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  • All HBS Web  (1,839)
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  • All HBS Web  (1,839)
    • News  (627)
    • Research  (1,122)
    • Multimedia  (13)
  • Faculty Publications  (341)
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  • TeachingInterests

MBA Elective Curriculum Business-to-Business Marketing

Business markets differ from consumer markets in important ways. Typically, the buying process is more complex, the buying units and purchase criteria differ, and marketing decisions are more closely interrelated with firm-wide strategic choices. In addition,... View Details

  • March 1998
  • Case

Bumper Acquisition (B), A

By: James K. Sebenius and David T. Kotchen
Picks up the negotiation between Thermo-Impact and Medallion Capital where the (A1) and A2) cases leave off. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. This case brings the negotiation through May 1996. Students view developments... View Details
Keywords: Negotiation Process; Negotiation Tactics; Negotiation Participants; Decision Making; Entrepreneurship; Manufacturing Industry; Auto Industry; Illinois
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Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (B), A." Harvard Business School Case 898-200, March 1998.
  • 29 Dec 2021
  • News

Should Retailers Split E-Commerce From Stores? A High-Level Debate

  • 24 Jan 2017
  • News

Larry Fink: Don’t Do Buybacks This Year Or Else I'll Write Another Stern Letter Next Year

  • May 2010 (Revised May 2013)
  • Case

C.K. Claridge, Inc.

By: James K. Sebenius
Sued for patent infringement, chemical manufacturer C.K. Claridge tries to design a settlement strategy taking into account a decision analysis of litigating v. negotiating. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. (This... View Details
Keywords: Decision Making; Patents; Lawsuits and Litigation; Negotiation Style; Negotiation Tactics; Chemical Industry
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Sebenius, James K. "C.K. Claridge, Inc." Harvard Business School Case 910-045, May 2010. (Revised May 2013.)
  • 26 Jul 2021
  • News

The Science of How You Spend Money & How to Set Boundaries People Will Respect

  • 06 May 2015
  • News

Don’t Let Emotions Screw Up Your Decisions

  • 24 May 2007
  • Working Paper Summaries

Repugnance as a Constraint on Markets

Keywords: by Alvin Roth
  • July 2001 (Revised February 2004)
  • Case

Gerdau (A)

By: Joseph L. Bower, Luiz Felipe Monteiro and Sonja Ellingson Hout
Gerdau Group is a family-controlled Brazilian manufacturer and distributor of long steel products. Describes the evolution of the company's strategy, organization, and smart management, making it the No. 2 steel producer in Brazil. The company must decide whether to... View Details
Keywords: Mergers and Acquisitions; Family Business; Decision Choices and Conditions; Developing Countries and Economies; Globalization; Competitive Strategy; Steel Industry; Manufacturing Industry; Brazil; United States
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Bower, Joseph L., Luiz Felipe Monteiro, and Sonja Ellingson Hout. "Gerdau (A)." Harvard Business School Case 302-016, July 2001. (Revised February 2004.)
  • February 2018 (Revised March 2019)
  • Case

Sandlands Vineyards

By: Benjamin C. Esty and Gregory Saldutte
Approximately 80% of the wineries in the U.S. break even or lose money. An even greater percentage lose money on an economic basis (i.e., after a charge for the cost of equity). Tegan Passalacqua is a successful, young, Californian winemaker who specializes in making... View Details
Keywords: Wine; Winery; Vineyard; Market Attractiveness; Porter's 5 Forces; Capital Investment; Industry Attractiveness; Performance Analysis; Agriculture; Entrepreneurship; Business Strategy; Competitive Strategy; Competitive Advantage; Vertical Integration; Segmentation; Food; Supply Chain; Industry Structures; Five Forces Framework; Retail Industry; Food and Beverage Industry; United States; California; Napa Valley
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Esty, Benjamin C., and Gregory Saldutte. "Sandlands Vineyards." Harvard Business School Case 718-438, February 2018. (Revised March 2019.)
  • 29 Jun 2020
  • News

