Publications

September 1993
Supplement

Manufacturing at ALZA: The Right Prescription? (C)

By: Dorothy A. Leonard

ALZA, a drug delivery company, considers marketing its own and other companies' products. The primary issue is whether to build an internal sales force focused on a few niche markets, to finance a sales force through alliances, or to acquire a marketing company. View Details

Keywords: Mergers and Acquisitions; Product Marketing; Alliances; Research and Development; Salesforce Management; Business Strategy; Pharmaceutical Industry

Find at Harvard

March 1974 (Revised June 1996)
Case

First National City Bank Operating Group (A)

By: Jay W. Lorsch

Growth in the banking field has produced new demands on the "back office." Traditional management practices in check processing and paper handling operations have resulted in ten years of cost increases and quality loss. New manager of the operating group faces an... View Details

Keywords: Change Management; Transition; Banks and Banking; Management Practices and Processes; Managerial Roles; Production; Banking Industry

holds an MBA from Harvard. Carlos was named a Young Global Leader by the World Economic Forum. Carlos loves helping early stage founders in areas such as fundraising, creating a strong team, building an MVP, finding product market fit. View Details

November 1992 (Revised August 2001)
Case

Eskimo Pie Corporation

By: Richard S. Ruback

In early 1991, Reynolds Metals, the makers of aluminum products, decided to sell its holding of Eskimo Pie, a marketer of branded frozen novelties. Reynolds had an offer from Nestle to acquire Eskimo Pie. However, Reynolds decided instead to make an initial public... View Details

Keywords: Initial Public Offering; Decisions; Mergers and Acquisitions; Performance Productivity; Leadership; Corporate Entrepreneurship; Expansion; Ownership; Food and Beverage Industry; Manufacturing Industry

April 2010
Teaching Note

Carrot or Stick? Getting Paid for Innovation at Tessera Technologies (TN)

By: Willy C. Shih

Teaching Note for 610085. View Details

Keywords: Patents; Production; Situation or Environment; Law Enforcement; Lawsuits and Litigation; Information Technology; Growth and Development; Innovation and Invention; Technology Industry; Semiconductor Industry

April 2008
Teaching Note

China Resources Corporation (TN) (A) and (B)

By: Dennis Campbell

Teaching Note for [107013] and [107015]. View Details

Keywords: Balanced Scorecard; Governance Controls; Performance Productivity; Problems and Challenges; State Ownership; Strategy; China

2008
Chapter

Knowledge Work, Craft Work, and Calling

Social critics have often complained that industrial revolution management transfers control of a job away from workers, encourages human exploitation in pursuit of cost minimization, and alienates workers from their labor. But the arrangements of work that have been... View Details

Keywords: Organizational Change and Adaptation; Working Conditions; Production; Knowledge Use and Leverage; Management Practices and Processes; Employees

18 Mar 2014
Blog Post

BaubleBar Brought to Life, and Other Tales of Joining a Start-up

I have been so happy at BaubleBar. A product I believe in, a great group, a perfect job for me. So just don’t take it personally when you have to keep plugging – it’s worth it. Do it!” -Laurie Matthews, Career & Professional... View Details

Keywords: Consumer Products / Retail; Consumer Products / Retail; Consumer Products / Retail

February 2019
Case

Canibal—Play It Green!

By: Frank V. Cespedes, Joseph B. Fuller, Tonia Labruyere and Elena Corsi

In 2011, Canibal launched a machine that could sort and compress aluminum cans, plastic bottles, and cups. Users could play a jackpot-style game on the machine’s digital display, while disposing of their beverage containers and earning coupons or other rewards. The... View Details

Keywords: Sales Growth; Recycling; Start-up; Scaling; Market Selection; Sales; Marketing; Business Startups; Growth and Development Strategy; Segmentation; Product Positioning; Technology Industry; France

August 2002 (Revised August 2003)
Case

Electronic Arts Introduces The Sims Online

By: Youngme E. Moon

Electronic Arts (EA), the world's largest independent game publisher, is preparing to launch an online, subscription-based version of the most popular PC game in history: The Sims. The new game is called "The Sims Online" and it differs from the original game in two... View Details

Keywords: Fair Value Accounting; Decision Making; Price; Product Launch; Market Entry and Exit; Internet; Entertainment and Recreation Industry

April 1998
Teaching Note

Materials Technology Corporation TN

By: Clayton M. Christensen

Teaching Note for (9-694-075). View Details

Keywords: Business Startups; Market Entry and Exit; Technology; Research; Markets; Marketing Strategy; Product Development

May 1993 (Revised July 1995)
Case

Air Miles

By: John A. Quelch

The chairman and CEO of a U.K.-based frequent buyer travel award program is planning on launching in North America. Management must determine the marketing strategy to be used, specifically how the U.K. program should be altered, whether the U.S. and Canadian markets... View Details

Keywords: Marketing Strategy; Service Delivery; Market Entry and Exit; Adaptation; Product Launch; Service Industry; Canada; United Kingdom; United States