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  • May 2017
  • Teaching Note

Hilti Fleet Management (A) and (B)

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
These notes are meant to accompany Hilti Fleet Management (A): Turning a Successful Business Model on Its Head (717-427) and Hilti Fleet Management (B): Towards a New Business Model (717-465).
This case explores the introduction of fleet management in the... View Details
Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Europe; Switzerland; Liechtenstein; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Growth Management; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Latin America; Africa; Japan; Hong Kong; France; Italy; Spain
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Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management (A) and (B)." Harvard Business School Teaching Note 717-507, May 2017.
  • September 2000 (Revised October 2002)
  • Case

National Logistics Management

By: Lynda M. Applegate, Mary Rotelli and Kristin Kohler
National Logistics Management (NLM), a third-party logistics company, is a successful, profitable business that provides a more cost-effective and efficient means to expedite premium freight. With the logistics landscape changing, NLM's market niche is threatened. Can... View Details
Keywords: Entrepreneurship; Business Strategy; Competitive Strategy; Growth and Development Strategy; Business or Company Management; Logistics; Industry Structures; Planning; Service Industry
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Applegate, Lynda M., Mary Rotelli, and Kristin Kohler. "National Logistics Management." Harvard Business School Case 801-110, September 2000. (Revised October 2002.)
  • April 2011
  • Module Note

How Customer Information Systems Drive Strategy: Customer Profitability

By: Francisco de Asis Martinez-Jerez
Keywords: Customers; Information Management; Marketing Strategy; Commercialization; Profit
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Martinez-Jerez, Francisco de Asis. "How Customer Information Systems Drive Strategy: Customer Profitability." Harvard Business School Module Note 111-098, April 2011.
  • Teaching Interest

Managing Corporate Entrepreneurship

Professors Vijay Govindarajan and Chris Trimble

To stay on top, corporations must learn to continuously create, grow, and profit from completely new ways of doing business. They must simultaneously pursue both excellence in their existing business and... View Details

  • November 2016 (Revised December 2016)
  • Module Note

Strategy Execution Module 14: Managing Strategic Risk

By: Robert Simons
This module reading provides an overview of the business conduct boundaries, strategic boundaries, and internal control systems used to manage risk. Boundary systems—linked to clear, enforceable sanctions—are essential whenever demanding performance goals are set and... View Details
Keywords: Management Control Systems; Implementing Strategy; Strategy Execution; Boundary Systems; Innovation; Internal Controls; Fraud; Human Behavior; Staff Experts; Strategy; Risk Management; Behavior; Governance Controls; Management Practices and Processes; Boundaries; Employees; Business Strategy; Innovation and Invention
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Simons, Robert. "Strategy Execution Module 14: Managing Strategic Risk." Harvard Business School Module Note 117-114, November 2016. (Revised December 2016.)
  • 11 Apr 2013
  • Working Paper Summaries

Managers and Market Capitalism

Keywords: by Rebecca Henderson & Karthik Ramanna
  • March 2017 (Revised May 2017)
  • Teaching Note

The Strategy Execution Series

By: Robert Simons and Jennifer Packard
This is the teaching note for the 15-module Strategy Execution series. New management tools and techniques are needed to implement strategy in the 21st century. Rapid innovation, entrepreneurial competitors, and increasingly demanding customers have radically altered... View Details
Keywords: Management Control Systems; Implementing Strategy; Strategy Execution; Performance Measurement; Profit Planning; Organization Design; Profitable Growth; Management Attention; Organizational Conflict; Job Design; Business Strategy; Management Systems; Entrepreneurship; Competition; Organizational Design; Performance Evaluation; Management Analysis, Tools, and Techniques
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Simons, Robert, and Jennifer Packard. "The Strategy Execution Series." Harvard Business School Teaching Note 117-116, March 2017. (Revised May 2017.)
  • 2008
  • Book

Ownership Quotient: Putting the Service Profit Chain to Work for Unbeatable Competitive Advantage

By: James L. Heskett, W. Earl Sasser Jr. and Joe Wheeler
Hundreds of large organizations worldwide have used the groundbreaking Service Profit Chain to improve business performance. Now The Ownership Quotient reveals the next generation of the chain: customer and employee "owners" of your business. Employee-owners exhibit... View Details
Keywords: Customer Satisfaction; Organizational Change and Adaptation; Customer Ownership; Employee Ownership; Competitive Advantage; Value Creation
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Heskett, James L., W. Earl Sasser Jr., and Joe Wheeler. Ownership Quotient: Putting the Service Profit Chain to Work for Unbeatable Competitive Advantage. Harvard Business Press, 2008.
  • May 2017 (Revised September 2018)
  • Case

Hilti Fleet Management (A): Turning a Successful Business Model on Its Head

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers’ needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new... View Details
Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Japan; Hong Kong
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Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management (A): Turning a Successful Business Model on Its Head." Harvard Business School Case 717-427, May 2017. (Revised September 2018.)
  • 13 Dec 2010
  • Research & Ideas

Managing the Support Staff Identity Crisis

adversarial custodians." More often than not, support staffers are unhappy about this role. They would rather identify themselves as necessary and important, not as innovation blockers. But when Gulati asks managers in finance, HR,... View Details
Keywords: by Carmen Nobel
  • March 2005 (Revised August 2019)
  • Case

