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- All HBS Web (347)
- Faculty Publications (138)
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- 21 Apr 2015
- First Look
First Look: April 21
relationships with their competitors affect consumers' preferences. Through a series of experiments, we show that the competitive context in which a brand operates can affect consumers' purchase interest and purchase frequency. We show... View Details
Keywords: Carmen Nobel & Sean Silverthorne
- 10 May 2011
- First Look
First Look: May 10
Decker, Inc. William E. FruhanHarvard Business School Case 211-067 This case allows instructors to explore shareholder value creation and transfer opportunities in merger and acquisition transactions. It also invites an examination of... View Details
Keywords: Sean Silverthorne
- 09 Nov 2016
- Op-Ed
6 Lessons from Donald Trump's Winning Marketing Manual
acquisition with customer retention. Sizzle beats steak. Clinton was always going to beat Trump on the steak of experience and policy knowledge. A new brand can't afford to get lost in the policy weeds.... View Details
Keywords: by John A. Quelch
- 30 Jan 2020
- Research & Ideas
The Upside of Highlighting a Product's Downsides
Administration. “Those who choose the offering will engage with it more.” Equally important, the researchers found that in this context, identifying negatives prominently had an “insignificant effect” on customer acquisition rates.... View Details
Keywords: by Danielle Kost
- 09 Oct 2001
- Research & Ideas
Driven: How Human Nature Shapes Organizations
balancing the acquisitive and bonding drives sets up the second guiding principle for the leader: such a balance needs to be struck in every key relationship in the firm—within each primary work group, between all primary groups that are... View Details
Keywords: by Paul Lawrence & Nitin Nohria
- 09 Dec 2019
- Research & Ideas
Identify Great Customers from Their First Purchase
Testing data on 13,000 shoppers To show how the model works, Ascarza and Padilla fed it some customer data supplied by an international retailer that sells its own brand of beauty products exclusively in its stores and on its website.... View Details
- 16 Feb 2004
- Research & Ideas
Marketing Wine to the World
addition, the supermarkets offer private label wines in Europe, while they generally do not in the United States. (The exception is Wal-Mart, which recently introduced a private label wine through an alliance with E&J Gallo.) The View Details
- 10 Nov 2003
- Research & Ideas
Globalization: The Strategy of Differences
acquisitions to build up scale because, for the leading global competitors, an R&D-to-sales ratio of at least 8 percent represented a significant source of scale economies. But he also implemented a production strategy that was... View Details
Keywords: by Pankaj Ghemawat
- 25 Jun 2013
- First Look
First Look: June 25
their career, want to run their own companies. This note looks at the funded search as a means to entrepreneurship through acquisition and describes the path to buy and run a business using debt and equity as a means of financing the... View Details
Keywords: Anna Secino
- November 2009
- Case
Cisco Acquires Linksys
By: David F. Hawkins
Students must suggest ways to value intangible assets, including trademarks, acquired by Cisco in the Linksys acquisition. View Details
Keywords: Accounting; Mergers and Acquisitions; Trademarks; Brands and Branding; Information Technology; Valuation; Telecommunications Industry
Hawkins, David F. "Cisco Acquires Linksys." Harvard Business School Case 110-013, November 2009.
- 28 Jul 2009
- First Look
First Look: July 28
fashion company competing in a variety of unconventional ways, many "experience economy" related. Moods fronts their brand with the "boy band" images of its three founders and designs eccentric features into their... View Details
Keywords: Martha Lagace
- 15 Jan 2019
- First Look
New Research and Ideas, January 15, 2019
acquisition by—industry giant Heineken. Purchase this case:https://hbsp.harvard.edu/product/418017-PDF-ENG Harvard Business School Case 519-007 The Brand Management of Places The View Details
Keywords: Dina Gerdeman
- 12 Aug 2008
- First Look
First Look: August 12, 2008
based on the principles of "faster, further, freer," Coty hired longstanding executives from other firms and liberated their entrepreneurial capabilities, refreshing brands which had been tarnished into a global mass color... View Details
Keywords: Sean Silverthorne
- 28 Oct 2019
- Research & Ideas
Brick-and-Mortar Stores Are Making a Comeback
meant to be a channel of distribution; it’s an acquisition engine and a way to make a brand splash in a particular market. Moreno: Warby Parker also has photo booths in some of their stores, where you can... View Details
- April 1998
- Case
Compaq, 1998
By: Steven C. Wheelwright and Matt Verlinden
In 1997, Compaq Computer Corp. had become a $25 billion powerhouse. It had accomplished its revenue growth projections, successfully made a number of strategic acquisitions, and increased its gross margins, principally by moving up market into servers, workstations,... View Details
- 16 Aug 2010
- Lessons from the Classroom
HBS Introduces Marketing Analysis Tools for Managers
purchasing life. The CLV formula incorporates metrics that capture the outputs of three key customer strategies that firms employ: asset acquisition (attracting new customers to the firm); asset maximization (maximizing the value the firm... View Details
Keywords: by Sarah Jane Gilbert
- 20 Sep 2011
- First Look
First Look: September 20
aspirations for what is to be gained in the current relationship, and these aspirations fuel opportunism. Finally, we show that other parties may fail to anticipate these effects, leaving them vulnerable to exploitation. State Activism and the Hidden Incentives Behind... View Details
Keywords: Sean Silverthorne
- 20 Aug 2024
- Book
Why Competing With Tech Giants Requires Finding Your Own Edge
native brands. Founded in 2011 by ex-Googler Steven Yang, Anker sells digital accessories—batteries, cables, chargers, and so forth. These products are also offered by hundreds of other manufacturers or agents. In addition to renowned View Details
- 02 Sep 2002
- Research & Ideas
Foreign Multinationals in the U.S.: A Rocky Road
currently the world's largest ice cream and tea—and one of the largest home and personal care—companies, with a portfolio of brands including Lux, Dove, Pond's, Calvin Klein, Lipton, Hellmann's, and Ben & Jerry's. Foreign firms during... View Details
Keywords: by Sarah Jane Johnston & Martha Lagace
- 19 Jun 2012
- First Look
First Look: June 19
the acquisition of U.S. Oncology, an integrated cancer care company, whose expertise it could leverage in offerings catered to other physician specialties. With a vast portfolio of products and services serving a wide spectrum of health... View Details
Keywords: Sean Silverthorne