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- Faculty Publications (68)
- July 2018 (Revised March 2019)
- Teaching Note
Hilti (A): Fleet Management?
By: Ramon Casadesus-Masanell and Jan Rivkin
This Teaching Note accompanies the case HBS No. 718-419, “Hilti (A): Fleet Management.” It provides guidelines for class discussion, as well as a board plan and transcripts of the associated videos, Hilti Fleet Management Video Supplements.
The associated case... View Details
The associated case... View Details
Keywords:
Business Model Innovation;
Total Customer Value;
Innovation;
Inventions;
Business Models;
Value Chains;
Transformations;
Focusing On Customers;
Business Model;
Restructuring;
Transformation;
Customer Value and Value Chain;
Decision Making;
Customer Focus and Relationships;
Customer Relationship Management;
Construction;
Innovation and Invention;
Leasing;
Strategy;
Liechtenstein;
Switzerland;
Europe
- March 2018
- Article
How Context Affects Choice
By: Raphael Thomadsen, Robert P. Rooderkerk, On Amir, Neeraj Arora, Bryan Bollinger, Karsten Hansen, Leslie John, Wendy Liu, Aner Sela, Vishal Singh, K. Sudhir and Wendy Wood
Due to its origins in the literature on judgment and decision-making, context effects in marketing are construed exclusively in terms of how choices deviate from utility maximization principles as a function of how choices are presented (e.g., framing, sequence,...
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Keywords:
Decision Making;
Decision Choices and Conditions;
Situation or Environment;
Consumer Behavior
Thomadsen, Raphael, Robert P. Rooderkerk, On Amir, Neeraj Arora, Bryan Bollinger, Karsten Hansen, Leslie John, Wendy Liu, Aner Sela, Vishal Singh, K. Sudhir, and Wendy Wood. "How Context Affects Choice." Special Issue on 2016 Choice Symposium. Customer Needs and Solutions 5, nos. 1-2 (March 2018): 3–14.
- August 2017 (Revised May 2019)
- Case
Hilti (A): Fleet Management?
By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
This case explores the strategic decision-making process of premium power tools manufacturer Hilti in 1999, when the company was considering implementing a fleet management system in the construction industry. Fleet management would involve a shift from selling power...
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Keywords:
Hilti;
Business Model Innovation;
BMI;
Fleet Management;
Decision-making;
Implementation;
Power Tools Industry;
Business Model;
Restructuring;
Transformation;
Transition;
Customer Value and Value Chain;
Customer Focus and Relationships;
Construction;
Innovation and Invention;
Leasing;
Strategy;
Decision Making;
Construction Industry;
Switzerland;
Liechtenstein;
Germany;
Austria;
Europe;
United States;
Asia;
Brazil;
China;
Latin America;
North America;
Africa;
Japan;
Hong Kong
Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti (A): Fleet Management?" Harvard Business School Case 718-419, August 2017. (Revised May 2019.)
- June 2017 (Revised May 2018)
- Supplement
Hilti Fleet Management Video Supplements
By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers’ needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new...
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Keywords:
Hilti;
Business Model Innovation;
Fleet Management;
Decision-making;
Implementation;
Power Tools Industry;
Europe;
Switzerland;
Liechtenstein;
Business Model;
Restructuring;
Transformation;
Transition;
Customer Value and Value Chain;
Construction;
Leasing;
Strategy;
Decision Making;
Construction Industry;
Switzerland;
Liechtenstein;
Germany;
Austria;
Europe;
United States;
Asia;
Brazil;
China;
Latin America;
North America;
Africa;
Japan;
Hong Kong
Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management Video Supplements." Harvard Business School Multimedia/Video Supplement 717-808, June 2017. (Revised May 2018.)
- May 2017
- Teaching Note
Hilti Fleet Management (A) and (B)
By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
These notes are meant to accompany Hilti Fleet Management (A): Turning a Successful Business Model on Its Head (717-427) and Hilti Fleet Management (B): Towards a New Business Model (717-465).
