Publications

Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal... View Details

February 2003 (Revised February 2009)
Case

Yahoo!: Becoming a Competitor in the Career Listings Space (B)

By: Kathleen L. McGinn and Nicole Nasser

After weighing the pros and cons of making an unsolicited bid for HotJobs.com (an online recruiting company already under contract to be acquired by TMP Worldwide), the executive team of Yahoo! decides to make an immediate move rather than wait for the Federal Trade... View Details

Keywords: Mergers and Acquisitions; Management Teams; Bids and Bidding; Negotiation Process; Strategy

August 1986 (Revised May 1989)
Case

Timken Co.

Describes the efforts of the Timken Co., a major international producer of bearings and steel, to develop an effective employee communication program. The case examines the intense international competitive atmosphere, the recent record of job losses in related... View Details

Keywords: Employees; Communication Strategy; Manufacturing Industry; Steel Industry

Frank Cespedes is Senior Lecturer in the Entrepreneurial Management Unit. He received his B.A. from the City College of New York, M.S. from M.I.T. and Ph.D. from Cornell University.

At Harvard, he has developed and taught a variety of MBA and executive... View Details

February 2008 (Revised May 2008)
Case

Lincoln Financial Group (A)

Lincoln Financial Group (LFG) reorganizes its business in order to improve customer intimacy. However, to implement the strategy, they need to effect significant changes in the skills of their salespeople. This case series straddles human resource management, corporate... View Details

Keywords: Competency and Skills; Customer Relationship Management; Training; Selection and Staffing; Organizational Change and Adaptation; Performance Evaluation; Sales; Corporate Strategy

Professor Bradley is the William Ziegler Professor of Business Administration Emeritus at the Harvard Business School. In addition to teaching Management and Strategy in the Owner President Management Program and leading an... View Details

Keywords: e-commerce industry; financial services; health care; high technology; internet; pharmaceuticals; telecommunications

Cynthia A. Montgomery

Professor Montgomery's research centers on strategy and corporate governance. Of particular interest are the unique roles leaders play in developing and implementing strategy; the means organizations use to create value across multiple lines of business; and issues... View Details

July 2024
Case

Board Director Dilemmas: Strategic Leadership

By: David G. Fubini and Patrick Sanguineti

Professor John Michaels, a distinguished scholar of corporate strategy, has served on the Board of OmniCo, a diversified industrial giant, for four years. Three months ago, the Board appointed a new CEO, Andrew Bennett, to lead growth, develop a more cooperative... View Details

Keywords: Board; Board Dynamics; Strategic Leadership; Governing and Advisory Boards; Corporate Strategy; Organizational Culture; Leadership Style; Management Succession

February 2008 (Revised May 2008)
Supplement

Lincoln Financial Group (C)

LFG reorganizes its business in order to improve customer intimacy. However, to implement the strategy, they need to effect significant changes in the skills of their salespeople. This case series straddles human resource management, corporate strategy, and sales... View Details

Keywords: Organizational Change and Adaptation; Salesforce Management; Customer Focus and Relationships; Financial Services Industry

December 2021 (Revised September 2022)
Case

Moleskine: Daniela Riccardi Turns the Page

By: Ryan Raffaelli and Sarah Gulick

Newly appointed CEO Daniela Riccardi needed to develop and present an action plan to the board of the company that owned Moleskine. Riccardi was hired because Moleskine had recently overextended its reach and needed more focus and discipline. Having previously served... View Details

Keywords: Rebranding; Brands and Branding; Organizational Change and Adaptation; Operations; Planning; Retail Industry; Italy

February 2008 (Revised February 2008)
Supplement

Lincoln Financial Group (B): Making LFD a Reality

LFG reorganizes its business in order to improve customer intimacy. However, to implement the strategy, they need to effect significant changes in the skills of their salespeople. This case series straddles human resource management, corporate strategy, and sales... View Details

Keywords: Organizational Change and Adaptation; Customer Focus and Relationships; Financial Services Industry

20 Oct 2010
Op-Ed

Export Competitiveness: Reversing the Logic

Editor's Note: Christian Ketels wrote this paper for the World Bank's Development Debate, "What Do We Mean by Export Competitiveness and How Do Countries Achieve it in an Uncertain World?" held March 29, 2010. Ketels is Principal Associate at the Institute... View Details

Keywords: by Christian Ketels

October 2017
Case

Shift Technologies, Inc.

