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  • 07 Sep 2020
  • Research & Ideas

How to Help Small Businesses Survive COVID's Next Phase

services, Mills says, citing the experience of milliner Linda Pagan, owner of The Hat Shop in New York. “She decided to create these crazy videos and put them on Instagram, and they’ve taken off,” Mills says. “She still takes customer orders over the phone, but now she... View Details
Keywords: by Danielle Kost; Food & Beverage; Service
  • 01 May 2000
  • What Do You Think?

Can You Hard-Wire Performance?

success to the success of its engines in delivering valuable up-time to ultimate customers. But it did much more than that. By guaranteeing up-time at a given cost, GE's management created a built-in incentive to improve the product and... View Details
Keywords: by James Heskett
  • 05 Jul 2011
  • First Look

First Look: July 5

manager of inventory planning is tasked with developing an effective strategy for managing inventory without requiring additional capital investment. The company has launched several initiatives, such as... View Details
Keywords: Sean Silverthorne
  • 01 Oct 2008
  • Research & Ideas

How Much Time Should CEOs Devote to Customers?

product managers spent on average only three percent of their time in contact with end consumers. Terry Leahy, CEO of Tesco, the UK supermarket chain, spends two days a week in stores interacting with employees and customers. But how far... View Details
Keywords: by John Quelch
  • Article

Selling to Many Countries Within the U.S.

By: Frank V. Cespedes and Michael Wong
In pursuing growth, many companies have plans to sell to emerging markets like the so-called B-R-I-C nations (Brazil, Russia, India, China), but they overlook significant ethnic markets within the United States. For example, the combined African-American and Hispanic... View Details
Keywords: Management Style; Ethnicity; Sales; Business Growth and Maturation; Marketing Communications; Business Plan; Emerging Markets; Debates; Business Strategy; Growth and Development; Growth and Development Strategy; United States
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  • 2009
  • Article

India Transformed: Insights from the Firm Level 1988–2007

By: Laura Alfaro and Anusha Chari
Using firm-level data, this paper analyzes the transformation of India's economic structure following the implementation of economic reforms. The focus of the study is on publicly listed and unlisted firms from across a wide spectrum of manufacturing and services... View Details
Keywords: Financial Statements; Management Analysis, Tools, and Techniques; Transformation; Economics; Ownership; Assets; Sales; Profit; Stock Shares; Private Sector; Investment Return; Manufacturing Industry; Service Industry; India
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  • 12 Nov 2013
  • First Look

First Look: November 12

product range and a broad customer base. Kvadrat's internal organization had grown and transformed to support this larger business. Now Kvadrat's management team was focused on a number of key initiatives: expansion into Asia, improved... View Details
Keywords: Sean Silverthorne
  • 27 May 2020
  • Research & Ideas

What South Korea Teaches the World About Fighting COVID

the Author Doug J. Chung is the MBA Class of 1962 Associate Professor of Business Administration at Harvard Business School. He teaches Sales Management & Strategy in the second year MBA Elective... View Details
Keywords: by Doug J. Chung; Health
  • 23 Aug 2010
  • Research & Ideas

The Drive to Acquire’s Impact on Globalization

reward their own drives." Inspired by the writings and insights of Charles Darwin, specifically his 1871 masterwork The Descent of Man, Lawrence's new book, Driven to Lead: Good, Bad, and Misguided Leadership, offers managers an... View Details
Keywords: by Paul R. Lawrence
  • November 1992 (Revised May 1993)
  • Case

American Mobile Satellite Corporation

By: Frank V. Cespedes and Laura Goode
American Mobile Satellite Corp. (AMSC) has a license to provide wireless mobile communications via satellite throughout the United States and 200 miles of coastal waters. The first satellite launch is scheduled for 1994 and, in the interim, AMSC is providing limited... View Details
Keywords: Wireless Technology; Decisions; Distribution Channels; Marketing Strategy; Product Development; Sales; Emerging Markets; Resource Allocation; Performance Capacity; Communications Industry; Information Technology Industry; United States
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  • 25 Jul 2017
  • First Look

First Look at New Research and Ideas: July 25, 2017

(E) Supplements the (A) case. Designed as an in-class handout. Purchase this case: https://cb.hbsp.harvard.edu/cbmp/product/117017-PDF-ENG Harvard Business School Case 717-488 Cotopaxi: Managing Growth for Good Cotopaxi, an innovative... View Details
Keywords: Carmen Nobel
  • 22 Feb 2016
  • Research & Ideas

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

was beginning to take hold in the 1920s. Chains and department stores opened across America, using volume sales to offer lower prices on a variety of goods. Gleason encountered competition from these chain stores as well as “pineboards,”... View Details
Keywords: by Dina Gerdeman; Retail; Health; Legal Services
  • September 2013
  • Case

SafeBlend Fracturing

By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
The CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the last two years, SafeBlend has been the sole provider of... View Details
Keywords: Information Technology; Customer Relationship Management; Price; Negotiation; Competitive Advantage; Environmental Sustainability; Energy Sources; Sales; Energy Industry
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  • 03 Mar 2014
  • HBS Case

Decommoditizing the Canned Tomato

sales growing from 11 million in 1995 to 185 million in 2011. And it offers important insights on supply chain management, innovation, and risk-taking. But it also provides lessons to anyone selling a commodity—after all is said and done... View Details
Keywords: by Maggie Starvish; Agriculture & Agribusiness; Food & Beverage; Retail
  • 07 Apr 2003
  • Research & Ideas

XTV: Xerox’s Attempted Recovery From “Fumbling the Future”

its critics within Xerox. One senior research manager felt that Documentum had "stolen" some of PARC's best work. He believed that much of Documentum's success had been achieved through sales to... View Details
Keywords: by Henry Chesbrough
  • 14 Nov 2007
  • Research & Ideas

Growing CEOs from the Inside

who somehow have maintained enough detachment from the local traditions, ideologies, and shibboleths that they have retained the objectivity of an outsider," Bower writes. Think Anne Mulcahy, CEO of Xerox, who started out as a sales... View Details
Keywords: by Sean Silverthorne; Employment
  • 08 Jul 2008
  • First Look

First Look: July 8, 2008

number of product unit sales needed, as two examples. The fictitious case protagonist, a business development manager at a leading money management firm, is looking to launch... View Details
Keywords: Martha Lagace
  • 01 Oct 2020
  • What Do You Think?

Are CEOs the Wrong Leaders for Stakeholder Capitalism?

of distribution (more transparency across multiple organizations in inventory management, lower inventory to sales ratios, fewer stockouts, etc.). Just as important was the question of who could lead the effort. Not surprisingly, it came... View Details
Keywords: by James Heskett
  • 03 Nov 2003
  • Research & Ideas

Making Money Making Movies

10 percent, in these early weeks. Q: Do your findings have implications for the video market? A: The video window, particularly DVD sales in recent years, has developed into a significant additional source of revenue for movie studios.... View Details
Keywords: by Manda Salls; Entertainment & Recreation; Motion Pictures & Video
  • 21 Feb 2017
  • First Look

First Look at New Research: February 21

executives, middle managers, and sales people from companies across a variety of industries. The survey focused on questions about how well their companies’ strategies informed six critical elements of their View Details
Keywords: Carmen Nobel

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