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June 2012
Case

GlaxoSmithKline in Brazil: Public-Private Vaccine Partnerships

By: Arthur A. Daemmrich and Ian McKown Cornell

Three years into a major public-private partnership between GlaxoSmithKline and Fiocuz, Brazil's principal health institute, the company assesses technology transfer and joint research under the agreement. GSK was selling its Synflorix vaccine (against pediatric... View Details

Keywords: Public-Private Partnerships; Business and Government Relations; Foreign Direct Investment; Health Care and Treatment; Globalized Firms and Management; Biotechnology Industry; Pharmaceutical Industry; Brazil

2008
Mimeo

Do Hedge Funds Profit from Mutual-Fund Distress?

By: Joseph Chen, Samuel G. Hanson, Harrison Hong and Jeremy C. Stein

This paper explores the question of whether hedge funds engage in frontrunning strategies that exploit the predictable trades of others. One potential opportunity for front-running arises when distressed mutual funds—those suffering large outflows of assets under... View Details

Keywords: Investment Funds; Profit; Strategy; Forecasting and Prediction; Investment Return; Opportunities; Asset Management; Sales

August 2001
Case

Pharmaceutical Industry and the AIDS Crisis in Developing Countries, The

Explores the controversy over the pricing of AIDS drugs in poor countries. This issue has received wide publicity due to two events: 1) a court case in South Africa that seeks to force drug companies to license their patents and 2) the announcement by the Indian... View Details

Keywords: Competition; Developing Countries and Economies; Business and Government Relations; Pharmaceutical Industry; South Africa; India

June 2001 (Revised March 2003)
Case

Alibris (A)

By: Andrew P. McAfee and Kerry Herman

Alibris is an Internet-era company providing search and fulfillment services for hard-to-find (rare, used, and out-of-print) books. At the time of the case, the company had made decisions to change its revenue model, to become involved in the fulfillment process for... View Details

Keywords: Internet and the Web; Service Delivery; Applications and Software; Problems and Challenges; Books; Service Industry

January 1985 (Revised June 1993)
Case

Turner Construction Co.

By: Frank V. Cespedes

In June, 1984, a vice president at Turner Construction Co. must decide whether to approve a construction project being considered by one of Turner's territorial offices and how to manage that territory general manager's apparent reluctance to pursue another account... View Details

Keywords: Organizational Structure; Projects; Market Entry and Exit; Integration; Contracts; Marketing Strategy; Sales; Business or Company Management; Business Offices; Geographic Location; Construction Industry

January 2023 (Revised May 2023)
Case

Peloton Interactive (A)

By: Suraj Srinivasan, Lynn S. Paine and David Lane

Early in February 2022, the board of Peloton Interactive faced some knotty challenges. Immense pandemic demand for its stationary exercise bicycles and treadmills had prompted the firm to scale up production rapidly. But as gyms reopened and the virulence of the virus... View Details

Keywords: Corporate Governance; Governing and Advisory Boards; Growth Management; Investment Activism; Leadership; Entertainment and Recreation Industry; Sports Industry; United States

June 2018
Teaching Note

Kvadrat: Leading for Innovation

By: Boris Groysberg and Sarah L. Abbott

In 2013, Anders Byriel, CEO of the family-owned Danish textiles company, Kvadrat, considered the firm's strategic plan. In 2000, Byriel and Mette Bendix, Kvadrat's Product Director, had taken over management of the company from their fathers, who had founded Kvadrat in... View Details

Keywords: Leadership; Business or Company Management; Growth and Development Strategy; Human Resources; Asia

December 15, 2015
Article

Don't Turn Your Sales Team Loose Without a Strategy

By: Frank V. Cespedes and Steve Thompson

When formulating a strategy, markets and segments are typically important categories. But only customers buy. Hence, for most firms, de facto strategy and much resource allocation are the aggregate result of the deals their salespeople close. However, few firms clarify... View Details

Keywords: Strategy; Salesforce Management

Register to Read

February 2010 (Revised June 2014)
Supplement

CityCenter (D): Financial Crisis, Grand Opening, and a New Paradigm

By: John D. Macomber and Griffin James

"CityCenter (D)" follows the (A), (B), and (C) cases with subsequent chronological events through CityCenter's grand opening in December 2009 and financial results through March 2010. The case includes a simple valuation exercise intended to explore CEO Jim Murren's... View Details

Keywords: Insolvency and Bankruptcy; Private Equity; Games, Gaming, and Gambling; Decision Choices and Conditions; Entertainment and Recreation Industry; Nevada; New Jersey