By: Thomas Eisenmann and Nicole Tempest Keller

In 2017, management at Shift, an online marketplace that uses a “high touch,” concierge approach to buy and sell used cars, was formulating plans for the San Francisco–based startup’s next phase of expansion. One option was to preserve Shift’s current business model... View Details

Keywords: Entrepreneurship; Market Design; Multi-Sided Platforms; Marketplace Matching; Growth and Development Strategy; Decision Choices and Conditions; Auto Industry; Retail Industry; United States

2020
Working Paper

Strategic Foresight as Dynamic Capability: A New Lens on Knightian Uncertainty

By: J. Peter Scoblic

This paper proposes to treat strategic foresight as a dynamic capability, providing a new theoretical lens on managerial judgment. Formulating strategy under uncertainty is a central challenge facing the modern firm. Analogy is thought to help managers make sense of... View Details

Keywords: Foresight; Dynamic Capabilities; Managerial Judgment; Risk and Uncertainty; Management; Strategy

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February 2025
Supplement

Moleskine: Daniela Riccardi Turns the Page

By: Ryan Raffaelli

Newly appointed CEO Daniela Riccardi needed to develop and present an action plan to the board of the company that owned Moleskine. Riccardi was hired because Moleskine had recently overextended its reach and needed more focus and discipline. Having previously served... View Details

Keywords: Brands and Branding; Organizational Change and Adaptation; Distribution Channels; Planning; Leading Change; Organizational Culture; Product Marketing; Retail Industry; Italy

January 1989 (Revised March 1995)
Case

Du Pont Freon Products Division (A)

By: Richard H.K. Vietor and Forest L. Reinhardt

In 1988, the Du Pont Co. is abruptly confronted with solid scientific evidence that chlorofluorocarbons are destroying the earth's ozone shield. Du Pont, with its Freon brand product line serving markets for foam insulation, electronics solvents, and especially... View Details

Keywords: Business Divisions; Policy; Management; Brands and Branding; Production; Service Operations; Natural Environment; Competition; Corporate Strategy; Environmental Sustainability

2014
Book

International Strategy: Context, Concepts and Implications

By: David J. Collis

This book is designed for every student who will be involved in managing and advising companies that compete internationally or face international competitors. Designed around the course at Harvard Business School, Collis' new text takes the firm that operates across... View Details

Keywords: Cross-Cultural and Cross-Border Issues; Global Strategy; Globalized Economies and Regions; Globalized Firms and Management; Multinational Firms and Management; Globalized Markets and Industries; Alignment; Business Strategy; Competitive Strategy; Competitive Advantage; Corporate Strategy; Diversification; Horizontal Integration; Vertical Integration

Find at Harvard

For the past thirty years David J. Collis has been a professor at the Harvard Business School, where he was only the second ever full-time Adjunct Professor appointed. Previously, he was the Thomas Henry Carroll Ford Foundation Adjunct Professor, the MBA Class... View Details

October 2020
Article

Peer Influence on Trade Credit

By: Daniel Gyimah, Michael Machokoto and Anywhere (Siko) Sikochi

We examine the influence of peer firms on trade credit policies of listed firms in the United States. We posit and find evidence that firms mimic their peers in formulating trade credit policies. The findings are more pronounced for firms in highly competitive product... View Details

Keywords: Trade Credit; Peer Effects; Product Market Competition; Trade; Credit; Policy; Competition