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  • February 2024 (Revised May 2025)
  • Case

Shore Capital Partners: The Next Ten Years

By: Boris Groysberg and Kerry Herman
Private equity firm Shore Capital Partners is at an inflection point, after 12 years of phenomenal growth and success. Now, as the partners consider options, should Shore remain micro-cap focused, or move into more mid-cap investments? Should Shore hold investments... View Details
Keywords: Organizational Change and Adaptation; Strategy; Financial Services Industry
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  • April 1993 (Revised October 1996)
  • Case

ABB Deutschland (C)

By: Hugo Uyterhoeven
Addresses the results and the lessons from the German restructuring effort by focusing in detail on the relationship with the works council and the actions taken for power plants and power transformers, and the sales organization. Closes with a "second wave" of cost... View Details
Keywords: Restructuring; Trade; Cost Management; Leadership Style; Management Skills; Time Management; Relationships; Salesforce Management
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    Cultural Entrepreneurship in NYC

    During weeklong January-term trips to New York City in 2013 and 2014, students from across Harvard University studied cultural entrepreneurship: new ventures in fashion, food, fine arts, and design. Students explored how such ventures are launched, and how proximity... View Details

      NGOs and Organizational Change

      The organizational dynamics of non-governmental organizations (NGOs) have become increasingly complex as they have evolved from small local groups into sophisticated multinational organizations with global networks. Alnoor... View Details

      • March 2006 (Revised April 2006)
      • Case

      NOK (A)

      By: Das Narayandas and Kate Attea
      Highlights issues that a multidivision firm faces as it moves from managing products for profit to managing customers for profit. View Details
      Keywords: Business Divisions; Transformation; Customer Focus and Relationships; Profit; Management; Product Marketing; Organizations; Commercialization
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      • 2017
      • Working Paper

      Machine Learning Methods for Strategy Research

      By: Mike Horia Teodorescu
      Numerous applications of machine learning have gained acceptance in the field of strategy and management research only during the last few years. Established uses span such diverse problems as strategic foreign investments, strategic resource allocation, systemic risk... View Details
      Keywords: Machine Learning; Natural Language Processing; Classification; Decision Trees; Strategic Decisions; Strategy; Research; Information Technology
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      • December 15, 2015
      • Article

      Don't Turn Your Sales Team Loose Without a Strategy

      By: Frank V. Cespedes and Steve Thompson
      When formulating a strategy, markets and segments are typically important categories. But only customers buy. Hence, for most firms, de facto strategy and much resource allocation are the aggregate result of the deals their salespeople close. However, few firms clarify... View Details
      Keywords: Strategy; Salesforce Management
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      • May 2006 (Revised July 2007)
      • Case

      Tropos Networks

      By: Joseph B. Lassiter III and Elizabeth Kind
      As Ron Sege, president and CEO of Tropos Networks, walked through the halls of the firm's offices, he realized that the space they had moved into only about a year ago was already becoming too small. The company, based in Sunnyvale, California, was founded in late 2000... View Details
      Keywords: Business Startups; Entrepreneurship; Growth Management; Wireless Technology; Sunnyvale
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      • 26 Apr 2017
      • News

      How Banks Can Compete Against an Army of Fintech Startups

      • Research Summary

      Overview

      By: Kris Johnson Ferreira
      Professor Ferreira's research primarily focuses on how retailers can use algorithms to make better revenue management decisions, including pricing, product display, and assortment planning. In the retail industry, anticipating consumer demand is arguably one of the... View Details
      Keywords: E-commerce; Analytics; Revenue Management; Pricing; Assortment Planning; Field Experiments; Operations; Supply Chain; Supply Chain Management; Retail Industry
      • August 2023 (Revised February 2024)
      • Case

      Toby Norman: Is Passion Enough for Simprints to Thrive?

      By: Jon M. Jachimowicz, Amram Migdal and Max Hancock
      As co-founder and CEO of Simprints—a social enterprise with the mission to “transform the way the world fights poverty"—Toby Norman was at a crossroads. His organization had developed ground-breaking technology used to verify aid delivery, reached more than 2.5 million... View Details
      Keywords: Mission and Purpose; Motivation and Incentives; Social Enterprise; Employees; Growth and Development Strategy
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      • November 2000
      • Case

      Geocast Network Systems, Inc.

