Publications

15 May 2013
Research & Ideas

From McRibs to Maseratis: The Power of Scarcity Marketing

about "making moments that are so good." But by removing the Double Down from the menu, KFC made the moment when it came back in 2011 not just "so good," but even better. Nor is KFC alone in adopting this approach. McDonald's has pursued a similar... View Details

Keywords: Re: Michael I. Norton

June 2005
Case

CarMax

By: Rajiv Lal and David Kiron

Carmax is the largest multi-market used car dealer in the U.S., and has no format-to-format competitor in the $375 billion used car market. CarMax is trying to do what some analysts believed to be impossible: sell used cars profitably on a national scale, and at the... View Details

Keywords: Profit; Brands and Branding; Digital Platforms; Segmentation; Auto Industry

November 2003
Supplement

P&G Japan: The SK-II Globalization Project

By: Christopher A. Bartlett

Paolo de Cesare and A.G. Lafley review the strategic and organizational challenges they face in deciding whether to make the prestigious Japanese beauty product, SK-II, a global brand. In a three-part videotaped interview, they discuss the challenges, reveal the... View Details

Keywords: Globalization; Brands and Branding; Organizational Structure; Strategy; Decision Choices and Conditions; Beauty and Cosmetics Industry; Consumer Products Industry; Japan

September 1981 (Revised September 1986)
Case

Steinway & Sons

By: David A. Garvin

Considers whether Steinway should reintroduce a long-discontinued product line to meet competition from the Japanese. Raises the issue of just how quality is defined in this market. Looks closely at a production process relying on craft skills. Students have the... View Details

Keywords: Experience and Expertise; Brands and Branding; Production; Quality; Competition

March 1995
Supplement

The Black & Decker Corporation (D): DeWalt Opportunities in Europe and Japan

By: Robert J. Dolan

Describes Black & Decker's challenges in international markets, particularly in Europe and Japan. View Details

Keywords: Brands and Branding; Product Positioning; Competition; Globalization; Problems and Challenges; Construction Industry; Consumer Products Industry; Japan; Europe

June 2016
Teaching Note

Filene's Basement: Inside a Fired Customer's Relationship

By: Jill Avery and Susan Fournier

How, in a business climate in which building relationships with customers has dominated both managerial thought and marketing budgets, could Filene's Basement have fired a loyal customer, one who was formally and informally recognized as a best customer? This case... View Details

Keywords: CRM; Customer Profitability Analysis; Customer Lifetime Value; Consumer Behavior; Marketing; Marketing Strategy; Customer Focus and Relationships; Brands and Branding; Customer Relationship Management; Retail Industry; United States

01 Nov 2016
First Look

First Look - November 1, 2016

with key players from the frontlines of digital change, The Content Trap aims to reorient strategy and offers lessons for businesses, entrepreneurs, and individuals trying to figure out what to do next. Companies that flourish in a... View Details

Keywords: Sean Silverthorne

20 Aug 2024
Book

Why Competing With Tech Giants Requires Finding Your Own Edge

native brands. Founded in 2011 by ex-Googler Steven Yang, Anker sells digital accessories—batteries, cables, chargers, and so forth. These products are also offered by hundreds of other manufacturers or agents. In addition to renowned View Details

Keywords: by Feng Zhu; Technology; Information Technology

01 Jan 2004
News

A. G. Lafley, MBA 1977

historians—not just modern business gurus—if you're interested in mastering the power of strategy and the power of execution in your job." CURRENT READING Bush at War, by Bob Woodward A.G. Lafley has been credited with turning around... View Details

01 Sep 2007
News

Faculty Books

Redefining Global Strategy by Pankaj Ghemawat (HBS Press) Why do so many global strategies fail despite companies’ powerful brands and border-crossing advantages? In this... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

Profile

Lauryn Hale

internship became a full-time job at American Express where she was placed on a new team that developed strategies for the company's latest offer, bank partner cards. Over the course of three years, Lauryn's team created View Details

June 1982 (Revised May 1995)
Case

Ellis Manufacturing Co.

By: Roy D. Shapiro

Ellis finds itself in a weakening competitive position largely due to the lack of rationalization in its plants. Driven by a strong traditionally decentralized sales organization, Ellis finds that all plants want control over all product lines. As a result, overall... View Details

Keywords: Factories, Labs, and Plants; Cost; Analytics and Data Science; Brands and Branding; Performance Capacity; Competitive Strategy; Construction Industry

December 1987
Case

John Hancock Financial Services: Sports Sponsorship

By: Stephen A. Greyser

Senior corporate communications executives of a major financial services firm are reviewing the company's sports sponsorship program and are considering expanding it. Hancock already is the corporate sponsor of the Boston Marathon and has the opportunity to sponsor the... View Details

Keywords: Communication Strategy; Brands and Branding; Marketing Strategy; Performance Evaluation