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  • All HBS Web  (530)
    • News  (47)
    • Research  (452)
    • Events  (1)
  • Faculty Publications  (325)
← Page 6 of 530 Results →
  • February 2017
  • Teaching Note

Oversight Systems

By: Frank Cespedes
This Teaching Note accompanies the case, set in May 2016, which discusses sales strategy and channel partnerships at Oversight Systems, an early stage software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational... View Details
Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America
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Cespedes, Frank. "Oversight Systems." Harvard Business School Teaching Note 817-120, February 2017.
  • November 2018 (Revised May 2019)
  • Case

Almarai Company: Milk and Modernization in the Kingdom of Saudi Arabia

By: Kristin Fabbe, Safwan Al-Amin, Esel Cekin and Natalie Kindred
With SAR 14 billion ($3.7 billion) in 2017 revenues, Almarai was Saudi Arabia’s largest dairy producer, distributor, and marketer, with a large portfolio of branded dairy products, juices, bakery goods, and infant formula and a sales presence across the Gulf region,... View Details
Keywords: Dairy; Agriculture; Kingdom Of Saudi Arabia; Almarai; Schorderet; Food Security; Public Policy; Self Sufficiency; Gulf; GCC; Business And Government; Agribusiness; Marketing; Distribution; Change Management; Leading Change; Strategy; Government and Politics; Policy; Diversification; Integration; Horizontal Integration; Vertical Integration; Food; Brands and Branding; Growth and Development Strategy; Business and Government Relations; Agriculture and Agribusiness Industry; Food and Beverage Industry; Consumer Products Industry; Saudi Arabia; Middle East
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Fabbe, Kristin, Safwan Al-Amin, Esel Cekin, and Natalie Kindred. "Almarai Company: Milk and Modernization in the Kingdom of Saudi Arabia." Harvard Business School Case 719-020, November 2018. (Revised May 2019.)

    V. Kasturi Rangan

    Kash Rangan is the Malcolm P. McNair Professor of Marketing at the Harvard Business School. Formerly the chairman of the Marketing Department (1998-2002), he is now the co-chairman of the school's Social Enterprise Initiative. He has taught in a wide variety of MBA... View Details

    Keywords: advertising; agribusiness; apparel; automobiles; computer; consumer products; e-commerce industry; high technology; industrial goods; marketing industry; pharmaceuticals
    • 02 Nov 2006
    • Working Paper Summaries

    Organizational Response to Environmental Demands: Opening the Black Box

    Keywords: by Magali A. Delmas & Michael W. Toffel
    • July 2011 (Revised September 2011)
    • Case

    Game Time Decision for AppDirect

    By: Andrei Hagiu, Laura Arjona and Emily Zhang
    AppDirect is a start-up that offers small businesses software-as-a-service solutions through a business app marketplace and portal. Daniel Saks, co-founder and co-CEO, is faced with the key question of deciding distribution strategy: should AppDirect find channel... View Details
    Keywords: Digital Platforms; Distribution; Applications and Software; Innovation Strategy; Entrepreneurship; Business Growth and Maturation; Competitive Strategy; Information Technology Industry; United States
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    Hagiu, Andrei, Laura Arjona, and Emily Zhang. "Game Time Decision for AppDirect." Harvard Business School Case 712-410, July 2011. (Revised September 2011.)
    • April 2001 (Revised February 2003)
    • Case

    Moore Medical Corporation

    Moore Medical is a medium-sized distributor of medical supplies to practitioners, such as podiatrists and emergency medical technicians. At the time of the case, it has relied on traditional customer channels such as catalogs, phones, and faxes to communicate product... View Details
    Keywords: Change Management; Internet and the Web; Marketing Communications; Information Technology; Order Taking and Fulfillment; Distribution Industry; Distribution Industry
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    McAfee, Andrew P., and Gregory Bounds. "Moore Medical Corporation." Harvard Business School Case 601-142, April 2001. (Revised February 2003.)
    • June 1994 (Revised October 1999)
    • Background Note

    Beer Game, The: Board Version

    By: Janice H. Hammond
    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
    Keywords: Cost Management; Information; Distribution Channels; Production; Supply Chain Management; Problems and Challenges
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    Hammond, Janice H. "Beer Game, The: Board Version." Harvard Business School Background Note 694-104, June 1994. (Revised October 1999.)
    • October 1994 (Revised July 1995)
    • Case

