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All HBS Web
(849)
- People (1)
- News (159)
- Research (593)
- Events (4)
- Multimedia (1)
- Faculty Publications (217)
- May 2017
- Case
Promontory, Inc.
By: Frank V. Cespedes and Amy Handlin
Promontory, Inc. is a small, privately owned firm in the promotional products (specialty advertising) industry. After starting the firm two years ago with the intention of pursuing a high-quality/high-price strategy, the CEO is seeking methods of increasing sales...
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Keywords:
Salesforce Management;
Marketing Strategy;
Customization and Personalization;
Business Model;
Sales;
Advertising Industry
Cespedes, Frank V., and Amy Handlin. "Promontory, Inc." Harvard Business School Brief Case 917-535, May 2017.
- April 2006
- Case
Nutricia Middle East: Measuring Sales Force Effectiveness
Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant milk formula most effectively in a region where the information environment is much less rich than in other...
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Keywords:
Management Teams;
Salesforce Management;
Customer Relationship Management;
Emerging Markets;
Nutrition;
Performance Effectiveness;
Business Strategy;
Commercialization;
Health Industry;
Middle East;
Africa
Martinez-Jerez, Francisco de Asis, and Rachel Sha. "Nutricia Middle East: Measuring Sales Force Effectiveness." Harvard Business School Case 106-063, April 2006.
- Article
Competition for Scarce Resources
By: Peter Eso, Volker Nocke and Lucy White
We model a downstream industry where firms compete to buy capacity in an upstream market that allocates capacity efficiently. Although downstream firms have symmetric production technologies, we show that industry structure is symmetric only if capacity is sufficiently...
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Keywords:
Competitive Strategy;
Natural Environment;
Technology;
Production;
Business Cycles;
Forecasting and Prediction;
Cost;
Demand and Consumers;
Industry Structures;
Performance Capacity
Eso, Peter, Volker Nocke, and Lucy White. "Competition for Scarce Resources." RAND Journal of Economics 41, no. 3 (Fall 2010): 524–548.
- October 1994
- Case
Bankers Trust: Global Investment Bank
By: Andre F. Perold and Kuljot Singh
In October 1992, Eugene Shanks, president of Bankers Trust New York Corp., and Brian Walsh, head of the Global Investment Bank (GIB) business unit, are considering a proposal for a large and complex financing involving the North Sea Oil Co. (NSOC). The financing...
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Keywords:
Risk and Uncertainty;
Credit Derivatives and Swaps;
Risk Management;
Value Creation;
Business History;
Capital Markets;
Financing and Loans;
Financial Markets;
Corporate Finance;
Banking Industry;
Energy Industry
Perold, Andre F., and Kuljot Singh. "Bankers Trust: Global Investment Bank." Harvard Business School Case 295-010, October 1994.
- 2009
- Case
Mercury Athletic Footwear, Inc.: Valuing the Opportunity: Brief Case No. 4050.
By: Timothy A. Luehrman and Joel L. Heilprin
In January 2007, West Coast Fashions, Inc., a large designer and marketer of branded apparel, announced a strategic reorganization that would result in the divestiture of their wholly owned footwear subsidiary, Mercury Athletic. John Liedtke, the head of business...
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- February 2011 (Revised May 2011)
- Case
Utilis: Designing, Producing, and Selling Rapid Deployment Shelters for a Troubled World
By: Herman B. Leonard, Daniela Beyersdorfer and Simon Harrow
How can a company that supplies disaster response and humanitarian agencies best handle the intrinsically unpredictable and highly volatile demand for its products? Utilis is a French supplier of rapid-deploy high-end tent solutions for civilian and military uses (such...
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Keywords:
Business Model;
Growth and Development Strategy;
Demand and Consumers;
Strategic Planning;
Natural Disasters;
Competitive Strategy;
Consumer Products Industry;
Industrial Products Industry;
France
Leonard, Herman B., Daniela Beyersdorfer, and Simon Harrow. "Utilis: Designing, Producing, and Selling Rapid Deployment Shelters for a Troubled World." Harvard Business School Case 311-096, February 2011. (Revised May 2011.)
Winning in Emerging Markets: A Roadmap for Strategy and Execution
Most books thus far on emerging markets are either investing-oriented (Mobius, Pereiro), or country - or market-specific (Farrell, Lindahl), or descriptive (Friedman, van Agtmael). No book has definitively targeted the corporate strategists who need a practical... View Details
- 25 Nov 2014
- News
Creating a ‘Doorbuster’: the $5 Toaster
- April 2021
- Case
ClearChoice Dental Implant Centers
By: Robert S. Kaplan, Ashiana Jivraj and Jane Barrow
The case illustrates the application of value-based health care to dental medicine. ClearChoice Dental Implant Centers was a rapidly-growing network of dentist-owned independent implant clinics. The targeted market included 23 million people, 15% of the US adult...
