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All HBS Web
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- Faculty Publications (123)
- July 2012
- Case
El Paso's Sale to Kinder Morgan
By: John Coates, Clayton Rose and David Lane
On October 16, 2011, El Paso agreed to sell itself to Kinder Morgan for just over $21 billion. Shareholders filed suit, arguing that the process was tainted by conflict and that a higher price could be obtained. Delaware Chancellor Leo Strine agreed with the plaintiffs...
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Keywords:
El Paso;
Kinder Morgan;
Goldman Sachs;
Leo Strine;
Conflicts Of Interest;
Corporate Governance;
Relationships;
Lawsuits and Litigation;
Energy Industry;
Banking Industry;
United States
Coates, John, Clayton Rose, and David Lane. "El Paso's Sale to Kinder Morgan." Harvard Business School Case 313-021, July 2012.
- May 2012
- Article
Adding Bricks to Clicks: Predicting the Patterns of Cross-Channel Elasticities over Time
By: Jill Avery, Thomas J. Steenburgh, John Deighton and Mary Caravella
The authors propose a conceptual framework to explain whether and when the introduction of a new retail store channel helps or hurts sales in existing direct channels. A conceptual framework separates short- and long-term effects by analyzing the capabilities of a...
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Keywords:
Marketing;
Channels;
Channels Of Distribution;
Distribution;
Retailing;
Channel Management;
Channel Migration;
Multichannel Retailing;
Framework;
Customers;
Marketing Channels;
Sales;
Internet and the Web;
Demand and Consumers;
Competency and Skills;
Distribution Channels;
E-commerce;
Retail Industry;
United States
Avery, Jill, Thomas J. Steenburgh, John Deighton, and Mary Caravella. "Adding Bricks to Clicks: Predicting the Patterns of Cross-Channel Elasticities over Time." Journal of Marketing 76, no. 3 (May 2012): 96–111.
- April 2012
- Article
Retail Doesn't Cross Borders: Here's Why and What to Do about It
By: Marcel Corstjens and Rajiv Lal
Most companies assume that the easiest way to grow is by investing overseas and that the developing world offers the best opportunities for boosting revenues and profits today. However, success abroad varies widely, and research shows that it's often tough to...
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Keywords:
Operations;
Growth and Development Strategy;
Globalization;
Cross-Cultural and Cross-Border Issues;
Local Range;
Retail Industry
Corstjens, Marcel, and Rajiv Lal. "Retail Doesn't Cross Borders: Here's Why and What to Do about It." Harvard Business Review 90, no. 4 (April 2012).
- November 2011
- Case
Celeritas, Inc.: Leadership Challenges in a Fast-Growth Industry
By: Michael Beer and Ingrid Vargas
In 2011, Celeritas is a leading data communications company in the crowded, highly competitive, and ever-evolving enterprise-network optimization market. Having experienced rapid growth since its founding in 2003, Celeritas has recently seen sales decline and has begun...
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Keywords:
Technology;
Morale;
Conflict;
Organizational Change;
Team Building;
Organizational Change and Adaptation;
Information Technology;
Leadership;
Communication;
Groups and Teams;
Attitudes;
Conflict and Resolution;
Information Technology Industry;
Communications Industry
Beer, Michael, and Ingrid Vargas. "Celeritas, Inc.: Leadership Challenges in a Fast-Growth Industry." Harvard Business School Brief Case 114-360, November 2011.
- October 2011 (Revised March 2012)
- Case
Cottle-Taylor: Expanding the Oral Care Group in India
By: John A. Quelch and Alisa Zalosh
Brinda Patel, director of oral care products for the India division of a consumer home-care product company, develops a data-driven marketing plan for toothbrushes. She believes her plan can support a 20% increase in unit sales based on rising demand for modern...
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Keywords:
Forecasting;
Budgeting;
International Marketing;
Product Planning & Policy;
Sales Promotions;
Marketing Plans;
Products;
Marketing Strategy;
Consumer Behavior;
Emerging Markets;
Forecasting and Prediction;
Advertising;
Product Launch;
Budgets and Budgeting;
Product Development;
Consumer Products Industry;
Health Industry;
India
Quelch, John A., and Alisa Zalosh. "Cottle-Taylor: Expanding the Oral Care Group in India." Harvard Business School Brief Case 114-350, October 2011. (Revised March 2012.)
- September – October 2011
- Article
The Manufacturer's Incentive to Reduce Lead Times
By: Santiago Kraiselburd, Richard Pibernik and Ananth Raman
It is generally a well acknowledged fact that, ceteris paribus, reducing the lead times between downstream and upstream parties in a supply chain is desirable from an overall system perspective. However, an upstream party (e.g., a manufacturer) may have strong...
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Keywords:
Cost;
Demand and Consumers;
Order Taking and Fulfillment;
Production;
Supply Chain Management;
Sales;
Manufacturing Industry;
Retail Industry
Kraiselburd, Santiago, Richard Pibernik, and Ananth Raman. "The Manufacturer's Incentive to Reduce Lead Times." Production and Operations Management 20, no. 5 (September–October 2011): 639–653.
