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  • December 2011 (Revised May 2015)
  • Case

Aviva Investors

By: George Serafeim
The Aviva Investors case describes the challenge of integrating sustainability considerations into the strategy and business practices of companies and into the decision making process of the investment community. Steve Waygood, Chief Responsible Investment Officer at... View Details
Keywords: Investing; Investment Management; Shareholder Activism; Disclosure; Stock Exchanges; Sustainability; Sustainable Development; Sustainability Reporting; ESG; ESG (Environmental, Social, Governance) Performance; Social Impact; Activism; Investment; Management; Business and Shareholder Relations; Environmental Sustainability; United Kingdom
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Serafeim, George, Robert G. Eccles, and Kyle Armbrester. "Aviva Investors." Harvard Business School Case 112-047, December 2011. (Revised May 2015.)
  • August 9, 2022
  • Article

Preparing Sales for a Changing Economy: Part 1

By: Frank V. Cespedes
Companies spend more per capita on sales training than any other function, but the return on investment is disappointing. One recent estimate indicates “that 85-90% of sales training fails to translate into a lasting improvement in productivity.” A major reason is... View Details
Keywords: Return On Investment; Sales; Training
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Cespedes, Frank V. "Preparing Sales for a Changing Economy: Part 1." TrainingIndustry.com (August 9, 2022).
  • April 2025
  • Case

Setting a CEO Agenda: Ole Rosgaard at Greif

By: Krishna Palepu and Kerry Herman
Since taking over as CEO of industrial packaging giant Greif, Ole Rosgaard has focused on growing the company and improving the perception of its value by the capital markets. He and his senior leadership team have made inroads to this end, including adjusting the... View Details
Keywords: Leadership; Valuation; Governing and Advisory Boards; Growth and Development Strategy; Organizational Culture; Industrial Products Industry; North America; Europe
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Palepu, Krishna, and Kerry Herman. "Setting a CEO Agenda: Ole Rosgaard at Greif." Harvard Business School Case 125-099, April 2025.
  • 15 Feb 2021
  • News

Revealed: The Army of Big Tech Lobbyists Targeting Capitol Hill

  • 20 Jun 2008
  • News

Winners of 2008 Harvard Business School Business Plan Contest Ring Opening Bell at New York Stock Exchange

  • November 2016 (Revised October 2018)
  • Case

Augmedix

By: Frank V. Cespedes and Alexandra N. Rachlin
In April 2015, Ian Shakil and Pelu Tran, cofounders of Augmedix, are discussing how to grow their emerging health care startup. The company’s sole product, also called Augmedix, streams video of doctor-patient interactions to remote medical scribes, thus freeing... View Details
Keywords: Entrepreneurial Management; Sales Management; Scaling; Hiring; Pricing; Entrepreneurship; Marketing; Marketing Strategy; Product Marketing; Sales; Technology; Health Industry; United States
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Cespedes, Frank V., and Alexandra N. Rachlin. "Augmedix." Harvard Business School Case 817-048, November 2016. (Revised October 2018.)
  • 02 Sep 2015
  • What Do You Think?

What's Wrong With Amazon’s Low-Retention HR Strategy?

the opportunity to earn high compensation--but jobs that often become too demanding for some employees, particularly those with health problems or family obligations.    Former employees complained about bosses who lacked empathy for... View Details
Keywords: by James Heskett; Web Services; Retail; Apparel & Accessories; Consumer Products; Fashion
  • 12 Jun 2012
  • First Look

First Look: June 12

customer, there is no value. Instead of using pricing in a way that turns customers into adversaries, companies can use it to enlarge the pie. That means viewing customers as partners in value creation-a collaboration that increases... View Details
Keywords: Sean Silverthorne
  • June 2025
  • Case

TagHive: Edtech Pricing and Distributor Decisions

By: Isamar Troncoso, Frank V. Cespedes and Stacy Straaberg
Education technology (edtech) company TagHive, founded in 2017, used a direct sales team and third-party distributors to sell its Class Saathi hardware and software solution to 300 clients, mainly primary and secondary schools in India. The product aimed to improve... View Details
Keywords: Business Model; Marketing Channels; Marketing Strategy; Product Marketing; Social Marketing; Information Infrastructure; Information Technology; Internet and the Web; Mobile and Wireless Technology; Technology Adoption; Education; Teaching; Price; Customer Relationship Management; Customer Satisfaction; Growth and Development; Technological Innovation; Education Industry; Technology Industry; India; South Korea
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Troncoso, Isamar, Frank V. Cespedes, and Stacy Straaberg. "TagHive: Edtech Pricing and Distributor Decisions." Harvard Business School Case 525-001, June 2025.
  • 01 Apr 2015
  • Research & Ideas

The Slow, Steady Battle to Fix Cancer Care

payment model undoubtedly simplifies billing matters for the patients, the main impetus is to lower health care costs while simultaneously improving quality of care. In the traditional fee-for-service model, hospitals secure permission... View Details
Keywords: by Carmen Nobel; Health
  • 02 Dec 2015
  • Blog Post