January 2010 (Revised April 2010)
Case

Gobi Partners and DMG

By: G. Felda Hardymon, Josh Lerner and Ann Leamon

Thomas G. Tsao, founding general partner of Gobi Partners, an early stage venture capital firm in China, must decide how to manage his firm's largest investment after the departure of the CEO. Tom has temporarily stepped in as CEO, but finding a replacement with the... View Details

Keywords: Restructuring; Competency and Skills; Decision Choices and Conditions; Venture Capital; Investment; Business or Company Management; Management Succession; Emerging Markets; Problems and Challenges; Business and Stakeholder Relations; China

2009
Working Paper

Stock Price Fragility

By: Robin Greenwood and David Thesmar

We investigate the relationship between ownership structure of financial assets and non-fundamental risk. An asset is fragile if its owners collectively have to buy or sell. Such assets are susceptible to non-fundamental price movements. An asset can be fragile because... View Details

Keywords: Financial Liquidity; Stocks; Price; Market Transactions; Ownership; Risk and Uncertainty; United States

November 2008 (Revised March 2009)
Case

South Pole Carbon Asset Management-Going for Gold?

By: Forest L. Reinhardt, Jost Hamschmidt and Mikell Hyman

In late 2008, Christoph Sutter, CEO of South Pole Carbon Asset Management, reflects on his firm's early success at originating carbon credits in developing nations and selling them to governments and firms that seek to offset their greenhouse gas emissions voluntarily... View Details

Keywords: Developing Countries and Economies; Non-Renewable Energy; Entrepreneurship; Governing Rules, Regulations, and Reforms; Environmental Sustainability; Corporate Strategy

September 24, 2024
Article

4 Steps That Can Optimize Your Sales Process

By: Frank V. Cespedes, Scott Peterson and Daniel Weinfurter

Sales is a performance art where outcomes matter, so most advice here focuses on closing the sale. But a close is the result of actions and choices that occur earlier in the process: how much time and effort to spend on customer discovery (understanding what and to... View Details

Keywords: Sales; Customer Satisfaction; Growth and Development Strategy; Competitive Advantage

May 2015
Case

Venture Republic, 2011

By: W. Carl Kester and Mayuka Yamazaki

In December 2011, the founders of Venture Republic, a Japanese developer and operator of on-line search engines for shopping and travel, faced a decison about whether or not to take the company private in a management buyout transaction just three years after an... View Details

Keywords: Management Buyout; MBO; Valuation Methodologies; Financing Decisions; Conflicts Of Interest; Governance; Japan; Search Engines; Going Private; Conflict of Interests; Internet and the Web; Valuation; Privatization; Financing and Loans; Corporate Governance; Web Services Industry; Japan

28 Apr 2011
News

Harvard Business School Holds 15th Annual Business Plan Contest

14 Feb 2011
Research & Ideas

Clay Christensen’s Milkshake Marketing

the daunting task of installing a door in a doorframe, a job that usually took several tools to do. But a major home goods store refused to sell the tool because its shelves were organized by product category—and there was no shelf in the... View Details

Keywords: by Carmen Nobel; Retail; Service; Consumer Products; Food & Beverage

Benson P. Shapiro

Benson P. Shapiro is a well-known authority on marketing strategy and sales management with particular interests in pricing, product line planning, and marketing organization. He is also the Malcolm P. McNair Professor of Marketing Emeritus at the Harvard Business... View Details

2024
Working Paper

Fire Sales of Safe Assets

By: Gabor Pinter, Emil Siriwardane and Danny Walker

We use trade-level data to study price pressure effects in the UK gilt market from September to October 2022. During this period, forced sales by liability-driven investment funds (LDIs) led to price discounts on the order of 10%, accounting for roughly half the total... View Details

Keywords: Investment Funds; Capital Markets; United Kingdom

January 2022 (Revised September 2023)
Case

Simplifyy

By: Paul A. Gompers and Alicia Dadlani

Jake Lisby, co-founder and CEO of Simplifyy, a property technology startup in Kansas City, Missouri, was both exhausted and exhilarated by the flurry of activity surrounding the pivot of the business model in late 2021. Simplifyy, a venture-backed PropTech company, was... View Details

Keywords: SaaS; SaaS Business Models; Business Model; Business Startups; Small Business; Geographic Location; Technological Innovation; Information Technology; Transformation; Problems and Challenges; Real Estate Industry; Information Technology Industry; United States; Missouri

June 2020
Teaching Note

Catalant's Operating System for the Future of Work

By: Christopher Stanton, William R. Kerr, James Palano and Kendall Smith

This case touches on the topics of project-based work, agile methodology, and skill and talent management through Catalant's evolution as a company. Catalant’s journey to becoming a software platform and talent marketplace provides context for students to explore new... View Details

Keywords: Talent and Talent Management; Transformation; Business Startups

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