
How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details
Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 2." Harvard Business School Case 503-022, August 2002. (Revised February 2003.)
  • November 2005 (Revised December 2016)
  • Case

Bally Total Fitness (A): The Rise, 1962–2004

By: John R. Wells, Elizabeth A. Raabe and Gabriel Ellsworth
From a single, modest club in 1962, Bally Total Fitness had grown to become—in management’s words—the “largest and only nationwide commercial operator of fitness centers” in the United States in 2004. Bally had faced its share of challenges, but the last couple of... View Details
Keywords: Bally Total Fitness; Fitness; Gyms; Health Clubs; Chain; Securities And Exchange Commission; Paul Toback; Weight Loss; Exercise; Contracts; Personal Training; Retention; Accounting; Accounting Audits; Accrual Accounting; Finance; Advertising; Business Growth and Maturation; Business Model; For-Profit Firms; Customers; Customer Satisfaction; Public Equity; Financing and Loans; Revenue; Revenue Recognition; Geographic Scope; Multinational Firms and Management; Health; Nutrition; Business History; Lawsuits and Litigation; Management; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Marketing; Operations; Service Delivery; Service Operations; Public Ownership; Problems and Challenges; Business and Shareholder Relations; Business Strategy; Competition; Corporate Strategy; Expansion; Segmentation; Trends; Cost Management; Profit; Growth and Development; Leadership Style; Five Forces Framework; Private Ownership; Opportunities; Motivation and Incentives; Competitive Strategy; Health Industry; United States; Illinois; Chicago
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Wells, John R., Elizabeth A. Raabe, and Gabriel Ellsworth. "Bally Total Fitness (A): The Rise, 1962–2004." Harvard Business School Case 706-450, November 2005. (Revised December 2016.)
  • 2024
  • Working Paper

Second- versus Third-party Audit Quality: Evidence from Global Supply Chain Monitoring

By: Maria R. Ibanez, Ashley Palmarozzo, Jodi L. Short and Michael W. Toffel
Capitalizing on the superior credibility and flexibility and potential lower cost of external assessments, many global buyers are relying less on their own employee (“second-party”) auditors and more on third-party auditors to monitor and prevent environmental and... View Details
Keywords: Auditing; Audit Quality; Working Conditions; Sustainability; Empirical Operations; Empirical Service Operations; Sustainability Management; Corporate Accountability; Corporate Social Responsibility and Impact; Supply Chain Management
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Ibanez, Maria R., Ashley Palmarozzo, Jodi L. Short, and Michael W. Toffel. "Second- versus Third-party Audit Quality: Evidence from Global Supply Chain Monitoring." Working Paper, August 2024.
  • March 2011 (Revised September 2014)
  • Case

Bridging the GAAPs

By: Gwen Yu
Inconsistencies in accounting treatment across countries are a major obstacle for global equity investment. Adoption of a single accounting standard (IFRS) has been received with much excitement, where apples to apples comparison across countries will become easier.... View Details
Keywords: Financial Reporting; International Accounting; Private Equity; Investment; Globalized Markets and Industries; Information Management; Standards; Valuation
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Yu, Gwen. "Bridging the GAAPs." Harvard Business School Case 111-114, March 2011. (Revised September 2014.) (Included in Harvard Business School's Premier Case Collection.)
  • Research Summary

Entrepreneurship in Education Reform

This work explores two questions in the US public education system. First, is there a correlation between improved leadership and management practices and increased student outcomes? And second, can the introduction of market forces such as customer choice among... View Details
  • June 1995 (Revised April 2012)
  • Background Note

Long-lived Fixed Assets

By: David F. Hawkins
Discusses accounting for long-lived fixed assets, depreciation, and asset impairments. View Details
Keywords: Cost Accounting; Asset Management; Goodwill Accounting
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Hawkins, David F. "Long-lived Fixed Assets." Harvard Business School Background Note 195-264, June 1995. (Revised April 2012.)

    Thomas R. Piper

    THOMAS R. PIPER, Baker Foundation Professor and Lawrence E. Fouraker Professor of Business Administration, Emeritus, is a faculty member in the Finance and Accounting Units at the Graduate School of Business Administration.  He has taught in the MBA Program, as well... View Details

    • Article

    Four Things No One Will Tell You About ESG Data

    By: Sakis Kotsantonis and George Serafeim
    As the ESG finance field and the use of ESG data in investment decision-making continue to grow, the authors seek to shed light on several important aspects of ESG measurement and data. This article is intended to provide a useful guide for the rapidly rising number of... View Details
    Keywords: ESG; ESG (Environmental, Social, Governance) Performance; ESG Reporting; Data Analytics; Sustainability; Sustainability Reporting; CSR; Transparency; Investment Management; Socially Responsible Investing; Sustainable Finance; Sustainable Development; Inclusion; Inclusive Growth; Corporate Social Responsibility and Impact; Corporate Accountability; Investment; Management; Climate Change; Corporate Governance; Diversity; Integrated Corporate Reporting
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    Kotsantonis, Sakis, and George Serafeim. "Four Things No One Will Tell You About ESG Data." Journal of Applied Corporate Finance 31, no. 2 (Spring 2019): 50–58.

