Publications

SSRN

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Research Summary

"How Social Networks Moderate Loss Aversion"

The literature on consumers’ relationships with their brands emphasizes that, when people form relationships with brands that mirror their social relationships, the norms of social relationships are used as guiding principles in their interactions with... View Details

24 Mar 2010
Working Paper Summaries

Fiduciary Duties and Equity-Debtholder Conflicts

Keywords: by Bo Becker & Per Stromberg

26 Feb 2014
Research & Ideas

How Grocery Bags Manipulate Your Mind

did something good for the environment, so you can have a cookie.” New experimental research shows that shoppers are more likely to buy virtuous organic items when they bring their own reusable bags to the store than when they opt for... View Details

Keywords: by Carmen Nobel; Retail

01 Apr 2024
In Practice

Navigating the Mood of Customers Weary of Price Hikes

volume) would fall in response to a price increase. Understanding broad trends in elasticities and underlying demand is critical for making companywide decisions about whether to change prices, or where on the premium-to-value spectrum to... View Details

Keywords: by Rachel Layne; Retail; Consumer Products

25 Aug 2018
News

Growth of online retail is changing inflation

April 2012 (Revised February 2013)
Case

H-E-B: Creating a Movement to Reduce Obesity in Texas

By: Jose B. Alvarez, Jason Riis and Walter J. Salmon

In January 2012, H-E-B Grocery Co., a private retail chain with stores located in Texas and Mexico, was introducing its Healthy at H-E-B program to its customers. The program, which started with the company's employees a few years earlier, was an effort to educate and... View Details

Keywords: Corporate Social Responsibility and Impact; Profit; Leading Change; Customer Focus and Relationships; Food and Beverage Industry; Retail Industry; Texas

14 Sep 2007
Research & Ideas

How to Profit from Scarcity

scarcity encourages us to buy sooner and perhaps to buy more than normal. We saw two excellent examples of this effect this summer with the launches of the iPhone and the seventh Harry Potter book. In both... View Details

Keywords: by John Quelch; Consumer Products; Advertising

06 Nov 2021
News

‘Business Needs a Noble Purpose and a Human-centric Approach—These Core Principles Revived ‘Best Buy’

June 2015
Supplement

TAV Airports Holding (B)

By: Juan Alcácer and Esel Çekin

This case explores the strategic options available to TAV Airports Holding, a Turkish firm, after it withdraws from a bid to build Istanbul's newest airport. The new airport would eventually replace Istanbul Atatürk Airport, where TAV makes 43% of its current revenue,... View Details

Keywords: Strategy; Corporate Strategy; International Expansion; Infrastructure; Emerging Markets; Horizontal Integration; Expansion; Vertical Integration; Globalization

September 2007 (Revised November 2008)
Case

Sinopec: Refining its Strategy

By: Richard H.K. Vietor and Julia Galef

China's oil industry, with majority ownership vested in the government, had engaged in an "equity oil" strategy for the past few years-acquiring equity interests in oil producing nations including Sudan, Angola, and Iran. Outside critics, however, suggested that the... View Details

Keywords: Non-Renewable Energy; Equity; Foreign Direct Investment; Growth and Development Strategy; Demand and Consumers; State Ownership; Energy Industry; China

September 20, 2004
Comment

How Consumers Value Global Brands

By: Douglas Holt, John A. Quelch and Earl L. Taylor

In 2002, we carried out a two-stage research project in partnership with the market research company Research International/USA to find out how consumers in different countries value global brands. First, we conducted a qualitative study in forty-one countries to... View Details

Keywords: Global Brands; Brand Value; Multi-national Brands; Social Responsibility; Global Range; Multinational Firms and Management; Globalized Markets and Industries; Brands and Branding; Social Marketing; Corporate Social Responsibility and Impact

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March 2018 (Revised March 2018)
Supplement

Sandlands Vineyards

By: Benjamin C. Esty and Greg Saldutte

Approximately 80% of the wineries in the US breakeven 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

Article

Valuation Waves and Merger Activity: The Empirical Evidence

By: Matthew Rhodes-Kropf, David Robinson and S. Viswanathan

To test recent theories suggesting that valuation errors affect merger activity, we develop a decomposition that breaks the market-to-book ratio (M/B) into three components: the firm-specific pricing deviation from short-run industry pricing; sector-wide, short-run... View Details

Keywords: Valuation; Mergers and Acquisitions; Forecasting and Prediction; Price; Theory; Behavior

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August 2016 (Revised June 2017)
Case

InsideSales.com (A)

By: Frank V. Cespedes

This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers (companies with more than 500 employees). It examines the differences in buying processes, product requirements,... View Details

Keywords: Business Organization; Customer Relationship Management; Marketing Strategy; Organizational Change And Adaptation; Organizational Design; Talent; Talent Management; Organizations; Growth Management; Sales; Salesforce Management; Corporate Entrepreneurship; Technology Industry; United States

October 2003 (Revised April 2004)
Case

Jamcracker: Pivot Path

A medium-size company considers entering into a high-tech "over-the-Net" outsourcing arrangement that hinges on buying an integration platform from Jamcracker. Introduces students to the many options available in modern IT outsourcing and challenges them to develop a... View Details

Keywords: Job Cuts and Outsourcing; Information Technology; Decision Making

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August 2002
Case

Siebel Systems: Anatomy of a Sale, Part 3

By: John A. Deighton and Das Narayandas

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details

Keywords: Sales; Decision Choices and Conditions; Competitive Strategy; Customer Relationship Management; Product Marketing; Information Technology Industry

Article

Aligning Strategy and Sales

By: Frank V. Cespedes

Much current opinion asserts that strategy is less important (and may, in fact, be an impediment) in an era of constant change. This publication discusses why claims about business change are often overstated and misunderstood, why strategy is even more important as... View Details

Keywords: Strategy; Sales

January 2008 (Revised March 2008)
Case

Glass Egg Digital Media

Glass Egg is an outsource games development firm in Vietnam. They are able to offer brand-name publishers-Microsoft EA, Atari-significant cost savings in the development of art assets for their video games. However, the firm's management find themselves at a point at... View Details

Keywords: Games, Gaming, and Gambling; Growth and Development Strategy; Marketing Strategy; Demand and Consumers; Product Development; Organizational Structure; Entertainment and Recreation Industry

January 2014 (Revised October 2014)
Supplement

Mittal Steel's Pursuit of Arcelor (B)

By: Paul M. Healy and Penelope Rossano

Lakshmi Mittal, CEO of Mittal Steel, a UK-based company with Indian roots, took advantage of a weakened Arcelor that had successfully won a bidding war for Canadian steel company Dofasco, with an unsolicited bid to buy the company. Mittal's plans for acquiring Arcelor... View Details

Keywords: Strategy; Fiduciary Duty; Negotiation; Steel; India; Europe; Governance; Mergers; Board Decisions; White Knight; Valuation; Mergers and Acquisitions; Corporate Governance; Economics; Steel Industry; Canada; United Kingdom; India