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  • December 2002
  • Teaching Note

Abgenix and the XenoMouse (TN)

By: John T. Gourville
Teaching Note for (501-061). View Details
Keywords: Health Testing and Trials; Decision Choices and Conditions; Sales; Product Development; Joint Ventures; Pharmaceutical Industry; Pharmaceutical Industry
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  • 15 Sep 2009
  • First Look

First Look: September 15

12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Marsh has had an uneven career with Cabot Pharmaceuticals and eventually is asked to resign. Following his... View Details
Keywords: Martha Lagace
  • 26 Apr 2004
  • Research & Ideas

A Clear Eye for Innovation

is Ciba Vision. Established in the early 1980s as a unit of the Swiss pharmaceutical giant Ciba-Geigy (now Novartis), the Atlanta-based Ciba Vision sells contact lenses and related eye-care products to optometrists and consumers. Although... View Details
Keywords: by Charles A. O'Reilly III & Michael L. Tushman
  • 22 Apr 2008
  • First Look

First Look: April 22, 2008

Business Harvard Business School Case 608-136 Novartis is a science-based drug company, which has important implications for its business strategy. It is one of the largest pharmaceutical companies in the world with over $38B in View Details
Keywords: Martha Lagace
  • 09 Feb 2016
  • First Look

February 9, 2016

Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50453 November 2, 2015 Harvard Business Review The Best Ways to Hire Salespeople By: Cespedes, Frank V., and Daniel Weinfurter Abstract—Companies typically spend more on hiring in View Details
Keywords: Sean Silverthorne
  • 22 Feb 2016
  • Research & Ideas

The ‘Mother of Fair Trade’ was an Unabashed Price Protectionist

state pharmaceutical licensing exam, opened a drugstore with her husband in Stockton in 1915. Following his death, she became the sole proprietor and later opened two additional drugstores in town. Gleason emerged as a stalwart defender... View Details
Keywords: by Dina Gerdeman; Retail; Health; Legal Services
  • 08 Aug 2017
  • First Look

First Look at Research and Ideas, August 8, 2017

School Case 415-013 Novartis Pharmaceuticals Corp: Redefining Success in the U.S. (A) Over the course of a tumultuous weekend in April 2010, André Wyss was put in charge of Novartis Pharmaceuticals... View Details
Keywords: Sean Silverthorne
  • 23 Mar 2010
  • First Look

First Look: March 23

catastrophic risks to patients, physicians, pharmaceutical firms, and regulators. Between the early 1960s and the present, national systems were built to collect, standardize, and respond to individual reports of side effects, with the... View Details
Keywords: Martha Lagace
  • 22 Apr 2014
  • First Look

First Look: April 22

present a model in which fire sales propagate shocks across bank balance sheets. When a bank experiences a negative shock to its equity, a natural way to return to target leverage is to sell assets. If potential buyers are limited, then... View Details
Keywords: Sean Silverthorne
  • 07 Aug 2000
  • Research & Ideas

The Business of Biotech

coming of age of biotechnology. The disappearance of "blockbuster" drugs could create new management challenges for pharmaceutical companies. — Gary Pisano The prospect is exhilarating, but the road to this brave new biotech... View Details
Keywords: by Julia Hanna; Biotechnology; Health; Technology
  • 01 Oct 2008
  • Research & Ideas

How Much Time Should CEOs Devote to Customers?

business and the company's strategy. In a service business like Tesco's, the health of the brand depends heavily on the quality of the millions of daily transactions between shoppers and staff. Motivating the front-line personnel is critical. But in the View Details
Keywords: by John Quelch
  • 12 Nov 2013
  • First Look

First Look: November 12

GlaxoSmithKline: Sourcing Complex Professional Services Pharmaceutical company GlaxoSmithKline (GSK) uses an innovative new approach to procuring outside legal counsel: it replaces relationship-based selection and law firms' traditional... View Details
Keywords: Sean Silverthorne
  • 28 May 2008
  • First Look

First Look: May 28, 2008

goals? Purchase the case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=308030 Can PACIV (Puerto Rico) Serve European Customers? Harvard Business School Case 808-099 Jorge Rodriguez-Gonzalez, PACIV's (Puerto Rico) founding CEO, is considering expanding... View Details
Keywords: Martha Lagace
  • 14 Dec 2010
  • First Look

First Look: Dec. 14

addresses a decision to replace salesmen netbook PCs with iPhones, including converting the company's sales and customer applications to the iPhone platform. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/911413-PDF-ENG Hikma... View Details
Keywords: Sean Silverthorne
  • 23 May 2000
  • Research & Ideas

Minding the Muse: The Impact of Downsizing on Corporate Creativity

counting on to drive sales over the next few years might not be forthcoming. Corporate downsizing is hardly anything new. Indeed, in recent years it has often been management's tool of choice for improving competitiveness. Ironically, new... View Details
Keywords: by Peter K. Jacobs
  • 28 Apr 2009
  • First Look

First Look: April 28, 2009

since 1980 when compared to firms in Europe or Asia (measured both by sales and by numbers of new product introductions), this essay explores the interplay of regulation, definitions of "patient" and "consumer," and... View Details
Keywords: Martha Lagace
  • 25 Oct 2016
  • First Look

October 25, 2016

September–October 2016 European Business Review What Senior Executives Should Know About Sales By: Cespedes, Frank V. Abstract—Business is more complex, data more abundant, and more specialists are needed to stay up-to-date with... View Details
Keywords: Sean Silverthorne
  • 26 Jul 2010
  • Research & Ideas

Yes, You Can Raise Prices in a Downturn

Ross to write the paper "Performance Pricing in Tough Times." Shapiro, an authority on marketing strategy and sales management, is the Malcolm P. McNair Professor of Marketing, Emeritus at Harvard Business School. Ross is a... View Details
Keywords: by Sean Silverthorne; Retail; Consumer Products
  • 03 Jan 2007
  • First Look

First Look: January 3, 2007

Kendall Square Research was a small competitor in the supercomputer industry. Sales grew rapidly in 1992 and early 1993 and the company sold stock to the public for the first time. Analysts forecast higher earnings for 1993, then the... View Details
Keywords: Sean Silverthorne
  • 15 Dec 2014
  • Research & Ideas

Deconstructing the Price Tag

sentiment, the researchers conducted six lab experiments in which participants answered questions about a simulated website of a fashion retailer selling T-shirts. The research also included a field study of sales figures at a real online... View Details
Keywords: by Dina Gerdeman; Retail

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