This case explores the introduction of fleet management in the... View Details
This case explores the introduction of fleet management in the... View Details
Keywords:
Hilti;
Business Model Innovation;
BMI;
Fleet Management;
Decision-making;
Implementation;
Power Tools Industry;
Europe;
Switzerland;
Liechtenstein;
Business Model;
Restructuring;
Transformation;
Transition;
Customer Value and Value Chain;
Customer Focus and Relationships;
Construction;
Innovation and Invention;
Leasing;
Strategy;
Decision Making;
Growth Management;
Construction Industry;
Switzerland;
Liechtenstein;
Germany;
Austria;
Europe;
United States;
Asia;
Brazil;
China;
Latin America;
Africa;
Japan;
Hong Kong;
France;
Italy;
Spain
- May 2017 (Revised September 2018)
- Case
Hilti Fleet Management (A): Turning a Successful Business Model on Its Head
By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers’ needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new...
View Details
Keywords:
Hilti;
Business Model Innovation;
BMI;
Fleet Management;
Decision-making;
Implementation;
Power Tools Industry;
Business Model;
Restructuring;
Transformation;
Transition;
Customer Value and Value Chain;
Customer Focus and Relationships;
Construction;
Innovation and Invention;
Leasing;
Strategy;
Decision Making;
Construction Industry;
Switzerland;
Liechtenstein;
Germany;
Austria;
Europe;
United States;
Asia;
Brazil;
China;
Japan;
Hong Kong
Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management (A): Turning a Successful Business Model on Its Head." Harvard Business School Case 717-427, May 2017. (Revised September 2018.)
- May 2017 (Revised September 2018)
- Supplement
Hilti Fleet Management (B): Towards a New Business Model
By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
The (B) case tackles the implementation and scaling process of fleet management over the years. Finally, the case explores current challenges facing the BMI.
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Keywords:
Hilti;
Business Model Innovation;
BMI;
Fleet Management;
Decision-making;
Implementation;
Power Tools Industry;
Europe;
Switzerland;
Business Model;
Restructuring;
Transformation;
Transition;
Customer Value and Value Chain;
Customer Focus and Relationships;
Construction;
Innovation and Invention;
Leasing;
Strategy;
Growth Management;
Decision Making;
Construction Industry;
Switzerland;
Liechtenstein;
Germany;
Austria;
Europe;
United States;
Asia;
Brazil;
China;
Latin America;
Africa;
Japan;
Hong Kong;
France;
Italy;
Spain
Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management (B): Towards a New Business Model." Harvard Business School Supplement 717-465, May 2017. (Revised September 2018.)
- April 2017
- Case
Imprimis (A)
By: Ramon Casadesus-Masanell, Karen Elterman and Marc Appel
This case examines the strategic choices and evolving business model of Imprimis Pharmaceuticals from the perspective of CEO Mark Baum. The (A) case provides a brief history of the company and of the compounding business, outlining the challenges faced by Imprimis in...
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Keywords:
Strategy;
Healthcare;
Drug Compounding;
Pharmaceuticals;
Compounding;
Drug Development;
Decision-making;
Mark Baum;
Imprimis;
Small Business;
Decisions;
Cost vs Benefits;
Business Strategy;
Business Model;
Decision Choices and Conditions;
Pharmaceutical Industry;
United States
Casadesus-Masanell, Ramon, Karen Elterman, and Marc Appel. "Imprimis (A)." Harvard Business School Case 717-426, April 2017.
- August 2, 2016
- Article
Uncalculating Cooperation Is Used to Signal Trustworthiness
By: Jillian J. Jordan, Moshe Hoffman, Martin A. Nowak and David G. Rand
Humans frequently cooperate without carefully weighing the costs and benefits. As a result, people may wind up cooperating when it is not worthwhile to do so. Why risk making costly mistakes? Here, we present experimental evidence that reputation concerns provide an...
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Keywords:
Social Evaluation;
Experimental Economics;
Moral Psychology;
Cooperation;
Reputation;
Decision Making
Jordan, Jillian J., Moshe Hoffman, Martin A. Nowak, and David G. Rand. "Uncalculating Cooperation Is Used to Signal Trustworthiness." Proceedings of the National Academy of Sciences 113, no. 31 (August 2, 2016): 8658–8663.
