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      • January 2004 (Revised October 2006)
      • Case

      Electronic Arts in Online Gaming

      By: Thomas R. Eisenmann and Justin Wong
      Electronic Arts (EA), the world's largest independent video-game publisher, must decide whether to support Microsoft's initiatives in online gaming. Historically, EA has been platform-agnostic, releasing versions of its titles for all major console platforms. However,... View Details
      Keywords: Corporate Strategy; Digital Platforms; Network Effects; Policy; Customer Focus and Relationships; Games, Gaming, and Gambling; Revenue; Segmentation; Sales; Entertainment and Recreation Industry; Electronics Industry
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      Eisenmann, Thomas R., and Justin Wong. "Electronic Arts in Online Gaming." Harvard Business School Case 804-140, January 2004. (Revised October 2006.)
      • January 2004 (Revised February 2005)
      • Case

      Timberland and Community Involvement (Abridged Version)

      By: James E. Austin and James Quinn
      When Jeffrey Swartz became the third generation in his family to lead the Timberland Co., he made community involvement an integral part of the company's strategy. Under Swartz's leadership, Timberland formed a close partnership with City Year, the national corps of... View Details
      Keywords: Philanthropy and Charitable Giving; Business and Community Relations; Business and Stakeholder Relations; Corporate Strategy; Manufacturing Industry
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      Austin, James E., and James Quinn. "Timberland and Community Involvement (Abridged Version)." Harvard Business School Case 304-086, January 2004. (Revised February 2005.)
      • December 2003 (Revised January 2004)
      • Case

      7-Eleven, Inc.

      By: David E. Bell and Hal Hogan
      Can 7-Eleven United States replicate the successful experience of 7-Eleven Japan in selling fresh foods through convenience stores? Describes the Japanese system and shows the steps the company is taking to try to achieve the same success in the United States. View Details
      Keywords: Distribution; Adoption; Success; Sales; Food; Food and Beverage Industry; Retail Industry; Japan; United States
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      Bell, David E., and Hal Hogan. "7-Eleven, Inc." Harvard Business School Case 504-057, December 2003. (Revised January 2004.)
      • December 2003 (Revised February 2004)
      • Case

      Scott Lawson's Dilemma

      By: Thomas R. Piper
      The head of SysCom's test equipment division is concerned about how to answer employee and customer questions concerning the possible sale or liquidation of the division. The consequences of alternative approaches (full transparency vs. strong optimism and reassurance)... View Details
      Keywords: Business Exit or Shutdown; Interpersonal Communication; Business Divisions; Corporate Governance; Ethics; Manufacturing Industry; Technology Industry
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      Piper, Thomas R. "Scott Lawson's Dilemma." Harvard Business School Case 204-107, December 2003. (Revised February 2004.)
      • November 2003 (Revised March 2004)
      • Case

      Drilling South: Petrobras Evaluates Pecom

      By: Mihir A. Desai and Ricardo Reisen de Pinho
      The Brazilian oil company, Petrobras, is evaluating the acquisition of an Argentine oil company, the Perez Companc Group (Pecom). The acquisition would increase Petrobras' oil reserves and expand its interests outside Brazil, a significant step for the largest company... View Details
      Keywords: Mergers and Acquisitions; Forecasting and Prediction; Financial Crisis; Non-Renewable Energy; Cross-Cultural and Cross-Border Issues; Corporate Governance; Risk Management; Emerging Markets; State Ownership; Performance Evaluation; Risk and Uncertainty; Valuation; Energy Industry; Argentina; Brazil
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      Desai, Mihir A., and Ricardo Reisen de Pinho. "Drilling South: Petrobras Evaluates Pecom." Harvard Business School Case 204-043, November 2003. (Revised March 2004.)
      • November 2003 (Revised May 2008)
      • Case

      Atlas Electrica: International Strategy

      By: Michael E. Porter and Arturo Condo
      Atlas must decide whether to acquire La Indeca, increasing its Central American presence, or to focus on larger Latin American markets where higher growth is possible. In the year 2000, Jorge Rodriguez was in charge of Atlas Electrica, the largest home appliance firm... View Details
      Keywords: Acquisition; Growth and Development Strategy; Markets; Partners and Partnerships; Competition; Expansion; Latin America; Central America
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      Porter, Michael E., and Arturo Condo. "Atlas Electrica: International Strategy." Harvard Business School Case 704-435, November 2003. (Revised May 2008.)
      • November 2003 (Revised September 2008)
      • Case

