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All HBS Web
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- Faculty Publications (604)
- March 1998 (Revised March 1999)
- Case
Dell Online
By: V. Kasturi Rangan and Marie Bell
Dell started online commerce for its PCs in 1996, and by 1997 had achieved a sales rate of $3 million a day. The case describes the internal process that led to these dramatic results and poses the question of how the firm should leverage this activity to meet Michael...
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Keywords:
Consumer Behavior;
Market Transactions;
Goals and Objectives;
Business Processes;
Distribution Channels;
Internet and the Web;
Information Infrastructure;
Competitive Advantage;
Computer Industry;
Retail Industry
Rangan, V. Kasturi, and Marie Bell. "Dell Online." Harvard Business School Case 598-116, March 1998. (Revised March 1999.)
- February 1998
- Teaching Note
Aladdin Knowledge Systems TN
By: Das Narayandas
Teaching Note for (9-598-018).
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- January 1998 (Revised April 1998)
- Case
Lincoln Electric: Venturing Abroad
By: Christopher A. Bartlett and Jamie O'Connell
Lincoln Electric, a 100-year-old manufacturer of welding equipment and consumables based in Cleveland, Ohio, motivates its U.S. employees through a culture of cooperation between management and labor and an unusual compensation system based on piecework and a large...
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Keywords:
Acquisition;
Restructuring;
Transformation;
Construction;
Compensation and Benefits;
Management;
Market Entry and Exit;
Labor and Management Relations;
Competitive Advantage;
Expansion;
Manufacturing Industry;
Ohio
Bartlett, Christopher A., and Jamie O'Connell. "Lincoln Electric: Venturing Abroad." Harvard Business School Case 398-095, January 1998. (Revised April 1998.)
- December 1997 (Revised April 1998)
- Case
www.springs.com
By: F. Warren McFarlan and Melissa Dailey
Business Week's June 1997 "Rising Star" profile of Springs Industries' president and COO, Crandall Bowles, reported that she was poised to become one of the top two or three women executives in the country. In November 1997, the company announced Bowles' appointment to...
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Keywords:
Information Technology;
Operations;
Product Marketing;
Management;
Strategy;
Consumer Products Industry;
South Carolina
McFarlan, F. Warren, and Melissa Dailey. "www.springs.com." Harvard Business School Case 398-091, December 1997. (Revised April 1998.)
- November 1997 (Revised February 1998)
- Case
WESCO Distribution, Inc.
By: Das Narayandas
In 1996, WESCO, a national distributor of electrical equipment and supplies, charted out a growth of 6 to 8 percent in sales, and 12 to 16 percent in profitability over the next five years. The centerpiece of this growth strategy is the National Accounts (NA) program...
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Keywords:
Restructuring;
Customer Satisfaction;
Growth and Development;
Growth and Development Strategy;
Distribution;
Sales;
Balance and Stability;
Distribution Industry;
Electronics Industry
Narayandas, Das. "WESCO Distribution, Inc." Harvard Business School Case 598-021, November 1997. (Revised February 1998.)
- November 1997 (Revised November 2010)
- Case
Hikma Pharmaceuticals (A)
By: John A. Quelch
The president of a Jordanian pharmaceutical company is contemplating how to further penetrate the U.S. market, either through its own manufacturing and sales efforts, or as a supplier to a third party.
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Keywords:
Entrepreneurship;
Globalized Markets and Industries;
Emerging Markets;
Expansion;
Pharmaceutical Industry;
Jordan;
United States
Quelch, John A., and Robin Root. "Hikma Pharmaceuticals (A)." Harvard Business School Case 598-019, November 1997. (Revised November 2010.)
- October 1997 (Revised July 1999)
- Case
Best Buy
By: V. Kasturi Rangan and Balaji Chakravarthy
Documents the evolution of Best Buy, an electronics retailer, from its founding in 1966 to its very successful "Concept 2" strategy in 1996, boosting its sales ($7.2 billion) past industry #1 Circuit City. Its CEO Richard Schulze offers a new vision (Concept 3) to...
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Keywords:
History;
Business Model;
Competitive Strategy;
Adaptation;
Customer Focus and Relationships;
Customization and Personalization;
Retail Industry
Rangan, V. Kasturi, and Balaji Chakravarthy. "Best Buy." Harvard Business School Case 598-016, October 1997. (Revised July 1999.)
