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February 2008
Case

EFI, Inc. (A)

By: David B. Godes and Lauren Barley

EFI has a unique sales compensation challenge. They cannot allocate sales credit for their core product to individual salespeople. So, they've historically paid the sales force as a team. This has worked out fine, since they've been a near-monopoly seller of a single... View Details

Keywords: Change Management; Compensation and Benefits; Performance Evaluation; Groups and Teams; Salesforce Management; Motivation and Incentives

October 1993 (Revised September 1994)
Case

Northern Telecom (A): Greenwich Investment Proposal (Condensed)

By: Robert J. Dolan

The business products division has developed a business proposal asking for $50 million to fund the creation of a new telephone system for the small business market. The company's last entry into this marketplace lost $70 million. The new product would face 100... View Details

Keywords: Risk and Uncertainty; Communication Technology; Market Entry and Exit; Corporate Entrepreneurship; Investment; Product Development; Telecommunications Industry; Canada

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July 2021 (Revised October 2021)
Case

Allianz Customer Centricity: Is Simplicity the Way Forward?

By: Eva Ascarza and Emilie Billaud

This case explores the tradeoffs between product personalization and simplicity as companies grow. The case presents an opportunity to understand whether and how each of these approaches enables and/or limits companies’ abilities to provide customer satisfaction while... View Details

Keywords: Simplicity; Customer Focus and Relationships; Customization and Personalization; Customer Satisfaction; Performance Efficiency; Strategy; Insurance Industry; Europe; Germany

February 2003 (Revised February 2008)
Case

Singapore Inc.

By: Richard H.K. Vietor and Emily Thompson

In early 2003, Prime Minister Goh Chok Tong is assessing Singapore's development strategy--tax cutting combined with an industrial policy focused on six "clusters," including biomedical sciences. After 36 years of stupendous growth, Singapore has slowed down and faces... View Details

Keywords: Development Economics; Economic Growth; Growth and Development Strategy; Industry Clusters; Business and Government Relations; Competition; China; Singapore

February 1985
Case

General Electric--Thermocouple Manufacturing (B)

By: David A. Garvin

Describes what has happened since the introduction of just-in-time production techniques were developed to reduce inventory. Reviews the progress to date in such areas as process rationalization; set-up reduction; quality improvement and leveling the scheduling; and... View Details

Keywords: Supply Chain; Logistics; Production; Business Processes; Technological Innovation; Quality; Performance Improvement; Management Analysis, Tools, and Techniques; Manufacturing Industry

October 2022 (Revised July 2025)
Case

Driving Decarbonization at BMW

By: Shirley Lu, George Serafeim and Michael W. Toffel

The case describes BMW’s electrification and decarbonization strategy, and how the company measured carbon emissions throughout the life cycle of its vehicles and used tools like carbon abatement cost curves to evaluate decarbonization opportunities. In mid-2022,... View Details

January 1997 (Revised June 1997)
Case

Corporate New Ventures at Procter & Gamble

By: Teresa M. Amabile and Dean Whitney

Consumer products giant Procter & Gamble is faced with an urgent need to revitalize new-product innovation, given its recent focus on incremental product improvements and its aggressive growth goals. As part of this effort, the company's top executives form a small,... View Details

Keywords: Innovation Strategy; Creativity; Working Conditions; Corporate Entrepreneurship; Groups and Teams; Retail Industry; Ohio

November 2019
Case

Gillette: Cutting Prices to Regain Share

By: Benjamin C. Esty and Daniel Fisher

After losing market share to low-priced competitors such as Harry’s and Dollar Shave Club for several years, Gillette decided to fight back by launching new products and increasing advertising. When these efforts failed to stem the losses, Gillette decided to cut the... View Details

Keywords: Marketing Strategy; Product Positioning; Business Strategy; Competition; Price; Public Equity; Consumer Products Industry; Consumer Products Industry; United States

Michael E. Porter

Michael Porter is an economist, researcher, author, advisor, speaker and teacher. Throughout his career at Harvard Business School, he has brought economic theory and strategy concepts to bear on many of the most challenging problems facing corporations, economies... View Details

Keywords: biotechnology; e-commerce industry; health care; information; information technology industry; internet; nonprofit industry; service industry; state government

Web

HBS Working Knowledge – Harvard Business School Faculty Research

expect? Harvard Business School faculty members highlight four trends to watch. Popular Rapport: The Hidden Advantage That Women Managers Bring to Teams by Kara Baskin 25 JUN 2024 | Research & Ideas Lack of communication between managers and their employees can hurt... View Details

