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December 1993
Case

Ford Motor Coompany: Changing the Dealer Culture

Confronted by increasing market emphasis on customer satisfaction coupled with the success of General Motors' Saturn Division with "no haggle" pricing, Ford Motor Co. examines the sales culture within its own dealers and considers how to implement policies that will... View Details

Keywords: Organizational Change and Adaptation; Salesforce Management; Customer Satisfaction; Auto Industry; United States

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November 2018 (Revised June 2019)
Case

Universal Basic Income, Job Guarantees, or None of the Above?

By: William R. Kerr, Reilly Kiernan and Jordan Bach-Lombardo

How can policymakers and business leaders address AI and automation's potential for widespread labor market displacement? This case examines potential policy responses, looking closely at the United States' existing social safety net and the impacts of implementing... View Details

Keywords: UBI; Job Guarantee; Managing The Future Of Work; EITC; Employment; Labor; Social Issues; Income; Government and Politics; Policy; Problems and Challenges

June 18, 2019
Article

Research: Investors Reward Companies That Talk Up Their Digital Initiatives

By: Suraj Srinivasan and Wilbur Chen

A study of how companies disclose their digital initiatives on earnings calls and written communications finds that more firms are using these technologies, that financial markets reward companies that disclose such initiatives, but that financial performance... View Details

Keywords: Digital Technologies; Disclosure; Investment; Performance Improvement

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April 2008
Case

Campbell and Bailyn's Boston Office: Managing the Reorganization

By: Anne Donnellon and Dun Gifford Jr

Ken Winston, the regional sales manager at a securities brokerage firm, has reorganized his generalist salespeople into Key Account Teams (KAT) to increase sales of specialized, higher-margin fixed income products. Winston is also implementing a new corporate... View Details

July 2015 (Revised September 2017)
Case

Ron Johnson: A Career in Retail

By: Das Narayandas, Joshua D. Margolis and Ryan Raffaelli

In April 2013, Ron Johnson (HBS '84) stepped down after just 18 months as CEO of J.C. Penney. In his brief tenure, Johnson, an acclaimed retailer respected for his innovation and success in shaping the retail image at Target and Apple, introduced dramatic departures... View Details

Keywords: Leadership; Leadership Development; Legal Industry; Procurement; Professional Service Firms; Pricing; Organizational Behavior Modification; Change Management; Innovation Leadership; Situation or Environment; Failure; Management Teams; Brands and Branding; Competition; Retail Industry; United States

December 1999 (Revised March 2002)
Case

Hunter Business Group: TeamTBA

By: Das Narayandas and Elizabeth R. Caputo

The Hunter Business Group (HBG), a direct marketing consulting firm specializing in reorganizing the sales and marketing efforts of industrial firms, uses integrated customer contact technologies (including field sales, telephone, and mail) as a means of... View Details

Keywords: Communication Technology; Marketing Communications; Marketing Reference Programs; Marketing Strategy; Market Participation; Sales; Value Creation; Consulting Industry

June 2011 (Revised June 2012)
Case

Sephora Direct: Investing in Social Media, Video, and Mobile

By: Elie Ofek and Alison Berkley Wagonfeld

Julie Bornstein, senior vice president of Sephora Direct, is seeking to double her budget for social media and other digital marketing initiatives for 2011. A number of digital efforts implemented in the past two years seem to be bearing fruit and there is a desire to... View Details

Keywords: History; Leadership; Marketing Strategy; Marketing; Emerging Markets; Investment Return; Investment Funds; Budgets and Budgeting

January 2007 (Revised October 2007)
Case

Procter & Gamble: Organization 2005 (A)

By: Mikolaj Jan Piskorski and Alessandro L. Spadini

In response to a huge crisis in 2000, the new CEO of Procter & Gamble has to decide whether to continue with an unusual organizational design or to revert to the old matrix organization. Describes all the organizational designs used by Procter & Gamble from the 1920s... View Details

Keywords: Global Strategy; Globalized Firms and Management; Organizational Design; Organizational Structure

February 2000 (Revised August 2000)
Case

Microsoft Latin America

By: Robert S. Kaplan, Alberto Ballve and Antonio Davila

Mauricio Santillan, regional vice president for the Latin American division of Microsoft, has introduced a new performance measurement system to help his country managers formulate and control strategy. Microsoft Latin America's priorities are rolling out of an... View Details