- August 1997
- Case
Orbital Sciences Corporation: ORBCOMM
By: Das Narayandas and John A. Quelch
In late 1993, Orbital Communications Corp. (OCC), a subsidiary of Orbital Sciences Corp., is developing a global two-way wireless data communications system, called "ORBCOMM," based on a 26-satellite constellation in low earth orbit. Service is scheduled to begin in...
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Keywords:
Business Subsidiaries;
Business Model;
Business Startups;
Price;
Global Strategy;
Marketing Strategy;
Demand and Consumers;
Partners and Partnerships;
Salesforce Management;
Telecommunications Industry
Narayandas, Das, and John A. Quelch. "Orbital Sciences Corporation: ORBCOMM." Harvard Business School Case 598-027, August 1997.
- June 1997 (Revised May 1998)
- Case
Mobil USM&R (A2)
By: Robert S. Kaplan
Second of a two-part case on the development and use of a Balanced Scorecard (BSC) at Mobil's US Marketing and Refining Division. This case describes the completed BSC, and how this was linked to the BSCs of the independent business units and the internal service...
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Keywords:
Balanced Scorecard;
Performance Evaluation;
Management Teams;
Management Practices and Processes;
Executive Compensation;
Motivation and Incentives;
Corporate Strategy;
Energy Industry;
Mining Industry;
United States
Kaplan, Robert S. "Mobil USM&R (A2)." Harvard Business School Case 197-121, June 1997. (Revised May 1998.)
- March 1997 (Revised December 1999)
- Case
Alden Products, Inc.--European Manufacturing
By: Robert H. Hayes
The European organization of Alden Products, Inc. is contemplating a doubling of unit sales over the next ten years. Their largest plant, located in Holland, was set up 25 years earlier to supply all demands of the EEC countries on the continent. It has since expanded...
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Keywords:
Production;
Growth Management;
Factories, Labs, and Plants;
Strategic Planning;
Performance Capacity;
Business Strategy;
Netherlands;
Europe
Hayes, Robert H. "Alden Products, Inc.--European Manufacturing." Harvard Business School Case 697-099, March 1997. (Revised December 1999.)
- January 1997 (Revised July 1998)
- Case
Dendrite International (Condensed)
By: John A. Deighton
This version has been shortened to concentrate on the issue of managing a long selling process and long post-sale account relationship. The focus on the pharmaceutical industry in the United States, Europe, and Japan is preserved. Broader questions of expansion into...
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Keywords:
Customer Focus and Relationships;
Marketing Strategy;
Product Development;
Sales;
Expansion;
Chemical Industry;
Pharmaceutical Industry;
Japan;
Europe;
United States
Deighton, John A. "Dendrite International (Condensed)." Harvard Business School Case 597-072, January 1997. (Revised July 1998.) (request a courtesy copy.)
- January 1997 (Revised June 1997)
- Case
Southwire: Beyond 2000
By: F. Warren McFarlan and Melissa Dailey
Southwire, based in Carrollton, GA, was the leading producer of aluminum and copper rod, wire, and cable for the transmission and distribution of electricity. In one decade, CEO Roy Richards, Jr. grew annual sales from $500 million in 1985 to $1.9 billion in 1995, an...
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Keywords:
Leading Change;
Growth Management;
Competitive Strategy;
Global Strategy;
Manufacturing Industry
McFarlan, F. Warren, and Melissa Dailey. "Southwire: Beyond 2000." Harvard Business School Case 397-074, January 1997. (Revised June 1997.)
- October 1996 (Revised November 1996)
- Case
Boston Beer Company: Samuel Adams, Brewmaster Leading a Revolution
By: Ray A. Goldberg and Mollie H. Carter
Boston Beer Co. revolutionized the beer industry by identifying and responding to a new consumer segment. Using the excess capacity in the brewing industry to establish contract brewing arrangements and an extremely capable sales force, the company opened the...
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Keywords:
Transformation;
Leadership;
Product Marketing;
Product Development;
Production;
Quality;
Salesforce Management;
Segmentation;
Food and Beverage Industry
Goldberg, Ray A., and Mollie H. Carter. "Boston Beer Company: Samuel Adams, Brewmaster Leading a Revolution." Harvard Business School Case 597-040, October 1996. (Revised November 1996.)
