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  • July 2024
  • Case

Porsche

By: Stefan Thomke and Daniela Beyersdorfer
The case reveals how Porsche has become one of the world’s leading car companies. Central to Porsche’s growth strategy is creating great products, including its legendary 911 Carrera sportscar, and offering innovative customer experiences. As the automotive industry is... View Details
Keywords: Change Management; Product Development; Growth and Development Strategy; Product Marketing; Auto Industry; Germany; Europe
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  • 26 May 2003
  • Research & Ideas

What Your Competition is Telling You

competitors can help grow the market for your products and services, thereby boosting your sales at a time when, with the U.S. slowdown entering its third year, new revenue is exceedingly hard to find. Moreover, the presence of a competitor can also influence View Details
Keywords: by David Stauffer
  • September 2014 (Revised November 2017)
  • Case

Sustainability at IKEA Group

By: V. Kasturi Rangan, Michael W. Toffel, Vincent Dessain and Jerome Lenhardt
By 2014, IKEA Group was the largest home furnishing company, with EUR28.5 billion of sales, and planned to reach EUR50 billion by 2020, mainly from emerging markets. At the same time, IKEA Group had adopted in 2012 a new sustainability strategy that focused the... View Details
Keywords: Furnishing; Sustainability; Supply Chain; Wood; Customer Value and Value Chain; Supply Chain Management; Environmental Sustainability; Growth and Development Strategy; Consumer Products Industry
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    James L. Heskett

    James L. Heskett is UPS Foundation Professor Emeritus at the Harvard Business School and author of his latest book, With From Within: Build Organizational Culture for Competitive... View Details

      The Flattened Firm--Not as Advertised

      For decades, management consultants and the popular business press have urged large firms to flatten their hierarchies. Flattening (or delayering, as it is also known) typically refers to the elimination of layers in a... View Details

        Experimentation Works: The Surprising Power of Business Experiments

        * Top 10 Technology Books of 2020 (Forbes)
        * 10 Best Business Books of 2020 (Inc. Magazine)
        * Top Shelf Pick of Best Business Books 2020: Technology & Innovation (Strategy + Business)
        * 9 Best Business Books for 2020... View Details

        • 03 Mar 2008
        • Research & Ideas

        Marketing Your Way Through a Recession

        employees. Economic recession can elevate the importance of the finance director's balance sheet over the marketing manager's income statement. Managing working capital can easily dominate managing View Details
        Keywords: by John Quelch
        • December 15, 2015
        • Article

        Don't Turn Your Sales Team Loose Without a Strategy

        By: Frank V. Cespedes and Steve Thompson
        When formulating a strategy, markets and segments are typically important categories. But only customers buy. Hence, for most firms, de facto strategy and much resource allocation are the aggregate result of the deals their salespeople close. However, few firms clarify... View Details
        Keywords: Strategy; Salesforce Management
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        • January 1999
        • Case

        State Street Corporation: Leading with Information Technology (B)

        By: Stephen P. Bradley and Kelley Porter
        With Multi-currency HORIZON, a real-time multi-currency accounting system that replaced the traditional batch-oriented single-currency accounting system, successfully launched, State Street Corp. (State Street) began to focus on growing the scope of its business... View Details
        Keywords: Accounting; Trends; Global Strategy; Growth and Development Strategy; Competitive Strategy; Information Technology; Value Creation; Financial Services Industry
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        • 2010
        • Book

        The New Science of Retailing: How Analytics Are Transforming the Supply Chain and Improving Performance

        By: Marshall Fisher and Ananth Raman
        Retailers today are drowning in data but lacking in insight: They have huge volumes of information at their disposal. But they're unsure of how to sort through it and use it to make smart decisions. The result? They're struggling with profit-sapping supply chain... View Details
        Keywords: Profit; Knowledge Use and Leverage; Logistics; Supply Chain Management; Mathematical Methods; Retail Industry
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        • October 2022 (Revised September 2023)
        • Case

        SolarWinds Confronts SUNBURST (A)

