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- 02 May 2005
- Research & Ideas
Four VCs on Evaluating Opportunities
positioning story or sizzle. The details can be filled in later. We have a process here called SEMS, or Systematic Emerging Market Selection. We do a SEMS project for every investment we make. Twice a year at our planning meeting, we talk... View Details
Keywords: by Lauren Barley
- 04 Feb 2002
- Research & Ideas
How a Juicy Brand Came Back to Life
lose $1.4 billion in value under Quaker's stewardship in just four years? How did Triarc restore most of that value in less than three years? What did Triarc do with such apparently effortless grace that Quaker, with all its resources, could not? Brands thrive when... View Details
- 07 May 2012
- Research & Ideas
The Art of Haggling
Let's say a successful businessman is in the process of buying a lakeside cottage from the original owner. The prospective buyer makes a lowball offer. The owner counters with a high demand. Both parties chest their cards, each hoping the... View Details
Keywords: by Katie Johnston
- 28 Oct 2008
- First Look
First Look: October 28, 2008
important predictor of product performance, product variety, process flexibility and industry evolution. We explore this relationship in the software industry by use of a technique called Design Structure Matrices (DSMs), which allows us... View Details
Keywords: Martha Lagace
- 06 Jun 2016
- Research & Ideas
Skills and Behaviors that Make Entrepreneurs Successful
the successful management of all financial aspects of a business venture. Sales. Measures skills and behaviors needed to build an effective sales organization and sales channel that can successfully acquire,... View Details
Keywords: by HBS Working Knowledge
- 14 Nov 2017
- First Look
New Research and Ideas: November 14, 2017
practical solutions to real-world problems. By redesigning both the rules that guide market transactions and the infrastructure that enables those transactions to take place, market designers can address a broad range of market failures. In this paper, we illustrate... View Details
Keywords: Carmen Nobel
- 30 Aug 2016
- First Look
August 30, 2016
forthcoming Journal of Marketing Research Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das Narayandas Abstract—We conduct a field experiment in which we vary the sales force compensation scheme... View Details
Keywords: Carmen Nobel
- 24 Oct 2016
- Research & Ideas
Bernie Madoff Explains Himself
acquiring the security after the sale. But then he started conducting short sales without putting them on the books, which is illegal. Eventually he stopped trading altogether, once he realized he couldn’t generate the profits he... View Details
- Research Summary
Overview
By: Feng Zhu
Professor Zhu’s research focuses on the design of platform business models and its impact on platform performance. Platforms have become central to our economy. A platform is a product or service that enables two or more customer groups to interact. For example,... View Details
- 15 Oct 2008
- First Look
First Look: October 15, 2008
of Maine by Colgate—to ascertain what is distinctive about the merger process and to analyze the elements critical to success. We develop suggestions about how other companies considering similar arrangements might best manage the View Details
Keywords: Martha Lagace
- 07 Jan 2002
- Research & Ideas
How Marketing Can Reduce Worldwide Poverty
on-the-ground advocacy—to go get a free eye exam or a blood pressure check-up. Easy. Your basic principles of sales and promotion will carry the day. If your charge is minimizing smoking or drug use, well, your job becomes rather more... View Details
Keywords: by Martha Lagace
- 25 Jul 2023
- Research & Ideas
Could a Business Model Help Big Pharma Save Lives and Profit?
there is not more equity?” Voluntary licensing unlocks overlooked, less-understood markets Gilead’s tiered model combined branded product sales at prices based on disease burden and per capita income of 140 low- and middle-income... View Details
- 18 Mar 2013
- HBS Case
HBS Cases: LEGO
components. While the number of LEGO-branded items grew, sales did not, and in 1998 the company suffered its first financial loss. "Their top-line growth was slowing down but their cost was accelerating, so they were starting to lose... View Details
- 16 May 2023
- In Practice
After Silicon Valley Bank's Flameout, What's Next for Entrepreneurs?
stabilized, First Republic’s weakness, which prompted a hasty sale to JPMorgan Chase, portends continued headwinds for startups seeking investors. Julia Austin: Take stock on how to manage in times of crisis When the SVB situation... View Details
- March 1998
- Case
Bumper Acquisition (A2), A: Confidential Information for Medallion Capital, Inc.
By: James K. Sebenius and David T. Kotchen
Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus... View Details
Keywords: Private Equity; Valuation; Negotiation Participants; Decision Making; Negotiation Process; Entrepreneurship; Negotiation Offer; Acquisition; Manufacturing Industry; Auto Industry; Illinois
Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (A2), A: Confidential Information for Medallion Capital, Inc." Harvard Business School Case 898-199, March 1998.
- 07 Jul 2019
- HBS Case
Walmart's Workforce of the Future
first year. “There’s so much to unpack in the choices that Walmart is making,” Kerr says, remarking that management has also introduced virtual reality goggles to train employees as well as an app, Spark City, that uses a game-type simulation to teach workers about... View Details
- 11 Nov 2014
- First Look
First Look: November 11
transformation and connection are spreading across even the most traditional industrial segments and creating a staggering array of business opportunities and threats. The digitization of tasks and processes has become essential to... View Details
Keywords: Sean Silverthorne
- 18 Apr 2000
- Research & Ideas
Learning in Action
Bean, the U.S. Army's Center for Army Lessons Learned (CALL), AT&T's Bell Laboratories, the Timken Companies and General Electric's Change Acceleration Process (CAP). L.L. Bean has long relied on inquiry as a source of learning to... View Details
Keywords: by David A. Garvin
- 27 Feb 2007
- First Look
First Look: February 27, 2007
some stake in the company and continue to participate in its management? Should they auction off their shares to the highest bidder and exit? Or should they play a role in the global beer industry through a stock-for-stock sale to InBev,... View Details
Keywords: Martha Lagace
- 22 Jun 2010
- First Look
First Look: June 22
that entrepreneurship is believed to play in the process of economic growth, alleviating financing constraints for would-be entrepreneurs is also an important goal for policymakers worldwide. We review two major streams of research... View Details
Keywords: Martha Lagace