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  • All HBS Web  (3,128)
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Executive Education: Leading Growth through Customer Centricity — India

By: Rajiv Lal

Establishing a strategic advantage in India's highly competitive marketplace requires a systemic shift in focus—away from selling products and toward meeting the needs of customers. But how many companies are prepared to carry out such fundamental change? By... View Details

  • May 1983 (Revised May 2015)
  • Case

The Carlton Polish Company

By: William A. Sahlman
Students are asked to determine the fair market value of Carlton Polish Co. and decide if Mr. Carlton should buy out his partner's half for $25 million. Carlton's alternative is to sell his half for $25 million. Students must also evaluate a financing plan. View Details
Keywords: Value; Financing and Loans; Partners and Partnerships; Leveraged Buyouts; Fair Value Accounting
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Sahlman, William A. "The Carlton Polish Company." Harvard Business School Case 283-008, May 1983. (Revised May 2015.)
  • July 2001 (Revised August 2005)
  • Case

Medicines Company, The

By: John T. Gourville
It is early 2001 and the Medicines Co. just received FDA approval to market Angiomax, a blood thinner to be used during angioplasties and heart procedures. It is intended to be a better alternative to Heparin, an 80-year-old drug that costs less then $10 per dose. The... View Details
Keywords: Business Model; Change Management; Decision Choices and Conditions; Cost Management; Price; Product Marketing; Product Launch; Product Development; Risk and Uncertainty; Health Industry; Pharmaceutical Industry
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Gourville, John T. "Medicines Company, The." Harvard Business School Case 502-006, July 2001. (Revised August 2005.)
  • February 2011 (Revised June 2013)
  • Case

Businesses for Sale by Briggs Capital, 2010

By: Richard S. Ruback and Royce Yudkoff
Briggs Capital was a regional mergers and acquisitions advisory firm that helped owners to sell their small firms. The case presents a company that was for sale in the fall of 2010—a troubled manufacturer of post and beam style homes and log homes. Using the actual... View Details
Keywords: Mergers and Acquisitions; Business Exit or Shutdown; Entrepreneurship; Financial Condition; Investment; Financial Services Industry; Boston
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Ruback, Richard S., and Royce Yudkoff. "Businesses for Sale by Briggs Capital, 2010." Harvard Business School Case 211-088, February 2011. (Revised June 2013.)
  • June 2005
  • Case

CarMax

By: Rajiv Lal and David Kiron
Carmax is the largest multi-market used car dealer in the U.S., and has no format-to-format competitor in the $375 billion used car market. CarMax is trying to do what some analysts believed to be impossible: sell used cars profitably on a national scale, and at the... View Details
Keywords: Profit; Brands and Branding; Digital Platforms; Segmentation; Auto Industry
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Lal, Rajiv, and David Kiron. "CarMax." Harvard Business School Case 505-080, June 2005.
  • February 1997
  • Case

Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (A) (Abridged)

By: Louis T. Wells Jr.
A large, lucrative power plant is negotiated for construction/operation by an American power company in India's evolving privatized power sector. The process of incorporating the project is captured in this case. The American company will own and operate the plant in... View Details
Keywords: Factories, Labs, and Plants; Transition; Energy Generation; Construction; Cross-Cultural and Cross-Border Issues; Emerging Markets; Negotiation Process; Production; Privatization; Energy Industry
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Wells, Louis T., Jr. "Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (A) (Abridged)." Harvard Business School Case 797-085, February 1997.
  • March 1986 (Revised November 1990)
  • Case

Valerie Morgan

By: Howard H. Stevenson
Presents interviews and conversations with a woman who recently started a publishing house. Primarily concerns her immediate future regarding harvesting options: IPO, sell out, step up to chairman, venture capital, etc. Also deals with the excitement and thrill of... View Details
Keywords: Interactive Communication; Decision Choices and Conditions; Entrepreneurship; Cash; Initial Public Offering; Business or Company Management; Strategic Planning; Publishing Industry
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Stevenson, Howard H. "Valerie Morgan." Harvard Business School Case 386-164, March 1986. (Revised November 1990.)
  • 28 Mar 2023
  • Cold Call Podcast

BMW’s Decarbonization Strategy: Sustainable for the Environment and the Bottom Line