    RCI Master Distributor: Evolution of Supplier Relationships

    By: V. Kasturi Rangan
    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
    Keywords: Marketing Strategy; Distribution Channels; Problems and Challenges; Relationships; Situation or Environment; Corporate Strategy; Distribution Industry
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    Rangan, V. Kasturi. "RCI Master Distributor: Evolution of Supplier Relationships." Harvard Business School Case 595-001, October 1994. (Revised July 1995.)
    • 13 Feb 2007
    • First Look

    First Look: February 13, 2007

      Working PapersAdding Bricks to Clicks: The Effects of Store Openings on Sales through Direct Channels Authors:Jill Avery, Mary Caravella, John Deighton, and Thomas Steenburgh Abstract We assess the effect of opening physical retail... View Details
    Keywords: Martha Lagace
    • March 2019
    • Case

    DayTwo: Going to Market with Gut Microbiome

    By: Ayelet Israeli and David Lane
    DayTwo is a young Israeli startup that applies research on the gut microbiome and machine learning algorithms to deliver personalized nutritional recommendations to its users in order to minimize blood sugar spikes after meals. After a first year of trial rollout in... View Details
    Keywords: Start-up Growth; Startup; Positioning; Targeting; Go To Market Strategy; B2B2C; B2B Vs. B2C; Health & Wellness; AI; Machine Learning; Female Ceo; Female Protagonist; Science-based; Science And Technology Studies; Ecommerce; Applications; DTC; Direct To Consumer Marketing; US Health Care; "USA,"; Innovation; Pricing; Business Growth; Segmentation; Distribution Channels; Growth and Development Strategy; Business Startups; Science-Based Business; Health; Innovation and Invention; Marketing; Information Technology; Business Growth and Maturation; E-commerce; Applications and Software; Health Industry; Technology Industry; Insurance Industry; Information Technology Industry; Food and Beverage Industry; Israel; United States
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    Israeli, Ayelet, and David Lane. "DayTwo: Going to Market with Gut Microbiome." Harvard Business School Case 519-010, March 2019.
    • February 1990 (Revised April 1991)
    • Background Note

    Quick Response in the Apparel Industry

    By: Janice H. Hammond
    It has been estimated that the U.S. apparel industry wastes over $25 billion annually due to inefficient practices, long lead times, and insufficient coordination between channel partners. In response to intense competition from off-shore producers, the industry has... View Details
    Keywords: Information; Distribution Channels; Performance Efficiency; Partners and Partnerships; Adaptation; Business Strategy; System; Technology; Apparel and Accessories Industry; United States
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    Hammond, Janice H. "Quick Response in the Apparel Industry." Harvard Business School Background Note 690-038, February 1990. (Revised April 1991.)
    • April 2007 (Revised June 2008)
    • Background Note

    AmorePacific

    By: Elie Ofek and Kerry Herman
    Describes the dominant firm in the Korean cosmetics market up to the mid-2000s. Gives background on AmorePacific's historical evolution, its current brands, and the competition it faces from local and international players. Also provides information on the market... View Details
    Keywords: History; Competition; Distribution Channels; Brands and Branding; Beauty and Cosmetics Industry; South Korea
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    Ofek, Elie, and Kerry Herman. "AmorePacific." Harvard Business School Background Note 507-070, April 2007. (Revised June 2008.)
    • January 2023 (Revised April 2023)
    • Case

    Cobalt Robotics: Scaling Workplace Robotics

    By: Jeffrey F. Rayport, Nicole Tempest Keller and Kyung Keun Park
    Founded in 2016, Cobalt Robotics, based in Fremont, California, was a Robot-as-a-Service (RaaS) company that built autonomous workplace robots that were designed to replace or supplement human security guards. Outfitted with over 60 sensors, Cobalt robots patrolled... View Details
    Keywords: Information Infrastructure; Disruptive Innovation; Innovation and Invention; Marketing Strategy; Marketing Channels; Customers; Technology Industry; United States; California
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    Rayport, Jeffrey F., Nicole Tempest Keller, and Kyung Keun Park. "Cobalt Robotics: Scaling Workplace Robotics." Harvard Business School Case 823-096, January 2023. (Revised April 2023.)
    • April 1989
    • Case

    Norton Auto Supply

    By: Janice H. Hammond
    Describes a multiechelon distribution system for the distribution of automobile spare parts. An analyst has been hired by the Norton Auto Supply Co. to improve the company's inventory planning and control techniques. Includes demand, cost, weight, and supplier lead... View Details
    Keywords: Business or Company Management; Operations; Distribution Channels; Management Practices and Processes; Management; Strategy; Industrial Products Industry; Auto Industry
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    Hammond, Janice H. "Norton Auto Supply." Harvard Business School Case 689-084, April 1989.
    • August 2016 (Revised June 2017)
    • Case

