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  • April 2022
  • Teaching Note

Tempur Sealy International (A, B & C)

By: Benjamin C. Esty and Daniel Fisher
Teaching Note for HBS Case Nos. 718-422, 718-423, and 718-424. The cases explore the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms... View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Distribution Industry; Distribution Industry; Distribution Industry; Distribution Industry; United States; South Africa
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Esty, Benjamin C., and Daniel Fisher. "Tempur Sealy International (A, B & C)." Harvard Business School Teaching Note 722-456, April 2022.
  • June 2013
  • Supplement

Montague Corporation: Unfolding the Future in Cycling (Spreadsheet Supplement)

By: Jim Sharpe
This is the Spreadsheet Supplement for Montague Corporation: Unfolding the Future in Cycling (Case #808087). Includes Exhibit 3, Exhibit 5, Exhibit 6, and Exhibit 8. View Details
Keywords: Entrepreneurs; Consumer Products; Innovation & Entrepreneurship; Innovation; General Managers; Growth; Growth Management; International; Consumer Behavior; Marketing Channels; Founding; Channels Of Distribution; Bicycles; Entrepreneurship; Marketing; Leadership; Bicycle Industry; United States
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Sharpe, Jim. "Montague Corporation: Unfolding the Future in Cycling (Spreadsheet Supplement)." Harvard Business School Spreadsheet Supplement 813-713, June 2013.
  • December 1982 (Revised September 2015)
  • Case

Halloran Metals

By: Roy Shapiro
Two competitors in the Northeast steel service center industry have made very different choices with regards to logistics and operating strategy. One distributes from a large central location; the other operates seven widely scattered warehouses. Students can diagnose... View Details
Keywords: Logistics; Business Strategy; Competitive Strategy; Business Cycles; Decision Choices and Conditions; Metals and Minerals; Supply Chain; Steel Industry; United States
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Shapiro, Roy. "Halloran Metals." Harvard Business School Case 683-062, December 1982. (Revised September 2015.)
  • April 2010 (Revised June 2011)
  • Background Note

Television Competes for a Digital Audience

By: Stephen P. Bradley and Nancy Bartlett
In the face of major disruption in the industry television networks have sought new revenue sources, implemented cost-cutting measures and strategized on ways to monetize online access to content. Programming changes, new advertising strategies, and deals via online... View Details
Keywords: Television Entertainment; Marketing Strategy; Media and Broadcasting Industry
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Bradley, Stephen P., and Nancy Bartlett. "Television Competes for a Digital Audience." Harvard Business School Background Note 710-476, April 2010. (Revised June 2011.)
  • Other Article

Online Discounting: Who is Leading the Race to the Bottom?

By: Ayelet Israeli, Eric Anderson and Anne Coughlan
A short review of the finidings in: Israeli, Ayelet, Eric Anderson, and Anne Coughlan. "Minimum Advertised Pricing: Patterns of Violation in Competitive Retail Markets." Marketing Science 35, no. 4 (July–August 2016): 539–564. View Details
Keywords: Pricing; Price Policies; Pricing Policies; Discounting; Retailing; Retailing Industry; Minimum Advertised Price; Ecommerce; E-Commerce Strategy; Price; Distribution Channels; Distribution; Digital Marketing; E-commerce; Retail Industry; Retail Industry; Retail Industry; United States
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Israeli, Ayelet, Eric Anderson, and Anne Coughlan. "Online Discounting: Who is Leading the Race to the Bottom?" Harvard Business Review 94, no. 3 (March 2016): 24–24. (Idea Watch.)
  • 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
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Bradley, Stephen P., Christina Akers, and Howard Reitz. "CDNow (A)." Harvard Business School Case 701-046, October 2000.
  • 2021
  • Working Paper

Digital Labor Market Inequality and the Decline of IT Exceptionalism

By: Ruiqing Cao and Shane Greenstein
Several decades of expansion in digital communications, web commerce, and online distribution have altered regional IT labor market returns in the United States. IT occupations experienced similar wage growth as STEM occupations involving IT-related work activities,... View Details
Keywords: Information Technology; Labor; Wages; Equality and Inequality
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Cao, Ruiqing, and Shane Greenstein. "Digital Labor Market Inequality and the Decline of IT Exceptionalism." Harvard Business School Working Paper, No. 21-019, August 2020. (Revised January 2021. NBER Working Paper Series, No. 21-015, August 2020)
  • September 1981 (Revised April 1984)
  • Case

