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- 2004
- Book
Birth of a Salesman: The Transformation of Selling in America
This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and...
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Friedman, Walter A. Birth of a Salesman: The Transformation of Selling in America. Cambridge: Harvard University Press, 2004.
- Article
Control, Performance, and Knowledge Transfers in Large Multinationals: Unilever in the United States, 1945-1980
By: G. Jones
This article considers key issues relating to the organization and performance of large multinational firms in the post-Second World War period. Although foreign direct investment is defined by ownership and control, in practice the nature of that "control" is far from...
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Keywords:
Multinational Firms and Management;
Governance Controls;
Performance;
Business or Company Management;
Ownership;
Consumer Products Industry;
Manufacturing Industry;
United States
Jones, G. "Control, Performance, and Knowledge Transfers in Large Multinationals: Unilever in the United States, 1945-1980." Business History Review 76, no. 3 (Fall 2002): 435–478.
- April 2002 (Revised November 2003)
- Case
World Oil Markets
By: Richard H.K. Vietor and Rebecca Evans
Summarizes world markets for oil and natural gas from 1980-2001. Examines the rise of OPEC, two oil shocks, Gulf War efforts, and recent pricing issues facing Saudi Arabia.
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Vietor, Richard H.K., and Rebecca Evans. "World Oil Markets." Harvard Business School Case 702-030, April 2002. (Revised November 2003.)
- October 2001 (Revised March 2006)
- Case
Chad-Cameroon Petroleum Development and Pipeline Project (A), The
By: Benjamin C. Esty and Carrie Ferman
On June 6, 2000, the World Bank's and IFC's board of directors was scheduled to vote on whether to approve funding for the $4 billion Chad-Cameroon Petroleum Development and Pipeline project. Although the project presented a unique opportunity to alleviate poverty in...
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Keywords:
Risk Management;
Negotiation;
Ethics;
Social Issues;
Economic Sectors;
Investment;
Cost vs Benefits;
Project Finance;
Developing Countries and Economies;
Corporate Finance;
Mining Industry;
Chad;
Cameroon
Esty, Benjamin C., and Carrie Ferman. "Chad-Cameroon Petroleum Development and Pipeline Project (A), The." Harvard Business School Case 202-010, October 2001. (Revised March 2006.)
- February 2001 (Revised February 2002)
- Case
Estee Lauder and the Market for Prestige Cosmetics
By: Nancy F. Koehn
Opens with a brief history of the U.S. cosmetics market and its rapid development in the 1920s. Also recounts Lauder's initial involvement in the sector, making skin care products and selling them in Manhattan beauty parlors during the Great Depression. Pays particular...
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Keywords:
Fluctuation;
Organizational Change and Adaptation;
Market Entry and Exit;
Entrepreneurship;
Luxury;
Business Strategy;
Society;
Beauty and Cosmetics Industry;
United States
Koehn, Nancy F. "Estee Lauder and the Market for Prestige Cosmetics." Harvard Business School Case 801-362, February 2001. (Revised February 2002.)
- September 1997 (Revised October 1997)
- Case
Bayer AG (A)
By: John A. Quelch
Bayer's senior executives convene in Germany to consider submitting a $1 billion bid that would recover the Bayer brand name and trademark cross in North America, both of which were confiscated by the U.S. government after World War I. The group also sets out to assess...
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Keywords:
Management Teams;
Brands and Branding;
War;
Communication;
Trademarks;
Acquisition;
Government and Politics;
Biotechnology Industry;
Pharmaceutical Industry;
Germany;
North America;
United States
Quelch, John A., and Robin Root. "Bayer AG (A)." Harvard Business School Case 598-031, September 1997. (Revised October 1997.)
- September 1997
- Case
Bayer AG (B)
By: John A. Quelch
Bayer's senior executives detail the communications challenge program that resulted from the company's reacquisition of its brand name and trademark cross, which gave Bayer one name worldwide for the first time since World War I.
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Keywords:
Globalized Firms and Management;
War;
Acquisition;
Trademarks;
Brands and Branding;
Communication Strategy;
Biotechnology Industry;
Pharmaceutical Industry;
Germany
Quelch, John A., and Robin Root. "Bayer AG (B)." Harvard Business School Case 598-032, September 1997.