Keywords: Re: Shirley Lu; Transportation; Auto; Battery
  • December 2019 (Revised December 2022)
  • Case

TXU (A): Powering the Largest Leveraged Buyout in History

By: Trevor Fetter, Erik Snowberg and Rebecca M. Henderson
This case is designed to support a lively discussion about the relative merits of shareholder vs. stakeholder perspectives in the context of a company that provides a vital public service that has important environmental implications. The 2007 purchase of TXU, the... View Details
Keywords: Leveraged Buyouts; Transformation; Insolvency and Bankruptcy; Environmental Sustainability; Business and Shareholder Relations; Business and Stakeholder Relations; Energy Generation; Non-Renewable Energy; Governing Rules, Regulations, and Reforms; Utilities Industry; Energy Industry; Texas
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Fetter, Trevor, Erik Snowberg, and Rebecca M. Henderson. "TXU (A): Powering the Largest Leveraged Buyout in History." Harvard Business School Case 320-064, December 2019. (Revised December 2022.)
  • October 1998 (Revised January 1999)
  • Case

Echlin vs. SPX

By: Paul M. Healy, Bjorn N. Jorgensen and Penny Joseph
Echlin has received a hostile takeover offer from SPX. Both companies have been undertaking major restructurings, and Echlin's shareholders face a difficult decision of whether to support current management or sell out to SPX. Students are asked to analyze the two... View Details
Keywords: Acquisition; Financial Statements; Business and Shareholder Relations
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Healy, Paul M., Bjorn N. Jorgensen, and Penny Joseph. "Echlin vs. SPX." Harvard Business School Case 199-010, October 1998. (Revised January 1999.)
  • August 2008 (Revised April 2012)
  • Supplement

Real Property Negotiation Game (B): Seller, Las Vegas Pines

By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. The seller case, Las... View Details
Keywords: Negotiation; Property; Price; Sales; Financing and Loans; Real Estate Industry; Las Vegas
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Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (B): Seller, Las Vegas Pines." Harvard Business School Supplement 209-037, August 2008. (Revised April 2012.)
  • August 1986 (Revised February 1991)
  • Supplement

Population Services International: The Social Marketing Project in Bangladesh, Video

By: V. Kasturi Rangan
Population Services International, a not-for-profit agency founded to promote family planning information and to market birth control products, had an agreement with the government of Bangladesh to conduct a social marketing program using modern marketing techniques to... View Details
Keywords: Social Marketing; Health; Advertising; Marketing; Nonprofit Organizations; Government and Politics; Agreements and Arrangements; Health Industry; Bangladesh
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Rangan, V. Kasturi. "Population Services International: The Social Marketing Project in Bangladesh, Video." Harvard Business School Video Supplement 887-506, August 1986. (Revised February 1991.)
  • February 2022
  • Supplement

Agora (B)

By: Lindsay N. Hyde, Thomas R. Eisenmann and Tom Quinn
This is the conclusion to Agora (A), where founder Elsa Sze decides if she wants to continue investing energy in her civic technology startup.
Agora was a civic technology (civic tech) startup founded by Elsa Sze, who wanted to enhance the connection between... View Details
Keywords: Civic Technology; Government Administration; Conferences; Business Startups; Business Strategy
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Hyde, Lindsay N., Thomas R. Eisenmann, and Tom Quinn. "Agora (B)." Harvard Business School Supplement 822-026, February 2022.
  • February 2020 (Revised April 2021)
  • Case

StockX: The Stock Market of Things

By: Chiara Farronato, John J. Horton, Annelena Lobb and Julia Kelley
Founded in 2015 by Dan Gilbert, Josh Luber, and Greg Schwartz, StockX was an online platform where users could buy and sell unworn luxury and limited-edition sneakers. Sneaker resale prices often fluctuated over time based on supply and demand, creating a robust... View Details
Keywords: Markets; Auctions; Bids and Bidding; Demand and Consumers; Consumer Behavior; Analytics and Data Science; Market Design; Digital Platforms; Market Transactions; Marketplace Matching; Supply and Industry; Analysis; Price; Product Marketing; Product Launch; Apparel and Accessories Industry; Fashion Industry; North and Central America; United States; Michigan; Detroit
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Farronato, Chiara, John J. Horton, Annelena Lobb, and Julia Kelley. "StockX: The Stock Market of Things." Harvard Business School Case 620-062, February 2020. (Revised April 2021.)
  • April 1996
  • Case

