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Article

Know Your Customers' 'Jobs to Be Done'

By: Clayton M. Christensen, Taddy Hall, Karen Dillon and David S. Duncan

Firms have never known more about their customers, but their innovation processes remain hit-or-miss. Why? According to Christensen and his coauthors, product developers focus too much on building customer profiles and looking for correlations in data. To create... View Details

Keywords: Customer Relationship Management

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25 Aug 2014
HBS Case

Starbucks Reinvented

untested arenas that define the company as it exists today. "This case distills 20 years of my thinking about the most important lessons of strategy, leadership, and managing in turbulence in the frame of a very relevant... View Details

Keywords: by Julia Hanna; Food & Beverage

January–February 2019
Article

Case Study: When Two Leaders on the Senior Team Hate Each Other

By: Boris Groysberg and Katherine Connolly Baden

In this fictional case, the CEO of a sports apparel manufacturer is faced with an ongoing conflict between two of his top executives. Specifically, the head of sales and the CFO are at each other’s throats and the tension is having a ripple effect on their teams and... View Details

Keywords: Interpersonal Conflict; Management Teams; Conflict Management

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April 2018 (Revised May 2018)
Case

Goldman Sachs: Making an Imprint in Impact Investing

By: Shawn Cole, Vikram S. Gandhi, Caitlin Reimers Brumme and Lynn Schenk

Goldman Sachs acquired Imprint Capital Advisors, a small firm that specialized in advising clients on environmental/social/governance (ESG) and impact investments. The founders sold Imprint with the belief that joining a global financial firm would help to scale impact... View Details

Keywords: Impact Investing; ESG; Investment; Corporate Social Responsibility and Impact; Environmental Sustainability; Growth and Development Strategy; Acquisition; Integration

Jim Matheson

Jim joined the HBS Faculty in 2019 and teaches the EC courses Entrepreneurial Finance and Tough Tech Ventures and is a faculty affiliate of the Business & Environment Initiative. He is an active investor, and Board director & advisor for... View Details

08 Oct 2020
Research & Ideas

Keep Your Weary Workers Engaged and Motivated

[This is the sixth installment in a monthly series on management issues in the time of COVID-19.] We recently asked 600 CEOs: What is keeping you awake at night during this global pandemic? A major and multifaceted concern that emerged is... View Details

Keywords: by Boris Groysberg and Robin Abrahams

January 2011 (Revised March 2011)
Case

Predictive Biosciences

By: Thomas R. Eisenmann, Jeffrey J. Bussgang and David Kiron

A small cancer diagnostics start-up is deciding whether to acquire a laboratory to make and sell its bladder cancer test or build its own manufacturing and sales team. View Details

Keywords: Mergers and Acquisitions; Factories, Labs, and Plants; Business Startups; Entrepreneurship; Health Testing and Trials; Growth and Development Strategy; Product Development; Biotechnology Industry

September 2005 (Revised November 2006)
Case

AmorePacific: From Local to Global Beauty

By: Pankaj Ghemawat, Carin-Isabel Knoop and David Kiron

Suh Kyung-Bae, the President and CEO of AmorePacific, a South Korean cosmetics company, was an ardent globalizer. In its home market, AmorePacific had held off major multinational players such as L'Oreal and Estee Lauder and had engaged them in markets around the... View Details

Keywords: Globalized Firms and Management; Local Range; Global Range; Global Strategy; Beauty and Cosmetics Industry; South Korea

September 2012 (Revised December 2013)
Case

Roxbury Technology Corporation

By: Richard S. Ruback and Royce Yudkoff

Roxbury Technology is a Boston-based re-manufacturer of ink and toner cartridges. In early 2012 RTC was re-evaluating its approach to the company's two most important goals: reducing customer concentration and increasing profitability. RTC's largest customer accounted... View Details

Keywords: Social Enterprise; Social Entrepreneurship; Financial Management; Customers; Diversification; Green Technology Industry; Manufacturing Industry; Boston

January 2005
Exercise

Hamilton Real Estate: Confidential Role Information for the Executive VP of Pearl Investments (SELLER)

By: Deepak Malhotra

Presents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton. View Details

Keywords: Ethics; Price; Information; Contracts; Managerial Roles; Agreements and Arrangements; Strategy; Value; Real Estate Industry

