Publications
Publications
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- All HBS Web
(9,983)
- Faculty Publications (1,991)
- December 1999 (Revised March 2002)
- Case
Hunter Business Group: TeamTBA
By: Das Narayandas and Elizabeth R. Caputo
The Hunter Business Group (HBG), a direct marketing consulting firm specializing in reorganizing the sales and marketing efforts of industrial firms, uses integrated customer contact technologies (including field sales, telephone, and mail) as a means of... View Details
- November 1999 (Revised June 2000)
- Case
FairMarket: Managing Business Development
By: William A. Sahlman, Michael J. Roberts and Cathy Taylor
Describes the evolution of FairMarket, a provider of turnkey auction services to community and merchant Web sites. Describes several deals that the CEO must negotiate, requiring a view of the company's valuation. View Details
- November 1999 (Revised March 2003)
- Case
Webvan: Groceries on the Internet
By: John A. Deighton and Kayla Bakshi
What are the prospects for grocery shopping on the Web? This case invites a comparison of seven business models, with particular emphasis on Webvan. Why does the investment community value Webvan at $7.8 billion after less than six months of operating experience, and... View Details
- November 1999
- Case
net.Genesis, Inc.
By: Robert J. Dolan, Rajiv Lal and Perry Fagan
Net.Genesis is planning a strategy for the developing Internet market. In particular, it is creating the category of e-business intelligence and striving to be the brand leader in it. View Details
- November 1999 (Revised June 2006)
- Case
DLJdirect: "Putting Our Reputation Online"
By: Thomas R. Eisenmann and Gillian Morris
Online broker DLJdirect faced two decisions during the fall of 1999: what customer segments should it target and how much should it spend on marketing? Unlike its competitors, who focused either on day traders or more mainstream investors, DLJdirect differentiated its... View Details
- November 1999 (Revised June 2000)
- Case
VerticalNet (www.verticalnet.com)
By: Das Narayandas
VerticalNet, a leading creator of targeted business-to-business vertical trade communities on the Internet, is trying to expand its model to facilitate e-commerce. Mark Walsh, the CEO of VerticalNet, has to decide how far he can extend the firm's business model without... View Details
- November – December 1998
- Article
Clusters and the New Economics of Competition
This article explains how clusters foster high levels of productivity and innovation and lays out the implications for competitive strategy and economic policy. Economic geography in an era of global competition poses a paradox. In theory, location should no longer be... View Details
- October 1999 (Revised March 2000)
- Case
HP Consumer Products Business Organization: Distributing Printers via the Internet
By: Rajiv Lal, Kirthi Kalyanam, Shelby Mc Intyre and Edie Prescott
In spring 1998, Pradeep Jotwani, vice president and general manager of the Consumer Products Business Organization of the Hewlett-Packard Co. (HP), was contemplating the increasing success of e-commerce and its implications for his division. The consumer products group... View Details
- October 1999
- Case
CIBC Corporate and Investment Banking (B): 1992-1997
By: Joseph L. Bower and Michael Raynor
From 1992 to 1997, CIBC CEO Al Flood and head of investment banking John Hunkin integrate the struggling investment bank, Wood Gundy, with CIBC's corporate bank. The impact and interaction of organization design, compensation schemes, and communication initiatives are... View Details
- September 1999
- Case
CIBC Corporate and Investment Banking (B): 1992-1997 (Condensed)
By: Joseph L. Bower and Michael Raynor
From 1992 to 1997, CIBC CEO Al Flood and head of investment banking John Hunkin integrate the struggling investment bank Wood Gundy with CIBC's corporate bank. The impact and interaction of organization design, compensation schemes, and communication initiatives are... View Details
- September 1999 (Revised June 2001)
- Case
eBay, Inc.
By: Stephen P. Bradley and Kelley Porter
eBay was the world's largest and most popular person-to-person trading community on the Internet. In early 1999, the company was doing very well and seemed to have solved many of its early problems. However, on March 30, 1999, Amazon.com announced that it was entering... View Details
- September 1999
- Background Note
Revolution in the Communications Switching Industry
By: Jay O. Light, Lynda M. Applegate and Daniel J. Green
As data packet switches threatened the voice circuit switch industry in 1999, major switch and router vendors began paying high premiums to acquire venture-backed switch companies. This note explains what a switch is and suggests why large vendors might be so anxious... View Details
- September 1999
- Background Note
Learning from Projects: Note on Conducting a Postmortem Analysis
By: Stefan H. Thomke and Steven Sinofsky
Describes how firms can learn from projects through postmortem analysis. Focuses on the step-by-step process of preparing and running a postmortem meeting as it is done at Microsoft and other software developers. View Details
- September 1999 (Revised February 2004)
- Case
WebSpective Software, Inc. (A)
By: Michael J. Roberts, Joseph B. Lassiter III, John T. Gourville and Sun Ming Wong
Describes the situation at WebSpective, a software company that develops products to help companies manage the network of servers that support their Websites. Describes the use of "concept engineering" tools to interview customers, determine their needs and the... View Details
Keywords: Entrepreneurship; Management Practices and Processes; Customers; Customer Focus and Relationships; Communication Intention and Meaning; Product Development; Product Marketing; Management Analysis, Tools, and Techniques; Customer Satisfaction; Marketing Strategy; Information Technology Industry
- August 1999 (Revised May 2000)
- Case
E Ink
By: Teresa M. Amabile and Susan Archambault
E Ink is a high-technology start-up attempting to revolutionize print communication through electronic ink displays. The founders and top managers of this two-year-old firm are striving to translate a technological breakthrough into a working prototype, move from... View Details
- August 1999
- Case
Leaving
By: David A. Thomas
A company supervisor listens to an employee, an African American woman, announce she is leaving the company and tries to understand the situation. View Details
- June 1999
- Case
Major League Baseball--1999
By: Stephen A. Greyser and Elizabeth (Lisa) Smyth
Major League Baseball (MLB) has experienced a very positive 1998 season and must assess its situation and consider new initiatives for 1999. The latter include building, a fan base, television coverage, etc. View Details
- June 1999 (Revised August 2004)
- Case
The National Hockey League's New Television Contract for 2004 and Beyond
By: Stephen A. Greyser and Elizabeth (Lisa) Smyth
The National Hockey League (NHL) has negotiated a new television contract at record rights-fee levels for hockey. The NHL will be shifting its principal television partner from Fox to ESPN/ABC. Students are asked to analyze the current and future contracts in terms of... View Details
- June 1999
- Supplement
Adesemi Communications International: African Communications Group
By: John A. Deighton and Anita M. McGahan
Presents a May 1999 interview with CEO Monique Maddy and CFO Lome Lague that updates the case and describes plans for the future. View Details