- April 2011
- Case
Designs by Kate: The Power of Direct Sales
By: John A. Deighton and Sarah Abbott
The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also responsible for recruiting, training, and managing new sales reps. CEO and founder Kate Creevey designed the...
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Keywords:
Direct Sales;
Consumer Marketing;
Marketing Management;
Personal Selling;
Sales Compensation;
Sales Organization;
Motivation and Incentives;
Marketing Strategy;
Salesforce Management;
Performance;
Compensation and Benefits;
Apparel and Accessories Industry
Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales." Harvard Business School Brief Case 114-284, April 2011.
- 2011
- Working Paper
The Impact of Forward-Looking Metrics on Employee Decision Making
By: Pablo Casas-Arce, F. Asis Martinez-Jerez and V.G. Narayanan
This paper analyzes the effects of providing forward-looking metrics on employee decision making. We use data from a southern European bank that, in April 2002, started providing its branch managers with customer lifetime value (CLV) information about mortgage...
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- 2011
- Chapter
How Does Simplified Disclosure Affect Individuals' Mutual Fund Choices?
By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
We use an experiment to estimate the effect of the SEC's Summary Prospectus, which simplifies mutual fund disclosure. Our subjects chose an equity portfolio and a bond portfolio. Subjects received either statutory prospectuses or Summary Prospectuses. We find no...
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Keywords:
Information;
Corporate Disclosure;
Decision Choices and Conditions;
Consumer Behavior;
Retirement;
Personal Finance;
Investment Funds;
Microeconomics
Beshears, John, James J. Choi, David Laibson, and Brigitte C. Madrian. "How Does Simplified Disclosure Affect Individuals' Mutual Fund Choices?" In Explorations in the Economics of Aging, edited by David A. Wise, 75–96. Chicago: University of Chicago Press, 2011.
- 2011
- Chapter
Regional Trade Integration and Multinational Firm Strategies
By: Pol Antras and C. Fritz Foley
This paper analyzes the effects of the formation of a regional trade agreement on the level and nature of multinational firm activity. We examine aggregate data that captures the response of U.S. multinational firms to the formation of the ASEAN free trade agreement....
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Keywords:
Forecasting and Prediction;
Trade;
Foreign Direct Investment;
Multinational Firms and Management;
Globalized Markets and Industries;
Analytics and Data Science;
Agreements and Arrangements;
United States
Antras, Pol, and C. Fritz Foley. "Regional Trade Integration and Multinational Firm Strategies." In Costs and Benefits of Regional Economic Integration in Asia, edited by Robert J. Barro and Jong-Wha Lee. Oxford University Press, 2011.
- September 2010 (Revised August 2011)
- Background Note
Pricing, Profits, and Customer Value
By: Frank V. Cespedes, Benson P. Shapiro and Elliot B. Ross
This note discusses how some firms (start-ups and established companies) maximize customer value and profits via their pricing processes. It is aimed at companies that compete on the basis of performance initiatives rather than absolute cost advantages and low price....
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Keywords:
Customer Focus and Relationships;
Customer Value and Value Chain;
Cost;
Price;
Profit;
Performance Effectiveness;
Sales;
Competitive Strategy
Cespedes, Frank V., Benson P. Shapiro, and Elliot B. Ross. "Pricing, Profits, and Customer Value." Harvard Business School Background Note 811-016, September 2010. (Revised August 2011.)
- Article
Selling to Many Countries Within the U.S.
By: Frank V. Cespedes and Michael Wong
In pursuing growth, many companies have plans to sell to emerging markets like the so-called B-R-I-C nations (Brazil, Russia, India, China), but they overlook significant ethnic markets within the United States. For example, the combined African-American and Hispanic...
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Keywords:
Management Style;
Ethnicity;
Sales;
Business Growth and Maturation;
Marketing Communications;
Business Plan;
Emerging Markets;
Debates;
Business Strategy;
Growth and Development;
Growth and Development Strategy;
United States
Cespedes, Frank V., and Michael Wong. "Selling to Many Countries Within the U.S." MIT Sloan Management Review 52, no. 1 (Fall 2010).
- September – October 2010
- Article
The Effect of Product Variety and Inventory Levels on Retail Sales: A Longitudinal Study
By: Zeynep Ton and Ananth Raman
We examine the effects of product variety and inventory levels on store sales. Using four years of data from stores of a large retailer, we show that increases in product variety and inventory levels are both associated with higher sales. We also show that increasing...
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Ton, Zeynep, and Ananth Raman. "The Effect of Product Variety and Inventory Levels on Retail Sales: A Longitudinal Study." Production and Operations Management 19, no. 5 (September–October 2010): 546–560.
- June 2010 (Revised January 2011)
- Case
Scientific Glass Incorporated: Inventory Management
By: Steven C. Wheelwright and William Schmidt
Scientific Glassware is a fast-growing, privately held company that provides specialized glassware for laboratory and research facilities. Excess inventory is tying up extra capital needed to fund the company's expansion plans. The newly hired Manager of Inventory...
