Publications

25 Jul 2023
Research & Ideas

Could a Business Model Help Big Pharma Save Lives and Profit?

there is not more equity?” Voluntary licensing unlocks overlooked, less-understood markets Gilead’s tiered model combined branded product sales at prices based on disease burden View Details

Keywords: by Esther Schrader; Pharmaceutical; Health

01 Dec 2020
News

The Camel and the Unicorn

we’re going to examine why Silicon Valley is at risk of losing its startup crown and what that could mean for the future of innovation. READ MORE If you were asked to name some of the greatest View Details

January 1975 (Revised April 2009)
Case

Optical Distortion, Inc. (A)

A new product, contact lenses for chickens, is to be introduced by a small firm formed to market the product. An entry strategy must be planned including price, sales force, size, and location. Allows data for computation of economic benefit to farmers. Includes... View Details

Keywords: Entrepreneurship; Price; Geographic Location; Marketing Strategy; Product Launch; Market Entry and Exit; Sales

12 Apr 2004
Research & Ideas

Operations and the Competitive Edge

Obstacles facing companies in today's hyper-competitive global markets are seemingly more complex than ever, to the point that managers must rethink many of the basic principles of good operations management, says Robert Hayes. In a new... View Details

Keywords: by Martha Lagace

01 Aug 1998
News

Spring Reunions: Milestones and Memories

focused on sales and marketing in high-tech organizations. "Church felt incomplete because of my business interests, and work felt incomplete... View Details

Keywords: Eileen K. McCluskey

Sep 01 2016
Testimonial

Drawing Inspiration from Insight and Talent

08 Dec 2022
HBS Case

The War in Ukraine and Nestlé’s Moral Dilemma: Stay or Leave Russia?

darling under Schneider’s tenure, with about $95 billion in 2021 revenue. Nestlé had six factories in Russia, and sales there accounted for roughly 2 percent of the company’s 2021 revenue. It employed 7,000... View Details

Keywords: by Michael Blanding; Consumer Products

19 Feb 2014
Research & Ideas

Racist Umpires and Monetary Ministers

market," says Parsons. Then they recorded how the stock market performed on the days following each article's appearance. As it turned out, the market consistently dropped by several points after a... View Details

Keywords: by Michael Blanding; Sports; Information; Publishing

November 1984 (Revised May 1989)
Case

Wright Line, Inc. (A)

The Wright Line division of Barry Wright sells accessories used to store, protect, and provide access to computer media such as cards, tapes, and diskettes. With the explosive growth in the business computer market and the pronounced trend toward decentralized use, the... View Details

Keywords: Salesforce Management; Product Marketing; Computer Industry

June 2018
Case

Meridian Systems

By: Frank V. Cespedes and Michael J. Roberts

The Meridian Systems case focuses on a start-up in the restaurant point of sale (POS) systems market. In early 2018, Meridian is getting ready to roll out a POS system based on a new technology—a tablet-based, Wi-Fi-enabled POS system (the "tablet" system, or... View Details

Keywords: Business Startups; Sales; Strategy; Salesforce Management; Organizational Structure; Technological Innovation; Marketing Strategy

01 Nov 2019
HBS Seminar

Meijun Liu, Shuo Li Liu, The University of Hong Kong, Division of information and technology & Stanford University School of Engineering

John T. Gourville

John Gourville is the Albert J. Weatherhead, Jr. Professor of Business Administration at the Harvard Business School. He joined the HBS Marketing Unit in 1995 after receiving his Ph.D. at the University of Chicago in marketing and behavioral research. His most... View Details

Keywords: agribusiness; biotechnology; consumer products; health care; high technology; medical supplies; pharmaceuticals; retailing

14 Feb 2005
Research & Ideas

Desktop Search and Revenue Streams

accessible and useful to you,'" he said. Like Yahoo, Google also recently launched a desktop search product. Mark Kroese, general manager of information services and Merchant platform product View Details

Keywords: by Julie Jette

March 1994
Article

Expropriation and Inventions: Appropriable Rents in the Absence of Property Rights

By: J. Anton and Dennis Yao

We analyze the problem faced by a financially weak independent inventor when selling a valuable, but easily imitated, invention for which no property rights exist. The inventor can protect his or her intellectual property by negotiating a contingent contract (with a... View Details

Keywords: Innovation and Invention; Intellectual Property; Rights; Sales; Contracts; Negotiation

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June 2017
Case

Magellan Boatworks

By: John A. Quelch and James T. Kindley

Magellan Boatworks is a midsize manufacturer of customized, power "cruising yachts." In the face of economic and political uncertainty in late 2016, Magellan's VP of sales and marketing, Walt Robinson, wonders whether he should request a budget increase for 2017.... View Details

Keywords: Marketing; Marketing Communications; Advertising; Strategy; Salesforce Management