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- Faculty Publications (325)
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- All HBS Web (538)
- Faculty Publications (325)
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- October 1991 (Revised August 2000)
- Case
Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)
By: V. Kasturi Rangan and Frank V. Cespedes
Becton Dickinson, a phenomenally successful company with an 80% market share in the blood collection needles and syringes market faces a change in the customer buying environment (cost containment pressures at hospitals). This forces a reevaluation of the company's... View Details
Keywords: Business Divisions; Customer Satisfaction; Demand and Consumers; Market Participation; Distribution Channels; Success; Corporate Strategy; Value Creation; Health Industry
Rangan, V. Kasturi, and Frank V. Cespedes. "Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)." Harvard Business School Case 592-037, October 1991. (Revised August 2000.)
- April 1982 (Revised June 1993)
- Case
Hart Schaffner & Marx: The Market for Separately Ticketed Suits
Calls for a decision on whether Hart Schaffner & Marx, the nation's leading manufacturer of high quality, branded suits, should expand its product line by marketing suits that are separately ticketed (i.e., the coat, vest, and slacks are sold from individual hangers... View Details
Keywords: Advertising; Decisions; Price; Markets; Distribution Channels; Production; Mathematical Methods; Competitive Strategy; Apparel and Accessories Industry
Tedlow, Richard S. "Hart Schaffner & Marx: The Market for Separately Ticketed Suits." Harvard Business School Case 582-134, April 1982. (Revised June 1993.)
- September 2020
- Case
Drinkworks: Home Bar by Keurig
By: Sunil Gupta, Jonathan Levav and Julia Kelley
In the summer of 2018, Drinkworks CEO Nathaniel Davis needed to make a number of go-to-market decisions ahead of his company’s upcoming product launch. Formed through a joint venture between Keurig Dr. Pepper and Anheuser-Busch InBev, Drinkworks had developed an... View Details
Keywords: Marketing; Marketing Strategy; Product Marketing; Product Launch; Product Positioning; Markets; Bids and Bidding; Demand and Consumers; Consumer Behavior; Market Design; Distribution; Distribution Channels; Product; Product Design; Product Development; Business Model; Customers; Customer Value and Value Chain; Decision Making; Decisions; Goods and Commodities; Innovation and Invention; Technological Innovation; Business or Company Management; Growth and Development Strategy; Research; Research and Development; Strategy; Adoption; Competitive Advantage; Segmentation; Information Technology; Information Infrastructure; Value; Value Creation; Food and Beverage Industry; Consumer Products Industry; North and Central America; United States
Gupta, Sunil, Jonathan Levav, and Julia Kelley. "Drinkworks: Home Bar by Keurig." Harvard Business School Case 521-010, September 2020.
- 31 Aug 2007
- Working Paper Summaries
Exclusivity and Control
- May 2007
- Article
Capital Flows and Capital Goods
By: Laura Alfaro and Eliza Hammel
Studying the relation between equity market liberalization and imports of capital goods, we examine one channel through which international financial integration can promote growth. For the period 1980–1997, we find that after controlling for other policies and... View Details
Keywords: Cash Flow; Equity; Financial Markets; Economy; Distribution Channels; Machinery and Machining; Capital
Alfaro, Laura, and Eliza Hammel. "Capital Flows and Capital Goods." Journal of International Economics 72, no. 1 (May 2007): 128–150. (Link to working paper version.)
- October 2000
- Case
CDNow (A)
By: Stephen P. Bradley, Christina Akers and Howard Reitz
With CDnow's acquisition of N2K's Music Boulevard web site, this case deals with capturing value in the music industry with online sales. CDnow has the advantage of being one of the exclusive music online retailers on AOL but faces fierce competition from Amazon.com.... View Details
Keywords: Marketing Strategy; Distribution Channels; Competition; Competitive Strategy; Value Creation
Bradley, Stephen P., Christina Akers, and Howard Reitz. "CDNow (A)." Harvard Business School Case 701-046, October 2000.
