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May 2013
Case

Altius Golf and the Fighter Brand

By: Robert J. Dolan and Sunru Yong

Altius Golf is the clear leader in the golf ball market despite a long-term decline in the number of golfers and a drop in sales following the financial crisis. The firm has maintained its position by introducing generations of advanced, super-premium golf balls that... View Details

Keywords: Governing and Advisory Boards; Competitive Advantage; Decision Choices and Conditions; Distribution Channels; Sports; Financial Crisis; Brands and Branding; Segmentation; Sports Industry; Entertainment and Recreation Industry

September–October 2020
Article

The Air War Versus the Ground Game: An Analysis of Multi-Channel Marketing in U.S. Presidential Elections

By: Lingling Zhang and Doug J. Chung

This study jointly examines the effects of television advertising and field operations in U.S. presidential elections, with the former referred to as the “air war” and the latter as the “ground game.” Specifically, the study focuses on how different campaign... View Details

Keywords: Multi-channel Marketing; Ground Campaigning; Political Campaigns; Discrete-choice Model; Instrumental Variables; Political Elections; Marketing Channels; Advertising; United States

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July 2024
Case

Dynamic Pricing at Wendy’s: Where’s the Beef?

By: Elie Ofek, Alicia Dadlani and Martha Hostetter

In early 2024, Wendy’s new CEO announced on an earnings call that the company would install digital menus in its US locations so it could begin testing dynamic pricing—changing prices up or down in response to shifts in supply and demand – as well as allow engaging in... View Details

Keywords: Dynamic Pricing; Marketing Strategy; Price; Technology Adoption; Consumer Behavior; AI and Machine Learning; Customer Focus and Relationships; Policy; Food and Beverage Industry

September 2006 (Revised April 2007)
Case

Medtronic Vision 2010

By: Lynda M. Applegate

Describes the company's year-long efforts to transition from a medical device company selling products to physicians for use with patients suffering chronic end-stage disease, to a medical technology company providing life-long solutions for people with chronic... View Details

Keywords: Business Plan; Transition; Decision Choices and Conditions; Corporate Entrepreneurship; Financial Management; Financing and Loans; Health Care and Treatment; Innovation and Invention; Strategic Planning; Health Industry

August 1999
Case

Health Resources & Technology

Health Resources & Technology is an entrepreneurial company with aggressive growth goals. The company sells medical-consultation services to insurance carriers that then repackage the service with their health care policies. Founded by two Brigham & Women's Hospital... View Details

Keywords: Information Technology; Goals and Objectives; Competitive Strategy; Health Care and Treatment; Growth and Development Strategy; Health Industry

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August 1986 (Revised June 1987)
Case

Lotus Development Corporation: Entering International Markets

By: David B. Yoffie and John J. Coleman

Lotus 1-2-3 exploded on the American market in the spring of 1983. Nine months later Jim Manzi, vice president of marketing, hired Chuck Digate to develop an international strategy for Lotus. Case explores Lotus' rapid rise to the top of the software market in the... View Details

Keywords: Market Entry and Exit; Applications and Software; Global Strategy; Management Teams; Information Technology Industry; United States

30 Jun 2011
News

Chinese investment in Europe: Streaks of red

June 2024
Case

Alignvest Student Housing: Keep Building or Time to Sell?

By: Shikhar Ghosh and Patrick Sanguineti

Sanjil Shah, Managing Partner of Alignvest Student Housing REIT (ASH), faces the most significant decision thus far in his career: is it the right time to sell the company? Together with his partner Reza Satchu, Shah had developed ASH into the largest student housing... View Details

Keywords: Entrepreneur; Exit Strategy; Real Estate; Founder; Equity Valuation; Decisions; Entrepreneurial Finance; Interest Rates; Health Pandemics; Housing; Partners and Partnerships; Expansion; Canada

June 2020 (Revised September 2020)
Case

Shellye Archambeau: Becoming a CEO (A)

By: Tsedal Neeley and John Masko

With the economy in a freefall, MetricStream is losing customers, hemorrhaging cash and struggling to make payroll. Several board members are threatening to quit. Others are pressing to sell the company even at dismally low valuations. It’s 2008 and lightning has... View Details

Keywords: Leadership; Race; Gender; Leadership Style; Risk and Uncertainty; Change; Prejudice and Bias; Decision Making; Personal Development and Career; Technology Industry; California

February 2019 (Revised January 2020)
Case

Pierre Foods Acquisition of Advance Foods (A)

By: Guhan Subramanian and Mike Harmon

This case (A), and its related cases (B-E), establish a setting to discuss an M&A transaction and some of the key legal contracts that are associated with it. In 2010, private equity backed food manufacturer Pierre Foods is contemplating the acquisition of a key... View Details