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Keywords:
Value-based Health Care;
Dental Medicine;
Growth and Development Strategy;
Expansion;
Business Strategy;
Customer Value and Value Chain;
Customer Focus and Relationships;
Health Industry;
United States
Kaplan, Robert S., Ashiana Jivraj, and Jane Barrow. "ClearChoice Dental Implant Centers." Harvard Business School Case 121-082, April 2021.
- 22 Dec 2009
- First Look
First Look: Dec. 22
Working PapersInternational Differences in the Size and Roles of Corporate Headquarters: An Empirical Examination Authors:David Collis, David Young, and Michael Goold Abstract This paper examines differences in the View Details
Keywords:
Martha Lagace
- 13 Oct 2006
- Working Paper Summaries
Pricing Liquidity: The Quantity Structure of Immediacy Prices
- December 2009
- Article
Long-Run Stockholder Consumption Risk and Asset Returns
By: Christopher J. Malloy, Tobias J. Moskowitz and Annette Vissing-Jorgensen
We provide new evidence on the success of long-run risks in asset pricing by focusing on the risks borne by stockholders. Exploiting micro-level household consumption data, we show that long-run stockholder consumption risk better captures cross-sectional variation in...
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Malloy, Christopher J., Tobias J. Moskowitz, and Annette Vissing-Jorgensen. "Long-Run Stockholder Consumption Risk and Asset Returns." Journal of Finance 64, no. 6 (December 2009): 2427–2480. (Finalist for the 2010 Smith Breeden Prize for the best paper in the Journal of Finance.)
- 2008
- Working Paper
Long-Run Stockholder Consumption Risk and Asset Returns
By: Christopher J. Malloy, Tobias J. Moskowitz and Annette Vissing-Jorgensen
We provide new evidence on the success of long-run risks in asset pricing by focusing on the risks borne by stockholders. Exploiting micro-level household consumption data, we show that long-run stockholder consumption risk better captures cross-sectional...
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Malloy, Christopher J., Tobias J. Moskowitz, and Annette Vissing-Jorgensen. "Long-Run Stockholder Consumption Risk and Asset Returns." Harvard Business School Working Paper, No. 08-060, January 2008.
- August 2013
- Teaching Note
Nutricia Middle East: Measuring Sales Force Effectiveness
By: F. Asis Martinez-Jerez
Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant milk formula most effectively in a region where the information environment is much less rich than in other...
View Details
- March 2022
- Case
Metric
By: Christina Wallace, Rebecca Cink and Maria Lappas
Megan Murday, the founder of Metric, an environmental, social, and corporate governance (ESG) analytics startup, must decide which customer segment to target as a beachhead market. She received positive feedback from a Swiss venture capital (VC) firm, indicating their...
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- July 1999
- Article
Analysts' Forecast Accuracy: Do Ability and Portfolio Complexity Matter
By: Michael B. Clement
Prior studies have identified systematic and time persistent differences in analysts’ earnings forecast accuracy, but have not explained why the differences exist. Using the I/B/E/S Detail History database, this study finds that forecast accuracy is positively...
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Clement, Michael B. "Analysts' Forecast Accuracy: Do Ability and Portfolio Complexity Matter." Journal of Accounting & Economics 27, no. 3 (July 1999): 285–303.
- September 2000 (Revised May 2003)
- Case
Radio One, Inc.
By: Richard S. Ruback and Pauline M Fischer
Radio One (NYSE: ROIA and RIOAK), the largest radio group targeting African-Americans in the country, had the opportunity to acquire 12 urban stations in the top 50 markets from Clear Channel Communications, Inc. (NYSE: CCU) in the winter of 2000. The stations were...
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Keywords:
Negotiation;
Valuation;
Race;
Mergers and Acquisitions;
Financial Strategy;
Media and Broadcasting Industry;
Indiana;
United States;
North Carolina
Ruback, Richard S., and Pauline M Fischer. "Radio One, Inc." Harvard Business School Case 201-025, September 2000. (Revised May 2003.)
Winning in Emerging Markets: A Roadmap for Strategy and Execution
Most books thus far on emerging markets are either investing-oriented, or country - or market-specific, or descriptive. No book has definitively targeted the corporate strategists who need a practical framework and assessment tools for analyzing emerging markets,... View Details
- 01 Aug 2005
- What Do You Think?
Is There an “Efficient Market” in CEO Compensation?
efficient markets might argue that these are merely a reflection of the scarcity of supply among those thought to be able to lead large organizations. And yet there is evidence of little or no relationship between the View Details
Keywords:
by James Heskett
- May 1981 (Revised May 1985)
- Case
MEM Co., Inc.
By: John A. Quelch
The President of MEM Co., Inc. is assessing the proposed introduction of a new line of men's toiletries. He also must determine the best distribution channels and the size of the product's advertising budget.
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Keywords:
Advertising;
Distribution Channels;
Budgets and Budgeting;
Product Development;
Beauty and Cosmetics Industry
Quelch, John A. "MEM Co., Inc." Harvard Business School Case 581-154, May 1981. (Revised May 1985.)