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Show Results For
- All HBS Web
(1,333)
- News (254)
- Research (906)
- Events (2)
- Multimedia (14)
- Faculty Publications (373)
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- January 2008 (Revised August 2012)
- Case
Retail Sales of Health Insurance: Blue Cross Blue Shield of Florida
By: Regina E. Herzlinger and Grady Clouse
The BCBS of Florida is contemplating whether to enter the consumer-driven health care market and if so, whether to target such groups—and individuals—and in which of its geographic markets, and how. View Details
- May 2013
- Supplement
Paul Thomson: Walker Insurance
This is the Spreadsheet Supplement for Walker Insurance: Paul Thomson (HBS Case 813057). Includes Exhibit 1a, Exhibit 1b, Exhibit 2, Exhibit 4, Exhibit 5, Exhibit 6, and Exhibit 7. View Details
Keywords: Entrepreneurial Organizations; Entrepreneurs; Entrepreneurship; Search; Search Funds; Sales Force Management; Sales; Sales Channels; Insurance And Reinsurance; Insurance Companies; Acquisitions; Hiring; Service Management; Service; Insurance; Salesforce Management; Selection and Staffing; Insurance Industry; United States
- 2006
- Working Paper
Cross-Functional Alignment in Supply Chain Planning: A Case Study of Sales and Operations Planning
In most organizations, supply chain planning is a cross-functional effort. Functional areas such as sales, marketing, finance, and operations traditionally specialize in portions of the planning activities, which results in conflicts over expectations, preferences, and... View Details
Oliva, Rogelio, and Noel Watson. "Cross-Functional Alignment in Supply Chain Planning: A Case Study of Sales and Operations Planning." Harvard Business School Working Paper, No. 07-001, July 2006. (Revised October 2006, July 2008, February 2009.)
- 01 Dec 2015
- Research & Ideas
What to Do When Your Organization Has Dueling Missions
A couple of years ago, hip-hop artist Macklemore topped the Billboard 100 chart with Thrift Shop, a paean to buying inexpensive used clothing from Goodwill Industries. Indeed, like the rapper, millions of people know Goodwill primarily as a successful retailer; in... View Details
Keywords: by Carmen Nobel
- June 2013
- Supplement
Walker Insurance: Paul Thomson (Video Supplement)
By: Jim Sharpe
This is the Video Supplement for Walker Insurance: Paul Thomson (HBS Case 813057). View Details
Keywords: Entrepreneurial Organizations; Entrepreneurs; Entrepreneurship; Search; Search Funds; Sales Force Management; Sales; Sales Channels; Insurance And Reinsurance; Insurance Companies; Acquisitions; Hiring; Service Management; Service; Insurance; Salesforce Management; Selection and Staffing; Insurance Industry; United States
Sharpe, Jim. "Walker Insurance: Paul Thomson (Video Supplement)." Harvard Business School Video Supplement 813-717, June 2013.
- February 2017 (Revised August 2018)
- Case
Sarah Powers at Automated Precision Products
By: Jeffrey T. Polzer, Michael Norris, Julia Kelley and Kristina Tobio
In 2017, Sarah Powers, VP of Sales at an automation hardware firm, is trying to understand why some members of her sales team have been underperforming. She is tasked with analyzing her firm’s email and calendar data to try to find relationships between communications... View Details
Keywords: People Analytics; Sales Attainment; Communication Networks; Data; Human Resources; Business Processes; Sales; Communication; Analytics and Data Science; Analysis; Industrial Products Industry; Manufacturing Industry; United States
Polzer, Jeffrey T., Michael Norris, Julia Kelley, and Kristina Tobio. "Sarah Powers at Automated Precision Products." Harvard Business School Case 417-072, February 2017. (Revised August 2018.)
