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- February 2002 (Revised February 2006)
- Case
Volvo Trucks (A): Penetrating the U.S. Market
By: Michael E. Porter and Orjan Solvell
Volvo Trucks has worked on a global strategy for several decades. Beginning in the mid-1970s, the company decided to enter the largest market for trucks: the United States. Over time, the company has struggled to get a significant share of the U.S. market and at the... View Details
Keywords: Market Entry and Exit; Competitive Strategy; Five Forces Framework; Truck Transportation; Global Strategy; Globalized Markets and Industries; Manufacturing Industry; Retail Industry; United States; Europe
Porter, Michael E., and Orjan Solvell. "Volvo Trucks (A): Penetrating the U.S. Market." Harvard Business School Case 702-418, February 2002. (Revised February 2006.)
- December 2004
- Teaching Note
Volvo Trucks (A): Penetrating the U.S. Market (TN)
By: Michael E. Porter and Orjan Solvell
Teaching Note to (9-702-418). View Details
- 2008
- Blog
Harvard Business Online—Marketing Know:How: How to Penetrate the US Market
By: John A. Quelch
Quelch, John A. "How to Penetrate the US Market." Harvard Business Online—Marketing Know:How (blog). March 31, 2008. https://hbr.org/2008/03/how-to-penetrate-the-us-market.
- 1989
- Chapter
Model of Franchiser Market Penetration in an Area of Dominant Influence
By: V. K. Rangan and Patrick J Kaufmann
- September 2018
- Case
Advent International: Kroton Investment
By: Victoria Ivashina, Ruth Kostas and Priscilla Zogbi
Keywords: Private Equity; Acquisition; IPO; Valuation; Education; Distance Learning; Turnaround; Growth; Exit; PE; Buyer; Middle-class; Low Income; K-12; Entrepreneur; Family Business; University; College; Consolidation; Fragmentation; Penetration; Value; Shares; Control; Negotiation; Equity; Transaction; Board; Majority; Minority; Post-secondary; Leverage; Campus; Deal; Shareholder; Tag Along; Brazil; Latin America
Ivashina, Victoria, Ruth Kostas, and Priscilla Zogbi. "Advent International: Kroton Investment." Harvard Business School Case 219-035, September 2018.
- March 1997 (Revised July 1997)
- Case
Morgan Stanley in China
The Asian economy, particularly China's, is experiencing explosive growth. China needs capital to fund the growth, and this presents a tremendous opportunity for an investment bank that can penetrate the market. Morgan Stanley establishes a joint venture with the China... View Details
Keywords: Joint Ventures; Investment Banking; Emerging Markets; Developing Countries and Economies; Banking Industry; Financial Services Industry; China
Mason, Scott P., Diane Long, and Barbara Kyrillos. "Morgan Stanley in China." Harvard Business School Case 297-010, March 1997. (Revised July 1997.)
- September 2018
- Supplement
Advent International: Kroton Investment
By: Victoria Ivashina, Priscilla Zogbi and Ruth Kostas
Keywords: Private Equity; Acquisition; IPO; Valuation; Education; Distance Learning; Turnaround; Growth; Exit; PE; Buyer; Middle-class; Low Income; K-12; Entrepreneur; Family Business; University; College; Consolidation; Fragmentation; Penetration; Value; Shares; Control; Negotiation; Equity; Transaction; Board; Majority; Minority; Post-secondary; Leverage; Campus; Deal; Shareholder; Tag Along
- 2013
- Working Paper
If Technology Has Arrived Everywhere, Why Has Income Diverged?
By: Diego A. Comin and Marti Mestieri Ferrer
We study the lags with which new technologies are adopted across countries, and their long-run penetration rates once they are adopted. Using data from the last two centuries, we document two new facts: there has been convergence in adoption lags between rich and poor... View Details
Comin, Diego A., and Marti Mestieri Ferrer. "If Technology Has Arrived Everywhere, Why Has Income Diverged?" NBER Working Paper Series, No. 19010, May 2013.
- June 1990 (Revised August 1994)
- Case
Sorrell Ridge: Slotting Allowances
By: John A. Quelch
Management is attempting to penetrate the California retail grocery market with the company's line of all-fruit preserves. Substantial up-front fees (slotting allowances) have been requested by the chains. Management must decide how to respond. View Details
Keywords: Food; Distribution; Marketing Strategy; Market Entry and Exit; Retail Industry; Food and Beverage Industry; California
Quelch, John A. "Sorrell Ridge: Slotting Allowances." Harvard Business School Case 591-011, June 1990. (Revised August 1994.)
- 21 May 2013
- Working Paper Summaries
If Technology Has Arrived Everywhere, Why Has Income Diverged?
- November 1997 (Revised November 2010)
- Case
Hikma Pharmaceuticals (A)
By: John A. Quelch
The president of a Jordanian pharmaceutical company is contemplating how to further penetrate the U.S. market, either through its own manufacturing and sales efforts, or as a supplier to a third party. View Details
Keywords: Entrepreneurship; Globalized Markets and Industries; Emerging Markets; Expansion; Pharmaceutical Industry; Jordan; United States
Quelch, John A., and Robin Root. "Hikma Pharmaceuticals (A)." Harvard Business School Case 598-019, November 1997. (Revised November 2010.)