- September 1996 (Revised April 1998)
- Case
Mobil USM&R (B): New England Sales and Distribution
By: Robert S. Kaplan
The general manager of a local gasoline/distillate sales and distribution business unit must communicate a new strategy to the unit's 300 employees. An initial strategic planning exercise identified a high-priority list of opportunities that blended the parent...
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Keywords:
Balanced Scorecard;
Adoption;
Strategic Planning;
Customization and Personalization;
Management Practices and Processes;
Growth and Development Strategy;
Measurement and Metrics;
Motivation and Incentives;
Performance Evaluation;
Energy Industry;
Mining Industry;
United States
Kaplan, Robert S. "Mobil USM&R (B): New England Sales and Distribution." Harvard Business School Case 197-026, September 1996. (Revised April 1998.)
- July 1996 (Revised June 1998)
- Case
Gillette Indonesia
By: John A. Quelch
The country manager of Gillette Indonesia is reviewing his 1996 marketing plan and considering whether the pace of market development and mix of product sales can be impacted by the level and type of Gillette expenditures in the market.
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Keywords:
Marketing Strategy;
Multinational Firms and Management;
Emerging Markets;
Forecasting and Prediction;
Product Marketing;
Manufacturing Industry;
Consumer Products Industry;
Indonesia
Quelch, John A., and Diane Long. "Gillette Indonesia." Harvard Business School Case 597-009, July 1996. (Revised June 1998.)
- July 1996
- Case
Bayside Controls, Inc.
By: H. Kent Bowen, Jennifer Kochman and Sylvie Ryckebusch
Two recent MBA graduates acquire a small and ailing metal-machining company that had manufactured small aerospace components. Through clever application of state-of-the-art manufacturing, engineering, and marketing/sales concepts, they turned the company into a growing...
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Keywords:
Business Earnings;
Leveraged Buyouts;
Machinery and Machining;
Leading Change;
Growth and Development Strategy;
Marketing Strategy;
Production;
Personal Development and Career;
Sales;
Aerospace Industry
Bowen, H. Kent, Jennifer Kochman, and Sylvie Ryckebusch. "Bayside Controls, Inc." Harvard Business School Case 697-004, July 1996.
- May 1996 (Revised March 1998)
- Case
SaleSoft, Inc. (A)
By: Das Narayandas
SaleSoft, a start-up firm, markets Comprehensive Sales Automation Solutions (CSAS) that automate a firm's sales, marketing, and service functions. Even though the product has received very favorable responses from prospects, product complexity and a long buying cycle...
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Keywords:
Business Startups;
Decisions;
Revenue;
Marketing Strategy;
Product Launch;
Sales;
Opportunities;
Information Technology;
Technology Industry
Narayandas, Das. "SaleSoft, Inc. (A)." Harvard Business School Case 596-112, May 1996. (Revised March 1998.)
- May 1996 (Revised November 2018)
- Case
Ecolab, Inc.
By: Ashish Nanda
By 1993, Ecolab has established a dominant market position in the institutional cleaning industry. As the company’s principal competitor, Diversify, drives sales aggressively, Ecolab president Al Schuman faces a choice about how best to market Ecolab’s offerings....
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Keywords:
Customer Relationship Management;
Employees;
Retention;
Marketing Strategy;
Risk Management;
Service Industry
Nanda, Ashish. "Ecolab, Inc." Harvard Business School Case 396-371, May 1996. (Revised November 2018.)
- February 1996 (Revised June 1996)
- Teaching Note
General Mills Board and Strategic Planning and Lukens Inc., The: The Melters' Committee (A) & (B) TN
By: Jay W. Lorsch, Cynthia A. Montgomery and Lisa J. Chadderdon
Teaching Note for (9-491-117), (9-493-070), and (9-493-071).
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- January 1996 (Revised September 1997)
- Case
Scott Paper Company
By: Stuart C. Gilson and Jeremy Cott
A professional turnaround manager attempts to implement a massive global downsizing program at the world's largest producer of consumer tissue products. The plan involves laying off almost one third of the company's 34,000 hourly and salaried employees and dramatically...
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Keywords:
Assets;
Global Strategy;
Resignation and Termination;
Goals and Objectives;
Business and Stakeholder Relations;
Sales;
Value Creation;
Pulp and Paper Industry
Gilson, Stuart C., and Jeremy Cott. "Scott Paper Company." Harvard Business School Case 296-048, January 1996. (Revised September 1997.)