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  • 15 Apr 2019
  • Research & Ideas

Infographic: Can I Please Speak to an Actual Person?

Based on the Working Paper, Mitigating the Negative Effects of Customer Anxiety through Access to Human Contact (pdf) by Michelle A. Shell and Ryan W. Buell.  Shell is a doctoral student at Harvard Business School, and Buell is the UPS... View Details
Keywords: by Katherine Vizcardo and Danielle Kost; Service
  • September 2002 (Revised October 2002)
  • Case

Corporate Inversions: Stanley Works and the Lure of Tax Havens

By: Mihir A. Desai, James R. Hines, Jr and Mark Veblen
In response to Stanley Work's announcement that it is moving to Bermuda--and the associated jump in market value--a major competitor sets out to determine how the market is valuing the consequences of moving to a tax haven and whether his company should invert to a tax... View Details
Keywords: Financial Management; Taxation; Financial Strategy; Credit Derivatives and Swaps; International Finance; Valuation; Financial Markets; Financial Statements; United States
Related

    Rajiv Lal

    Rajiv Lal, is the Stanley Roth, Sr. Professor of Retailing at Harvard Business School. He is currently teaching an elective MBA course on the Business of Smart Connected Products/IOT. He has been responsible for the retailing curriculum and has served as the course... View Details

    • July 2003 (Revised August 2003)
    • Case

    Meloche Monnex

    Meloche Monnex is outperforming industry growth and profitability, thanks to its focus on affinity groups (mostly university alumni) and innovative telemarketing techniques. Should e-mail marketing play a greater role in the customer acquisition process, as suggested... View Details
    Keywords: Marketing Strategy; Marketing Communications; Marketing Channels
    Related
    • August 2017 (Revised November 2017)
    • Case

    Accounting for Political Risk at AES

    By: Gerardo Pérez Cavazos and Suraj Srinivasan
    As a global energy generating company, AES frequently faces challenges from political changes and instability. This is exacerbated by the fact that in many instances AES' primary customer is the government, which is also in charge of law-making. For example, AES'... View Details
    Keywords: Political Risk; Asset Impairment; Risk Factors; Fair Value; Fair Value Accounting; Financial Reporting; Financial Statements; Energy Industry; Bulgaria; Dominican Republic; United States; Venezuela
    Related
    • 2024
    • Article

    Effects of a Real-Time Information-Based Intervention on Physician Prescribing Behavior

    By: Olivia Zhao and Anna D Sinaiko
    High out-of-pocket (OOP) prices for prescription drugs create financial difficulties for patients, and cost-related underuse of medications can adversely patient health. Simultaneously, many physicians report a willingness to address affordability concerns with... View Details
    Keywords: Price; Health Care and Treatment; Communication Technology; Technology Adoption; Customer Focus and Relationships; Health Industry
    Related
    • November 2003 (Revised March 2006)
    • Case

    Dow Chemical's Bid for the Privatization of PBB in Argentina

    By: Mihir A. Desai and Alexandra de Royere
    What price should Dow Chemical bid for PBB, a petrochemical complex that is being privatized by the Argentine government? To answer this question, students are forced to consider the role of country risk, the underlying currency exposure of the business, and how to... View Details
    Keywords: Bids and Bidding; Privatization; Credit Derivatives and Swaps; Cash Flow; Emerging Markets; Valuation; Business and Government Relations; Multinational Firms and Management; Risk and Uncertainty; Energy Industry; Argentina
    Related
    • 16 Aug 2010
    • Lessons from the Classroom

    HBS Introduces Marketing Analysis Tools for Managers

    upsell existing customers to other products in the firm's portfolio. Q: Now let's discuss the challenge of product pricing. How should businesses go about conducting a profitability analysis? A: Choosing a View Details
    Keywords: by Sarah Jane Gilbert
    • April 2018
    • Teaching Note

    Formlabs: Selling a New 3D Printer

    By: Frank Cespedes
    Teaching Note for HBS No. 817-001. Formlabs is a venture that manufactures and sells 3D printers used in a variety of industries and applications. As the young company prepares to ship its latest model, the head of Customer Development is tasked with developing a... View Details
    Keywords: 3D Printing And Manufacturing; Sales Channel Development; Sales Strategy; Entrepreneurial Management; Product Engineering; Prototype; Prototyping; Entrepreneurship; Product Launch; Information Infrastructure; Business Startups; Customers; Technological Innovation; Growth and Development Strategy; Technology Adoption; Marketing Channels; Marketing Strategy; Product Positioning; Demand and Consumers; Sales; Salesforce Management; Technology Industry; Computer Industry; Manufacturing Industry; United States; Massachusetts; Europe; Asia
    Related
    • January 1998 (Revised February 2002)
    • Case

