Publications

12 Jul 2016
First Look

July 12, 2016

July–August 2016 Harvard Business Review How to Negotiate with a Liar By: John, Leslie Abstract—People, including negotiators, lie every day, so when you're trying to make a deal, it's important to defend against deception. The best... View Details

Keywords: Sean Silverthorne

December 1998 (Revised January 2003)
Case

R.R. Donnelley: Country and Opportunity Analysis in Eastern Europe

Examines several market entry options for R.R. Donnelley's expansion into Eastern Europe. Used as an introduction to a Harvard Business School course titled "New Opportunities in Emerging Markets." Asks students to consider the following issues: 1) the impact of... View Details

Keywords: Opportunities; Market Entry and Exit; Emerging Markets; Europe

08 Nov 2016
First Look

November 8, 2016

incremental sustainability strategies over decades at his firm. Tompkins, who went on to manage the fashion company Esprit, opted in 1989 to exit business entirely having concluded that capitalism could... View Details

Keywords: Sean Silverthorne

2025
Book

Space to Grow: Unlocking the Final Economic Frontier

By: Matthew Weinzierl and Brendan Rosseau

Your guide--using the compelling stories of changemakers and the tools of economics--to the transformation and future possibilities of the business and economics of space.

Space is a place of unparalleled possibility for humanity, and it's undergoing a... View Details

Keywords: Transformation; Economics; Innovation and Invention; Market Entry and Exit; Aerospace Industry

January 1974 (Revised January 1987)
Case

Gillette Safety Razor Division: Blank Cassette Project

Gillette is trying to decide whether to enter the fast-growing blank recording cassette business. The vice president of new business development is charged with developing a marketing plan to be used as the basis for a go/no go decision. In part, the issue is whether... View Details

Keywords: Organizational Change and Adaptation; Marketing Strategy; Market Entry and Exit; Consumer Products Industry

February 1993 (Revised September 1994)
Case

Hewlett-Packard Imaging Systems Division: Sonos 100 C/F Introduction

By: Frank V. Cespedes and Marie Bell

The marketing manager for the Imaging Systems business unit (ISY) at Hewlett-Packard Medical Products Group is considering channel strategy and channel management issues raised by the upcoming introduction of a new cardiac imaging product. Product marketing's plans... View Details

Keywords: Marketing Channels; Product Marketing; Product Launch; Market Entry and Exit; Distribution Channels; Sales; Competitive Strategy

14 Mar 2017
First Look

First Look at New Research, March 14

challenge in the British public’s vote for the United Kingdom to exit the European Union. The outcome of the vote led to uncertainty around investment conditions, instability in the British pound, growth in anti-immigrant sentiment, and... View Details

Keywords: Sean Silverthorne

August 2013 (Revised December 2014)
Case

Taking Dell Private

By: David J. Collis, David B. Yoffie and Matthew Shaffer

In July 2012, Michael Dell, CEO and founder of Dell, Inc., met with a representative of Silver Lake Partners to explore taking his company private. The company, which he had founded in his dorm room as a college freshman and which had made him the youngest Fortune 500... View Details

Keywords: Strategy; Going Private; The PC Market; Market For Corporate Control; Corporate Strategy; Leveraged Buyouts; Change Management; Private Equity; Market Entry and Exit; Private Ownership; Information Infrastructure; Applications and Software; Internet and the Web; Computer Industry; Technology Industry; United States

Web

Case Studies - Social Impact Collaboratory

investments that generated positive environmental and social impacts alongside healthy financial returns and had already invested in PEG’s Series A round the previous year. Should BHI commit to the Series B round? Key Themes: Investing in emerging markets (Africa) and... View Details

Profile

Jay Bhandari

of his selection tests, where dozens of candidates had to swim together across a pool at night without visibility. Short on breath and under time pressure, many would attempt to exit the pool as quickly as possible. However, a select few... View Details

October 1998 (Revised November 1999)
Case

Chantal Cookware Corp.

By: H. Kent Bowen, Paul W. Marshall and Stephanie Dodson

Chantal Cookware is a small, private company with a 15-year record of success in the design, assembly, and sale of high-end cookware. It experiences serious setbacks when consumers' tastes shift from colorful enamel-on-steel products to commercial-style cookware.... View Details

Keywords: Consumer Behavior; Strategic Planning; Market Entry and Exit; Product Positioning; Trends; Manufacturing Industry

20 Apr 2021
Book

A Simple Question That Can Guide Companies to Epic Success

New Video: Books@Baker Interview with Felix Oberholzer-Gee Click to watch. Some companies gain advantage by commanding premium prices. Others lean on their world-class talent. But, a small slice of companies manages to do both—and dramatically outperform peers. What... View Details

