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-
All HBS Web
(3,825)
- People (1)
- News (634)
- Research (2,705)
- Events (5)
- Multimedia (5)
- Faculty Publications (1,659)
- Research Summary
Overview
By: John Beshears
In his research, Professor Beshears shows how managers can influence the behavior of customers and employees by changing the decision-making environment to call attention to a decision, to use psychological framing to shape assessments of options, or to help...
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- September 1988 (Revised September 1993)
- Case
Mrs. Fields Cookies
Mrs. Fields Cookies is a small company selling freshly baked goods through privately owned specialty stores (each store sells only Mrs. Fields products). The company has about 8,000 employees worldwide and less than 150 information systems people for a unique leverage...
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Keywords:
Acquisition;
Information Management;
Organizational Structure;
Customer Relationship Management;
Business Growth and Maturation;
Networks;
Internet and the Web;
Food and Beverage Industry;
Information Technology Industry
Cash, James I., Jr. "Mrs. Fields Cookies." Harvard Business School Case 189-056, September 1988. (Revised September 1993.)
- March 2023
- Case
On
By: Ramon Casadesus-Masanell, Karolin Frankenberger and Sascha Mader
Founded in 2010, in just one decade, the Swiss company On had established itself as a main player in global sports footwear and apparel. Based on an unconventional strategy which one of the founders labeled as “obsessively distinct,” On grew its sales with a compound...
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Rajiv Lal
Rajiv Lal, is the Stanley Roth, Sr. Professor of Retailing at Harvard Business School. He is currently teaching an elective MBA course on the Business of Smart Connected Products/IOT. He has been responsible for the retailing curriculum and has served as the course... View Details
- October 1998 (Revised November 2001)
- Case
Boston Beer Company: Light Beer Decision
By: Linda A. Cyr, Joseph B. Lassiter III and Michael J. Roberts
Boston Beer's current light-beer offering, Boston Lightship, has not been successful, and a student team is charged with investigating the problem and recommending a strategy. Highlights issues around branding, target customer selection, and cannibalization, and...
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Keywords:
Problems and Challenges;
Brands and Branding;
Customers;
Growth and Development Strategy;
Marketing Strategy;
Entrepreneurship;
Food and Beverage Industry;
Boston
Cyr, Linda A., Joseph B. Lassiter III, and Michael J. Roberts. "Boston Beer Company: Light Beer Decision." Harvard Business School Case 899-058, October 1998. (Revised November 2001.)
- January 2018 (Revised March 2020)
- Case
SAP: Branding in the Digital Age
By: Das Narayandas and Amram Migdal
By 2017, digital, social, and mobile technologies were rapidly changing the way many of SAP’s traditional customers did business over the last decade. In response to this trend, SAP had acquired companies with capabilities in e-commerce, human capital, workforce...
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Narayandas, Das, and Amram Migdal. "SAP: Branding in the Digital Age." Harvard Business School Case 518-058, January 2018. (Revised March 2020.)
- May 2006 (Revised July 2007)
- Case
Creating Meaning for the Customer: The Case of GMACI
Excellence in exploiting customer information and leveraging its affiliation to the GM group are among the strategic options that GMAC Insurance CEO Gary Kusumi is considering. GMAC Insurance, the wholly-owned auto insurance subsidiary of General Motors, formed through...
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Keywords:
Customer Relationship Management;
Decision Choices and Conditions;
Knowledge Use and Leverage;
Strategy;
Auto Industry;
Insurance Industry
Martinez-Jerez, Francisco de Asis, Nathan Mangum, and Joshua Bellin. "Creating Meaning for the Customer: The Case of GMACI." Harvard Business School Case 106-073, May 2006. (Revised July 2007.)
- 06 Jan 2016
- What Do You Think?
Why Do Leaders Get Their Timing Wrong?
Summing Up Is Good Timing in Management Primarily a Function of Strategy or Culture? Timing in executing change is an important responsibility of leadership. Responses to this month’s column suggest that if timing is the result of one...