- 2016
- Other Teaching and Training Material
Organizational Behavior Reading: Decision Making
By: Francesca Gino, Max Bazerman and Katherine Shonk
This Reading argues that decision making is systematically flawed and introduces methods to improve decision-making effectiveness. The Essential Reading section covers the rational decision-making model and three important ideas that challenge it: Herbert Simon's...
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Gino, Francesca, Max Bazerman, and Katherine Shonk. "Organizational Behavior Reading: Decision Making." Core Curriculum Readings Series. Boston, MA: Harvard Business Publishing 8383, 2016. Electronic.
- March 2016
- Case
Residency Select or J3Personica?
By: William Kerr and Kathryn S. Roloff
Residency Select, LLC provides psychometric assessments for matching medical students to residency programs. After a series of successful pilots, founder Alan Friedman is considering whether to continue developing his offerings in this area, or whether to expand into...
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Keywords:
Marketplace Matching;
Expansion;
Higher Education;
Entrepreneurship;
Health Care and Treatment;
Growth and Development Strategy;
Service Industry
Kerr, William, and Kathryn S. Roloff. "Residency Select or J3Personica?" Harvard Business School Case 816-088, March 2016.
- February 2016 (Revised March 2018)
- Case
Labor, Capital, and Government: The Anthracite Coal Strike of 1902
By: David Moss and Marc Campasano
In late October 1902, President Theodore Roosevelt felt relieved after months of anxiety and uncertainty. Workers in Pennsylvania's anthracite coal industry had been on strike for five months, threatening to leave eastern cities in the cold without enough heating fuel...
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Keywords:
Governance;
Agreements and Arrangements;
Business and Government Relations;
Labor;
Law;
Policy;
Mining;
History;
Mining Industry;
Pennsylvania
Moss, David, and Marc Campasano. "Labor, Capital, and Government: The Anthracite Coal Strike of 1902." Harvard Business School Case 716-046, February 2016. (Revised March 2018.)
- June 2015
- Case
The Valuation and Financing of Lady M Confections
By: Mihir A. Desai and Elizabeth A. Meyer
This case explores the decision-making process that small, private businesses must undertake when considering an expansion and when selling equity to outside investors. In the process, students are asked to complete two exercises: a break-even analysis and a valuation...
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Keywords:
Lady M;
Bakery;
Foodservice Industry;
Breakeven Analysis;
Restaurant Industry;
Forecasting;
Forecast;
Financial Analysis;
Borrowing and Debt;
Corporate Finance;
Equity;
Financial Management;
Financial Strategy;
Finance;
Food;
Valuation;
Food and Beverage Industry;
New York (city, NY)
Desai, Mihir A., and Elizabeth A. Meyer. "The Valuation and Financing of Lady M Confections." Harvard Business School Case 215-047, June 2015.
- August 15, 2014
- Article
Can an Outside CEO Run a Family-Owned Business?
By: Josh Baron and Rob Lachenauer
This article explores the intricate dynamics that often characterize family-owned businesses, shedding light on key archetypes that play prominent roles within these organizations. Using a narrative approach, the article illustrates the challenges faced by leaders...
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Keywords:
Family Ownership;
Personal Characteristics;
Family and Family Relationships;
Management Practices and Processes
Baron, Josh, and Rob Lachenauer. "Can an Outside CEO Run a Family-Owned Business?" Harvard Business Review (website) (August 15, 2014).
- June 2014
- Technical Note
A Note on Seeking, Receiving, and Giving Advice
By: David A. Garvin and Joshua D. Margolis
This note examines the processes of seeking, receiving, and giving advice by drawing on both academic research and the lessons of skilled practitioners. It begins with a discussion of the potential benefits and costs of advice-seeking and advice-giving. The note then...