Keywords: Mergers and Acquisitions; Contracts; Agreements and Arrangements; Negotiation; Complexity

The a2 Milk Company

The a2 Milk Company (a2MC) became the most valuable company listed on the New Zealand stock exchange in 2018 by capitalizing on a biochemical discovery related to the protein composition of cow’s milk--cows naturally produce two types of beta casein proteins (A1 and... View Details

26 Jul 2010
Research & Ideas

Yes, You Can Raise Prices in a Downturn

customers willingly pay higher prices. The relevant readers are general managers responsible for a P&L, marketing and sales managers responsible for making product and selling decisions (including pricing), and people in operations... View Details

Keywords: by Sean Silverthorne; Retail; Consumer Products

12 Feb 2013
Working Paper Summaries

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

Keywords: by Doug J. Chung, Thomas Steenburgh & K. Sudhir

November 2020
Case

Valuing Celgene's CVR

By: Benjamin C. Esty and Daniel Fisher

When Bristol-Myers Squibb (BMS) acquired Celgene Corporation in November 2019, Celgene shareholders received cash, BMS stock, and a contingent value right (CVRs) that would pay $9 if the U.S. Food and Drug Administration (FDA) approved three of Celgene’s late stage... View Details

Keywords: Mergers and Acquisitions; Value; Valuation; Judgments; Decision Making; Cash Flow; Financial Instruments; Cognition and Thinking; Pharmaceutical Industry; Biotechnology Industry; United States

March 2016 (Revised February 2023)
Exercise

Advertising Experiments at RestaurantGrades

By: Michael Luca, Weijia Dai and Hyunjin Kim

Advertising Experiments at RestaurantGrades is an exercise in which students are asked to analyze and make a recommendation on the basis of simulated experimental data. The setting is a hypothetical restaurant review company called RestaurantGrades (RG), which shows... View Details

Keywords: Analysis; Digital Marketing

September 1997 (Revised August 2007)
Case

Bankruptcy and Restructuring at Marvel Entertainment Group

By: Benjamin C. Esty and Jason Auerbach

Marvel Entertainment Group is the leading comic book publisher in the United States, with superheros like Spider-Man, the Incredible Hulk, the X-Men, and Captain America. It is also one of the leading manufacturers of sports and entertainment trading cards under the... View Details

Keywords: Restructuring; Decision Choices and Conditions; Borrowing and Debt; Insolvency and Bankruptcy; Governance Controls; Courts and Trials; Planning; Entertainment and Recreation Industry

April 2022
Supplement

MicroStrategy: Accounting for Cryptocurrency (B)

By: Jonas Heese and Annelena Lobb

In early 2022, the technology firm MicroStrategy unveiled a series of letters with the SEC that questioned its accounting practices around its holdings of Bitcoin. Since 2020, the firm had shifted its strategy to include not just selling software but buying and holding... View Details

Keywords: Cryptocurrency; Bitcoin; Holding Structures; SEC; Accounting; Finance; Financial Strategy; Technology Industry

April 2014
Case

Green Mountain Coffee Roasters, Inc.: Taking on Seasonal Starvation in Latin America

By: Christopher Marquis and Zoe Yang

A company with a strong commitment toward corporate social responsibility since its founding days, Green Mountain faced an ethical decision point in 2007 as new information from the field uncovered a chronic dire problem facing coffee communities—seasonal starvation.... View Details

Keywords: Fair Trade; Coffee; Corporate Social Responsibility and Impact; Environmental Sustainability; Food and Beverage Industry; Consumer Products Industry; Latin America; Central America; Mexico; Guatemala; Nicaragua

December 2007
Background Note

The Music Recording Industry: Digital Rocks

By: Stephen P. Bradley and Nancy Bartlett

Digital and mobile technologies profoundly and forever changed the long-held value proposition for the recorded music industry--the 12-song physical CD selling at $15. By 2007, it was apparent that the music recording business had become a digital business, and... View Details

Keywords: Arts; Disruption; Music Entertainment; Distribution; Practice; Technology Adoption; Value; Music Industry

November 2006 (Revised March 2007)
Case

Lifan Group - Automobile Production in China

By: Felix Oberholzer-Gee, Tarun Khanna and Elizabeth Raabe

Lifan Group, one of China's premier motorcycle companies, considers entering automobile production. The company plans to assemble a midsize sedan, hoping it will be able to sell this car to affluent families in China and to export it. Domestic demand for cars is... View Details

Keywords: Product Development; Decision Making; Demand and Consumers; Price; Auto Industry; Manufacturing Industry; China

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