- October 1996 (Revised May 1998)
- Case
Regarding NAFTA
By: Debora L. Spar
In the aftermath of World War II, the countries of the industrialized world engaged in an unprecedented round of institution-building, through which historical barriers to international trade, especially tariffs, came tumbling down. The GATT has reshaped the...
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Spar, Debora L., and Elizabeth B. Stein. "Regarding NAFTA." Harvard Business School Case 797-013, October 1996. (Revised May 1998.)
- Article
Capital Budgeting Systems and Capabilities Investments in U.S. Companies after World War II
By: K. B. Clark and C. Y. Baldwin
Clark, K. B., and C. Y. Baldwin. "Capital Budgeting Systems and Capabilities Investments in U.S. Companies after World War II." Business History Review 68, no. 1 (Spring 1994): 73–109. (Winner of Newcomen-Harvard Award For the best article published each year in the Business History Review.)
- March 1991 (Revised October 1994)
- Case
Coca-Cola vs. Pepsi-Cola and the Soft Drink Industry
Describes the competition between Coca-Cola and Pepsi-Cola. Provides a summary of the history of the soft drink industry prior to World War II, and over the period 1950-1990 in greater detail. Major strategic competitive moves and countermoves are described. Also...
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Porter, Michael E. "Coca-Cola vs. Pepsi-Cola and the Soft Drink Industry." Harvard Business School Case 391-179, March 1991. (Revised October 1994.)
- April 1990 (Revised August 1997)
- Case
Organizational Capabilities and U.S. War Production: The Controlled Materials Plan of World War II
By: Robert D. Cuff and Richard S. Tedlow
A vehicle for the discussion of a very important set of institutional arrangements that helped enable America to mobilize its economy for World War II.
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Keywords:
Economy;
Production;
Organizational Change and Adaptation;
Strategic Planning;
War;
United States
Cuff, Robert D., and Richard S. Tedlow. "Organizational Capabilities and U.S. War Production: The Controlled Materials Plan of World War II." Harvard Business School Case 390-166, April 1990. (Revised August 1997.)
- April 1989 (Revised August 1989)
- Case
Burlington Northern (A)
Describes the forces that led to the development of a logistics analysis program by the Burlington Northern Railroad. The first half of the case describes changes in industrial structure, technology, demographics, shipper practices, and government regulation that led...
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Hammond, Janice H. "Burlington Northern (A)." Harvard Business School Case 689-081, April 1989. (Revised August 1989.)
- 1989
- Book
Planning and Power in Iran: Ebtehaj and Economic Development under the Shah
By: Geoffrey Jones
This book provides a biography of Abol Hassan Ebtehaj, who headed Iran's central bank and Plan Organization during the 1940s and 1950s. It provides a wide-ranging survey of the problems of modernization and economic planning in Iran. Ebtehaj was at the center of...
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Keywords:
Crime and Corruption;
Decision Making;
Economics;
Central Banking;
Policy;
Political History;
Resignation and Termination;
Biography;
Books;
Surveys;
Growth and Development Strategy;
Planning;
Iran
Jones, Geoffrey. Planning and Power in Iran: Ebtehaj and Economic Development under the Shah. London: Frank Cass, 1989.
- 1981
- Book
Germany and the Two World Wars
By: Andreas Hillgruber and William C. Kirby
Hillgruber, Andreas, and William C. Kirby. Germany and the Two World Wars. Cambridge: Harvard University Press, 1981. (William C. Kirby, translator.)
- Research Summary
Overview
Professor Friedman devotes his research to the history of the Left and its struggle to end economic and social inequality. He studies how this struggle evolved, its various cultural contexts, and what paths have been tried and rejected. He has been able to gain access...
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- Research Summary
The Emergence of Charismatic Business Leadership
Since World War II, a handful of individuals have helped transform the face of modern-day leadership, making charisma essential to the role. In The Emergence of Charismatic Business Leadership, Richard S. Tedlow examines how pioneers like Steve Jobs, Oprah... View Details
- Research Summary
War & Peace
By: Deepak Malhotra
A second stream of research looks at issues related to conflict resolution in the context of international and ethno-political conflict, and in particular, at the role of negotiation in ending armed conflicts. I launched a new course at HBS entitled "War & Peace:...
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