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Keywords:
Advice Taking;
Coaching;
Decision-making;
Leadership;
Interpersonal Communication;
Personal Development and Career;
Management Skills
Garvin, David A., and Joshua D. Margolis. "A Note on Seeking, Receiving, and Giving Advice." Harvard Business School Technical Note 314-071, June 2014.
- January 2014 (Revised November 2015)
- Background Note
Rational Choice and Managerial Decision-Making
By: Willy Shih
This note discusses Herbert Simon's notion of bounded rationality: how managers may sometimes make suboptimal choices because of their limited ability to access or process information.
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Keywords:
Rational Choice;
Bounded Rationality;
Satisficing;
Herbert Simon;
Agenda-setting;
Choice;
Alternatives;
Decision Making;
Decision Choices and Conditions;
Decisions;
Judgments
Shih, Willy. "Rational Choice and Managerial Decision-Making." Harvard Business School Background Note 614-048, January 2014. (Revised November 2015.)
- January 2014
- Case
CleanSpritz
By: John A. Quelch and Alisa Zalosh
Sales of CleanSpritz all-purpose cleaning spray have been steadily declining for the past five years, and management believes the decline correlates to a growing environmental concern among U.S. consumers. CleanSpritz's management is considering several options to...
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Keywords:
Product Positioning;
Competition;
Marketing Strategy;
Corporate Social Responsibility and Impact;
Performance Improvement;
Environmental Sustainability;
Product Launch;
Product Development;
Consumer Products Industry
Quelch, John A., and Alisa Zalosh. "CleanSpritz." Harvard Business School Brief Case 914-537, January 2014.
- August 2013
- Case
Desi Shack: Location Choice in the Big Apple
By: William R. Kerr and Alexis Brownell
Desi Shack is a “fast casual” restaurant, started by two HBS alumni, that serves Indian and Pakistani cuisine in midtown Manhattan. The founders are looking to expand into a second location and also plan to hire a COO, and there is very little room for error in the...
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Keywords:
Restaurant;
New York City;
Location Choice;
Entrepreneurship;
Food;
Geographic Location;
Food and Beverage Industry;
New York (city, NY)
Kerr, William R., and Alexis Brownell. "Desi Shack: Location Choice in the Big Apple." Harvard Business School Case 814-012, August 2013.
- January 2013
- Case
Cabot Corporation: The Fuel Cell Decision (A)
By: Willy Shih and Ying Zhou
Managers at Cabot Corporation are faced with deciding the future of its fuel cell program. The (A) case recounts the view of the business manager and the technical project lead, and the (B) case describes the perspective of a senior manager who is the head of the New...
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Keywords:
Technical Decision-making;
Decision-making Process;
Fuel Cells;
Decision Choices and Conditions;
Decisions;
Judgments;
Business Plan;
Business Exit or Shutdown;
Energy Generation;
Energy Sources;
Innovation and Management;
Innovation Strategy;
Technological Innovation;
Research and Development;
Science-Based Business;
Commercialization;
Technology Industry;
Manufacturing Industry;
Massachusetts;
United States
Shih, Willy, and Ying Zhou. "Cabot Corporation: The Fuel Cell Decision (A)." Harvard Business School Case 613-066, January 2013.
- January 2013
- Supplement
Cabot Corporation: The Fuel Cell Decision (B)
By: Willy Shih and Ying Zhou
Managers at Cabot Corporation are faced with deciding the future of its fuel cell program. The (A) case recounts the view of the business manager and the technical project lead, and the (B) case describes the perspective of a senior manager who is the head of the New...
View Details
Keywords:
Technical Decision-making;
Decision Making Process;
Fuel Cells;
Decision Choices and Conditions;
Decisions;
Judgments;
Business Plan;
Business Exit or Shutdown;
Energy Generation;
Energy Sources;
Innovation and Management;
Innovation Strategy;
Technological Innovation;
Research and Development;
Science-Based Business;
Commercialization;
Technology Industry;
Manufacturing Industry;
United States;
Massachusetts
Shih, Willy, and Ying Zhou. "Cabot Corporation: The Fuel Cell Decision (B)." Harvard Business School Supplement 613-067, January 2013.