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- All HBS Web (134)
- Faculty Publications (107)
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- fall 1991
- Article
Restoring Credibility to Retail Pricing
By: G. K. Ortmeyer, J. A. Quelch and W. J. Salmon
Ortmeyer, G. K., J. A. Quelch, and W. J. Salmon. "Restoring Credibility to Retail Pricing." MIT Sloan Management Review 33, no. 1 (fall 1991): 55–66.
- October 1993 (Revised September 1994)
- Case
Catalina Marketing Corp.
By: David E. Bell, Walter J. Salmon and Dinny Starr
Catalina Marketing is a very successful marketing service firm. Their current customers include major supermarket retailers and consumer products manufacturers nation-wide. Catalina provides a unique way for these clients to distribute coupons for their products via...
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Keywords:
Advertising;
Information Management;
Expansion;
Product;
Salesforce Management;
Information Technology;
Growth and Development Strategy;
Customer Value and Value Chain;
Advertising Industry
Bell, David E., Walter J. Salmon, and Dinny Starr. "Catalina Marketing Corp." Harvard Business School Case 594-026, October 1993. (Revised September 1994.)
- October 1997 (Revised March 1998)
- Case
Appalachian Mountain Club: Transforming Governance
By: Walter J. Salmon and Jaan Elias
Starting in 1988, the Appalachian Mountain Club (AMC) began a controversial transformation in management and governance. For its first 112 years, the AMC's structure had resembled that of a country club--volunteer leaders directed the club's operations and its small,...
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Keywords:
Budgets and Budgeting;
Transformation;
Corporate Governance;
Employee Relationship Management;
Recruitment;
Leading Change;
Organizational Culture;
Labor and Management Relations;
Nonprofit Organizations;
Education Industry;
Entertainment and Recreation Industry
Salmon, Walter J., and Jaan Elias. "Appalachian Mountain Club: Transforming Governance." Harvard Business School Case 598-066, October 1997. (Revised March 1998.)
- 18 Apr 2005
- Research & Ideas
Tips to Reinvent the Department Store
like Filene's exit its space when such a departure can mean fewer customers driving to the mall. Brand Power And Private Labels Salmon noted that for years, vendor brands have had a great deal of control over how their merchandise was...
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- March–April 1990
- Article
The Costly Bargain of Trade Promotion
By: R. D. Buzzell, J. A. Quelch and W. J. Salmon
Keywords:
Trade
Buzzell, R. D., J. A. Quelch, and W. J. Salmon. "The Costly Bargain of Trade Promotion." Harvard Business Review 68, no. 2 (March–April 1990): 141–149.
- 01 Sep 2020
- News
Good Odds
because items come out too thick, too thin, or otherwise not perfect. “So we put our own private label on them and now we sell broken pretzel bits.” The same goes for other imperfect goods, including eggs and cuts of meat that aren’t uniformly sized. Instead of the...
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- October 1992 (Revised October 1994)
- Case
Randall's Department Stores
By: Walter J. Salmon and Gwendolyn K. Ortmeyer
Discusses a well-known traditional department store that confronts a very difficult issue of whether to change its pricing policy from a high-low to an everyday pricing approach. Demands that the student formulate a plan of execution for changing the pricing, if...
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Salmon, Walter J., and Gwendolyn K. Ortmeyer. "Randall's Department Stores." Harvard Business School Case 593-032, October 1992. (Revised October 1994.)
- 01 Jan 2004
- News
Minoru Makihara, 75th AMP, 1977
company's marine products department, watching over the export of salmon and crab. Makihara's credentials were far from traditional by Japanese standards. Although his late father had been a Mitsubishi manager and his wife was the...
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- March 2014 (Revised January 2015)
- Case
Ghurka
By: Jose B. Alvarez, Walter J. Salmon and Christine Snively
Ghurka was a 38-year-old luxury leather goods brand that specialized in leather and twill luggage, handbags, and accessories. Brightwork Brand Holdings Corp. acquired it as an asset purchase in 2011. Ghurka, under CEO John Reuter, worked to re-launch the brand with a...
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- 01 Mar 2014
- News
My HBS Eureka Moment
one of which made it into The New Yorker. Make the Hard Call Jim Leslie (MBA 1969) Listen to Jim Leslie describe his moment: IN HIS MARKETING COURSE, Professor Walt Salmon tended to call on people to begin case discussions who did not...
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- 25 Feb 2014
- First Look
First Look: February 25
is based in Massachusetts and lists in London on AIM. Products are genetically modified fast-growing salmon for fish farmers and disease-prevention drugs and diagnostic kits for farmed shrimp. Purchase this case:...
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Keywords:
Sean Silverthorne
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