    Oversight Systems

    By: Frank V. Cespedes and Amram Migdal
    The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia–based software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational inefficiencies. Included... View Details
    Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America; United States; Atlanta; Georgia (state, US)
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    Cespedes, Frank V., and Amram Migdal. "Oversight Systems." Harvard Business School Case 817-015, August 2016. (Revised June 2017.)
    • December 2023 (Revised February 2024)
    • Case

    21Seeds: Taking Shots at Breakout Growth

    By: Elie Ofek, Julian De Freitas, Michael Moynihan and Nicole Tempest Keller
    21Seeds, a female-founded flavor-infused tequila startup launched in 2019, had made inroads into the alcoholic beverage industry by focusing on an underserved consumer segment in spirits—women, primarily in their 30s and 40s, many of whom were moms—and by following a... View Details
    Keywords: Mergers and Acquisitions; Business Startups; Growth and Development Strategy; Brands and Branding; Product Positioning; Distribution Channels; Sales; Food and Beverage Industry
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    Ofek, Elie, Julian De Freitas, Michael Moynihan, and Nicole Tempest Keller. "21Seeds: Taking Shots at Breakout Growth." Harvard Business School Case 524-008, December 2023. (Revised February 2024.)
    • February 2018
    • Case

    Montes Calcados: A Step Ahead

    By: James L. Heskett and James T. Kindley
    Montes Calçados (MC) is a well-known "fast-fashion" Brazilian manufacturer of casual, but fashionable, shoes for women aged 18–35 in major cities worldwide. To boost its declining revenues, MC must evaluate two growth options: whether to expand distribution online (at... View Details
    Keywords: Brands and Branding; Distribution Channels; Growth and Development Strategy; Marketing Strategy; Global Range; Apparel and Accessories Industry; Retail Industry
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    Heskett, James L., and James T. Kindley. "Montes Calcados: A Step Ahead." Harvard Business School Brief Case 918-513, February 2018.
    • October 2013 (Revised January 2015)
    • Case

    The Slingshot: Improving Water Access

    By: John A. Quelch, Margaret L. Rodriguez and Carin-Isabel Knoop
    In 2012, over 750 million people around the globe lacked access to safe drinking water. Dean Kamen, inventor of the Segway, sought to bring fresh water to poor and rural areas with the Slingshot, a water purification device. Kamen's challenge was to identify ways to... View Details
    Keywords: Water; Public Health; Health Care; Slingshot; Dean Kamen; DEKA; Coca-Cola; Developing Markets; Freestyle; Safety; Natural Environment; Pollutants; Health; Distribution Channels; Developing Countries and Economies; Innovation and Invention; Africa; Latin America; South America; Asia
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    Quelch, John A., Margaret L. Rodriguez, and Carin-Isabel Knoop. "The Slingshot: Improving Water Access." Harvard Business School Case 514-007, October 2013. (Revised January 2015.)
    • February 1985 (Revised April 1991)
    • Case

    Computervision-Japan (A)

    The CAD/CAM market in Japan is about to take off. Computervision wants its exclusive distributor to dramatically expand its sales and service coverage. The distributor wants a joint venture with Computervision before expanding. Several distribution alternatives... View Details
    Keywords: Marketing Channels; Distribution Channels; Information Technology Industry; Japan
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    Moriarty, Rowland T., Jr. "Computervision-Japan (A)." Harvard Business School Case 585-155, February 1985. (Revised April 1991.)
    • December 2017 (Revised March 2019)
    • Case

    Armarium: Luxury Fashion Brands for Rent

    By: Jill Avery, David Fubini, Natasha Dossa and Devon Stewart
    Armarium, a two-sided online platform that offered consumers the opportunity to rent the most coveted, current season high fashion clothing and accessories from the top global luxury brands, had emerged from its first sales season with two distinct customer segments:... View Details
    Keywords: Brand Management; Retailing; Sharing Economy; Luxury Brand; Ecommerce; Startup; Fashion; Brand Positioning; Customer Acquisition; Internet Marketing; Marketing; Marketing Channels; Marketing Strategy; Brands and Branding; Business Startups; Luxury; Consumer Behavior; Growth and Development Strategy; Social Media; E-commerce; Fashion Industry; Retail Industry; Apparel and Accessories Industry; United States; North America
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    Avery, Jill, David Fubini, Natasha Dossa, and Devon Stewart. "Armarium: Luxury Fashion Brands for Rent." Harvard Business School Case 518-047, December 2017. (Revised March 2019.)
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