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- All HBS Web (1,453)
- Faculty Publications (474)
- 01 Mar 2011
- News
Making Their Way
but from Mexico, South Korea, and elsewhere — was coming in at a lower price point than our unionized operations could match,” Chirchirillo recalls. “And many of my OPM classmates were from outside the United States, so I was getting a... View Details
- 01 Jun 2008
- News
New Face at Facebook
Sandberg (MBA ’95), “one of Silicon Valley’s most prominent women executives, with a powerhouse résumé that includes a stint as chief of staff at the U.S. Treasury Department during the Clinton administration.” As vice president for global online View Details
David W. Mitchell
Mitchell orchestrated the acquisition of Tiffany’s & Company – expanding Avon to a $3 billion+ operation with over 1 million direct sales representatives. Mitchell produced exceptional financial returns... View Details
Keywords: Personal Care & Home Products
Herbert W. Hoover
Hoover was instrumental in introducing vacuum cleaners to the market and creating the world’s most famous vacuum cleaners’ trademark. By the mid-20th century, Hoover’s international corporation was operating in 107 nations, employing... View Details
Keywords: Fabricated Goods
- 05 Dec 2007
- Sharpening Your Skills
Sharpening Your Skills: Managing Marketing
Cannibalizing Direct Sales? Working Paper: Adding Bricks to Clicks—The Effects of Store Openings on Sales through Direct ChannelsConsider a retailer who operates both brick-and-mortar stores and direct... View Details
- 01 Dec 1999
- News
The Message and the Media: Advertising's Brave New World
increases only modestly. The traditional face of the industry has changed, with "full-service" agency-client relationships giving way to cost cutting, streamlining, and consolidation. Outright alternatives to advertising - including options such as publicity, product... View Details
Keywords: Peter K. Jacobs
- 01 Dec 2016
- News
Carving a Niche
(His long-term plan puts Faction brand sales somewhere in the middle of that first band of revenues.) User experience plays a key role in differentiating Faction’s product, with communication feeding directly into product design and... View Details
Keywords: Julia Hanna
J. Peter Grace
Grace dramatically grew the company through massive diversification efforts. In 1950, Latin American operations brought in 60% of W.R. Grace & Company sales. Grace’s diversification efforts decreased the above percentage to only 19%... View Details
Keywords: Chemicals & Industrial
- 03 Aug 2015
- Research & Ideas
Why Fierce Competitors Apple and Amazon Became ’Frenemies’ Over eReaders
Technology and Operations Management unit at Harvard Business School. And why would Apple ever allow a Kindle app in its App Store in the first place? "We all know historically Apple often says no to apps that directly compete with... View Details
F. Kenneth Iverson
Iverson pioneered the mini steel mill and, in the process, reinvented the steel industry. By the early 1980s, Nucor Corporation had grown into the most profitable carbon-steel operation in the world. In 1984, it produced 1.5 million tons... View Details
Keywords: Metals
H. Wayne Huizenga
Huizenga purchased the one-year old Blockbuster operation from its founders in 1986 and embarked on a massive expansion campaign. Believing that there were low barriers to entry in the video rental market, Huizenga built over 1,000... View Details
Keywords: Retail
- 01 Dec 2013
- News
Double Vision
novice, peppering a Best Buy sales associate with a series of rapid-fire product questions, including "What's LTE—is it contagious?" AD TYPE: Product focus. This is also an attempt to move viewers to act, but sans the heavy sell. "Instead... View Details
Keywords: Arts, Entertainment
- September 1986 (Revised November 1994)
- Case
Lotus Development Corp. Channel Choice: Direct vs. Distribution
Lotus Development Corp., the number one microsoftware firm has traditionally sold to its customers through a distributor-retail dealer network. In early 1986, the company is considering the option of selling direct to large corporate customers. Students are expected to... View Details
Keywords: Cost vs Benefits; Marketing Channels; Distribution Channels; Sales; Software; Information Technology Industry; United States
Rangan, V. Kasturi. "Lotus Development Corp. Channel Choice: Direct vs. Distribution." Harvard Business School Case 587-078, September 1986. (Revised November 1994.)
- 23 Dec 2002
- Research & Ideas
Partnering and the Balanced Scorecard
assets, including customer relationships; innovative products and services; high-quality and responsive operating processes; skills and knowledge of the workforce; the information technology that supports the workforce and links the firm... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 01 Mar 2018
- News
Case Study: On the Record
producers. Operational efficiencies will allow Gold Rush Vinyl—which started with $750,000 raised from family, friends, and an SBA loan, to cover the expensive pressing equipment—to reduce wait time from an industry standard of twelve to... View Details
Keywords: April White
- 01 Mar 2004
- News
Gibson Hits a High Note
quality, acquisitions, and new markets, Gibson is back. Sales have doubled to more than $250 million since 2000. And the company is hiring another one hundred people to increase its handmade guitar output to four hundred a day, reported... View Details
- 30 Jun 2015
- First Look
First Look: June 30, 2015
leaders focus on the few things that produce results and experiences for the right customers; (3) the best service operating strategies don't require tradeoffs, so leaders foster "both/and" thinking in designing winning View Details
Keywords: Carmen Nobel
Charles R. Walgreen, Jr.
As a young purchasing department officer, Walgreen Jr. gained valuable management experience by overseeing a wide variety of the company’s buying operations and by creating several new lines of merchandise. During his tenure as Walgreens'... View Details
Keywords: Retail
John A. Hartford
Under John Hartford’s management, A&P became a large integrated business empire. In 1937, he switched A&P to a supermarket operation from its base as a delivery store, which enabled him to offer even lower prices. By the... View Details
Keywords: Retail
William E. LaMothe
LaMothe enabled Kellogg to capitalize on the health food consciousness of the 80’s by introducing new products, and, in so doing, he continued Kellogg’s 41-year run of increased sales. He is credited with dramatically expanding Kellogg’s international View Details
Keywords: Food & Tobacco