- May 2009
- Teaching Note
Ceres Gardening Company: Funding Growth in Organic Products (Brief Case)
By: John H. McArthur and Sunru Yong
Teaching Note to 4017. View Details
- June 2013
- Teaching Note
Elasto Therm: The Next Step
By: Jim Sharpe
Keywords: Entrepreneurial Organizations; Entrepreneurs; Careers; Empowerment; Job Design; Sales Channels; Sales Force Management; Pricing Strategy; Pricing; Pricing Policies; Employee Empowerment; Customer Focus; Entrepreneurship; Salesforce Management; Customer Focus and Relationships; Rubber Industry; United States
- 06 Sep 2006
- Working Paper Summaries
Cross Functional Alignment in Supply Chain Planning: A Case Study of Sales & Operations Planning
Keywords: by Rogelio Oliva & Noel Watson
- May 2009
- Supplement
Ceres Gardening Company: Funding Growth in Organic Products, Spreadsheet for Instructors (Brief Case)
By: John H. McArthur and Joel L. Heilprin
- October 2011
- Case
Raleigh & Rosse: Measures to Motivate Exceptional Service
By: Robert Simons and Michael Mahoney
In January 2010, U.S. luxury goods retailer Raleigh & Rosse is being sued by its employees for encouraging "off the clock" hours. At the center of the class action lawsuit is the famous Raleigh & Rosse performance measurement system previously thought to be the core of... View Details
Keywords: Control Systems; Performance Measurement; Goal Setting; Compensation; Incentives; Motivation; Sales Compensation; Motivation and Incentives; Goals and Objectives; Growth Management; Lawsuits and Litigation; Organizational Culture; Management Systems; Customer Focus and Relationships; Employees; Performance Evaluation; Compensation and Benefits; Retail Industry; United States
Simons, Robert, and Michael Mahoney. "Raleigh & Rosse: Measures to Motivate Exceptional Service." Harvard Business School Brief Case 114-353, October 2011.
- March 2017
- Case
Cantel Medical
By: John R. Wells and Gabriel Ellsworth
Cantel Medical Corporation provided infection prevention and control products and services for patients, caregivers, and other healthcare providers. In 2016, Cantel generated sales of $665 million and net profits of $60 million, double the levels of five years earlier.... View Details
Keywords: Cantel; Charles Diker; Furniture Industry; Matrix Organization; Acquisition; Mergers and Acquisitions; Business Conglomerates; Business Units; Business Growth and Maturation; Business Organization; For-Profit Firms; Chemicals; Profit; Revenue; Geographic Scope; Multinational Firms and Management; Health; Health Care and Treatment; Business History; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Organizational Structure; Problems and Challenges; Research and Development; Opportunities; Strategy; Adaptation; Business Strategy; Competitive Strategy; Corporate Strategy; Diversification; Expansion; Information Technology; Biotechnology Industry; Chemical Industry; Health Industry; Manufacturing Industry; Medical Devices and Supplies Industry; Pharmaceutical Industry; United States; New Jersey
Wells, John R., and Gabriel Ellsworth. "Cantel Medical." Harvard Business School Case 717-482, March 2017.
- August 2016 (Revised June 2017)
- Case
InsideSales.com (A)
By: Frank V. Cespedes
This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers (companies with more than 500 employees). It examines the differences in buying processes, product requirements,... View Details
Keywords: Business Organization; Customer Relationship Management; Marketing Strategy; Organizational Change And Adaptation; Organizational Design; Talent; Talent Management; Organizations; Growth Management; Sales; Salesforce Management; Corporate Entrepreneurship; Technology Industry; United States
Cespedes, Frank V. "InsideSales.com (A)." Harvard Business School Case 817-018, August 2016. (Revised June 2017.)