- May 2009
- Case
Ceres Gardening Company: Funding Growth in Organic Products
By: John H. McArthur and Sunru Yong
Ceres is a leading player in the growing organic gardening industry, selling seeds, small plants, and related items. Their distribution depends heavily on retail sales through independent nurseries and garden centers. Because these small dealers are unable to finance... View Details
Keywords: Accounting Procedures; Marketing; Business Growth; Plant-Based Agribusiness; Marketing Strategy; Expansion; Business Growth and Maturation; Marketing Channels; Credit; Financial Statements; Sales; Retail Industry; Agriculture and Agribusiness Industry
McArthur, John H., and Sunru Yong. "Ceres Gardening Company: Funding Growth in Organic Products." Harvard Business School Brief Case 094-017, May 2009.
- June 2014
- Teaching Note
Google Glass
By: Thomas Eisenmann
In early 2014, business development executives at Google were formulating a distribution strategy for Glass, a wearable computer that projected information on a display viewable with an upward glance. Options, which were not mutually exclusive, included 1) continuing... View Details
- November 2019 (Revised April 2020)
- Case
Away: Scaling a DTC Travel Brand
By: Jill Avery and Joseph B. Fuller
Away, a direct-to-consumer, digital native e-commerce seller of travel luggage, is debating how to invest its latest round of venture funding. How quickly could and should Away scale and what were the most promising growth trajectories to maximize its potential? Three... View Details
Keywords: Brand Management; DTC; Brand Extension; Lifestyle Brand; Customer Segmentation; Retailing; Scaling And Growth; Startup; Brands and Branding; Marketing; Marketing Strategy; Marketing Channels; Entrepreneurship; Venture Capital; Consumer Behavior; Growth and Development Strategy; Business Startups; E-commerce; Consumer Products Industry; Travel Industry; United States; North America
Avery, Jill, and Joseph B. Fuller. "Away: Scaling a DTC Travel Brand." Harvard Business School Case 520-051, November 2019. (Revised April 2020.)
- Research Summary
International Financial Integration and Entrepreneurship (joint with Andrew Charlton)
By: Laura Alfaro
We explore the relation between international financial integration and the level of entrepreneurial activity in a country. Researchers have stressed the role of new firm activity and economic dynamism on growth. Yet, the empirical effects of international capital... View Details
- July 2000 (Revised September 2005)
- Case
BMG Entertainment
By: Jan W. Rivkin and Gerrit Meier
As dramatic changes in technology and customer tastes roil the music industry, the top executives of BMG Entertainment, one of the world's largest record companies, must decide how to organize for digital distribution of music. This case includes a brief history of the... View Details
Keywords: Risk and Uncertainty; Competitive Strategy; Distribution Channels; Organizational Structure; Technological Innovation; Industry Structures; Customer Focus and Relationships; Growth and Development Strategy; Information Technology; Music Industry; Entertainment and Recreation Industry
Rivkin, Jan W., and Gerrit Meier. "BMG Entertainment." Harvard Business School Case 701-003, July 2000. (Revised September 2005.)
- December 1999 (Revised February 2001)
- Case
CVS: The Web Strategy
By: John A. Deighton and Anjali C. Shah
How should America's second-largest pharmacy chain respond to the challenge from online drugstores? What threat does the web pose to bricks and mortar distribution of prescription drugs and the other items that make up 50% of a drugstore's sales? This case describes... View Details
Keywords: Leveraged Buyouts; Marketing Channels; Distribution Channels; Service Operations; Corporate Strategy; Pharmaceutical Industry; Web Services Industry
Deighton, John A., and Anjali C. Shah. "CVS: The Web Strategy." Harvard Business School Case 500-008, December 1999. (Revised February 2001.) (request a courtesy copy.)
- September 2019
- Case
JTC: Stronger Together with Shared Ownership
By: Ethan Bernstein and Daniela Beyersdorfer
Nigel Le Quesne, CEO of Jersey-based financial services firm JTC, firmly believed that "shared ownership" was at the heart of his company’s successful track record. The firm had seen its revenues, profits, and number of clients and staff grow steadily throughout its... View Details
Keywords: Ownership; Employee Ownership; Leadership Style; Compensation and Benefits; Organizational Culture; Employee Stock Ownership Plan; Going Public; Mission and Purpose; Management Practices and Processes; Human Resources; Financial Services Industry; Channel Islands; Europe; United States
Bernstein, Ethan, and Daniela Beyersdorfer. "JTC: Stronger Together with Shared Ownership." Harvard Business School Case 420-008, September 2019.