Great American Knitting Mills: Gold Toe Socks

Gold Toe has an exclusive distribution policy. Its men's socks are sold only through one department store per city. Executives are trying to decide whether, and how, to widen distribution and to determine what impact broader distribution would have on the nature of the... View Details
Keywords: Competitive Strategy; Distribution Channels; Brands and Branding; Manufacturing Industry; Manufacturing Industry; United States
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Marshall, Cheri T. "Great American Knitting Mills: Gold Toe Socks." Harvard Business School Case 581-144, September 1981. (Revised April 1984.)
  • Article

Deregulation, Misallocation, and Size: Evidence from India

By: Laura Alfaro and Anusha Chari
This paper examines the impact of the deregulation of compulsory industrial licensing in India on firm size dynamics and reallocation of resources within industries. Following deregulation, resource misallocation declines, and the left-hand tail of the firm size... View Details
Keywords: Business Ventures; Size; Emerging Markets; Supply and Industry; Manufacturing Industry; India
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Alfaro, Laura, and Anusha Chari. "Deregulation, Misallocation, and Size: Evidence from India." Journal of Law & Economics 57, no. 4 (November 2014): 897–936. (Revised February 2014.)
  • February 1986 (Revised September 2011)
  • Case

Donna Dubinsky and Apple Computer, Inc. (A)

Describes a major conflict within Apple Computer in 1985 over control of product distribution. The founder and chairman, Steve Jobs, proposed a new distribution process which would transfer many responsibilities away from distribution manager, Donna Dubinsky. Dubinsky... View Details
Keywords: Management Teams; Conflict and Resolution; Computer Industry; United States
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Jick, Todd D., and Mary C. Gentile. "Donna Dubinsky and Apple Computer, Inc. (A)." Harvard Business School Case 486-083, February 1986. (Revised September 2011.)
  • October 1990 (Revised March 1998)
  • Case

De Beers Consolidated Mines Ltd. (A)

Describes the problems facing De Beers at the start of 1983. De Beers had, since its formation in 1888, exercised a large measure of control over the world supply of diamonds. In 1983, the company itself mined over 40% of the world's natural diamonds and, through... View Details
Keywords: Industry Structures; Crisis Management; Business Strategy; Mining; Mining Industry
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Ghemawat, Pankaj. "De Beers Consolidated Mines Ltd. (A)." Harvard Business School Case 391-076, October 1990. (Revised March 1998.)
  • January 1998 (Revised September 1998)
  • Case

Staples (A)

By: Myra M. Hart, Marco Iansiti and Barbara Feinberg
Chronicles development of a new business concept. Starts with Stemberg's search for a new employment opportunity, then provides details of his decision to launch a new venture concept through careful matching of personal capabilities and experience against a variety of... View Details
Keywords: Marketing; Personal Development and Career; Entrepreneurship; Management Skills; Retail Industry
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Hart, Myra M., Marco Iansiti, and Barbara Feinberg. "Staples (A)." Harvard Business School Case 898-157, January 1998. (Revised September 1998.)
  • October 2001 (Revised April 2002)
  • Case

Calgene, Inc.

By: Ray A. Goldberg and John T. Gourville
In 1993, Calgene is on the verge of introducing the world's first genetically engineered plant product--a tomato will taste better and stay fresh longer. At the same time, it is using biotechnology to produce improved plant products for the cottonseed and the... View Details
Keywords: Information Technology; Marketing Strategy; Market Entry and Exit; Product Launch; Innovation Strategy; Social Issues; Production; Problems and Challenges; Biotechnology Industry; Biotechnology Industry
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Goldberg, Ray A., and John T. Gourville. "Calgene, Inc." Harvard Business School Case 502-041, October 2001. (Revised April 2002.)
  • October 1986 (Revised November 1989)
  • Case

Becton Dickinson & Co.: VACUTAINER Systems Division

By: Frank V. Cespedes
Concerns negotiations between managers of Becton Dickinson's (BD) VACUTAINER division (which manufactures and sells blood collection products) and managers of a large hospital buying group. Recent changes in the health care industry are the background for the... View Details
Keywords: Distribution; Negotiation Participants; Negotiation Process; Price; Sales; Manufacturing Industry; Manufacturing Industry; Manufacturing Industry; United States
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Cespedes, Frank V. "Becton Dickinson & Co.: VACUTAINER Systems Division." Harvard Business School Case 587-085, October 1986. (Revised November 1989.)
  • March 2013 (Revised April 2014)
  • Case

