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• Case | HBS Case Collection | January 2018 (Revised March 2019)

  Autonomous Vehicles: The Rubber Hits the Road...but When?

  William Kerr, Allison Ciechanover, Jeff Huizinga and James Palano

  The autonomous vehicles have enormous implications for business and society. But, despite the many headlines and significant attention paid to the technology, truly autonomous vehicles still seemed a long way from reality. Students will learn about the complex industry, explore the factors influencing development and commercialization, and think about the views and responses of a range of affected stakeholders. They will also be put in the shoes of decision-makers looking for signals to predict future adoption and prepare for the disruptive change ahead.

  Keywords: technology management; artificial intelligence; general management; robotics; Technological Innovation; Transportation; Disruption; Technology; Decision Making; Auto Industry; Technology Industry;

  Citation:

  Kerr, William, Allison Ciechanover, Jeff Huizinga, and James Palano. "Autonomous Vehicles: The Rubber Hits the Road...but When?" Harvard Business School Case 818-088, January 2018. (Revised March 2019.)  View Details

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• Case | HBS Case Collection | February 2019

  Sales Force Management at Nobel Ilac

  Doug J. Chung and Gamze Yucaoglu

  The case opens in 2017 as Hakan Sahin, CEO of Nobel, the Turkish pharmaceuticals company, reviews Nobel’s year-to-date performance. The case describes the pharmaceutical market and sales channels in Turkey and provides a background on Nobel. The case also provides details about a transformation strategy; particularly, a customer segmentation plan, whereby the salesforce began to use a scientific matrix when determining their call plans. As a result, between 2014-2017, Nobel increased its sales significantly and its previously negative EBITDA reached double digit positive numbers. In 2017, two key issues still remained: growth was not as high as desired, and the voluntary turnover rate for the sales force was very high. Given that the sales force was the only go-to-market channel for Nobel, Sahin needed to do something to reduce the sales force turnover without affecting the positive trend in sales and profits. He contemplated the options with his executive team where many proposed a change in sales force compensation. Should he increase the fixed base salary, increase the performance-based variable pay, or change the fundamental structure of compensation? Or should Sahin keep compensation the same and adjust other factors such as the recruitment criteria, mentoring, and (or) training?

  Keywords: Sales strategy; compensation; Employee Retention; recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Training; Emerging Markets; Private Sector; For-Profit Firms; Pharmaceutical Industry; Turkey;

  Citation:

  Chung, Doug J., and Gamze Yucaoglu. "Sales Force Management at Nobel Ilac." Harvard Business School Case 519-067, February 2019.  View Details

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• Case | HBS Case Collection | August 2018 (Revised February 2019)

  Alvogen: Scaling Entrepreneurship

  Daniel Isenberg, William R. Kerr and Alexis Brownell

  Keywords: Pharmaceutical Companies; Iceland; scaling; generic drugs; Entrepreneurship; Leadership; Pharmaceutical Industry; Asia; Europe; United States; Iceland;

  Citation:

  Isenberg, Daniel, William R. Kerr, and Alexis Brownell. "Alvogen: Scaling Entrepreneurship." Harvard Business School Case 819-038, August 2018. (Revised February 2019.)  View Details

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