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Keywords:
Inventory Control;
Inventory Management;
Materials Management;
Order Processing;
Warehousing;
Salesforce Management;
Logistics;
Operations;
Order Taking and Fulfillment;
Finance;
Consumer Products Industry;
Technology Industry
Wheelwright, Steven C., and William Schmidt. "Scientific Glass Incorporated: Inventory Management." Harvard Business School Brief Case 104-208, June 2010. (Revised January 2011.)
- May 2010
- Article
Bye Bye Bundles: The Unbundling of Music in Digital Channels
By: Anita Elberse
Fueled by digital distribution, unbundling is prevalent in many information industries. What is the effect of this unbundling on sales? And what bundle characteristics drive this effect? I empirically examine these questions in the context of the music industry, using...
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Keywords:
Unbundling;
Bundling;
Digital Distribution;
System-of-equations Modeling;
Sales;
Distribution Channels;
Framework;
Mathematical Methods;
Revenue;
Reputation;
Internet and the Web;
System;
E-commerce;
Information Industry;
Music Industry
Elberse, Anita. "Bye Bye Bundles: The Unbundling of Music in Digital Channels." Journal of Marketing 74, no. 3 (May 2010).
- October 2009 (Revised March 2012)
- Case
Nettwerk: Digital Marketing in the Music Industry
By: John A. Deighton and Leora Kornfeld
How is music marketed in the digital era? Nettwerk Music Group built on its foundation as a social, grassroots marketer of music and artists and emerged as a leader in the Internet-enabled social media environment. For most of the past decade Nettwerk CEO Terry McBride...
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Keywords:
Music Entertainment;
Product Marketing;
Network Effects;
Sales;
Social and Collaborative Networks;
Online Technology;
Media and Broadcasting Industry;
Music Industry
Deighton, John A., and Leora Kornfeld. "Nettwerk: Digital Marketing in the Music Industry." Harvard Business School Case 510-055, October 2009. (Revised March 2012.) (request a courtesy copy.)
- July 2009 (Revised March 2010)
- Case
Sotheby's & Christie's Inc.
By: Ramon Casadesus-Masanell and Catherine Jane Wise
The fine art auction business has remained a duopoly over its 250 year history. The industry is dominated by Sotheby's and Christie's Inc. Curiously, neither competitor has been able to overtake the other by a notable margin despite the clear network effects of this...
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Keywords:
Arts;
Business Model;
Restructuring;
Economics;
Auctions;
Market Entry and Exit;
Duopoly and Oligopoly;
Operations;
Competition
Casadesus-Masanell, Ramon, and Catherine Jane Wise. "Sotheby's & Christie's Inc." Harvard Business School Case 710-412, July 2009. (Revised March 2010.)
- May 2009 (Revised December 2009)
- Case
Reliance Baking Soda: Optimizing Promotional Spending
By: John A. Quelch and Heather Beckham
Reliance Baking Soda is Stewart Corporation's oldest and most established product. The new Domestic Brand Director needs to create a 2008 marketing budget that delivers a profit increase of 10% over 2007 levels. She must first evaluate the effectiveness of past...
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Keywords:
Communication Strategy;
Quantitative Analysis;
Consumer Marketing;
Marketing Planning;
Product Management;
Sales Promotions;
Program Budgeting;
Marketing Strategy;
Advertising;
Product Marketing;
Budgets and Budgeting;
Sales;
Consumer Products Industry
Quelch, John A., and Heather Beckham. "Reliance Baking Soda: Optimizing Promotional Spending." Harvard Business School Brief Case 094-127, May 2009. (Revised December 2009.)
- 2009
- Working Paper
Do Friends Influence Purchases in a Social Network?
By: Raghuram Iyengar, Sangman Han and Sunil Gupta
Social networks, such as Facebook and Myspace have witnessed a rapid growth in their membership. Some of these businesses have tried an advertising-based model with very limited success. However, these businesses have not fully explored the power of their members to... View Details
Keywords:
Marketing;
Network Effects;
Sales;
Power and Influence;
Social and Collaborative Networks;
Web Sites;
South Korea
Iyengar, Raghuram, Sangman Han, and Sunil Gupta. "Do Friends Influence Purchases in a Social Network?" Harvard Business School Working Paper, No. 09-123, April 2009.
- 2009
- Working Paper
Regional Trade Integration and Multinational Firm Strategies
By: Pol Antras and C. Fritz Foley
This paper analyzes the effects of the formation of a regional trade agreement on the level and nature of multinational firm activity. We examine aggregate data that captures the response of U.S. multinational firms to the formation of the ASEAN free trade agreement....
View Details
Keywords:
Trade;
Foreign Direct Investment;
Globalized Economies and Regions;
Multinational Firms and Management;
Growth and Development Strategy;
Agreements and Arrangements;
Southeast Asia;
United States
Antras, Pol, and C. Fritz Foley. "Regional Trade Integration and Multinational Firm Strategies." NBER Working Paper Series, No. 14891, April 2009.