- August 2023 (Revised December 2023)
- Case
Money Fellows: The Quest for Expansion
By: Álvaro Rodríguez Arregui, Michael Chu and Ahmed Dahawy
This case explores the opportunities and challenges associated with expanding the operations of a complex entrepreneurial business model. It highlights how cultural aspects of different geographies impact a startup's operational and economic models. The case also... View Details
Keywords: Business Model; Developing Countries and Economies; Geographic Scope; Business Strategy; Mobile and Wireless Technology; Cross-Cultural and Cross-Border Issues; Business and Shareholder Relations; Financial Services Industry; Banking Industry; Egypt
Rodríguez Arregui, Álvaro, Michael Chu, and Ahmed Dahawy. "Money Fellows: The Quest for Expansion." Harvard Business School Case 324-010, August 2023. (Revised December 2023.)
- February 2005 (Revised June 2007)
- Case
Unilever in India: Hindustan Lever's Project Shakti--Marketing FMCG to the Rural Consumer
By: V. Kasturi Rangan and Rohithari Rajan
With liberalization of India's economy and the opening up of markets to foreign multinationals such as Procter & Gamble, the Indian subsidiary of Unilever--Hindustan Lever Ltd. (HLL)--was under pressure to grow revenues and profits. HLL had a long and stellar record of... View Details
Keywords: Economy; Market Entry and Exit; Business Subsidiaries; Revenue; Profit; Market Participation; Programs; Rural Scope; Poverty; Multinational Firms and Management; Consumer Products Industry; Beauty and Cosmetics Industry; India
Rangan, V. Kasturi, and Rohithari Rajan. "Unilever in India: Hindustan Lever's Project Shakti--Marketing FMCG to the Rural Consumer." Harvard Business School Case 505-056, February 2005. (Revised June 2007.)
- 2012
- Article
A Study of Economic Impact of Cloud Computing
By: Marco Iansiti and Gregory L. Richards
In this paper we find that advances in cloud computing likely will extend the IT induced economic growth in developed economies and foster growth in economies where IT penetration is not yet fully mature. We conclude that governments should work together to take... View Details
- June 1999 (Revised May 2001)
- Case
CardioThoracic Systems
CardioThoracic Systems, a company that has developed a new system for performing heart surgery on a beating heart, is facing marketing challenges. Discusses the numerous reasons for the system's low penetration (including existing techniques, surgeon resistance, and a... View Details
Keywords: Problems and Challenges; Technological Innovation; Situation or Environment; Marketing Strategy; Sales; Health Care and Treatment; Technology Industry; Health Industry; Medical Devices and Supplies Industry; United States
Roberts, Michael J., and Diana S. Gardner. "CardioThoracic Systems." Harvard Business School Case 899-281, June 1999. (Revised May 2001.)
- January 1990 (Revised February 1993)
- Case
Selling Durable Goods
Examines the pricing policy for a firm that is a monopoly supplier of a durable good. Lowering price over time in an attempt to increase market penetration seems desirable. But doing so may also cause some buyers to postpone their purchases. Describes these... View Details
Brandenburger, Adam M., and Vijay Krishna. "Selling Durable Goods." Harvard Business School Case 190-110, January 1990. (Revised February 1993.)
- March 1982 (Revised January 1990)
- Background Note
Note on Pricing Strategies for Industrial Products
Used as a background reading for a course or course module on pricing, this note describes the several basic parameters relevant for price determination. Provides a conceptual approach to formulating pricing strategy, dealing with such topics as skimming versus... View Details
Corey, E. Raymond. "Note on Pricing Strategies for Industrial Products." Harvard Business School Background Note 582-124, March 1982. (Revised January 1990.)
- October 1987 (Revised February 1992)
- Case
Motorola and Japan (A)
By: David B. Yoffie and John J. Coleman
In 1981, Motorola was reevaluating its strategy towards Japan. The firm had been successful in penetrating the Japanese market, and it was confronting increased Japanese competition at home. How it should respond and with what kind of organization were the central... View Details
Keywords: Market Entry and Exit; Standards; Competition; Corporate Strategy; Telecommunications Industry; Japan
Yoffie, David B., and John J. Coleman. "Motorola and Japan (A)." Harvard Business School Case 388-056, October 1987. (Revised February 1992.)
- August 1992 (Revised January 1998)
- Case
Nucor at a Crossroads
Nucor is a minimill deciding whether to spend a significant fraction of its net worth on a commercially unproven technology in order to penetrate a large but hitherto inaccessible segment of the steel market. This case is an integrative one designed to facilitate... View Details
Ghemawat, Pankaj, and Henricus J. Stander III. "Nucor at a Crossroads." Harvard Business School Case 793-039, August 1992. (Revised January 1998.)