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      • March 2008
      • Article

      When Growth Stalls

      By: Matthew S. Olson, Derek C. M. van Bever and Seth Verry
      This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. An abrupt and lasting drop in revenue growth is a crisis that can strike even the... View Details
      Keywords: Growth Strategy; Revenues; Crisis Management; Revenue; Growth and Development Strategy
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      Olson, Matthew S., Derek C. M. van Bever, and Seth Verry. "When Growth Stalls." Harvard Business Review 86, no. 3 (March 2008): 50–61.
      • Article

      Coarse Thinking and Persuasion

      By: Sendhil Mullainathan, Joshua Schwartzstein and Andrei Shleifer
      We present a model of uninformative persuasion in which individuals "think coarsely": they group situations into categories and apply the same model of inference to all situations within a category. Coarse thinking exhibits two features that persuaders take advantage... View Details
      Keywords: Cognition and Thinking; Brands and Branding
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      Mullainathan, Sendhil, Joshua Schwartzstein, and Andrei Shleifer. "Coarse Thinking and Persuasion." Quarterly Journal of Economics 123, no. 2 (May 2008): 577–619.
      • January 2008
      • Case

      Procter & Gamble Brazil (A): 2 1/2 Turnarounds

      By: Rosabeth Moss Kanter and Matthew Bird
      Juliana Azevedo Schahin, a local marketing director for Procter & Gamble in Sao Paulo, had worked closely with Tarek Fahahat, a regional executive based in Caracas, to solve the growth and profitability problems of P&G Brazil. They did so through the creation of... View Details
      Keywords: Innovation and Management; Growth and Development Strategy; Brands and Branding; Demand and Consumers; Product Development; Organizational Change and Adaptation; Expansion; Consumer Products Industry; Caracas
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      Kanter, Rosabeth Moss, and Matthew Bird. "Procter & Gamble Brazil (A): 2 1/2 Turnarounds." Harvard Business School Case 308-081, January 2008.
      • December 2007
      • Article

      Consumers' Price Sensitivities Across Complementary Categories

      By: Sri Devi Duvvuri, Asim Ansari and Sunil Gupta
      Keywords: Price; Customers
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      Duvvuri, Sri Devi, Asim Ansari, and Sunil Gupta. "Consumers' Price Sensitivities Across Complementary Categories." Management Science 53, no. 12 (December 2007): 1933–1945.
      • September 2007 (Revised January 2008)
      • Case

      Tata Motors: The Tata Ace

      By: Krishna G. Palepu and Vishnu Srinivasan
      Considers the strategy and experience of Tata Motors, India's leading commercial truck maker, as it developed a new small commercial vehicle, the Tata Ace. Positioned as a replacement for the three-wheelers that predominated as small commercial vehicles in India, the... View Details
      Keywords: Emerging Markets; Product Development; Product; Innovation Strategy; Business Strategy; Marketing Strategy; Auto Industry; India
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      Palepu, Krishna G., and Vishnu Srinivasan. "Tata Motors: The Tata Ace." Harvard Business School Case 108-011, September 2007. (Revised January 2008.)
      • July 2007 (Revised March 2010)
      • Case

      Note on the Bus Industry

      By: Ramon Casadesus-Masanell and Jordan Mitchell
      Supplements the "Irizar in 2005" case. Briefly documents key points in the motor coach industry such as market size, categories of buses, reasons for purchasing, and the basis for competition amongst motor coach manufacturers. View Details
      Keywords: Markets; Production; Strategy; Competition; Transportation Industry
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      Casadesus-Masanell, Ramon, and Jordan Mitchell. "Note on the Bus Industry." Harvard Business School Case 708-435, July 2007. (Revised March 2010.)
      • 2007
      • Thesis

      The Total Army Competitive Category Optimization Model: Analysis of Army Officers Accessions and Promotions

      By: Hise O. Gibson
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      Gibson, Hise O. "The Total Army Competitive Category Optimization Model: Analysis of Army Officers Accessions and Promotions." Thesis, June 2007.
      • May 2007 (Revised November 2019)
      • Case

      Dollar General (A)

      By: Willy Shih, Stephen P. Kaufman and Rebecca McKillican
      Dollar General Corporation (DG) operates one of the leading chains of extreme value retailers in the United States. 2006 revenues reached $9.2 billion, making DG the 6th largest mass retailer in the country. With revenues growing at 9% annually over the five-year... View Details
      Keywords: Business Model; Family Business; Disruptive Innovation; Growth and Development Strategy; Competitive Advantage; Retail Industry; United States
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      Shih, Willy, Stephen P. Kaufman, and Rebecca McKillican. "Dollar General (A)." Harvard Business School Case 607-140, May 2007. (Revised November 2019.)
      • January 2007
      • Article