        By: Frank Nagle, George A. Riedel, William R. Kerr and David Lane
        On December 12, 2020, SolarWinds learned that malware had been inserted in its software, potentially granting hackers access to thousands and thousands of its 300,000 customers. General Counsel Jason Bliss needed to orchestrate the company response without knowing how... View Details
        Keywords: Cyberattacks; Cybersecurity; Corporate Disclosure; Crisis Management; Customer Focus and Relationships; Legal Liability; Information Technology Industry; United States
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        • February 22, 2023
        • Article

        How to Seed Organic Marketing in a Video-First World

        By: Ayelet Israeli, Leonard A. Schlesinger and Matt Higgins
        Early direct-to-consumer (DTC) companies relied on plentiful capital and low-cost digital marketing to power growth. But as this sector has matured, capital is more constrained, social media is more cluttered, and customer acquisition costs are rising. DTC companies... View Details
        Keywords: Online Business; Ecommerce; E-commerce; E-Commerce Strategy; Omnichannel Retail; Omnichannel Retailing; Influencer Marketing; Consumer; Organic Growth; Video Advertising; Promotion; Celebrities; Online Advertising; Online Channel; Online Communities; Online Community; Go To Market Strategy; Platform; Media; Media Content; Digital; Digital Culture; Digital Influencers; Direct To Consumer Marketing; Direct-to-consumer; Innovation ＆ Entrepreneurship; Innovation; Sales; Digital Platforms; Digital Marketing; Digital Strategy; Consumer Behavior; Internet and the Web; Advertising; Business Model; Growth Management; Marketing; Marketing Strategy; Marketing Channels; Marketing Communications; Communication Strategy; Innovation Strategy; Retail Industry; Consumer Products Industry; Fashion Industry; Advertising Industry; Apparel and Accessories Industry; Beauty and Cosmetics Industry; Food and Beverage Industry; Media and Broadcasting Industry; United States; North America
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          Allison H. Mnookin

          Allison Mnookin is a Senior Lecturer of Business Administration in the Technology and Operations Management (TOM) Unit at the Harvard Business School.  She currently is the co-chair of the first-year MBA Technology and Operations Management course. In addition, she... View Details

          • 09 Jul 2008
          • Research & Ideas

          Starbucks’ Lessons for Premium Brands

          increase purchase frequency in his or her neighborhood one customer at a time. That store manager's efforts are undercut when additional stores are opened nearby. Eventually, the point of saturation is reached and cannibalization of... View Details
          Keywords: by John Quelch; Retail
          • 10 Nov 2008
          • What Do You Think?

          How Much Can You Ask of Your Customers?

          Summing Up Is customer volunteerism combined with "ownership" a double-edged sword? It's seems okay to involve customers in providing ideas for new products and processes. Encourage them to refer... View Details
          Keywords: by Jim Heskett
          • November 1994 (Revised March 2001)
          • Case

          Security Plus, Inc.

          By: David F. Hawkins and Norman Bartczak
          A company acquires an alarm system company and converts its customers from operating to sale-type leases. View Details
          Keywords: Mergers and Acquisitions; Leasing; Growth and Development Strategy; Service Industry
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            John T. Gourville

            John Gourville is the Albert J. Weatherhead, Jr. Professor of Business Administration at the Harvard Business School.  He joined the HBS Marketing Unit in 1995 after receiving his Ph.D. at the University of Chicago in marketing and behavioral research.  His most... View Details

            Keywords: agribusiness; biotechnology; consumer products; health care; high technology; medical supplies; pharmaceuticals; retailing
            • 26 Apr 2011
            • First Look

            First Look: April 26

            April 2002, started providing its branch managers with customer lifetime value (CLV) information about mortgage applicants. The data allow us to gauge the effects of enriching the information set of these... View Details
            Keywords: Sean Silverthorne

              Organizational Design and Control Across Multiple Markets: The Case of Franchising in the Convenience Store Industry

              Many companies operate units that are dispersed across different types of markets, serving significantly diverging customer bases. Such dispersion is likely to compromise headquarters' ability to control local managers' behavior and satisfy the needs of different... View Details
              • 08 Dec 2008
              • Research & Ideas

              Thinking Twice About Supply-Chain Layoffs

              management gave service quality (e.g., clean bathrooms and employees greeting customers and making eye contact) a 20 percent weight in importance, as compared with 10 percent for store conditions (e.g.,... View Details
              Keywords: by Julia Hanna; Retail