August 2000 (Revised December 2003)
Case

Dell's Working Capital

By: Richard S. Ruback and Aldo Sesia

Dell Computer Corp. manufactures, sells, and services personal computers. The company markets its computers directly to its customers and builds computers after receiving a customer order. This build-to-order model enables Dell to have much smaller investment in... View Details

Keywords: Financial Management; Working Capital; Manufacturing Industry; Computer Industry

April 2008
Case

Campbell and Bailyn's Boston Office: Managing the Reorganization

By: Anne Donnellon and Dun Gifford Jr

Ken Winston, the regional sales manager at a securities brokerage firm, has reorganized his generalist salespeople into Key Account Teams (KAT) to increase sales of specialized, higher-margin fixed income products. Winston is also implementing a new corporate... View Details

June 2007
Article

Does Employment Protection Reduce Productivity? Evidence from U.S. States

By: David H Autor, William R. Kerr and Adriana D. Kugler

Theory predicts that mandated employment protections may reduce productivity by distorting production choices. Firms facing (non-Coasean) worker dismissal costs will curtail hiring below efficient levels and retain unproductive workers, both of which should affect... View Details

Keywords: Theory; Production; Selection and Staffing; Cost; Employment; Capital; Performance Productivity; United States

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April 2014 (Revised March 2015)
Case

GE and the Industrial Internet

By: Karim R. Lakhani, Marco Iansiti and Kerry Herman

CEO Jeff Immelt considers whether GE is moving fast enough on its new Industrial Internet initiative. The undertaking includes building out an Industrial Internet, connecting machines and devices, collecting their data and operations, and providing services to clients... View Details

November 2013
Case

IdentiGEN

By: Ray A. Goldberg and Matthew Preble

Ciaran Meghen and Ronan Loftus, co-founders of IdentiGEN (an Irish company that had created a unique service called DNA TraceBack to help customers identify and trace meat products), were discussing the company's future. The recent crisis over beef products being... View Details

Keywords: Animal-Based Agribusiness; Agribusiness; Supply Chain Management; Agriculture and Agribusiness Industry; Canada; United Kingdom; United States; Republic of Ireland

July 2006 (Revised October 2006)
Case

Lenovo: Building A Global Brand

By: John A. Quelch and Carin-Isabel Knoop

Announced in December 2004, the $1.75 billion acquisition of IBM's PC division by Lenovo, China's largest PC maker, made headlines around the world. A relative upstart in the business, Lenovo acquired the division of IBM that invented the PC in 1981. While Lenovo was... View Details

Keywords: Marketing Strategy; Multinational Firms and Management; Information Infrastructure; Global Strategy; Acquisition; Brands and Branding; Manufacturing Industry; Computer Industry; China

March 1997 (Revised October 2017)
Case

Hospital Equipment Corporation

By: Clayton M. Christensen and Rory McDonald

Hospital Equipment Corp. is a very successful maker of hospital beds. Due to outstanding performance in new product development, it grew to dominate its primary market and is searching for other opportunities to grow through new product development. It discovers that... View Details

Keywords: Growth and Development Strategy; Innovation and Management; Opportunities; Business Processes; Product Development; Technological Innovation; Expansion; Markets; Problems and Challenges; Medical Devices and Supplies Industry; United States

February 2010 (Revised June 2022)
Case

Dollarama Inc.

By: Andre F. Perold

Dollarama is the leading operator of dollar stores in Canada. The firm performed extraordinarily well after a leveraged buyout in 2004 and recently executed a highly successful IPO. The company sources its goods primarily from Asia. It has strong brand recognition and... View Details

Keywords: Price; Growth and Development Strategy; Product Positioning; Supply Chain; Competitive Advantage; Valuation; Consumer Products Industry; Consumer Products Industry; Canada

June 2020 (Revised March 2024)
Case

Deloitte's Pixel (A): Consulting with Open Talent

By: Michael L. Tushman, John Winsor and Kerry Herman

Deloitte Consulting’s General Manager Balaji Bondili, head of Pixel, considers how best to grow Deloitte Consulting’s use of open (on-demand) talent, as consulting companies and their clients face transformative change in the way client engagements and projects get... View Details

Keywords: Disruption; Talent and Talent Management; Growth and Development Strategy; Organizational Change and Adaptation; Consulting Industry; United States

September 2014 (Revised March 2022)
Case

Samuel Colt: An American Gun Maker

By: Tom Nicholas and Casey Verkamp

Samuel Colt not only perfected and patented the technology for a gun that could fire multiple times without reloading, but he also developed and applied early principles of mass production more completely than anyone had done before. Until the nineteenth century,... View Details

Keywords: Technological Innovation; Product Positioning; Machinery and Machining; Production; Independent Innovation and Invention; Manufacturing Industry; United States

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