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  • All HBS Web  (2,948)
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  • February 2016 (Revised March 2022)
  • Case

Express Scripts: Promoting Prescription Drug Home Delivery (B)

By: John Beshears, Patrick Rooney and Jenny Sanford
The pharmacy benefit manager (PBM) sector processes prescription drug claims on behalf of companies that offer a prescription drug benefit to their employees. This case follows Bob Nease, Chief Scientist at Express Scripts, as he considers methods to promote home... View Details
Keywords: Pharmaceuticals; Prescription Drugs; Pharmacy Benefit Manager; PBM; Healthcare; Behavioral Economics; Choice Architecture; Active Choice; Health Care and Treatment; Service Delivery; Decision Choices and Conditions; Order Taking and Fulfillment; Compensation and Benefits
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Beshears, John, Patrick Rooney, and Jenny Sanford. "Express Scripts: Promoting Prescription Drug Home Delivery (B)." Harvard Business School Case 916-040, February 2016. (Revised March 2022.)
  • 09 Apr 2001
  • Research & Ideas

Marketing a Country: Promotion as a Tool for Attracting Foreign Investment.

In examining the way governments choose a structure in which to conduct investment promotion activities we found that most of the organizational issues fell within the realm of the public-private choice of management of certain... View Details
Keywords: by Louis T. Wells & Alvin G. Wint

    Creating ‘Smart’ Policy to Promote Entrepreneurship and Innovation

    The heterogeneity of America’s small businesses has led to some confusion and missteps in policy circles regarding the best strategies to promote entrepreneurship and innovation. We describe three policy areas: improving access to capital, delivering entrepreneurship... View Details
    • 04 Apr 2019
    • News

    Promoting Diversity at Sundance and Beyond

    add to the texture of a village of creators who have the power to influence a huge global audience,” says Diamond, who is never one, as he puts it, “to just sit back and wait for progress to happen.” Diamond’s career-long engagement in View Details
    • January 1989 (Revised December 1991)
    • Case

    British Airways: ""Go for It, America!"" Promotion (A)

    By: Stephen A. Greyser
    Senior marketing executives of a major international airline are deciding on a strategy to address a crisis situation precipitated by a series of terrorist acts. The company is experiencing the worst downturn ever in its U.S.-U.K. travel business due to media reports... View Details
    Keywords: Advertising Campaigns; Crime and Corruption; Crisis Management; Management Teams; Time Management; Marketing Strategy; Perception; Value Creation; Travel Industry; United Kingdom; United States
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    Greyser, Stephen A. British Airways: ""Go for It, America!"" Promotion (A). Harvard Business School Case 589-089, January 1989. (Revised December 1991.)
    • August 1987
    • Article

    Export Promotion as a Development Strategy

    By: J. J. Rotemberg
    Keywords: Growth and Development; Strategy; Trade
    Citation
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    Rotemberg, J. J. "Export Promotion as a Development Strategy." Journal of Development Economics 26, no. 2 (August 1987): 343–355.
    • 1991
    • Book

    Cases in Advertising and Promotion Management

    By: John A. Quelch and Paul Farris
    Citation
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    Quelch, John A., and Paul Farris. Cases in Advertising and Promotion Management. 3rd ed. Homewood, IL: Irwin, 1991.
    • 2022
    • Chapter

    Creating 'Smart' Policy to Promote Entrepreneurship and Innovation

    By: Karen G. Mills and Annie Dang
    Entrepreneurship is a key to unlocking innovation and fostering regional and national economic productivity. Extensive studies demonstrate that small and young firms contribute to innovation and employment growth. But which of the many types of small firms are... View Details
    Keywords: Economic Policy; High-growth; Entrepreneurship; Innovation and Invention; Business Startups; Economic Growth; Policy; United States
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    Mills, Karen G., and Annie Dang. "Creating 'Smart' Policy to Promote Entrepreneurship and Innovation." In The Role of Innovation and Entrepreneurship in Economic Growth, edited by Michael J. Andrews, Aaron Chatterji, Josh Lerner, and Scott Stern. Chicago: University of Chicago Press, 2022.
    • July 2014 (Revised February 2015)
    • Teaching Note

    Johnson & Johnson: The Promotion of Wellness

    By: John A. Quelch
    The chief medical officer of Johnson & Johnson (J & J) is reflecting on forty years of sustained efforts by the company to improve employee wellness. The case reviews J & J's multiple wellness initiatives and efforts to measure their effectiveness. It also invites... View Details
    Keywords: Empoylee Wellness Programs; Human Resource Management; Corporate Management Strategy; Employee Engagement; Human Resources; Management; Organizations; Performance; Personal Development and Career; Programs; Strategy; Health Industry; Manufacturing Industry; Medical Devices and Supplies Industry; Pharmaceutical Industry; North and Central America; Europe; Asia
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    Quelch, John A. "Johnson & Johnson: The Promotion of Wellness." Harvard Business School Teaching Note 515-021, July 2014. (Revised February 2015.)
    • May 1994
    • Supplement

