Publications

01 Feb 1998
News

Women at the Top

Stanley's continuously offered products group, experiences the daily challenge of having to look for new ways to market and position products such as medium-term notes and... View Details

Keywords: Marguerite Rigoglioso and Susan Young

January 2021 (Revised March 2021)
Exercise

E-Commerce Analytics for CPG Firms (C): Free Delivery Terms

By: Ayelet Israeli and Fedor (Ted) Lisitsyn

The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for... View Details

01 Dec 1999
News

The Message and the Media: Advertising's Brave New World

to expand their market power through vertical and horizontal integration," Silk explains. Within the media industry, a central fact is that its many actors, from venerable big-city dailies to the hottest... View Details

Keywords: Peter K. Jacobs

08 May 2018
First Look

First Look at New Research and Ideas, May 8, 2018

Harvard Business School Case 818-039 Cumplo.com In August 2017, Cumplo’s Founder Shea and CEO Kirberg meet to discuss growth and strategy issues faced by this Chilean fintech startup. What View Details

Keywords: Sean Silverthorne

September 1992 (Revised November 1997)
Case

DHL Worldwide Express

By: John A. Quelch

The worldwide sales and marketing manager must determine the degree to which pricing strategy and tactics should be standardized or left to the discretion of the DHL subsidiary in each country. View Details

Keywords: Governance; Business Subsidiaries; Price; Marketing Strategy; Multinational Firms and Management; Sales; Shipping Industry

November 1978 (Revised December 1979)
Case

Federal Express (C)

The Marketing Director for Federal Express, a fast growing freight airline specializing in small packages, must select a strategy to achieve a big sales increase for one of the company's services. First he must decide on the relative emphasis to place between... View Details

Keywords: Product Marketing; Sales; Air Transportation Industry; Service Industry; United States

21 Nov 2017
First Look

First Look at New Research and Ideas, November 21, 2017

forthcoming Quantitative Marketing and Economics Aggregation of Consumer Ratings: An Application to Yelp.com By: Dai, Weijia, Ginger Jin, Jungmin Lee, and Michael Luca... View Details

Keywords: Sean Silverthorne

July 1993 (Revised June 1994)
Case

Phil Knight Managing NIKE's Transformation

By: Hugo Uyterhoeven

Describes Nike's responses to market and competitive challenges as well as its attempts at an organizational transformation from unstructured entrepreneurial management to more formalized, professional management. Focuses on Phil Knight's leadership role. View Details

Keywords: Entrepreneurship; Leadership; Managerial Roles; Organizational Change and Adaptation; Problems and Challenges; Competition

24 Oct 2017
First Look

First Look at New Research and Ideas, October 24, 2017

Management Journal Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions By: Ramarajan, Lakshmi, Nancy Rothbard, View Details

Keywords: Sean Silverthorne

05 Dec 2017
First Look

First Look at New Research and Ideas, December 5, 2017

identified in the education and skill system, labor market incentives and flexibility, the ability to translate R&D outcomes into economic value creation, View Details

Keywords: Sean Silverthorne

01 Apr 1996
News

Stasis and Turmoil: HBS Research for the Real World

established to provide a continuing base for research and teaching in the field of entrepreneurship. Stevenson teaches the elective course Entrepreneurial Management and the... View Details

02 Jan 2014
News

The Power to Change

technology that will take a long time to develop, the financing challenges that come with that, and a firmly established market status quo. The risks, he says, are worth it. "When people feel like they are... View Details

Keywords: Ralph Ranalli; Business and Environment Initiative; Scientific Research and Development Services

03 Mar 2015
News

CFOs: You Don’t Need All the Answers, Just the Right Questions

December 2012 (Revised August 2020)
Case

Rodan + Fields Dermatologists

By: Das Narayandas, Michael Roberts and Liz Kind

The case focuses on issues involved in managing the direct multilevel marketing sales consultants who sell R+F skin care products. The company is trying to better manage the inconsistent and highly variable recruitment behavior of the sales force i.e., the degree to... View Details

Keywords: Marketing; Salesforce Management; Recruitment; Compensation and Benefits; Beauty and Cosmetics Industry; Beauty and Cosmetics Industry; California

04 Aug 2021
Research & Ideas

Worried About the Great Resignation? Be a Good Company to Come From

firms and created its own incubator. This includes a monthly competition where employees can submit business proposals and the winner receives funding and other company... View Details

Keywords: by Sandra J. Sucher and Shalene Gupta

July 1999
Case

Restructuring General Motors North America (A): Pay-for-Performance

By: Malcolm S. Salter

Presents the new pay-for-performance scheme adopted by General Motors (GM) in its 1999 reorganization of its sales and marketing organization. Once in operation, many administrative problems developed requiring a reconsideration of the scheme's basic architecture. View Details

Keywords: Restructuring; Compensation and Benefits; Marketing; Organizational Change and Adaptation; Problems and Challenges; Sales; Auto Industry; North America