Planning - Publications - Faculty & Research

Focuses on the compensation plan for Fieldcrest sales representatives. Management is reviewing the structure of the plan and must decide how to establish compensation goals and guidelines for the following year so that sales efforts are allocated among products and/or... View Details

Keywords: Markets; Competitive Strategy; Compensation and Benefits

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April 2017
Teaching Plan

An Intern's Dilemma (A) and (B)

By: Sandra J. Sucher

Teaching Plan for HBS Nos. 316-128 and 316-129. View Details

Keywords: Conflict; Leadership; Conflict Management; Competition; Ethics; Knowledge Acquisition; Organizational Culture; Employees; Power and Influence

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April 2022
Case

NIO: A Chinese EV Company's Global Strategy

By: William C. Kirby, Shu Lin and Noah B. Truwit

Founded in November 2014 and based in Shanghai, NIO designed, jointly manufactured, and sold premium “smart” EVs. Its mission was to “shape a joyful lifestyle by offering high-performance smart electric vehicles and being the best user enterprise. At NIO Day 2021,... View Details

Keywords: Electric Vehicles; Expansion; Technological Innovation; Market Entry and Exit; Competitive Strategy; Consumer Behavior; Green Technology; Auto Industry; China; Europe; Norway

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Teaching Interest

Scaling Technology Ventures

By: Jeffrey F. Rayport

This course is designed for students who plan to launch or join a hypergrowth technology venture, or who plan to invest in growth-stage tech companies. The course addresses key challenges founders and their teams face after achieving product-market fit – and how... View Details

December 1995 (Revised October 1996)
Case

Maureen Frye at Quaker Steel and Alloy Corporation

By: John J. Gabarro

Maureen Frye, assistant product manager at Quaker Steel and Alloy Corp., is asked to implement an action plan for changing the call pattern of the salesforce. Currently the salesforce is spending too much time on small accounts. Earlier Frye attempted to change their... View Details

Keywords: Management Teams; Managerial Roles; Organizational Culture; Planning; Salesforce Management; Strategy; Steel Industry

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31 Mar 2011
Research & Ideas

From SpinPop to SpinBrush: Entrepreneurial Lessons from John Osher

and large retailers including Walmart and Target. Osher had taken for granted from the start that SpinBrush would be copied quickly by other companies. As a result of that planning he had designed Dr. John's to work on a short product... View Details

Keywords: by Dennis Fisher; Consumer Products