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All HBS Web
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- Faculty Publications (7,737)
- October 1988 (Revised November 2006)
- Background Note
Aspects of Sales Management: An Introduction
Discusses certain general issues that affect sales-management requirements in most companies: 1) the nature of the salesperson's "boundary role" in the organization, and 2) the relevance and limits of compensation policies as a key means of affecting the salesperson's...
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Keywords:
Salesforce Management
Cespedes, Frank V. "Aspects of Sales Management: An Introduction." Harvard Business School Background Note 589-061, October 1988. (Revised November 2006.)
- October 1988
- Case
Harris Seafoods Leveraged Buyout
Describes set of issues confronting Alison Lassiter, who is trying to help Charlie Harris arrange a leveraged buyout of the shrimp company he runs, a division of a publicly traded company, Katy Industries. Lassiter has prepared a memorandum discussing and analyzing the...
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Keywords:
Leveraged Buyouts;
Venture Capital;
Financing and Loans;
Equity;
Cost vs Benefits;
Negotiation Tactics;
Negotiation Preparation;
Financial Management;
Strategy;
Management Analysis, Tools, and Techniques;
Planning;
Food and Beverage Industry;
Industrial Products Industry
Sahlman, William A. "Harris Seafoods Leveraged Buyout." Harvard Business School Case 289-019, October 1988.
- October 1988 (Revised December 1994)
- Case
Maytag in 1984
By: David J. Collis and Nancy Donohue
Highlights Maytag's unique position in the industry in 1984. Maytag, a much smaller player than its competitors has prior to 1984 been successful in producing high quality merchandise and charging a premium for it. By 1984 Maytag is also attempting expansion....
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Keywords:
Acquisition;
Business or Company Management;
Production;
Quality;
Rank and Position;
Competition;
Expansion;
Electronics Industry
Collis, David J., and Nancy Donohue. "Maytag in 1984." Harvard Business School Case 389-055, October 1988. (Revised December 1994.)
- 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.)
- September 1988
- Case
Frontier Airlines, Inc. (A) (Condensed)
Describes a regional airline that is on the losing end of a strategic application of information technology. Management is focusing on internal data processing issues while its principal, and larger, competitor is using its computerized reservations system to gain...
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Keywords:
Adoption;
Business Strategy;
Competitive Strategy;
Information Technology;
Air Transportation;
Air Transportation Industry
McFarlan, F. Warren. "Frontier Airlines, Inc. (A) (Condensed)." Harvard Business School Case 189-074, September 1988.
- September 1988
- Case
Skil Corp.
The portable electric power tool market in the United States was approximately $1.1 billion in 1979. There were about a dozen manufacturers competing in the U.S. market, of which five were U.S. companies. Skil was the third largest U.S. competitor. Skil was acquired by...
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Keywords:
Competition;
Competitive Strategy;
Mergers and Acquisitions;
Business Strategy;
Emerging Markets;
United States
Porter, Michael E. "Skil Corp." Harvard Business School Case 389-005, September 1988.
- August 1988 (Revised January 1992)
- Supplement
Norton Group PLC: To Be or Not to Be in the Motorcycle Business (B)
By: V. Kasturi Rangan and Jon Skofic
Outlines the decisions taken by the company's management team in response to the challenges posed in Norton Group PLC (A). For each such decision, further data is provided for students to ponder the effectiveness of the action steps undertaken.
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Keywords:
Motorcycle Industry
Rangan, V. Kasturi, and Jon Skofic. "Norton Group PLC: To Be or Not to Be in the Motorcycle Business (B)." Harvard Business School Supplement 589-014, August 1988. (Revised January 1992.)
- August 1988 (Revised January 1990)
- Case
Boston Edison vs. City of Boston
Schleifer, Arthur, Jr. "Boston Edison vs. City of Boston." Harvard Business School Case 189-047, August 1988. (Revised January 1990.)
- August 1988 (Revised August 1989)
- Case
Poletown Dilemma, The
By: Thomas R. Piper
Senior management of General Motors must select a site for a new assembly plant to replace two plants located in Detroit. The economics strongly favor a site in an adjacent state. However, a relocation would have substantial, negative impact on the existing work force,...
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Keywords:
Factories, Labs, and Plants;
Business and Government Relations;
Corporate Social Responsibility and Impact;
Business Offices;
Management Teams;
Restructuring;
Economics;
Auto Industry;
Michigan
Piper, Thomas R. "Poletown Dilemma, The." Harvard Business School Case 389-017, August 1988. (Revised August 1989.)
- 1988
- Chapter
Evaluation of Government Financial Incentives to Large Scale Energy Projects: A Contingent Claims Approach
By: Carliss Y. Baldwin and Scott P. Mason
- July 1988 (Revised May 1989)
- Background Note
On the Economics of a Parking Garage
By: David E. Bell
Introduces notions of cash flow, net present value, and internal rate of return by estimating the profitability of a parking garage.