    Advertising and Promotion Management, Fourth Edition, Video

    By: John A. Quelch
    Citation
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    Quelch, John A. "Advertising and Promotion Management, Fourth Edition, Video." Harvard Business School Video Supplement 594-511, May 1994.
    • June 2014 (Revised September 2014)
    • Case

    Johnson & Johnson: The Promotion of Wellness

    By: John A. Quelch and Carin-Isabel Knoop
    To create the world's healthiest workforce, diversified health care giant Johnson & Johnson (J&J) mandated participation in its "Culture of Health" program globally, customized by location, culture, and specific health needs to offer prevention-focused education,... View Details
    Keywords: Healthcare; Employee Motivation; Transformation; Ethics; Health; Human Resources; Leadership; Management; Personal Development and Career; Problems and Challenges; Strategy; Health Industry; Medical Devices and Supplies Industry; Pharmaceutical Industry; North and Central America; Middle East; Latin America; Europe; Asia
    Citation
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    Quelch, John A., and Carin-Isabel Knoop. "Johnson & Johnson: The Promotion of Wellness." Harvard Business School Case 514-112, June 2014. (Revised September 2014.)
    • July 1991 (Revised June 1992)
    • Case

    Retail Promotional Pricing: When Is a Sale Really a Sale? (A)

    Addresses the controversy that surrounds highly promotional retail pricing referred to as "high-low pricing" by the trade. High-low pricing involves setting prices at an initially high level for a brief period of time, then discounting off the so-called "regular" or... View Details
    Keywords: Courts and Trials; Price; Ethics; Consumer Behavior; Product Marketing; Retail Industry; Colorado
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    Ortmeyer, Gwendolyn K. "Retail Promotional Pricing: When Is a Sale Really a Sale? (A)." Harvard Business School Case 591-111, July 1991. (Revised June 1992.)
    • 23 Feb 2012
    • News

    How to Leapfrog Your Way Up the Promotion Ladder

    • 1987
    • Book

    Trade Promotion and Food Distribution Costs

    By: R. Buzzell, J. Quelch and W. Salmon
    Citation
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    Buzzell, R., J. Quelch, and W. Salmon. Trade Promotion and Food Distribution Costs. Washington, D.C.: Food Marketing Institute, 1987.
    • Research Summary

    Creating ‘Smart’ Policy to Promote Entrepreneurship and Innovation

    Entrepreneurship is a key to unlocking innovation and fostering regional and national economic productivity. Extensive studies demonstrate that small and young firms contribute to innovation and employment growth. But which of the many types of small firms are... View Details
    • November 2008
    • Case

    Partner Promotion and Development at DLA Piper

    By: Jay W. Lorsch and Kaitlyn Simpson
    Keywords: Partners and Partnerships; Personal Development and Career
    Citation
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    Lorsch, Jay W., and Kaitlyn Simpson. "Partner Promotion and Development at DLA Piper." Harvard Business School Case 409-026, November 2008.
    • Article

    The Discounting of Discounts and Promotion Thresholds

    By: Sunil Gupta and Lee G. Cooper
    Keywords: Product Marketing
    Citation
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    Gupta, Sunil, and Lee G. Cooper. "The Discounting of Discounts and Promotion Thresholds." Journal of Consumer Research 19, no. 3 (December 1992): 401–411.
    • 04 May 2011
    • News

    Google Takes to TV to Promote Browser

    • 2020
    • Article

    Worry at Work: How Organizational Culture Promotes Anxiety

    By: Jeremy A. Yip, Emma E. Levine, Alison Wood Brooks and Maurice E. Schweitzer
    Organizational culture profoundly influences how employees think and behave. Established research suggests that the content, intensity, consensus, and fit of cultural norms act as a social control system for attitudes and behavior. We adopt the norms model of... View Details
    Keywords: Anxiety; Norms; Stress; Culture; Tightness-looseness; Curvilinear; Organizational Culture; Emotions; Performance
    Citation
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    Yip, Jeremy A., Emma E. Levine, Alison Wood Brooks, and Maurice E. Schweitzer. "Worry at Work: How Organizational Culture Promotes Anxiety." Art. 100124. Research in Organizational Behavior 40 (2020).
    • 2002
    • Other Unpublished Work

    The Effect of Editorial Discretion Book Promotion on Sales at Amazon.com

    By: Benjamin Edelman
    A new dataset collected by the author allows estimation of the effect on book sales of promotional listing on Amazon's editorial discretion pages. Following Goolsbee and Chevalier (2001), sales quantities are inferred from sales rank data freely available on Amazon's... View Details
    Keywords: Online Advertising; Sales; Marketing Strategy; Web Sites; Competition; Books
    Citation
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    Edelman, Benjamin. "The Effect of Editorial Discretion Book Promotion on Sales at Amazon.com." 2002. (Winner of Seymour E. and Ruth B. Harris Prize for outstanding senior honors thesis in economics. Winner of Thomas T. Hoopes Prize awarded for outstanding scholarly work or research.)
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