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Show Results For
- All HBS Web
(949)
- People (1)
- News (224)
- Research (632)
- Events (2)
- Multimedia (1)
- Faculty Publications (264)
- March 2008 (Revised March 2009)
- Case
Purolator Courier Ltd.
By: Rajiv Lal and Catherine Ross
On a fall day in September 2003, Robert Swanborough made his way down a thickly carpeted hallway in Purolator's headquarters in Toronto, Canada, toward a meeting with his two deputies. Several months earlier, Swanborough, then vice-president of Marketing, had been... View Details
Keywords: Conferences; Customer Focus and Relationships; Leading Change; Marketing Strategy; Performance Effectiveness; Strategic Planning; Research; Segmentation; Canada
Lal, Rajiv, and Catherine Ross. "Purolator Courier Ltd." Harvard Business School Case 508-054, March 2008. (Revised March 2009.)
- April 1993 (Revised June 1993)
- Case
Bayerische Motoren Werke AG (BMW)
By: Robert J. Dolan
In 1992, BMW attempts to revive its position in the United States market. In 1991, unit sales had fallen to 53,000 from 88,000 in 1987. The new CEO of North America considers a multifaceted plan to turn around the situation. View Details
Keywords: Product Positioning; Marketing Strategy; Multinational Firms and Management; Market Entry and Exit; Sales; Manufacturing Industry; Auto Industry; Germany; North America
Dolan, Robert J. "Bayerische Motoren Werke AG (BMW)." Harvard Business School Case 593-082, April 1993. (Revised June 1993.)
- November 1978 (Revised December 1979)
- Case
Federal Express (C)
The Marketing Director for Federal Express, a fast growing freight airline specializing in small packages, must select a strategy to achieve a big sales increase for one of the company's services. First he must decide on the relative emphasis to place between... View Details
Lovelock, Christopher H. "Federal Express (C)." Harvard Business School Case 579-041, November 1978. (Revised December 1979.)
- May 2019
- Supplement
Kjell and Company: Motivating Salespeople with Incentive Compensation (D)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (D)." Harvard Business School Supplement 519-096, May 2019.
- July 1996 (Revised June 1998)
- Case
Gillette Indonesia
By: John A. Quelch
The country manager of Gillette Indonesia is reviewing his 1996 marketing plan and considering whether the pace of market development and mix of product sales can be impacted by the level and type of Gillette expenditures in the market. View Details
Keywords: Marketing Strategy; Multinational Firms and Management; Emerging Markets; Forecasting and Prediction; Product Marketing; Manufacturing Industry; Consumer Products Industry; Indonesia
Quelch, John A., and Diane Long. "Gillette Indonesia." Harvard Business School Case 597-009, July 1996. (Revised June 1998.)
- June 2017 (Revised May 2019)
- Supplement
Kjell and Company: Motivating Salespeople with Incentive Compensation (B)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain founded in 1988 by brothers Marcus, Mikael and Fredrik Dahnelius. The company operated 84 stores, all company-owned, located mainly in the metropolitan areas of Sweden’s most popular cities: Stockholm, Gothemburg... View Details
Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (B)." Harvard Business School Supplement 517-133, June 2017. (Revised May 2019.)
- May 2019
- Supplement
Kjell and Company: Motivating Salespeople with Incentive Compensation (C)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
Keywords: Salesforce Management; Compensation and Benefits; Change Management; Behavior; Electronics Industry; Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (C)." Harvard Business School Supplement 519-095, May 2019.
- January 2017 (Revised May 2019)
- Case
Kjell and Company: Motivating Salespeople with Incentive Compensation (A)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
Keywords: Salesforce Management; Compensation and Benefits; Change; Decision Making; Electronics Industry; Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (A)." Harvard Business School Case 517-090, January 2017. (Revised May 2019.)
- March 2025
- Teaching Plan
Wasabi Technologies (A) and (B)
By: N. Louis Shipley and Stacy Straaberg
Teaching Plan for HBS Case Nos. 823-021 and 825-035. Set in 2019, the “Wasabi Technologies (A)” case centers on Wasabi Technologies (Wasabi), a successful hot cloud storage company based in Boston, Massachusetts. Founder and CEO David Friend is ready to scale the... View Details
Incentives versus Reciprocity: Insights from a Field Experiment
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
- 02 Nov 2010
- First Look
First Look: November 2, 2010
http://www.hbs.edu/research/pdf/10-063.pdf Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans Authors:Doug J. Chung, Thomas Steenburgh, and K. Sudhir... View Details
Keywords: Sean Silverthorne
- September 2000 (Revised February 2007)
- Case
Freeport Studio
By: Rajiv Lal and James Weber
Describes the start-up and first-year difficulties of Freeport Studio, a unit of L.L. Bean, founded in 1998 to sell women's clothing by catalog. First-year sales were far below plan, and projected profits did not materialize. Fran Philip must identify the problems and... View Details
Keywords: Business Startups; Profit; Growth and Development Strategy; Marketing Strategy; Strategic Planning; Problems and Challenges; Creativity
Lal, Rajiv, and James Weber. "Freeport Studio." Harvard Business School Case 501-021, September 2000. (Revised February 2007.)