Keywords: Balanced Scorecard; Applications and Software; Emerging Markets; Crime and Corruption; Motivation and Incentives; Management Skills; Global Strategy; Strategy; Information Technology Industry; Latin America

February 2012 (Revised April 2017)
Case

Schneider Electric: Becoming the Global Specialist in Energy Management

By: John D. Macomber and Rachna Tahilyani

Global electrical products company assesses growth and market demands in India. Company must decide between a products acquisition or developing a service business. Students need to be aware of different country conditions, demands on implementation of different... View Details

Keywords: Globalization; Energy; Management; Energy Industry

October 1999 (Revised January 2003)
Case

Buckman Laboratories (A)

Explores the implementation of a cutting-edge knowledge management system in a midsize, specialty chemical company. The initiative, begun in the early 1990s, has received several awards for its efforts. In early 1999, the company is experiencing severe price pressures... View Details

Keywords: Change Management; Trust; Knowledge Management; Chemical Industry

July 1989 (Revised April 1996)
Case

AUCNET: TV Auction Network System

The AUCNET system links buyers and sellers in the wholesale used car market in Japan. Video images delivered via videodisk or satellite along with an inspector's opinion and objective character based data are used to conduct a realtime auction over computers and... View Details

Keywords: Information Technology; Market Entry and Exit; Auctions; Service Industry; Japan; United States

February 2025
Supplement

Intenseye: Powering Workplace Health and Safety with AI (B)

By: Michael W. Toffel, Shane Greenstein and Sadika El Hariri

Intenseye used its $25 million series A funds to refine and expand its digital safety platform while refining its target markets and ideal customer profile. As the company implemented new approaches to create value for its clients, such as developing an AI-powered... View Details

July–August 2021
Article

Why Do So Many Strategies Fail?

By: David J. Collis

THE PROBLEM: Seemingly successful new companies struggle to turn a healthy profit. Established firms get disrupted by upstarts. Companies that excel at serving their markets can’t adapt when customers’ tastes shift. THE ROOT CAUSE: All too often, business leaders focus... View Details

Keywords: Strategy; Strategic Planning; Business Model; Value; Value Creation; Opportunities

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Teaching Interest

Strategy: Building and Sustaining Competitive Advantage

In the fight for market leadership, your company must be able to build a winning strategy—and execute it seamlessly across multiple business lines. This program prepares you to identify and exploit sources of competitive advantage and implement game-changing... View Details

February 2008
Supplement

Avaya (B)

Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the... View Details

Keywords: Marketing; Relationships; Sales

April 1986 (Revised May 1989)
Case

Alloy Rods Corp.

By: Frank V. Cespedes

In July of 1985 the managers of Alloy Rods (who recently purchased the company through a leveraged buyout arrangement) find that their chief competitor (a company more than 6 times as large as Alloy Rods) has introduced a new product clearly aimed at Alloy's most... View Details

Keywords: Leveraged Buyouts; Business Strategy; Business or Company Management; Financial Strategy; Marketing Strategy; Marketing Channels; Product Development

June 2007 (Revised June 2008)
Case

GE's Imagination Breakthroughs: The Evo Project

By: Christopher A. Bartlett, Brian J. Hall and Nicole Bennett

In September 2003, Jeff Immelt challenged the business leaders at GE to come up with "Imagination Breakthroughs," innovative new projects that would serve as the centerpiece of GE's organic growth initiative. Follows the company as these changes are driven through the... View Details

Keywords: Innovation and Management; Leading Change; Growth and Development Strategy; Business Processes; Organizational Change and Adaptation; Organizational Culture; Environmental Sustainability; Green Technology Industry

12 Jul 2020
Working Paper Summaries

Sticky Capital Controls

Keywords: by Miguel Acosta-Henao, Laura Alfaro, and Andrés Fernández

September 1987 (Revised May 1993)
Case

Pizza Hut, Inc.

Pizza Hut, Inc. is a franchisor of eat-in pizza restaurants. It has decided to enter the home delivery market and is in the process of implementing that strategy. The case traces the development of the home delivery concept at Pizza Hut and the interaction between the... View Details

Keywords: Organizational Change and Adaptation; Expansion; Franchise Ownership; Product Launch; Food and Beverage Industry; United States

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