Publications
Publications
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- All HBS Web
(1,079)
- Faculty Publications (164)
- 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
- March 1990 (Revised March 1992)
- Supplement
Mary Kay Cosmetics: Sales Force Incentives (B)
By: Robert L. Simons
Details the changes made to the VIP automobile plan. View Details
- January 1989
- Supplement
Bella Beauty Products, Inc. (G), Supplement
Keywords: Beauty and Cosmetics Industry
- January 1989 (Revised February 1989)
- Case
Bella Beauty Products, Inc. (G)
Keywords: Beauty and Cosmetics Industry
- October 1988 (Revised February 1990)
- Case
Bella Beauty Products, Inc. (F)
Keywords: Beauty and Cosmetics Industry
- September 1988 (Revised April 1991)
- Case
Bella Beauty Products, Inc. (C)
Keywords: Beauty and Cosmetics Industry
- September 1988
- Supplement
Bella Beauty Products, Inc. (C), Assignment Sheet
Keywords: Beauty and Cosmetics Industry
- January 1988 (Revised July 1989)
- Case
Bella Beauty Products, Inc. (A)
Keywords: Beauty and Cosmetics Industry
- January 1988 (Revised February 1990)
- Case
Bella Beauty Products, Inc. (B)
Keywords: Beauty and Cosmetics Industry
- January 1983 (Revised June 1985)
- Case
Mary Kay Cosmetics, Inc.: Marketing Communications
By: John A. Quelch
Marketing executives at the company are considering the merits of a variety of communications programs designed to increase the effectiveness of the company's sales force of beauty consultants. View Details
- July 1981 (Revised December 1984)
- Case
American Distilling Co. (A)
- July 1981 (Revised December 1984)
- Case
American Distilling Co. (B)
- May 1981 (Revised December 1992)
- Case
Chesebrough-Pond's, Inc.: Vaseline Petroleum Jelly
By: John A. Quelch
The product manager for Vaseline Petroleum Jelly has to prepare the 1978 brand budget and determine expenditure levels for advertising, trade promotion, and consumer promotion. View Details
- May 1981 (Revised May 1985)
- Case
MEM Co., Inc.
By: John A. Quelch
The President of MEM Co., Inc. is assessing the proposed introduction of a new line of men's toiletries. He also must determine the best distribution channels and the size of the product's advertising budget. View Details
- January 1981
- Case
Mary Kay Cosmetics, Inc.
By: John P. Kotter
Introduces the student to Mary Kay Cosmetics, Inc., its business, its strategy, and its organization. Provides the necessary background for understanding the contributions of Mary Kay Ash, the company's founder and chairman. View Details
- July 1977 (Revised February 1978)
- Case
Rose Milk
- October 1974 (Revised June 1981)
- Case
Clairol, Inc.: Appliance Division
- Research Summary
Evolution of the Global Beauty Industry
This research examines the global beauty industry, which includes cosmetics, deodorants, fragrances, hair care, oral hygiene and skin care. Today global sales of cosmetics and toiletries are in excess of U.S. $380 billion. This research examines the growth of this... View Details