      Luis M. Viceira

      Luis M. Viceira is the George E. Bates Professor in the Finance Unit  and a Research Associate at the National Bureau of Economic Research. His research, course development, and teaching focus on the areas of investment management... View Details

      Keywords: banking; education industry; financial services; nonprofit industry; retail financial services
      • 19 Apr 2010
      • Research & Ideas

      The History of Beauty

      disinclined to conform to assumed gender stereotypes by working on beauty. The fashion industry, which is also huge, suffers from the same lack of attention from management researchers. Q: You write, "Beauty emerges as an industry which... View Details
      Keywords: by Sean Silverthorne; Beauty & Cosmetics
      • January 2014 (Revised January 2014)
      • Case

      Showdown at Cracker Barrel

      By: Suraj Srinivasan and Tim Gray
      In the fall of 2011, activist investor, Sardar Biglari, has acquired nearly 10% ownership in the Cracker Barrel restaurant chain. He believes that the board and senior management have failed and the company has underperformed relative to its peers. When he is denied a... View Details
      Keywords: Boards; Activist Investors; Proxy Battles; Shareholder Activism; Peer Firm; Ratio Analysis; Financial Accounting; Financial Analysis; Board Of Directors; Boards Of Directors; Financial Intermediaries; Financial Analysts; CEO Turnover; New CEO; Peer Groups; Hedge Fund; Hedge Funds; Proxy Contest; Proxy Fight; Proxy Advisor; Proxy Battle; Financial Statement Analysis; Financial Strategy; Corporate Governance; Corporate Disclosure; Governing and Advisory Boards; Competition; Valuation; Business Strategy; Value Creation; Business and Shareholder Relations; Financial Reporting; Financial Statements; Retail Industry; Food and Beverage Industry; United States
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      Srinivasan, Suraj, and Tim Gray. "Showdown at Cracker Barrel." Harvard Business School Case 114-026, January 2014. (Revised January 2014.)
      • 2012
      • Book

      The Culture Cycle: How to Shape the Unseen Force That Transforms Performance

      By: James Heskett
      The contribution of culture to organizational performance is both substantial and quantifiable. This book presents the results of field research that demonstrates how an effective culture can account for up to half of the differential in performance between... View Details
      Keywords: Customer Focus and Relationships; Learning; Framework; Policy; Retention; Books; Analytics and Data Science; Innovation and Invention; Management Practices and Processes; Organizational Culture; Performance Expectations; Research
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      Heskett, James. The Culture Cycle: How to Shape the Unseen Force That Transforms Performance. Upper Saddle River, NJ: FT Press, 2012.
      • July 2010
      • Case

      Mekong Capital: Building a Culture of Leadership in Vietnam

      By: Christopher Marquis, Vinay Ganti, Kevin Smith and Doug Guthrie
      Mekong Capital, a private equity firm specializing in investing in Vietnam, had grown dramatically since its inception in 2002 and faced numerous organizational issues in 2007. There was a shortage of qualified middle managers, an overall lack of leadership, and a... View Details
      Keywords: Entrepreneurship; Leading Change; Organizational Change and Adaptation; Organizational Culture; Performance Improvement; Groups and Teams; Alignment; Financial Services Industry
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      Marquis, Christopher, Vinay Ganti, Kevin Smith, and Doug Guthrie. "Mekong Capital: Building a Culture of Leadership in Vietnam." Harvard Business School Case 411-023, July 2010.
      • June 2016
      • Teaching Note

      HubSpot: Lower Churn through Greater CHI

      By: Jill Avery, Asis Martinez Jerez and Thomas Steenburgh
      HubSpot, a web marketing startup selling inbound marketing software to small- and medium-sized businesses, is under pressure from its venture capital partners to rapidly acquire new customers and to maintain a low level of customer churn. The B2B SaaS company is in the... View Details
      Keywords: CRM; Customer Acquisition; Customer Retention; Churn Management; SaaS Business Models; Customer Lifetime Value; Venture Capital; Startup; Software; Monitoring And Control; Marketing; Customer Relationship Management; Marketing Strategy; Accounting; Technology Industry; United States
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      Avery, Jill, Asis Martinez Jerez, and Thomas Steenburgh. "HubSpot: Lower Churn through Greater CHI." Harvard Business School Teaching Note 116-051, June 2016.
      • December 2003 (Revised October 2006)
      • Case

      Globalizing the Cost of Capital and Capital Budgeting at AES

      By: Mihir A. Desai and Douglas Kurt Schillinger
      With electricity generating businesses around the world, AES Corp. is seeking a methodology for calculating the cost of capital for its various businesses and potential projects. In the past, AES used the same cost of capital for all of its capital budgeting, but the... View Details
      Keywords: International Finance; Risk Management; Globalized Firms and Management; Cost of Capital; Valuation; Emerging Markets; Foreign Direct Investment; Capital Budgeting; Energy Industry; South America
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      Desai, Mihir A., and Douglas Kurt Schillinger. "Globalizing the Cost of Capital and Capital Budgeting at AES." Harvard Business School Case 204-109, December 2003. (Revised October 2006.)
      • March 2023 (Revised March 2025)
      • Module Note

      LCA Module Overview: Society

      By: Nien-hê Hsieh
      Leadership and Corporate and Accountability (LCA) is a required course in the first-year MBA curriculum at Harvard Business School to help managers determine and deliver on their economic, legal, and ethical responsibilities. This note summarizes the cases and outlines... View Details
      Keywords: Corporate Social Responsibility and Impact
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      Hsieh, Nien-hê. "LCA Module Overview: Society." Harvard Business School Module Note 323-096, March 2023. (Revised March 2025.)
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