Case | HBS Case Collection | 1994 (Revised from original version)
by Frank V. Cespedes and Laura Goode
The product manager and the market research director for a new line of snacking nuts are reviewing options concerning the upcoming roll-out of the product. These options include changes in pricing, promotional plans, and salesforce incentives intended to build support for the products across the various distribution and trade channels required for targeted sales goals.
Keywords: Price; Marketing; Marketing Channels; Product Launch; Distribution; Planning; Research and Development; Sales; Salesforce Management; Alignment; Consumer Products Industry; Service Industry;
Citation:
Cespedes, Frank V., and Laura Goode. "Packaged Products Company: Handy-Pak Introduction." Harvard Business School Case 593-057, June 1994. (Revised from original November 1992 version.)
View Profile »View Publications »
Case | HBS Case Collection | 2013 (Revised from original 2009 version)
Live Nation Faces the Music
Stephen P. Bradley, Frank Cespedes and Kerry Herman
Keywords: Change Management; Decision Choices and Conditions; Music Entertainment; Five Forces Framework; Business and Stakeholder Relations; Corporate Strategy; Entertainment and Recreation Industry; Music Industry; Service Industry;
Case | HBS Case Collection | 2013
Robin Ash and Printzhof Press
Frank V. Cespedes and Lynda St. Clair
Keywords: United States; Organizational change; management styles; organizational culture; general management; change management; morale; communication; human resource management; competitive strategy; Book Publishing; Technology; Organizational Change and Adaptation; Conflict Management; Leading Change; Competitive Strategy; Organizational Culture; Planning; Education Industry; Publishing Industry;
Teaching Note | HBS Case Collection | 2013
Robin Ash and Printzhof Press (Brief Case)