- June 2013
- Supplement
Union Corrugating Co. (A) (Spreadsheet Supplement)
This is the spreadsheet supplement for HBS Case 803065, containing Exhibit 3 as an Excel document. View Details
Keywords: Family-owned Business; Entrepreneurial Organizations; Entrepreneurs; Sales Force Management; Salesforce Management; Operations Management; COST Control; Gender; Careers; Turnaround; Turnarounds; Supply Chain Management; Restructuring; Entrepreneurship; Customer Focus and Relationships; Supply Chain; Steel Industry; Construction Industry; North Carolina; United States
- October 2017 (Revised August 2020)
- Case
RB
By: Joshua Margolis, Vincent Dessain and Jerome Lenhardt
As 2016 was approaching its end, Rakesh Kapoor, CEO of RB, one of the world’s major fast moving consumer goods (FMCG) companies, envisioned the prospect of a major acquisition that would add a line of health-related products that promised growth in the developing... View Details
- September 2015 (Revised June 2018)
- Case
Macy's: Evolution in the Sunshine State
In 2009, Lee O'Rourke was promoted to district vice president in charge of Macy's newly created North Florida district. This district consisted of 11 stores located in the greater Orlando area and in the east coast towns of Daytona, Melbourne, Merritt Island, and Vero... View Details
Keywords: Human Capital; Managing Performance; Retail; Organization; Change Management; Leadership; Leadership Style; Leading Change; Marketing; Marketing Strategy; Management; Organizational Change and Adaptation; Performance Improvement; Retail Industry; United States
Groysberg, Boris, Das Narayandas, Benson P. Shapiro, and Sarah L. Abbott. "Macy's: Evolution in the Sunshine State." Harvard Business School Case 416-018, September 2015. (Revised June 2018.)
- June 2013
- Supplement
Union Corrugating Co. (Video Supplement)
By: Jim Sharpe
This is the Video Supplement for Union Corrugating Company(A) and (B) (HBS Cases 803065 and 804003). View Details
Keywords: Family-owned Business; Entrepreneurial Organizations; Entrepreneurs; Sales Force Management; Salesforce Management; Operations Management; COST Control; Gender; Careers; Turnaround; Turnarounds; Supply Chain Management; Restructuring; Entrepreneurship; Customer Focus and Relationships; Supply Chain; Steel Industry; Construction Industry; North Carolina; United States
Sharpe, Jim. "Union Corrugating Co. (Video Supplement)." Harvard Business School Video Supplement 813-724, June 2013.
- January 2021 (Revised March 2022)
- Case
Arçelik: From a Dealer Network to an Omnichannel Experience
By: Ayelet Israeli and Fares Khrais
Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details
Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Digital Platforms; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
Israeli, Ayelet, and Fares Khrais. "Arçelik: From a Dealer Network to an Omnichannel Experience." Harvard Business School Case 521-067, January 2021. (Revised March 2022.)
- February 2013 (Revised September 2013)
- Case
Elasto Therm: The Next Step
By: Jim Sharpe and James Weber
Julia and Nate Burstein were living their dream running their own business and balancing the demands between their work and family obligations while creating a company that was responsive to their employees' and their customers' needs. The Bursteins had joined a large... View Details
Keywords: Entrepreneurial Management; Entrepreneurs; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Sales Force Management; Acquisitions; Work/family Balance; Family-owned Business; Entrepreneurship; Growth and Development Strategy; Expansion; Work-Life Balance; Manufacturing Industry; Rubber Industry; United States
Sharpe, Jim, and James Weber. "Elasto Therm: The Next Step." Harvard Business School Case 813-030, February 2013. (Revised September 2013.)
- March 2015
- Case
Unilever: Combatting Global Food Waste
By: David F. Drake, Janice H. Hammond and Matthew G. Preble
The global consumer goods company Unilever was on pace to hit a number of aggressive targets by 2020 as part of the Unilever Sustainable Living Project, including a goal to halve the waste associated with the disposal of its products. Unilever's chief supply chain... View Details
Keywords: Food Waste; Sustainable Business And Innovation; Sustainable Supply Chains; Sustainable Operations; Organization Alignment; Environmental Sustainability; Operations; Supply Chain Management; Growth and Development Strategy; Food; Agribusiness; Strategy; Organizational Change and Adaptation; Beauty and Cosmetics Industry; Consumer Products Industry; Food and Beverage Industry; Forest Products Industry; Manufacturing Industry; Retail Industry; North and Central America; Europe; Asia; Africa; Latin America; India
Drake, David F., Janice H. Hammond, and Matthew G. Preble. "Unilever: Combatting Global Food Waste." Harvard Business School Case 615-040, March 2015.