22 Aug 2017
First Look

First Look at New Research and Ideas, August 23

patterns. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53100 June 12, 2017 Harvard Business Review Your Sales Training Is Probably Lackluster. Here's How to Fix It By: Cespedes, Frank V., and Yuchun Lee Abstract— U.S.... View Details

Keywords: Sean Silverthorne

May 2000 (Revised January 2003)
Case

Health Development Corporation

By: Richard S. Ruback

Health Development Corp. (HDC) owns and operates health clubs in the Greater Boston area. HDC engaged a local investment banker to explore a sale of the company. The most likely buyer views HDC's prior purchase of real estate as a negative. HDC's management is... View Details

Keywords: Cash Flow; Property; Business Exit or Shutdown; Valuation; Value; Decisions; Health Industry; Boston

August 1988 (Revised December 2000)
Case

Dunkin' Donuts (E): 1988 Distribution Strategies

Dunkin' Donuts is exploring various methods of increasing distribution. Possibilities involving new outlets include area development contracts, subfranchising, regional rollout strategies, and an increase in company owned stores. Possibilities focusing on existing... View Details

Keywords: Expansion; Franchise Ownership; Distribution Channels; Retail Industry; Food and Beverage Industry; United States

23 Oct 2000
Research & Ideas

The Strategy-Focused Organization

illustrate how major organizations have used the Scorecard to create an entirely new performance management framework that puts strategy at the center of a company's key management processes and systems.... View Details

Keywords: by Robert S. Kaplan & David P. Norton

December 2017 (Revised January 2018)
Case

Alltech

By: David E. Bell and Natalie Kindred

Alltech was a Lexington, Kentucky–based producer of supplements for animal feed, with revenues of over $2 billion (projected to reach $3 billion in 2018), sales in 120 countries, 5,000 employees, and 100 manufacturing plants worldwide. For nearly four decades, Alltech... View Details

2010
Book

The New Science of Retailing: How Analytics Are Transforming the Supply Chain and Improving Performance

By: Marshall Fisher and Ananth Raman

Retailers today are drowning in data but lacking in insight: They have huge volumes of information at their disposal. But they're unsure of how to sort through it and use it to make smart decisions. The result? They're struggling with profit-sapping supply chain... View Details

Keywords: Profit; Knowledge Use and Leverage; Logistics; Supply Chain Management; Mathematical Methods; Retail Industry

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September 2003 (Revised January 2004)
Case

Wal-Mart Stores in 2003

By: Pankaj Ghemawat, Stephen P. Bradley and Ken Mark

Examines Wal-Mart's development over three decades and provides financial and descriptive detail of its domestic operations. In 2003, Wal-Mart's Supercenter business has surpassed its domestic business as the largest generator of revenues. Its international operation... View Details

Keywords: Wages; Fairness; Corporate Strategy; Operations; Labor Unions; Problems and Challenges; Gender; Globalized Firms and Management; Competitive Advantage; Retail Industry; United States

September 2005 (Revised June 2006)
Case

WuXi PharmaTech

By: Richard G. Hamermesh and Simin Zhou

WuXi Pharmatech has gone from zero to $21 million in sales in three years. The company must decide its growth strategy and how best to finance and organize for rapid growth. View Details

Keywords: Growth Management; Capital Markets; Problems and Challenges; Pharmaceutical Industry; China

March 2004
Case

L.L. Bean: A Search for Growth

By: Rajiv Lal, Walter J. Salmon and James Weber

In mid-2003, CEO Chris McCormick felt L.L. Bean was in a good position to begin to grow again. For nearly 90 years, the company sold clothing and gear for outdoor enthusiasts through its catalogs and a single retail store in Freeport, Maine. In the three decades prior... View Details

Keywords: Business History; Restructuring; Growth and Development Strategy; Cost Management; Sales; Performance Improvement; Diversification; Distribution Channels; Resignation and Termination; Retail Industry; Web Services Industry

February 2011 (Revised October 2018)
Case

ALAC International

By: Richard S. Ruback and Royce Yudkoff

ALAC was a small importer of specialty industrial chemicals. The case explores the different financing alternatives to facilitate the company's explosive growth in working capital. At the end of 2009, the company was awarded the United States distributorship for the... View Details

Keywords: Working Capital; Growth Management; Financing and Loans; Chemical Industry

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