- April 2014 (Revised June 2014)
- Case
Google Glass
By: Thomas Eisenmann, Lauren Barley and Liz Kind
In early 2014, business development executives at Google were formulating a distribution strategy for Glass, a wearable computer that projected information on a display viewable with an upward glance. Options, which were not mutually exclusive, included 1) continuing... View Details
Keywords: Entrepreneurship; Technological Innovation; Distribution Channels; Strategy; Partners and Partnerships; Technology Adoption
Eisenmann, Thomas, Lauren Barley, and Liz Kind. "Google Glass." Harvard Business School Case 814-102, April 2014. (Revised June 2014.)
- 16 Apr 2007
- Research & Ideas
Delivering the Digital Goods: iTunes vs. Peer-to-Peer
models of other industry participants with which they interact. Business models built with consideration only of how they work in isolation of those of other players will often exhibit poor performance. How well iTunes works as a channel... View Details
- March 1990 (Revised October 1999)
- Case
Mary Kay Cosmetics: Sales Force Incentives (A)
By: Robert L. Simons and Hilary Weston
Describes the incentive system by which Mary Kay Cosmetics motivates the sales force of 200,000 independent agents who comprise the firm's only distribution channel. Illustrates the powerful effect on sales-force behavior that results when creative types of employee... View Details
Keywords: Motivation and Incentives; Cost Management; Salesforce Management; Distribution Channels; Beauty and Cosmetics Industry; United States
Simons, Robert L., and Hilary Weston. "Mary Kay Cosmetics: Sales Force Incentives (A)." Harvard Business School Case 190-103, March 1990. (Revised October 1999.)
- September 1991 (Revised September 2010)
- Case
Dore-Dore
By: Janice H. Hammond and Audris Wong
Dore-Dore, a French manufacturer of socks and children's knitwear, has just converted a portion of its knitwear operations to a flexible modular system to allow faster response and greater flexibility. The case provides an opportunity to assess the changes in knitwear... View Details
Keywords: Order Taking and Fulfillment; Logistics; Production; Performance Productivity; Apparel and Accessories Industry; France
Hammond, Janice H., and Audris Wong. "Dore-Dore." Harvard Business School Case 692-028, September 1991. (Revised September 2010.)
- March 2004 (Revised September 2005)
- Case
RealNetworks Rhapsody
By: Thomas R. Eisenmann and Steven Carpenter
Examines RealNetwork's (Real's) strategy for the rapidly emerging online music market. In contrast to rivals who sell individual copies of songs, Real offers online music on a subscription basis. For a $10 monthly fee, subscribers to Real's Rhapsody service have... View Details
Keywords: Internet and the Web; Competitive Advantage; Distribution Channels; Music Entertainment; Ownership; Service Industry; Retail Industry; Music Industry
Eisenmann, Thomas R., and Steven Carpenter. "RealNetworks Rhapsody." Harvard Business School Case 804-142, March 2004. (Revised September 2005.)
- March 2018 (Revised March 2018)
- Teaching Note
OpenInvest
By: Boris Vallee and Caitlin Reimers Brumme
Founded by a team of hedge fund and NGO alumni, OpenInvest launched its platform in 2015 to enable retail investors to tailor their portfolio to their personal values in an automated way, for instance by screening out weapon manufacturers stocks or overweighting LGBTQ... View Details
- April 1989 (Revised March 1990)
- Case
Burlington Northern (B)
Describes the experiences of a seasoned Burlington Northern (BN) sales representative after the introduction of ShipSmart, a decision support system developed by the BN to help its employees and customers analyze logistics problems. After a brief description of a... View Details
Keywords: Change Management; Expansion; Rail Transportation; Logistics; Distribution Channels; Truck Transportation; Innovation and Invention; Sales; Rail Industry; United States
Hammond, Janice H. "Burlington Northern (B)." Harvard Business School Case 689-083, April 1989. (Revised March 1990.)