Publications

Video

Dr. Laura Catena

Dr. Laura Catena, Managing Director of Bodega Catena Zapata, traces the history of her family winery from humble beginnings to their decision in the 1990s to target the French wine industry and establish Argentine wine as amongst the best in the world. View Details

October 2007 (Revised November 2010)
Module Note

Evaluating M&A Deals-Equity Consideration

By: Carliss Y. Baldwin

What the acquiring company pays for a target in a merger or acquisition is called "consideration." Consideration can be in the form of cash, shares, or a combination of the two. Lays out the basic mechanics of equity consideration. Derives formulas for the Deal NPV of... View Details

Keywords: Mergers and Acquisitions; Equity

August 2012 (Revised August 2012)
Case

HealthAllies (A)

By: Regina E. Herzlinger and Michael Sherman

This case describes a "do good and do well" firm that enables individuals to buy health care services at discounted prices. It delineates the characteristics of the uninsured and others who are the primary targets for the firm. "HealthAllies (B)" provides information... View Details

Keywords: Entrepreneurship; Health Care and Treatment; Marketing Channels; Demand and Consumers; Commercialization; Health Industry

13 Sep 2017
Blog Post

Why We Recruit: Gorton's Seafoods

Why We Recruit is a series of interviews with our recruiting partners covering a variety of topics ranging from their experience working with HBS to what they want students to know. New interviews will be released throughout the year to dive into unique perspectives of... View Details

Keywords: Consumer Products / Retail

April 2001 (Revised March 2002)
Case

Seagate Technology Buyout

By: Gregor M. Andrade, Stuart C. Gilson and Todd C. Pulvino

In March 2000, a group of private investors and senior managers were negotiating a deal to acquire the disk drive operations of Seagate Technology. The motivating factor for the buyout was the apparently anomalous market value of Seagate's equity: Seagate's equity... View Details

Keywords: Valuation; Leveraged Buyouts; Financial Strategy; Computer Industry

17 Oct 2011
News

How ‘Hybrid’ Nonprofits Can Stay on Mission

June 2016 (Revised March 2017)
Case

Global Wine War 2015: New World Versus Old

By: Christopher A. Bartlett and Sarah McAra

This case contrasts the tradition-bound Old World wine industry with the market-oriented New World producers in the battle for the Chinese wine market in 2015. China’s wine consumption growth presented a large and fast-growing export target that was extremely... View Details

April 2006 (Revised March 2007)
Case

PayPal Merchant Services

By: Thomas R. Eisenmann and Lauren Barley

In early 2006, PayPal management is deciding how to respond to Google's entry into online payments. PayPal, owned by eBay, has targeted online merchants outside eBay's auction community for its next wave of expansion. Google represents a potential threat to PayPal's... View Details

Keywords: Internet and the Web; Competition; Expansion; Service Operations; Auctions; Web Services Industry; Service Industry

March–April 2013
Article

Expected Firm Altruism, Quality Provision, and Brand Extensions

By: Julio J. Rotemberg

A setting is considered where consumers keep track of the extent to which brands care about them, which is modeled as altruism of brands towards their target consumers. Consumers who purchase an experience good of high quality reasonably deduce that the supplier of... View Details

Keywords: Customers; Quality; Consumer Behavior; Attitudes; Brands and Branding

Find at Harvard

28 Feb 2019
Cold Call Podcast

Pursuing Precision Medicine at Intermountain Healthcare

Keywords: Re: Richard G. Hamermesh; Health; Biotechnology; Pharmaceutical

October 1988 (Revised February 1990)
Case

HCC Industries

Describes a corporation that switches its philosophy of budgeting from "stretch" targets to "minimum performance standard" targets. The change has implications for management incentives, compensation, and corporate planning. Early results suggest the concept was not... View Details

Keywords: Management Practices and Processes; Budgets and Budgeting

September 2000 (Revised November 2000)
Case

GetConnected.com

By: Rajiv Lal, Nilanjana R. Pal and Jodi L. Prins

Describes the situation faced by GCI.com in April 2000, soon after raising $12 million for their new venture. After hiring an advertising agency, management needs to decide on the nature of the advertising campaign to target the right set of customers with the right... View Details

Keywords: Advertising Campaigns; Business Startups; Business or Company Management; Marketing Strategy; Market Entry and Exit; Corporate Strategy; Web Services Industry

07 Oct 2010
News

Bright ideas

10 Nov 2010
News

A New Era for Raiders

2024
Working Paper

Incrementality Representation Learning: Synergizing Past Experiments for Intervention Personalization

By: Ta-Wei Huang, Eva Ascarza and Ayelet Israeli

This paper introduces Incrementality Representation Learning (IRL), a novel multitask representation learning framework that predicts heterogeneous causal effects of marketing interventions. By leveraging past experiments, IRL efficiently designs and targets... View Details

Keywords: Heterogeneous Treatment Effect; Multi-task Learning; Representation Learning; Personalization; Promotion; Deep Learning; Field Experiments; Customer Focus and Relationships; Customization and Personalization