      By: Thomas R. Eisenmann, Christina L. Darwall and Elizabeth Kind
      Geocast, a venture-backed start-up, had developed innovative technology for "datacasting" broadband information and entertainment content to an external hard drive, where it was cached for later retrieval by a Web-enabled PC. By using terrestrial TV, direct broadcast... View Details
      Keywords: Business Model; Customer Value and Value Chain; Entrepreneurship; Venture Capital; Information Management; Technological Innovation; Marketing Channels; Corporate Strategy; Entertainment and Recreation Industry; Web Services Industry
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      • 2009
      • Working Paper

      Principles that Matter: Sustaining Software Innovation from the Client to the Web

      By: Marco Iansiti
      Economic analysis often reviews the role of principles—such as respect for intellectual property rights—in driving innovation. Given the interdependent nature of innovation in information technology, three core principles have emerged that work together to ensure that... View Details
      Keywords: Decision Choices and Conditions; Technological Innovation; Intellectual Property; Partners and Partnerships; Competition; Information Technology; Internet and the Web
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        John T. Gourville

        John Gourville is the Albert J. Weatherhead, Jr. Professor of Business Administration at the Harvard Business School.  He joined the HBS Marketing Unit in 1995 after receiving his Ph.D. at the University of Chicago in marketing and behavioral research.  His most... View Details

        Keywords: agribusiness; biotechnology; consumer products; health care; high technology; medical supplies; pharmaceuticals; retailing

          Anthony Mayo

          Tony Mayo is the Thomas S. Murphy Senior Lecturer of Business Administration and C. Roland Christensen Distinguished Management Educator in the Organizational Behavior Unit of Harvard Business School (HBS).  He currently teaches and serves as the course head for... View Details

          Keywords: advertising; airline; education industry; nonprofit industry; publishing industry; service industry
          • January–February 2013
          • Article

          When the Crowd Fights Corruption

          By: Paul M. Healy and Karthik Ramanna
          Corruption is the greatest impediment to conducting business in Russia, according to leaders recently surveyed by the World Economic Forum. Indeed, it's a problem in many emerging markets, and businesses have a role to play in combating it, according to Healy and... View Details
          Keywords: Corruption; Emerging Economies; Crime and Corruption; Entrepreneurship; Ethics; Globalization; Russia; Georgia (nation, Asia); India
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          • January 2019 (Revised February 2020)
          • Case

          Roush Performance: How to Design a Sales Force Compensation Plan

          By: Doug J. Chung
          Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception, Roush Performance had focused on building its engineering technology competency and diversifying its product... View Details
          Keywords: Sales Force Management; Motivation; Compensation; Salary; Commissions; Bonuses; Quotas; Salesforce Management; Compensation and Benefits; Motivation and Incentives
          Related
          • 31 Mar 2015
          • News

          Let's Be Real: Why Transparency in Business Should Be the Norm

          • Article

          Digital Ubiquity: How Connections, Sensors, and Data Are Revolutionizing Business

          By: Marco Iansiti and Karim R. Lakhani
          When Google bought Nest, a maker of digital thermostats, for $3.2 billion just a few months ago, it was a clear indication that digital transformation and connection are spreading across even the most traditional industrial segments and creating a staggering array of... View Details
          Keywords: Digital Innovation; Digitization; Industrial Internet; Technological Innovation; Production; Competitive Strategy; Engineering; Aerospace Industry
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          • September 1990 (Revised March 1991)
          • Case

          Mod IV Product Development Team

          By: Anne Donnellon and Joshua D. Margolis
          Focuses sharply on a crossfunctional product development team at Honeywell's Building Controls Division. Traces the history of teams at the division, which introduced them as a response to intensifying competition and the need for faster development. Reveals the... View Details
          Keywords: Business Divisions; Collaborative Innovation and Invention; Management Teams; Product Development; Organizational Structure; Groups and Teams; Competitive Strategy
          Related