      Circle Gastroenterology Products (A)

      By: Regina E. Herzlinger and James Weber
      A new, minimally invasive medical device has achieved only one-third of its budget. Was the problem one of marketing strategy, sales, reimbursement, and/or clinical trials? View Details
      Keywords: Health Testing and Trials; Marketing Strategy; Product Marketing; Sales; Medical Devices and Supplies Industry
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      Herzlinger, Regina E., and James Weber. "Circle Gastroenterology Products (A)." Harvard Business School Case 304-052, November 2003. (Revised September 2008.)
      • October 2003 (Revised February 2004)
      • Case

      Dividend Policy at Linear Technology

      By: Malcolm P. Baker and Alison Berkley Wagonfeld
      In 1992, Linear Technology, a designer and manufacturer of analog semiconductors, initiated a dividend. The firm increased its dividend by approximately $0.01 per share each year thereafter. In fiscal year 2002, Linear experienced its first significant drop in sales... View Details
      Keywords: Financial Strategy; Investment Return; Financial Condition; Taxation; Initial Public Offering; Financial Management; Semiconductor Industry
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      Baker, Malcolm P., and Alison Berkley Wagonfeld. "Dividend Policy at Linear Technology." Harvard Business School Case 204-066, October 2003. (Revised February 2004.)
      • October 2003 (Revised December 2020)
      • Case

      Globalizing Consumer Durables: Singer Sewing Machine before 1914

      By: Geoffrey Jones and David Kiron
      Examines the global strategy of Singer, one of the world's first multinationals, before 1914. Singer, a U.S. pioneer of the modern sewing machine, established its first foreign factory in Scotland in 1867. Investments followed in manufacturing and marketing in other... View Details
      Keywords: Business History; Multinational Firms and Management; Global Strategy; Entrepreneurship; Investment; Globalization
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      Jones, Geoffrey, and David Kiron. "Globalizing Consumer Durables: Singer Sewing Machine before 1914." Harvard Business School Case 804-001, October 2003. (Revised December 2020.)
      • September 2003 (Revised January 2004)
      • Case

      Wal-Mart Stores in 2003

      By: Pankaj Ghemawat, Stephen P. Bradley and Ken Mark
      Examines Wal-Mart's development over three decades and provides financial and descriptive detail of its domestic operations. In 2003, Wal-Mart's Supercenter business has surpassed its domestic business as the largest generator of revenues. Its international operation... View Details
      Keywords: Wages; Fairness; Corporate Strategy; Operations; Labor Unions; Problems and Challenges; Gender; Globalized Firms and Management; Competitive Advantage; Retail Industry; United States
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      Ghemawat, Pankaj, Stephen P. Bradley, and Ken Mark. "Wal-Mart Stores in 2003." Harvard Business School Case 704-430, September 2003. (Revised January 2004.)
      • September 2003 (Revised September 2004)
      • Case

      Hearthside Homes

      By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
      Investigates the "controllability problem" inherent in bonus systems. Ideally, an incentive system accurately measures performance in areas that the individual can control. But most measures are either too broad, including factors outside the influence of the employee,... View Details
      Keywords: Motivation and Incentives; Housing; Performance Evaluation; Construction Industry; Manufacturing Industry; Real Estate Industry
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      Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Hearthside Homes." Harvard Business School Case 904-003, September 2003. (Revised September 2004.)
      • September 2003 (Revised May 2006)
      • Case

      Eyeblaster: Enabling the Next Generation of Online Advertising

      By: Elie Ofek
      Eyeblaster management has to decide on the best course of action to sustain its momentum from enabling online rich media advertising. Pressure from competitors is forcing the company to re-evaluate its previous marketing strategy that focused primarily on getting... View Details
      Keywords: Business Model; Marketing Strategy; Market Entry and Exit; Performance Evaluation; Digital Marketing; Growth and Development Strategy
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      Ofek, Elie. "Eyeblaster: Enabling the Next Generation of Online Advertising." Harvard Business School Case 504-005, September 2003. (Revised May 2006.)
      • August 2003 (Revised August 2006)
      • Case

      I've Got Rhythm: Selling Cardiac Rhythm Management Devices

      By: Regina E. Herzlinger, William Lagor, Christopher Perry and Scott St. Germain
      The head of sales and marketing in a large medical devices firm must decide how to assign his sales force. He compares selling in the pharma, specialty pharma, and device industries and analyzes the reasons for the differences. View Details
      Keywords: Health Care and Treatment; Marketing Strategy; Industry Structures; Sales; Salesforce Management; Medical Devices and Supplies Industry
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      Herzlinger, Regina E., William Lagor, Christopher Perry, and Scott St. Germain. "I've Got Rhythm: Selling Cardiac Rhythm Management Devices." Harvard Business School Case 304-012, August 2003. (Revised August 2006.)
      • July 2003 (Revised February 2004)
      • Background Note