Como Audio launches crowdfunding effort for a Braintree manufacturing plant

  • October 1986 (Revised November 1989)
  • Case

Becton Dickinson & Co.: VACUTAINER Systems Division

By: Frank V. Cespedes
Concerns negotiations between managers of Becton Dickinson's (BD) VACUTAINER division (which manufactures and sells blood collection products) and managers of a large hospital buying group. Recent changes in the health care industry are the background for the... View Details
Keywords: Distribution; Negotiation Participants; Negotiation Process; Price; Sales; Manufacturing Industry; Medical Devices and Supplies Industry; Health Industry; United States
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Cespedes, Frank V. "Becton Dickinson & Co.: VACUTAINER Systems Division." Harvard Business School Case 587-085, October 1986. (Revised November 1989.)
  • February 2009 (Revised June 2010)
  • Background Note

Note on Valuing Control and Liquidity in Family and Closely Held Firms

Most companies around the world are family controlled and/or closely held. The need to value these companies routinely arises in practice for a variety of reasons, e.g., to buy out minority shareholders; for gift and estate tax purposes; to tie executive compensation... View Details
Keywords: Family Business; Financial Liquidity; Governance Controls; Valuation
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Villalonga, Belen. "Note on Valuing Control and Liquidity in Family and Closely Held Firms." Harvard Business School Background Note 209-104, February 2009. (Revised June 2010.)
  • February 2011
  • Supplement

Carbon Trading Simulation: Brown Cement Inc.

By: Peter A. Coles
This simulation presents students the opportunity to experience firsthand the economics of carbon markets and permit trading. Each student has private role information about a company he or she manages. The student must make decisions about pollution-reducing... View Details
Keywords: Decisions; Economics; Investment; Business or Company Management; Market Design; Pollutants
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Coles, Peter A. "Carbon Trading Simulation: Brown Cement Inc." Harvard Business School Supplement 911-052, February 2011.
  • February 2011
  • Supplement

Carbon Trading Simulation: Black Cement Inc.

By: Peter A. Coles
This simulation presents students the opportunity to experience firsthand the economics of carbon markets and permit trading. Each student has private role information about a company he or she manages. The student must make decisions about pollution-reducing... View Details
Keywords: Market Design; Pollutants; Investment; Price; Profit; Agreements and Arrangements; Decisions; Service Industry; Energy Industry
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Coles, Peter A. "Carbon Trading Simulation: Black Cement Inc." Harvard Business School Supplement 911-053, February 2011.
  • 16 Aug 2013
  • News

Happy Money: The Science of Smarter Spending - Investing in Others

  • May 2022
  • Case

What's Next

By: Richard S. Ruback and Royce Yudkoff
Is there a typical long-term career path for people who become entrepreneurs through acquisition? What choices do searchers and investors make subsequent to their first search? The former searchers profiled here identified five common longer-term career paths and... View Details
Keywords: Personal Development and Career; Entrepreneurship; Investment Portfolio; Decision Making; Financial Services Industry
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Ruback, Richard S., and Royce Yudkoff. "What's Next." Harvard Business School Multimedia/Video Case 222-709, May 2022.
  • 16 Jul 2007
  • Research & Ideas

Understanding the ‘Want’ vs. ’Should’ Decision

when ordering for delivery in the near future than when ordering for delivery in the more distant future. Q: Did you find similarities in other areas where consumers are making choices? A: Our research team has completed 2 other projects... View Details
Keywords: by Sarah Jane Gilbert; Retail; Entertainment & Recreation
  • 16 Aug 2013
  • Video

Happy Money: The Science of Smarter Spending - Investing in Others

  • October 1991 (Revised August 2000)
  • Case

Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)

By: V. Kasturi Rangan and Frank V. Cespedes
Becton Dickinson, a phenomenally successful company with an 80% market share in the blood collection needles and syringes market faces a change in the customer buying environment (cost containment pressures at hospitals). This forces a reevaluation of the company's... View Details
Keywords: Business Divisions; Customer Satisfaction; Demand and Consumers; Market Participation; Distribution Channels; Success; Corporate Strategy; Value Creation; Health Industry
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Rangan, V. Kasturi, and Frank V. Cespedes. "Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)." Harvard Business School Case 592-037, October 1991. (Revised August 2000.)
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