Sunshine Villas

By: William J. Poorvu and John H. Vogel Jr.
Ms. Courtney Lowe is president and sole owner of CL Development. She is looking to sell Sunshine Villas to pay off her bank and make a profit. This case is part of a negotiation game simulation that includes Jason Bosworth, Silver Lane Apartments, and Major Insurance... View Details
Keywords: Property; Mortgages; Negotiation Tactics; Customer Ownership; Sales; Real Estate Industry
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Poorvu, William J., and John H. Vogel Jr. "Sunshine Villas." Harvard Business School Case 396-329, April 1996.
  • August 2006 (Revised July 2008)
  • Case

Rwanda and the Thousand Hills Coffee Co.: Breaking New Grounds

By: Geoffrey G. Jones and Michelle McDonald
Examines the strategies of a Boston-based start-up to market Rwandan coffee. Describes the history of the coffee industry, the era of cartelization and the International Coffee Agreement, and the subsequent collapse in producer prices after 1989. Also describes the... View Details
Keywords: History; Marketing Strategy; Entrepreneurship; Business Startups; Food and Beverage Industry; Rwanda; Boston
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Jones, Geoffrey G., and Michelle McDonald. "Rwanda and the Thousand Hills Coffee Co.: Breaking New Grounds." Harvard Business School Case 807-004, August 2006. (Revised July 2008.)
  • January 2002 (Revised July 2002)
  • Case

Vialog Corporation

By: Richard G. Hamermesh and Michele Lutz
Traces the origin of Vialog Corp.--from its founding in 1996 through a roll-up of several independent teleconferencing companies in 1997 and its initial public offering (1999) and eventually to a potential merger or acquisition in June 2000. The company has grown... View Details
Keywords: History; Business Exit or Shutdown; Internet and the Web; Corporate Entrepreneurship; Partners and Partnerships; Initial Public Offering; Business Growth and Maturation; Mergers and Acquisitions; Business Processes; Information Technology Industry; Europe
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Hamermesh, Richard G., and Michele Lutz. "Vialog Corporation." Harvard Business School Case 802-008, January 2002. (Revised July 2002.)
  • June 2022 (Revised August 2022)
  • Case

Dollar Tree: Breaking the Buck

By: Jill Avery and Marco Bertini
For thirty-five years, Dollar Tree, a discount retail chain selling general merchandise, had held its fixed price point steady, pricing all of its household items, food, stationery, books, seasonal items, gifts, toys, and clothing that made up its diverse and... View Details
Keywords: Retailing; Pricing; Pricing Strategy; Discount Retailing; Discount Store; Marketing; Brands and Branding; Marketing Strategy; Price; Inflation and Deflation; Consumer Behavior; Retail Industry; United States
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Avery, Jill, and Marco Bertini. "Dollar Tree: Breaking the Buck." Harvard Business School Case 522-091, June 2022. (Revised August 2022.)
  • 2002
  • Case

Wal-Mart Stores, Inc.

By: Vijay Govindarajan and Julie Lang
Sam Walton, founder of Wal-Mart in 1962, had the vision for his store to sell low cost, branded products. By setting up its own distribution system and truck fleet, and evaluating retail stores as separate investment centers, Wal-Mart's control systems helped to build... View Details
Keywords: Competitive Advantage; Retail Industry; United States
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Govindarajan, Vijay, and Julie Lang. "Wal-Mart Stores, Inc." 2002. (Case No. 2-0013.)
  • March 1994
  • Case

Fremont Financial Corporation (B)

Fremont has a third option to finance its loan portfolio, which involves securitizing and selling the small-business loans into the capital markets. Emphasizes asymmetric information and moral hazard problems involved in designing an asset securitization. When used in... View Details
Keywords: Capital Markets; Financial Markets; Corporate Finance; Financial Services Industry
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Sirri, Erik R., and Ann Zeitung. "Fremont Financial Corporation (B)." Harvard Business School Case 294-099, March 1994.
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