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- January 1980 (Revised August 1986)
- Case
General Electric vs. Westinghouse in Large Turbine Generators (A)
Describes the U.S. large turbine generator industry in early 1963, a period of severe price cutting and depressed industry conditions. Presents data to allow a structural analysis of the industry and an analysis of the strategies of the major players since 1946. The...
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Keywords:
Transformation;
Customer Focus and Relationships;
Machinery and Machining;
Cost Management;
Price;
Management Analysis, Tools, and Techniques;
Marketing Strategy;
Industry Structures;
Competition;
Manufacturing Industry;
United States
Porter, Michael E. "General Electric vs. Westinghouse in Large Turbine Generators (A)." Harvard Business School Case 380-128, January 1980. (Revised August 1986.)
- 2023
- Working Paper
Design-Based Confidence Sequences: A General Approach to Risk Mitigation in Online Experimentation
By: Dae Woong Ham, Michael Lindon, Martin Tingley and Iavor Bojinov
Randomized experiments have become the standard method for companies to evaluate the performance of new products or services. In addition to augmenting managers’ decision-making, experimentation mitigates risk by limiting the proportion of customers exposed to...
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Keywords:
Performance Evaluation;
Research and Development;
Analytics and Data Science;
Consumer Behavior
Ham, Dae Woong, Michael Lindon, Martin Tingley, and Iavor Bojinov. "Design-Based Confidence Sequences: A General Approach to Risk Mitigation in Online Experimentation." Harvard Business School Working Paper, No. 23-070, May 2023.
- 29 Oct 2000
- Research & Ideas
Building a Powerful Prestige Brand
drew large crowds of shoppers who came to see the entrepreneur, have a makeover, and sample her products. She had learned early on that touching her customers was a very effective way of establishing a connection with them. Photograph...
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- January 2003 (Revised May 2003)
- Case
VendQuest (A): The Business Idea
By: Dwight B. Crane and David Foster
A potential founder of a company is considering whether to start up a new enterprise that would link parts distributors with customers in the construction industries via the Internet. This case describes the industry and the potential advantages to distributors and...
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Keywords:
Business Startups;
Corporate Strategy;
Business Model;
Distribution;
Corporate Entrepreneurship;
Internet and the Web;
Business Plan;
Customer Relationship Management;
Business Ventures;
Construction Industry
Crane, Dwight B., and David Foster. "VendQuest (A): The Business Idea." Harvard Business School Case 203-065, January 2003. (Revised May 2003.)
- March 2010
- Article
Calculating, Creating, and Claiming Value in Business Markets: Status and Research Agenda
By: Gary L. Lilien, Rajdeep Grewal, Douglas Bowman, Min Ding, Abbie Griffin, V. Kumar, Das Narayandas, Renana Peres, Raji Srinivasan and Qiong Wang
A key challenge facing business marketers surrounds developing a deeper understanding of customer needs. We conceptualize that challenge as having three dimensions: calculating, creating, and claiming value. We discuss key problems, new developments and research...
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Lilien, Gary L., Rajdeep Grewal, Douglas Bowman, Min Ding, Abbie Griffin, V. Kumar, Das Narayandas, Renana Peres, Raji Srinivasan, and Qiong Wang. "Calculating, Creating, and Claiming Value in Business Markets: Status and Research Agenda." Marketing Letters 21, no. 1 (March 2010): 287–299.
- January 2021
- Case
Anodot: Autonomous Business Monitoring
By: Antonio Moreno and Danielle Golan
Autonomous business monitoring platform Anodot leveraged machine learning to provide real-time alerts regarding business anomalies. Anodot’s solution was used in various industries in order to primarily monitor business health, such as revenue and payments, product...
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Keywords:
Digital Platforms;
Internet and the Web;
Knowledge Sharing;
Information Management;
Sales;
Value Creation;
Product Positioning;
Israel
Moreno, Antonio, and Danielle Golan. "Anodot: Autonomous Business Monitoring." Harvard Business School Case 621-084, January 2021.
Gerald Zaltman
*Joined Harvard Faculty: 1991
Prior Faculty Appointments: Northwestern University, 1968-75;
University of Pittsburgh, 1975-91
Prior Faculty Appointments: Northwestern University, 1968-75;
University of Pittsburgh, 1975-91
*Doctoral Degree in Sociology Received from: The John Hopkins University;
MBA Degree Received from: The University of...