Cisco Systems: Managing the Go-to-Market Evolution

By: V. Kasturi Rangan
With the collapse of the dot-com market and related shrinkage in the high-tech industry, Cisco took a dip in its sales and profits in 2001. Coming back from the recession, Cisco had to manage and evolve its go-to-market strategy and design in keeping with its new... View Details
Keywords: Change Management; Design; Business Cycles; Growth and Development Strategy; Marketing Channels; Marketing Strategy; Market Entry and Exit; Business Strategy
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Rangan, V. Kasturi. "Cisco Systems: Managing the Go-to-Market Evolution." Harvard Business School Case 505-006, March 2005. (Revised August 2019.)
  • August 1994
  • Case

Kyocera Corporation: The Amoeba Management System

Describes Kyocera's unusual approach to profit centers. The firm's basic units of operation are profit centers called "amoebas," which are sales or manufacturing units with full responsibility for their planning, decision making, and administration. Amoebas are... View Details
Keywords: Cost Management; Organizational Structure; Profit; Management Systems; Manufacturing Industry
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Cooper, Robin. "Kyocera Corporation: The Amoeba Management System." Harvard Business School Case 195-064, August 1994.
  • 2014
  • Working Paper

The Effect of Management Control Elements on Coordination

By: Sara Bormann, Jan Bouwens and Christian Hofmann
This study examines how control elements of a firm affect coordination among profit centers. The firm operates a network of 59 profit centers. It uses a transfer-pricing system designed to account for interdependencies between profit centers and to induce coordination.... View Details
Keywords: Business or Company Management; Organizational Structure; Performance
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Bormann, Sara, Jan Bouwens, and Christian Hofmann. "The Effect of Management Control Elements on Coordination." Harvard Business School Working Paper, No. 14-092, March 2014.
  • 16 Aug 2010
  • Lessons from the Classroom

HBS Introduces Marketing Analysis Tools for Managers

Harvard Business Publishing has released new toolkits to help managers make key marketing decisions on market analysis, breakeven analysis, customer lifetime value, profit and pricing, and analyzing the... View Details
Keywords: by Sarah Jane Gilbert
  • 2007
  • Book

Time-Driven Activity-Based Costing: A Simpler and More Powerful Path to Higher Profits

By: R. S. Kaplan and Steven R. Anderson
Keywords: Activity Based Costing and Management; Profit
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Kaplan, R. S., and Steven R. Anderson. Time-Driven Activity-Based Costing: A Simpler and More Powerful Path to Higher Profits. Boston: Harvard Business School Press, 2007.
  • 2010
  • Simulation

Marketing Simulation: Managing Segments and Customers

By: Das Narayandas
In this single-player simulation, students assume the position of CEO of a medical motor manufacturer and are tasked with executing a successful business-to-business marketing strategy over a period of twelve fiscal quarters. Students determine all aspects of the... View Details
Keywords: Marketing Strategy; Salesforce Management; Distribution Channels; Price; Product Positioning; Customer Relationship Management; Profit; Revenue; Cost vs Benefits; Policy; Manufacturing Industry
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Narayandas, Das. "Marketing Simulation: Managing Segments and Customers." Simulation and Teaching Note. Harvard Business Publishing, 2010. Electronic.
  • Article

The Second Face of Appropriability: Generative Appropriability and Its Determinants

By: Gautam Ahuja, Curba Morris Lampert and Elena Novelli
We distinguish between two forms of appropriability: primary appropriability—effectiveness in exploiting inventions as problem-solving mechanisms and capturing a share of their profits—and generative appropriability—effectiveness in exploiting inventions as concepts... View Details
Keywords: Innovation Management; Profit Management; Product Management; Resource Management; Strategic Alliances (Business); Strategic Planning; Innovation and Management
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Ahuja, Gautam, Curba Morris Lampert, and Elena Novelli. "The Second Face of Appropriability: Generative Appropriability and Its Determinants." Academy of Management Review 38, no. 2 (April 2013): 248–269.
  • 2003
  • Case

Capston-White's Document Management and Production Services

By: Vijay Govindarajan, Chris Trimble and Julie Lang
The development of multi-function devices that could copy, print, fax, and scan created a convergence in the markets for these devices. Copiers and printers had previously been purchased and managed in very different manners by large organizations. Facing an uncertain... View Details
Keywords: Technological Innovation; Innovation Strategy; Service Delivery; Service Industry
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Govindarajan, Vijay, Chris Trimble, and Julie Lang. "Capston-White's Document Management and Production Services." 2003. (Case No. 2-0017.)
  • April 2009
  • Case

Merck: Managing Vioxx (A)

By: Robert L. Simons, Kathryn Rosenberg and Natalie Kindred
This two-class case series allows students to stand in the shoes of CEO Ray Gilmartin during the unfolding stages of a reputational crisis. Merck's mission statement claims to "put patients first," but the company is widely criticized for putting profit before patient... View Details
Keywords: Ethics; Crisis Management; Reputation; Decision Choices and Conditions; Customers; Business or Company Management; Cost vs Benefits; Corporate Accountability; Business and Shareholder Relations; Business and Stakeholder Relations; Customer Focus and Relationships; Pharmaceutical Industry
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Simons, Robert L., Kathryn Rosenberg, and Natalie Kindred. "Merck: Managing Vioxx (A)." Harvard Business School Case 109-080, April 2009.
  • 11 Dec 2023
  • Research & Ideas

Doing Well by Doing Good? One Industry’s Struggle to Balance Values and Profits

they have to live in some crappy apartment with five roommates.” You Might Also Like: Reunited and It Feels (Not) So Good: Tips for Managing a Rocky Return Managers, Your Employees Don’t Want to Be Facebook ‘Friends’ The Moral Enterprise:... View Details
Keywords: by Scott Van Voorhis
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