Keywords: by Danielle Kost

28 May 2013
First Look

First Look: May 28

113-006 Equitas Microfinance (C): Advent of Regulation Supplements case 510-104. Purchase this case: http://hbr.org/search/113006-PDF-ENG Harvard Business School Case 813-157 Brazos Partners and the Tri-Northern View Details

Keywords: Sean Silverthorne

04 Jun 2001
What Do You Think?

What’s the Future of the Subscription Model?

and GE's exit from the jet engine business and entry into the "thrust service" business, guaranteeing the on-demand delivery of various levels of power to jet aircraft. The subscription model, by... View Details

Keywords: by James Heskett

October 1976 (Revised May 1985)
Case

Raytheon Co.: Diversification

By: Michael E. Porter

Centers on the question of whether Raytheon should enter the electronic component distribution industry in the context of its broad diversification approach and acquisition criteria. This industry represents a vertical integration area for Raytheon, so the analytical... View Details

Keywords: Acquisition; Policy; Market Entry and Exit; Distribution; Diversification; Vertical Integration; Distribution Industry; Electronics Industry

September 2019 (Revised May 2020)
Supplement

Keroche (C): The Excise Tax Increase

By: Ramon Casadesus-Masanell and Pippa Tubman Armerding

This case discusses the Kenyan government’s decision to increase excise taxes on wines in 2007. The tax increase would cause an average increase in price of 367% on Keroche’s fortified wines. Meanwhile, Keroche’s competitor EABL had effectively lobbied the government... View Details

January 2017
Case

Danaher Corporation, 2007–2017

By: John R. Wells and Gabriel Ellsworth

On July 2, 2016, Danaher Corporation completed the spinoff of Fortive Corporation. The previous day, Danaher’s stock price had reached an all-time high. In 2015, Danaher had decided to split off its test and measurement, fuel and fleet management, and automation... View Details

Keywords: Danaher; Fortive; Larry Culp; Beckman Coulter; Pall; Life Sciences; Diagnostics; Environmental Operations; Water Management; Dental; Testing; Measurement; Fuel; Fleet Management; Automation; Toolmaking; Tools; Disease Management; Continuous Improvement; Toyota Production System; Divestiture; Spinoffs; Spin-off; Networks; Acquisition; Mergers and Acquisitions; Business Conglomerates; Business Divisions; Business Subsidiaries; Business Units; Business Growth and Maturation; Business Model; For-Profit Firms; Joint Ventures; Restructuring; Engineering; Chemicals; Construction; Machinery and Machining; Profit; Revenue; Globalized Firms and Management; Multinational Firms and Management; Health; Health Care and Treatment; Health Disorders; Medical Specialties; Business History; Job Cuts and Outsourcing; Business or Company Management; Growth and Development Strategy; Management Analysis, Tools, and Techniques; Management Practices and Processes; Management Succession; Management Systems; Resource Allocation; Market Entry and Exit; Measurement and Metrics; Logistics; Business Processes; Organizational Change and Adaptation; Public Ownership; Problems and Challenges; Science; Genetics; Natural Environment; Wastes and Waste Processing; Science-Based Business; Opportunities; Strategy; Adaptation; Business Strategy; Competition; Competitive Strategy; Competitive Advantage; Consolidation; Corporate Strategy; Diversification; Expansion; Technology; Software; Technology Networks; Technology Platform; Value; Valuation; Aerospace Industry; Auto Industry; Biotechnology Industry; Chemical Industry; Computer Industry; Construction Industry; Consumer Products Industry; Distribution Industry; Electronics Industry; Food and Beverage Industry; Health Industry; Industrial Products Industry; Information Technology Industry; Manufacturing Industry; Medical Devices and Supplies Industry; Pharmaceutical Industry; Retail Industry; Rubber Industry; Semiconductor Industry; Shipping Industry; Technology Industry; Telecommunications Industry; Utilities Industry; United States; District of Columbia

May 1999 (Revised March 2008)
Case

Husky Injection Molding Systems

By: Jan W. Rivkin

Husky, a Canadian maker of injection molding systems, has established an enviable position in the market for plastics processing equipment. The company builds the highest performance systems in the business and charges a hefty premium for them. Husky is enjoying robust... View Details

Keywords: Market Entry and Exit; Rank and Position; Competition; Expansion; Industrial Products Industry; Canada

April 1990 (Revised November 1991)
Case

Frost, Inc. (A)

In many ways Frost is an archetypal, small, dying manufacturing firm. With profits gone in a no-growth business and unable to diversify, Charles Frost bets the company on computer numerically controlled (CNC) equipment to replace the existing 1940s era screw machines.... View Details

Keywords: Small Business; Diversification; Business Exit or Shutdown; Manufacturing Industry