HBSP (USA)
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Tweeter etc. (Spanish version)
Gourville, John T.; Wu, GeorgeCase HBS-502S18MarketingIn the early 1990s, Tweeter etc., a small regional retailer of higher-end audio and video equipment, faced increasing competitive pricing pressures from several large regional and national consumer electronics chains. In response, in 1993, they introduced "Automatic Price Protection" (APP) as the cornerstone of a strategy to restore price credibility in the minds of consumers. Under APP, Tweeter monitored local newspaper ads and automatically mai...Starting at €8.20
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Ti-Tech (B)
Shapiro, Benson P.; Gourville, John T.Case HBS-508096-EMarketingThis case concerns the selection and scheduling of orders by a small industrial titanium fabricator that recently has been plagued by poor deliveries and a lack of capacity. At the time of the case, Ti-Tech must decide which of four orders to accept, with capacity making it impossible to accept all four. Each order represents a different mix of labor, revenues, and potential future work. The case forces the student to choose among the four orders...Starting at €5.74
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Hybrid Electric Vehicles: A 2011 Update
Gourville, John T.Case HBS-511125-EMarketingThis case is an addendum that updates HBS Case No. 502-025, "The Future of Hybrid Electric Cars." It covers the 10 years, 2001 to 2011.Starting at €8.20
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Biopure Corp. (Spanish version)
Gourville, John T.Case HBS-502S01MarketingIt is early 1998 and Biopure Corp., a small biopharmaceutical firm with no sales revenues in its ten-year history, has just received government approval to release Oxyglobin, a revolutionary new "blood substitute" designed to replace the need for donated animal blood in the veterinary market. A virtually identical product for the human market, Hemopure, is in the final stages of testing by Biopure and is expected to gain approval within one to tw...Starting at €8.20
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Cabot Pharmaceuticals, Inc. (Spanish version)
Cespedes, Frank V.; Gourville, John T.Case HBS-511S04MarketingTraces the 12-year career of a pharmaceutical salesperson, Bob Marsh, from recruitment to termination. Marsh has had an uneven career with Cabot Pharmaceuticals and eventually is asked to resign. Following his termination, a number of Marsh's former customers complain vigorously, and Cabot's vice president of sales is asked to investigate the matter and to decide what, if anything, to do about it. The case raises issues in aligning strategy and s...Starting at €8.20
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Elasto Therm: The Next Step
Sharpe, Jim; Weber, JamesCase HBS-813030-EEntrepreneurshipJulia and Nate Burstein were living their dream running their own business and balancing the demands between their work and family obligations while creating a company that was responsive to their employees' and their customers' needs. The Bursteins had joined a large multinational manufacturing company after receiving their MBAs from HBS, but soon left to join Julia's family plastics business. After the business was sold, they struck out on thei...Starting at €8.20
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Wayne Ferrari: iAutomation at a Crossroads
Sharpe, Jim; Norris, MichaelCase HBS-813120-EEntrepreneurshipWayne Ferrari has bridged the gap between being an independent entrepreneur and a "professional manager." After selling his business to a Private Equity (PE) firm, Ferrari takes on the role of CEO and with their support implements a roll-up strategy to attain growth through acquisition in the mechanical controls distribution industry. Ferrari received support from the PE firm in negotiating and financing acquisitions but faced the challenging tas...Starting at €8.20
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Wayne Ferrari: iAutomation at a Crossroads, Teaching Note
Sharpe, Jim; Norris, MichaelTeaching Note HBS-813126-EEntrepreneurshipTeaching Note for 813120.Starting at €0.00
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Elasto Therm: The Next Step, Teaching Note
Sharpe, JimTeaching Note HBS-813132-EEntrepreneurshipTeaching Note for 813030.Starting at €0.00
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New York Life and Immediate Annuities
Rotemberg, Julio J.; Gourville, John T.Case HBS-510040-EMarketingBy positioning Immediate Annuities as "guaranteed lifetime income," New York Life has built itself a $1.4 billion per year business by 2009. However, to make Immediate Annuities a mainstream financial product for retirees, New York Life must understand why many retirees are reluctant to buy them and many agents are reluctant to sell them.Starting at €8.20