      M&A Legal Context: Standards Related to the Sale or Purchase of a Company

      By: Carliss Y. Baldwin, Constance E. Bagley and James Quinn
      Introduces students to the legal standards affecting officers and directors when selling or purchasing a company. Provides a practical understanding of the Revlon Standard, the Securities and Exchange Act of 1934, Rule 10b-5, and the legal criteria for a cause of... View Details
      Keywords: Laws and Statutes; Law Enforcement; Government Legislation; Acquisition; Business Exit or Shutdown; Corporate Governance; Going Public; Courts and Trials
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      Baldwin, Carliss Y., Constance E. Bagley, and James Quinn. "M&A Legal Context: Standards Related to the Sale or Purchase of a Company." Harvard Business School Background Note 904-004, July 2003. (Revised February 2004.)
      • July 2003 (Revised March 2004)
      • Case

      XM Satellite Radio (A)

      By: David B. Godes and Elie Ofek
      XM Satellite Radio is a radically new way to listen to radio. Management must develop a marketing strategy to launch the firm and the category. A crucial aspect of the strategy is to determine which of two business models the company will pursue. Should it focus... View Details
      Keywords: Advertising; Business Model; Decision Choices and Conditions; Cost Management; Marketing Channels; Marketing Strategy; Problems and Challenges; Partners and Partnerships; Sales; Competitive Strategy; Communications Industry
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      Godes, David B., and Elie Ofek. "XM Satellite Radio (A)." Harvard Business School Case 504-009, July 2003. (Revised March 2004.)
      • June 2003 (Revised June 2003)
      • Background Note

      M & A Legal Context: Basic Framework for Corporate Governance

      By: Carliss Y. Baldwin, Constance E. Bagley and James Quinn
      Students are introduced to the basic framework for corporate governance. Begins by describing the complex role of the modern corporation, then proceeds by discussing the fiduciary duties to which a board of trustees is bound (duty of care, duty of loyalty, etc.), and... View Details
      Keywords: Framework; Corporate Governance
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      Baldwin, Carliss Y., Constance E. Bagley, and James Quinn. "M & A Legal Context: Basic Framework for Corporate Governance." Harvard Business School Background Note 803-200, June 2003. (Revised June 2003.)
      • June 2003 (Revised March 2006)
      • Case

      Modi-Revlon

      By: Rohit Deshpande and Seth Schulman
      The head of the Indian subsidiary of cosmetics firm Revlon faces a crucial turnaround situation for the company. After a high-profile product launch, sales were very disappointing and Revlon was trying to decide whether it should pull out of India. The Indian majority... View Details
      Keywords: Business Subsidiaries; Marketing Strategy; Product Launch; Product Design; Value Creation; India
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      Deshpande, Rohit, and Seth Schulman. "Modi-Revlon." Harvard Business School Case 503-104, June 2003. (Revised March 2006.)
      • June 2003
      • Article

      The Impact of Frequent Shopper Programs in Grocery Retailing

      By: Rajiv Lal and David E. Bell
      Keywords: Sales; Customer Focus and Relationships
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      Lal, Rajiv, and David E. Bell. "The Impact of Frequent Shopper Programs in Grocery Retailing." Quantitative Marketing and Economics 1, no. 2 (June 2003).
      • May 2003
      • Teaching Note

      Performance Indicator (TN)

      By: Kenneth S. Corts and Jan W. Rivkin
      Teaching Note for (9-702-480). View Details
      Keywords: Rights; Patents; Information Technology; Market Design; Sales; Business Startups
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      Corts, Kenneth S., and Jan W. Rivkin. "Performance Indicator (TN)." Harvard Business School Teaching Note 703-456, May 2003.
      • March 2003
      • Background Note

      Managing a Customer Relationship Over Time

      By: Das Narayandas
      Describes the different ways in which vendors can sell a portfolio of products to industrial customers. View Details
      Keywords: Customer Relationship Management; Management; Marketing Strategy; Product Marketing; Networks; Sales; Manufacturing Industry
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      Narayandas, Das. "Managing a Customer Relationship Over Time." Harvard Business School Background Note 503-071, March 2003.
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