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- January 2023
- Case
Velong: Rethinking 'Made in China'
By: Krishna G. Palepu, Nancy Hua Dai and Billy Chan
Velong is a supplier of kitchen equipment and backyard grills for major global brands and store brands of large western retailers. In light of the COVID-related disruptions to the global supply chains, and the evolving trade tensions between China and the Western...
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Keywords:
Globalization;
Supply Chain Management;
Risk Management;
Manufacturing Industry;
China;
India;
Mexico;
Turkey;
Viet Nam
Palepu, Krishna G., Nancy Hua Dai, and Billy Chan. "Velong: Rethinking 'Made in China'." Harvard Business School Case 323-064, January 2023.
- November 2019 (Revised January 2020)
- Supplement
Taiwan Semiconductor Manufacturing Company Limited: A Global Company's China Strategy (B)
By: William C. Kirby, Billy Chan and Dawn H. Lau
After the legendary founder of Taiwan Semiconductor Manufacturing Company (TSMC) retired, the new chairman had to grapple with fresh challenges related to its China market: a recently opened factory in China had to find ways to reverse its financial loss and meet its...
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Keywords:
Cross-cultural;
Foreign Investment;
Government;
Business and Government Relations;
Globalization;
Change Management;
Customer Relationship Management;
Innovation Strategy;
Global Strategy;
Leadership;
Semiconductor Industry;
Taiwan;
China
Kirby, William C., Billy Chan, and Dawn H. Lau. "Taiwan Semiconductor Manufacturing Company Limited: A Global Company's China Strategy (B)." Harvard Business School Supplement 320-045, November 2019. (Revised January 2020.)
- June 29, 2022
- Other Article
Strategic Complexity? Using Experiments to Understand and Overcome Obfuscation
By: Michael Luca, Ginger Zhe Jin and Daniel Martin
Credit card companies must decide what product features to disclose to consumers, such as payment schedules, penalties, and fees--and also whether to present them clearly or bury them in the fine print. Firms face similar choices in settings ranging from privacy...
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Keywords:
Obfuscation;
Credit Cards;
Strategic Incentives;
Complexity;
Agreements and Arrangements;
Customers;
Consumer Behavior;
Financial Services Industry
Luca, Michael, Ginger Zhe Jin, and Daniel Martin. "Strategic Complexity? Using Experiments to Understand and Overcome Obfuscation." Management Science Review (June 29, 2022). (Summary of "Complex Disclosure," Management Science, May 2022.)
- October 2002 (Revised April 2007)
- Case
Dell Computers (A): Field Service for Corporate Clients
By: Frances X. Frei, Amy C. Edmondson and Corey B. Hajim
Explores the highly successful PC and low-end server manufacturer's entry into the large-scale server market in the United States. A key difference of this new market is the intense service element required to support the larger hardware. Specifically, the industry...
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Keywords:
Information Infrastructure;
Customer Relationship Management;
Job Cuts and Outsourcing;
Service Operations;
Business or Company Management;
Emerging Markets;
Problems and Challenges;
Service Delivery;
Computer Industry;
United States
Frei, Frances X., Amy C. Edmondson, and Corey B. Hajim. "Dell Computers (A): Field Service for Corporate Clients." Harvard Business School Case 603-067, October 2002. (Revised April 2007.)
- August 2002
- Case
Trilogy University
By: Thomas J. DeLong and Michael Paley
In early 2001, Trilogy Software faced a slowdown in its business, a large number of unsuccessful customer deployments, and an overall weakening in the enterprise software market. In response, the company revamped its business model and restructured the organization....
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Keywords:
Organizational Change and Adaptation;
Organizational Culture;
Organizational Design;
Alignment;
Restructuring;
Organizational Structure;
Change Management;
Business Strategy;
Economic Slowdown and Stagnation;
Information Technology Industry
DeLong, Thomas J., and Michael Paley. "Trilogy University." Harvard Business School Case 403-012, August 2002.