    Funai Consulting Company, Ltd. (A)

    By: Lynn S. Paine and Tomoya Nakamura
    In the summer of 1997, a consultant at Japan's Funai Consulting Co. Ltd., must decide how to respond to a client's proposal to offer "open pricing" (based on willingness to pay) to customers unable to pay the standard price for the client's product. The client, Akita... View Details
    Keywords: Business or Company Management; Price; Corporate Social Responsibility and Impact; Decisions; Agribusiness; Management Practices and Processes; Business Ventures; Consulting Industry; Japan
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      Lauren H. Cohen

      Lauren Cohen is the L.E. Simmons Professor in the Finance & Entrepreneurial Management Units at Harvard Business School and a Research Associate at the National Bureau of Economic Research. He is an Editor of the Review of Financial... View Details

      Keywords: asset management; brokerage; financial services; federal government; investment banking industry; state government
      • January 1997 (Revised August 2007)
      • Case

      Computron, Inc. (2006)

      By: John A. Quelch
      In July 1996, Mr. Thomas Zimmermann, European Manager of Computron, must select a price for a new computer for his largest customer. A rewritten version of an earlier case. View Details
      Keywords: Customer Relationship Management; Price; Product; Europe
      Related
      • Research Summary

      The Function of Outlet Stores

      Outlet stores are ubiquitous in the retail environment, and many firms sell goods through outlets as well as their primary stores. Using a highly detailed data set from a major U.S. luxury fashion goods firm, Professor Ngwe is able to look at market segmentation by... View Details

      • April 2010
      • Case

      A Giant Among Women

      By: Willy C. Shih, Ethan S Bernstein, Maly Hout Bernstein, Jyun-Cheng Wang and Yi-Ling Wei
      Few CEOs successfully manage the evolution of their companies from OEM outsourcer to branded manufacturer to expert consumer marketer as well as Tony Lo, CEO of Giant Manufacturing Co. Ltd., now the largest bicycle manufacturer in the world. In the mid-1980s, Giant... View Details
      Keywords: Consumer Behavior; Customer Focus and Relationships; Global Strategy; Gender; Customer Satisfaction; Product Development; Bicycle Industry; Taiwan
      Related
      • September 2018 (Revised January 2020)
      • Case

      Apple Pay and Mobile Payments in Australia (A)

      By: Feng Zhu, Susan Athey and David Lane
      In summer 2016, four of Australia’s top five banks petitioned regulators for permission to bargain collectively with Apple over the terms under which they would support its digital wallet, Apple Pay. They argued that doing so would force concessions from Apple that... View Details
      Keywords: Payment Methods; Mobile Payment; Apple; Banks and Banking; Cooperation; Problems and Challenges; Policy; Digital Platforms; Banking Industry; Australia
      Related

        Business Model Innovation and Competitive Imitation: The Case of Sponsor-Based Business Models

        This paper provides the first formal model of business model innovation. Our analysis focuses on sponsor-based business model innovations where a firm monetizes its product through sponsors rather than setting prices to its customer base. We analyze strategic... View Details
        • December 2003 (Revised September 2005)
        • Case

        Rein Chemical Company: Specialty Division

        By: Francis Aguilar
        This case describes corporate management's recent discovery of widespread unethical pricing transactions in one division and key managers' different views on how to respond. Students are asked to evaluate management's position and decide who should do what to resolve... View Details
        Keywords: Customers; Price; Ethics; Business Divisions; Chemicals; Crisis Management; Chemical Industry
        Related
        • 30 Sep 2013
        • Research & Ideas

        Do Mergers Hurt Product Quality?

        There's a lot of worry afoot whenever companies merge. Wall Street worries about the stock price. Employees worry about potential job cuts. And consumers worry about the fate of their favorite products: Whither the price and the quality?... View Details
        Keywords: by Carmen Nobel; Consumer Products
        • April 2008 (Revised March 2015)
        • Case

        TheLadders (A)

        By: Peter A. Coles, Benjamin Edelman, Brian J. Hall and Nicole Bennett
        Despite strong appeal among job seekers and outside recruiters, TheLadders' corporate job listings seem to lag. Could raising prices help solve the problem? TheLadders considers this strategic paradox. View Details
        Keywords: Customer Satisfaction; Price; Recruitment; Job Search; Marketing Strategy; Employment Industry
        Related
        • 17 Nov 2015
        • First Look

        November 17, 2015

        dollar or one quarter. The practice of making offers at round price-per-share levels is associated with the following unfavorable outcomes for the bidder: (1) higher purchase price for target shares, (2) lower probability to complete the... View Details
        Keywords: Sean Silverthorne