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Bell, David E. "On the Economics of a Parking Garage." Harvard Business School Background Note 189-004, July 1988. (Revised May 1989.)
- June 1988 (Revised December 1991)
- Case
An Tai Bao Coal Mining Project
By: W. Carl Kester and Richard P. Melnick
An Tai Bao is the world's largest open-pit coal mine and is located in China's Shanxi province. After eight years of planning and negotiating, Occidental Petroleum, the foreign partner in the deal, is about to sign an ownership and financing agreement for $475 million...
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Keywords:
Planning;
Agreements and Arrangements;
Non-Renewable Energy;
Equity;
Partners and Partnerships;
Negotiation Deal;
Joint Ventures;
Mining Industry;
China
Kester, W. Carl, and Richard P. Melnick. "An Tai Bao Coal Mining Project." Harvard Business School Case 288-041, June 1988. (Revised December 1991.)
- June 1988
- Case
Decontrol of Fertilizer Prices in Pakistan
Wells, Louis T., Jr. "Decontrol of Fertilizer Prices in Pakistan." Harvard Business School Case 388-087, June 1988.
- May 1988
- Background Note
Roles and Relationships of Business and Government
By: George C. Lodge
Synthesizes a wide range of literature and experience concerning comparative government-business relations, focusing especially on Japan, Europe, and the United States with some references to Brazil and Mexico. Designed for discussion in two consecutive class sessions....
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Keywords:
Economic Systems;
Framework;
Government and Politics;
Mission and Purpose;
Organizational Structure;
Business and Government Relations;
Mathematical Methods;
System;
Japan;
Europe;
Mexico;
United States;
Brazil
Lodge, George C. "Roles and Relationships of Business and Government." Harvard Business School Background Note 388-159, May 1988.
- May 1988 (Revised March 1990)
- Case
Matsushita Electric Industrial (MEI) in 1987
By: Christopher A. Bartlett and Sumantra Ghoshal
Describes the development of Matsushita's international operations and the building of its dominant competitive position in the consumer electronics industry. Picks up the major challenges facing the company in 1987 as both its product focus and geographic posture are...
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Keywords:
Global Strategy;
Goods and Commodities;
Product Positioning;
Problems and Challenges;
Business Strategy;
Competitive Strategy;
Value;
Electronics Industry
Bartlett, Christopher A., and Sumantra Ghoshal. "Matsushita Electric Industrial (MEI) in 1987." Harvard Business School Case 388-144, May 1988. (Revised March 1990.)
- April 1988 (Revised October 1996)
- Case
Home Depot, Inc., The
Home Depot, founded in 1978, pioneered the warehouse retailing concept in the home center industry. The company's niche strategy resulted in rapid growth in sales. By 1986, however, the company began experiencing deteriorating profitability. Students are asked to...
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Palepu, Krishna G. "Home Depot, Inc., The." Harvard Business School Case 188-148, April 1988. (Revised October 1996.)
- April 1988 (Revised September 1992)
- Case
Frito-Lay, Inc.: The Backhaul Decision
Prior to the Motor Carrier Act of 1980, companies with private trucking fleets were generally prohibited from selling transportation services to other companies. The deregulation of the trucking industry in 1980 allowed private carriers to offer for-hire transportation...
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Keywords:
Cost Management;
Revenue;
Governing Rules, Regulations, and Reforms;
Marketing Strategy;
Distribution;
Service Operations;
Sales;
Salesforce Management;
Transportation;
Food and Beverage Industry
Hammond, Janice H. "Frito-Lay, Inc.: The Backhaul Decision." Harvard Business School Case 688-104, April 1988. (Revised September 1992.)
- March 1988
- Article
Tobin's q and the Importance of Focus in Firm Performance
By: Cynthia A. Montgomery and Birger Wernerfelt
Montgomery, Cynthia A., and Birger Wernerfelt. "Tobin's q and the Importance of Focus in Firm Performance." American Economic Review 78, no. 1 (March 1988).
- February 1988 (Revised August 2000)
- Background Note
Note on the U.S. Freight Transportation Industry
By: Janice H. Hammond and John E. P. Morrison
Describes the major modes of domestic freight transportation (motor carrier, rail, air, water, and pipelines). Examines the characteristics of the transportation service that each mode provides and discusses changes in the industry that have resulted from recent...
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Keywords:
Change;
Governing Rules, Regulations, and Reforms;
Industry Structures;
Logistics;
Service Operations;
Transportation;
United States
Hammond, Janice H., and John E. P. Morrison. "Note on the U.S. Freight Transportation Industry." Harvard Business School Background Note 688-080, February 1988. (Revised August 2000.)
- February 1988 (Revised January 1990)
- Case
Government Redress of Market Imperfections: Procurement from Minority Firms
By: George C. Lodge
Lodge, George C. "Government Redress of Market Imperfections: Procurement from Minority Firms." Harvard Business School Case 388-108, February 1988. (Revised January 1990.)