Publications
Publications
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- All HBS Web
(3,779)
- Faculty Publications (1,202)
- September 1995 (Revised October 1996)
- Case
Sunbeam Television (A)
By: V. Kasturi Rangan and E. Scott Lathrop
Sunbeam Television, owner of a television station in Miami (a Fox affiliate), buys Channel 7 (a CBS affiliate) in Boston. They bring to the Boston station the concepts and ideas of their Miami news product--that is, a crisp, content-based design rather than one... View Details
- June 1995
- Case
Polaroid Corporation: European Distribution System
By: Janice H. Hammond and Afroze A Mohammed
Describes distribution operations in Polaroid Europe. In the late 1980s, Polaroid senior management in the United States proposed moving from a system of 12 decentralized warehouses to a centralized distribution system in which all inventory for European retailers... View Details
- April 1995 (Revised January 2003)
- Case
Anasazi Exclusive Salon Products, Inc.
By: William A. Sahlman and Jason Green
Anasazi, a hair-care products start-up based in the Midwest, is having growing pains as it tries to develop a new distribution model for the professional hair salon industry. The company has completed several rounds of venture financing but, to continue, needs to raise... View Details
- March 1995
- Case
Donald Salter Communications, Inc.
By: Stuart C. Gilson and Jeremy Cott
A new CEO is hired to manage the turnaround of a family-owned newspaper publisher. In a departure from previous management, he implements a new compensation scheme that explicitly ties executive pay to market-value-based measures of firm performance. Because the... View Details
- February 1995
- Teaching Note
Vanity Fair Mills: Market Response System TN
By: David E. Bell
Teaching Note for (9-593-111). View Details
- February 1995 (Revised October 1995)
- Case
Doing Business in a Distributed World: Clients, Servers, and the Stuff in Between
By: Lynda M. Applegate and Geoffrey Bock
Examines business computing as it is evolving in the 1990s. Compares the highly centralized and tightly controlled systems of the past with today's flexible, networked, client/server technology. Serves as an introduction to client/server terminology and technology. View Details
- January 1995
- Background Note
A Note on Distribution of Venture Investments
By: Josh Lerner
Venture capitalists typically exit investments by distributing shares to investors. These transfers pose challenges for these investors. Predictions and evidence about the behavior of stock prices of firms around the time of these distributions are presented. View Details
- January 1995
- Article
Analysis of Distribution Strategies in the Industrial Paper and Plastics Industry
By: A. Raman, M. Cohen, N. Agrawal and V. Agrawal
- October 1994 (Revised July 1995)
- Case
RCI Master Distributor: Evolution of Supplier Relationships
Traces the evolution of RCI as a master distributor from the time it was founded in 1946 until 1994. The second-generation owner of the distribution company faces several challenges unique to the 1990s environment that his father did not face. As Danny Schwartz... View Details
- September 1994
- Case
Marks & Spencer: Sir Richard Greenbury's Quiet Revolution
By: Joseph L. Bower and John B. Matthews Jr.
Marks & Spencer (M&S) is one of the world's greatest companies. In 1994, its management was chosen the most admired in Europe by 637 peers. The case explores how Sir Richard Greenbury, appointed the new chairman of the company in 1991, transformed his inheritance into... View Details
- September 1994
- Teaching Note
Bose Corporation: The JIT II Program (A), (B), (C), (D), and Videotape TN
By: Roy D. Shapiro and Bruce Isaacson
Teaching Note for (9-694-001), (9-694-002), (9-694-003), (9-694-004), and (9-695-504). View Details
- June 1994 (Revised October 1999)
- Background Note
Beer Game, The: Board Version
The beer game is an exercise that demonstrates supply channel dynamics. Simulates the flow of material and information in a simplified channel of beer production and distribution, focusing on the linkages among a beer manufacturer, its distributors, a wholesaler, and a... View Details
- June 1994
- Background Note
Scope and Challenge of Business-to-Business Marketing
Identifies six key linkages that distinguish business-to-business marketing; three with respect to the external environment (i.e., derived demand, complex buying process, and concentrated customer base) and three with respect to the internal organization (emphasis on... View Details
- May 1994
- Background Note
Designing Channels of Distribution
Presents a framework and a method for addressing the new product channel choice decision. Offers a six-step method that involves: 1) disaggregating and prioritizing a distribution channel by customers' channel function requirements; 2) obtaining and combining... View Details
- May 1994
- Background Note
Reorienting Channels of Distribution
Traditionally, distribution channels have been viewed as vertical marketing systems where responsibility was transferred from one layer to the next, like passing a baton in a relay race. Distribution channels in the future are likely to look more like horizontal... View Details
- March 1994 (Revised January 1995)
- Case
Cardinal Health, Inc.
By: Jay W. Lorsch
Robert D. Walter, chairman and CEO of Cardinal Health, Inc., responds to questions regarding Cardinal's board and its influence on the acquisition of and merger with Whitmire Distribution. View Details
- March 1994 (Revised March 1995)
- Case
Astra/Merck Group
By: Frank V. Cespedes and Marie Bell
Astra/Merck (A/M), originally a joint venture of AB Astra and Merck & Co., is preparing to be an independent company in 1993. Since the company does not engage in basic research and development of drugs, it is essentially a distribution organization. Fundamental to... View Details
- February 1994 (Revised August 1998)
- Case
Newell Co.: Acquisition Strategy
By: David J. Collis
Newell is a $1.5 billion manufacturer and distributor of low-tech home and hardware products, geared to serve volume purchasers. In 1992, Newell is considering two approaches to expand its current product line with the acquisitions of Sanford Corp., a $140 million... View Details
- January 1994 (Revised November 2002)
- Case
Wal-Mart Stores, Inc.
By: Stephen P. Bradley and Pankaj Ghemawat
Focuses on the evolution of Wal-Mart's remarkably successful discount operations and describes the company's more recent attempts to diversify into other businesses. The company has entered the warehouse club industry with its Sam's Clubs and the grocery business with... View Details
- November 1993 (Revised September 1994)
- Case
Food Distribution in Russia: The Harris Group and the LUX Store
By: David E. Bell, Walter J. Salmon and Dinny Starr
Discusses the challenges facing businesses entering the Russian business environment, especially focusing on food retailing and distribution in that country. Highlights one small, entrepreneurial company, The Harris Group, which, with the help of both Russian partners... View Details