      Introducing the First Management Control Systems: Evidence from the Retail Sector

      By: Tatiana Sandino
      Focusing on a sample of US retailers, I study the management control systems (MCS) that firms introduce when they first invest in controls, and identify four categories of initial MCS, which are defined in terms of the purposes these MCS fulfill. The first category,... View Details
      Keywords: Management Control Systems; Entrepreneurial Organizations; Firm Growth; Corporate Strategy; Entrepreneurship; Management Systems; Growth and Development Strategy
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      Sandino, Tatiana. "Introducing the First Management Control Systems: Evidence from the Retail Sector." Accounting Review 82, no. 1 (January 2007): 265–293. (Awarded the Outstanding Doctoral Dissertation Award, 2005, Management Accounting Section, American Accounting Association; Awarded the Emerging Scholar Competitive Manuscript Award, 2011, Foundation for Applied Research, Institute of Management Accountants.)
      • 2006
      • Working Paper

      Worse but Equal: The Influence of Social Categories on Resource Allocations

      By: Stephen M. Garcia, Max H. Bazerman, Shirli Kopelman and Dale T. Miller
      This paper explores the influence of social categories on the perceived trade-off between relatively bad but equal distribution of resources between two parties and profit maximizing, yet asymmetric payoffs. Study 1 and 2 showed that people prefer to maximize profits... View Details
      Keywords: Demographics; Fairness; Resource Allocation; Decision Choices and Conditions; Profit
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      Garcia, Stephen M., Max H. Bazerman, Shirli Kopelman, and Dale T. Miller. "Worse but Equal: The Influence of Social Categories on Resource Allocations." Harvard Business School Working Paper, No. 06-033, February 2006. (Revised September 2008, June 2009. In press.)
      • December 2005 (Revised February 2019)
      • Case

      Brighter Smiles for the Masses--Colgate vs. P&G

      By: Felix Oberholzer-Gee, Dennis Yao and Filipa Azevedo Jorge
      In 2000, Procter & Gamble Co. introduced Crest Whitestrips, a new, revolutionary product that allowed consumers to whiten their teeth at home. With Whitestrips, P&G created an entire new category in oral care, worth $460 million in 2002. Whitestrips sent P&G's main... View Details
      Keywords: Competitive Advantage; Competitive Strategy; Advertising; Product Launch; Patents; Price; Performance Effectiveness; Consumer Products Industry
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      Oberholzer-Gee, Felix, Dennis Yao, and Filipa Azevedo Jorge. "Brighter Smiles for the Masses--Colgate vs. P&G." Harvard Business School Case 706-435, December 2005. (Revised February 2019.)
      • September 2005 (Revised July 2006)
      • Case

      Kingsford Charcoal

      By: Das Narayandas and Alison Berkley Wagonfeld
      Since the 1980s, Kingsford had continued to enjoy steady, moderate growth of 1% to 3% in revenues each year. During most of this time, the charcoal category as a whole grew as well. However, the summer of 2000 represented the first softening in the category in several... View Details
      Keywords: Price; Marketing Strategy; Business Growth and Maturation; Advertising; Brands and Branding; Consumer Products Industry; United States
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      Narayandas, Das, and Alison Berkley Wagonfeld. "Kingsford Charcoal." Harvard Business School Case 506-020, September 2005. (Revised July 2006.)
      • July 2005 (Revised December 2005)
      • Case

      General Motors U.S. Pension Funds

      By: Luis M. Viceira and Helen Tung
      In June 2003, General Motors Corp. (GM) successfully marketed the largest corporate debt offering in U.S. history, worth $17.6 billion. The offering included $13.6 billion worth of debt denominated in dollars, euros, and pounds and $4 billion dollars denominated in... View Details
      Keywords: Decisions; Bonds; Investment Return; Policy; Borrowing and Debt; Corporate Finance; Auto Industry; United States
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      Viceira, Luis M., and Helen Tung. "General Motors U.S. Pension Funds." Harvard Business School Case 206-001, July 2005. (Revised December 2005.)
      • April 2005
      • Case