- January 1992 (Revised March 1993)
- Case
Maison Bouygues
By: John A. Quelch
The vice president of marketing is reviewing the 1991 marketing plan and budget for Maison Bouygues, the leading builder of new single family homes in France. Due to recession, the company's sales are forecast to be flat and adjustments may need to be made in the... View Details
Keywords: Housing; Marketing Strategy; Forecasting and Prediction; Brands and Branding; Construction Industry; France
Quelch, John A. "Maison Bouygues." Harvard Business School Case 592-059, January 1992. (Revised March 1993.)
- August 1989 (Revised October 1989)
- Case
Avon Co.
Avon engineers developed a new type of electric adjustable speed drive. Executives began to make long-range plans for production and marketing. Members of the sales department wondered what pricing recommendations they should make to management on the basis of... View Details
Corey, E. Raymond. "Avon Co." Harvard Business School Case 590-022, August 1989. (Revised October 1989.)
- September 1984
- Case
Henkel Corp.: International Sealants Brand SISTA (A)
By: Robert J. Dolan
Corporate headquarters wishes to expand sales of a sealant product currently sold only in the West German market. Regional affiliates, operating on a profit center basis, are not enthusiastic about taking on the new product. The case describes the company's... View Details
Keywords: Marketing Strategy; Globalization; Expansion; Profit; Conflict Management; Consumer Products Industry; Construction Industry; Europe; West Germany
Dolan, Robert J. "Henkel Corp.: International Sealants Brand SISTA (A)." Harvard Business School Case 585-099, September 1984.
- February 1993 (Revised September 1994)
- Case
Hewlett-Packard Imaging Systems Division: Sonos 100 C/F Introduction
By: Frank V. Cespedes and Marie Bell
The marketing manager for the Imaging Systems business unit (ISY) at Hewlett-Packard Medical Products Group is considering channel strategy and channel management issues raised by the upcoming introduction of a new cardiac imaging product. Product marketing's plans... View Details
Keywords: Marketing Channels; Product Marketing; Product Launch; Market Entry and Exit; Distribution Channels; Sales; Competitive Strategy
Cespedes, Frank V., and Marie Bell. "Hewlett-Packard Imaging Systems Division: Sonos 100 C/F Introduction." Harvard Business School Case 593-080, February 1993. (Revised September 1994.)
- August 2015 (Revised March 2017)
- Case
Planters Nuts
By: Robert J. Dolan and Donald K. Ngwe
In 2012 Planters had about $1 billion in U.S. annual revenues, but had experienced declining unit sales and household penetration over the past six years. The snack nuts category was growing overall, but household spending was shifting away from peanuts, cashews, and... View Details
Dolan, Robert J., and Donald K. Ngwe. "Planters Nuts." Harvard Business School Case 516-004, August 2015. (Revised March 2017.)
- September 2010 (Revised February 2011)
- Case
Red Lobster
By: David E. Bell and Jason Riis
Red Lobster, a 40-year-old chain of seafood restaurants, has just completed some market research revealing an opportunity to shift its target customer segment. The chain is in the final stages of a 10-year plan of rejuvenation under CEO Kim Lopdrup. When he took over... View Details
Keywords: Advertising; Customer Satisfaction; Marketing Strategy; Consumer Behavior; Research; Segmentation; Food and Beverage Industry
Bell, David E., and Jason Riis. "Red Lobster." Harvard Business School Case 511-052, September 2010. (Revised February 2011.)
- Research Summary
Fast Retailing
I am conducting research on Fast Retailing, which is a holding company in Japan best know for its UNIQLO and THEORY brands. The company is going global in a big way and wants to be the No. 1 apparel company in the world, surpassing H&M, Zara, and GAP... View Details
- May 2023 (Revised November 2023)
- Case
Arcos Dorados: Decarbonizing McDonald’s in Latin America
By: George Serafeim, Michael W. Toffel, Jenyfeer Martinez Buitrago and Mariana Cal
This case describes the decarbonization strategy of Arcos Dorados—McDonald’s largest independent franchisee, operating in 20 countries and territories in Latin America and the Caribbean—and how the company measured its greenhouse gas (GHG) emissions, including those... View Details
Keywords: Environmental Accounting; Animal-Based Agribusiness; Plant-Based Agribusiness; Change Management; Forecasting and Prediction; Environmental Sustainability; Food; Growth Management; Supply Chain; Corporate Social Responsibility and Impact; Strategy; Agriculture and Agribusiness Industry; Food and Beverage Industry; Green Technology Industry; Consumer Products Industry; Latin America; North and Central America; South America
Serafeim, George, Michael W. Toffel, Jenyfeer Martinez Buitrago, and Mariana Cal. "Arcos Dorados: Decarbonizing McDonald's in Latin America." Harvard Business School Case 623-017, May 2023. (Revised November 2023.)