Barnes & Noble: Managing the E-Book Revolution

By: Alan MacCormack, Brian Kimball Dunn and Chris F. Kemerer
The case describes competition in the market for E-Books, and Barnes & Noble's Strategy in this industry. As a traditional retailer, B&N was challenged by the introduction of digital technologies that allow books to be published, distributed and sold to consumers... View Details
Keywords: Innovation; Technology Strategy; Platform Competition; Innovation Strategy; Information Technology; Product Development; Digital Platforms; Standards; Disruptive Innovation; Retail Industry; Retail Industry; North America
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MacCormack, Alan, Brian Kimball Dunn, and Chris F. Kemerer. "Barnes & Noble: Managing the E-Book Revolution." Harvard Business School Case 613-073, March 2013. (Revised April 2014.)
  • April 2009 (Revised June 2010)
  • Case

Supply Chain Partners: Virginia Mason and Owens & Minor (A)

By: V.G. Narayanan and Lisa Brem
Virginia Mason Medical Center (VM) hired Owens & Minor (O&M) as its alpha vendor for medical/surgical supplies in 2004. By 2005, O&M was performing Just-in-Time and Low Unit of Measure services for VM, but they believed the pricing model in the industry was outdated.... View Details
Keywords: Activity Based Costing and Management; Price; Distribution; Supply Chain Management; Medical Devices and Supplies Industry
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Narayanan, V.G., and Lisa Brem. "Supply Chain Partners: Virginia Mason and Owens & Minor (A)." Harvard Business School Case 109-076, April 2009. (Revised June 2010.)
  • Research Summary

Deregulation, Misallocation, and Size: Evidence from India

By: Laura Alfaro
This paper examines the impact of the deregulation of compulsory industrial licensing in India on firm size dynamics and reallocation of resources within industries. Following deregulation, resource misallocation declines, and the left-hand tail of the firm size... View Details
  • May 2011 (Revised July 2015)
  • Case

Ford Motor Company: Strengthening the Dealer Network

By: V. Kasturi Rangan, Katharine Lee and Marie Bell
The case describes a five-year effort (2006-2011) of distribution rationalization and consolidation at Ford. The financial crisis in the second-half of 2008 forced GM and Chrysler into bankruptcy. Having completed the distribution overhaul work by 2011, its senior... View Details
Keywords: Strategy; Product; Distribution; Consolidation; Distribution Channels; Transformation; Business Processes; Auto Industry
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Rangan, V. Kasturi, Katharine Lee, and Marie Bell. "Ford Motor Company: Strengthening the Dealer Network." Harvard Business School Case 511-132, May 2011. (Revised July 2015.)
  • April 2010 (Revised November 2011)
  • Case

Soren Chemical: Why Is the New Swimming Pool Product Sinking?

By: V. Kasturi Rangan and Sunru Yong
Topics include distribution channels, pricing, and new product marketing. Jen Moritz, the marketing manager for Soren Chemical Co. is struggling with the poor sales performance of Coracle, a new clarifier for residential swimming pools. The performance is puzzling... View Details
Keywords: Marketing Mix; New Product Marketing; Pricing; Branding; Price; Marketing Strategy; Marketing Channels; Product Launch; Brands and Branding; Communication Strategy; Chemical Industry
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Rangan, V. Kasturi, and Sunru Yong. "Soren Chemical: Why Is the New Swimming Pool Product Sinking?" Harvard Business School Brief Case 104-188, April 2010. (Revised November 2011.)
  • December 2019 (Revised February 2024)
  • Teaching Note

Ripple: The Business of Crypto and Ripple 2023

By: David B. Yoffie
The case explores Ripple CEO Brad Garlinghouse’s mission to disrupt the global payments industry by leveraging the cryptocurrency XRP. Students will learn about Bitcoin and the blockchain industry, as well as Ripple’s unique crypto business model. The case provides an... View Details
Keywords: Payment Systems; Cryptocurrency; Bitcoin; Blockchain; Fintech; Business Startups; Business Model; Disruption; Strategy
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Yoffie, David B. "Ripple: The Business of Crypto and Ripple 2023." Harvard Business School Teaching Note 720-418, December 2019. (Revised February 2024.)
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