      Handleman Company

      By: Janice H. Hammond and Kevin Dolan
      Describes the organization and operations of the Handleman Co., an intermediary in the music industry that buys recorded music and resells it to mass retailers such as Wal-Mart. The company provides distribution, inventory management, retail merchandising, and category... View Details
      Keywords: Business Organization; Music Entertainment; Cost Management; Growth and Development; Business or Company Management; Distribution Channels; Problems and Challenges; Risk and Uncertainty; Online Technology; Value Creation; Music Industry
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      Hammond, Janice H., and Kevin Dolan. "Handleman Company." Harvard Business School Case 605-024, April 2005.
      • February 2005 (Revised June 2007)
      • Case

      Unilever in India: Hindustan Lever's Project Shakti--Marketing FMCG to the Rural Consumer

      By: V. Kasturi Rangan and Rohithari Rajan
      With liberalization of India's economy and the opening up of markets to foreign multinationals such as Procter & Gamble, the Indian subsidiary of Unilever--Hindustan Lever Ltd. (HLL)--was under pressure to grow revenues and profits. HLL had a long and stellar record of... View Details
      Keywords: Economy; Market Entry and Exit; Business Subsidiaries; Revenue; Profit; Market Participation; Programs; Rural Scope; Poverty; Multinational Firms and Management; Consumer Products Industry; Beauty and Cosmetics Industry; India
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      Rangan, V. Kasturi, and Rohithari Rajan. "Unilever in India: Hindustan Lever's Project Shakti--Marketing FMCG to the Rural Consumer." Harvard Business School Case 505-056, February 2005. (Revised June 2007.)
      • January 2005 (Revised October 2005)
      • Background Note

      Standard & Poor's Sovereign Credit Ratings: Scales and Process

      By: Rawi E. Abdelal and Christopher Bruner
      Describes Standard & Poor's sovereign credit ratings scales and the credit rating process. In particular, describes the role and function of the rating committee and the analytical categories considered in arriving at a final sovereign credit rating. View Details
      Keywords: Financial Markets; Credit; Bonds; Policy; Risk and Uncertainty; Measurement and Metrics; Forecasting and Prediction; Financial Services Industry
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      Abdelal, Rawi E., and Christopher Bruner. "Standard & Poor's Sovereign Credit Ratings: Scales and Process." Harvard Business School Background Note 705-027, January 2005. (Revised October 2005.)
      • Article

      Casuistry and Social Category Bias.

      By: Michael I. Norton, Joseph A. Vandello and John M. Darley
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      Norton, Michael I., Joseph A. Vandello, and John M. Darley. "Casuistry and Social Category Bias." Journal of Personality and Social Psychology 87, no. 6 (December 2004): 817–831.
      • October 2004 (Revised December 2005)
      • Case

      Rakuten

      By: F. Warren McFarlan, Andrew P. McAfee, Thomas R. Eisenmann and Masako Egawa
      Rakuten, a native Japanese, e-commerce start-up and highly successful company, is expanding into new categories and new countries. It must figure out how to continue its trajectory of growth and profitability. A rewritten version of an earlier case. View Details
      Keywords: Business Growth and Maturation; Global Strategy; Growth and Development Strategy; Technology Industry; Retail Industry; Japan
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      McFarlan, F. Warren, Andrew P. McAfee, Thomas R. Eisenmann, and Masako Egawa. "Rakuten." Harvard Business School Case 305-050, October 2004. (Revised December 2005.)
      • March 2004 (Revised April 2005)
      • Case

      Midwest Office Products

      By: Robert S. Kaplan
      Presents an easy introduction to time-driven activity-based costing (ABC) that allows students to build a simple ABC model of order profitability. Midwest's time-driven ABC approach is based on two categories of parameter estimates. The first is the cost per hour of... View Details
      Keywords: Cost; Price; Activity Based Costing and Management; Time Management; Financial Reporting; Profit; Performance Improvement; Order Taking and Fulfillment; Performance Evaluation
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      Kaplan, Robert S. "Midwest Office Products." Harvard Business School Case 104-073, March 2004. (Revised April 2005.)
      • December 2003 (Revised March 2005)
      • Background Note

      Who is a Professional?

      By: Ashish Nanda
      Many occupations lay claim to professional status. Business executives, social workers, musicians, sportsmen, and academics describe their occupations as "professions". Office assistants call themselves "administrative professionals". Obviously, not all occupations... View Details
      Keywords: Status and Position; Jobs and Positions; Service Industry
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      Nanda, Ashish. "Who is a Professional?" Harvard Business School Background Note 904-047, December 2003. (Revised March 2005.)
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