Alumni: Where Are They Now? Featuring: Laura Mackay...

career with NeoCare Solutions – a mobile engagement platform that helps parents of NICU babies navigate the NICU and transition home. Interestingly, the business was incubated and is run as a start-up within Healthagen, the innovative... View Details
Keywords: Health Care; Health Care; Health Care

    Krishna G. Palepu

    KRISHNA G. PALEPU is the Ross Graham Walker Professor of Business Administration, and has served previously as Senior Advisor to the President of Harvard University, and Senior Associate Dean at the... View Details

    Keywords: accounting industry; banking; financial services; information technology industry; pharmaceuticals; retailing
    • 26 Sep 2023
    • Research & Ideas

    Unpacking That Icky Feeling of 'Shopping' for Diverse Job Candidates

    diversity-related recruitment platforms might seem like an easy fix, Jackson cautions against jumping to conclusions or taking a one-size-fits-all approach. She advises companies to challenge their own assumptions by gathering information... View Details
    Keywords: by Kristen Senz
    • December 1992 (Revised March 1993)
    • Case

    Dan Gordon

    Describes Dan Gordon's first month on the job as Chief Operating Officer of Club Sports International (CSI), a chain of 7 health and fitness clubs. Describes the company's strategy and organization. The company needs Dan to tighten up its operations and create a base... View Details
    Keywords: Decision Choices and Conditions; Governance Controls; Business or Company Management; Growth and Development Strategy; Organizational Design; Health Industry
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    Roberts, Michael J. "Dan Gordon." Harvard Business School Case 393-087, December 1992. (Revised March 1993.)

      Leslie K. John

      Leslie K. John is a Professor of Business Administration at Harvard Business School. Currently, she teaches on the topics of Negotiation, Marketing and Behavioral Economics in various Executive Education courses, including in the Program for Leadership Development.... View Details

      Keywords: health care; health care; health care; health care
      • 21 May 2014
      • Working Paper Summaries

      The Role of the Corporation in Society: An Alternative View and Opportunities for Future Research

      Keywords: by George Serafeim
      • March 2009 (Revised September 2010)
      • Case

      Dartmouth-Hitchcock Medical Center: Spine Care

      By: Robert S. Huckman, Michael E. Porter, Rachel Gordon and Natalie Kindred
      Describes the Spine Center at Dartmouth-Hitchcock Medical Center, a multidisciplinary unit that offers patients suffering from spinal problems "one-stop" access to a range of providers including orthopedic surgeons, neurosurgeons, neurologists, medical specialists in... View Details
      Keywords: Health Care and Treatment; Medical Specialties; Service Delivery; Service Operations; Integration; Value Creation; Health Industry; United States
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      Huckman, Robert S., Michael E. Porter, Rachel Gordon, and Natalie Kindred. "Dartmouth-Hitchcock Medical Center: Spine Care." Harvard Business School Case 609-016, March 2009. (Revised September 2010.)
      • March 2013
      • Teaching Note

      Nestlé: Agricultural Material Sourcing Within the Concept of Creating Shared Value (CSV) (TN)

      By: Ray A. Goldberg and Matthew Preble
      In December 2012, Hans Jöhr, Nestlé's head of corporate agriculture, was preparing to meet with the company's board of directors to discuss its vision for the future related to sustainable agriculture. Nestlé's continued success depended on its ability to access the... View Details
      Keywords: Sustainability; Sustainability Management; Agribusiness; Environmental Sustainability; Food; Nutrition; Agriculture and Agribusiness Industry
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      Goldberg, Ray A., and Matthew Preble. "Nestlé: Agricultural Material Sourcing Within the Concept of Creating Shared Value (CSV) (TN)." Harvard Business School Teaching Note 913-412, March 2013.
      • Teaching Interest

      Managing Global Health: Applying Behavioral Economics to Create Impact (MBA)

      Health, and development more broadly, is not something we give to people: it is something they produce themselves, interacting with supply-side and institutional factors. This course trains students to see through the lens of the end-user and to use the levers of... View Details

      • October 2012 (Revised February 2013)
      • Case

      Jim Johnson's Re-election to the Goldman Sachs Board

      By: Suraj Srinivasan and Kelly Baker
      The case presents the opposition by a leading institutional investor in Goldman Sachs to the re-election of Jim Johnson to the board of directors of the company. The investor, Sequoia Fund, opposes the re-election citing Jim Johnson's prior track record as the CEO of... View Details
      Keywords: Board Of Directors; Corporate Governance; Director Elections; Goldman Sachs; Reputation; Institutional Investing; Governing and Advisory Boards; Corporate Accountability; Banking Industry; New York (city, NY)
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      Srinivasan, Suraj, and Kelly Baker. "Jim Johnson's Re-election to the Goldman Sachs Board." Harvard Business School Case 113-050, October 2012. (Revised February 2013.)
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