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      • Faculty Publications  (459)

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      • February 2005
      • Article

      Managing the Ecosystem

      By: Marco Iansiti
      The days of the corporate lone wolf are over. In our increasingly interconnected world, standing alone is no longer a viable business model. Instead, smart companies rely heavily on networks of partners, suppliers, and customers to achieve market success and sustain... View Details
      Keywords: Integrated Corporate Reporting; Partners and Partnerships; Industry Clusters; Customers; Markets; Situation or Environment; Banks and Banking; Insurance; Software
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      Iansiti, Marco. "Managing the Ecosystem." Optimize 4, no. 2 (February 2005).
      • 2005
      • Book

      Managing Customers as Investments: The Strategic Value of Customers in the Long Run

      By: Sunil Gupta and Donald R. Lehmann
      Keywords: Management; Customers; Investment; Strategy; Value
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      Gupta, Sunil, and Donald R. Lehmann. Managing Customers as Investments: The Strategic Value of Customers in the Long Run. Wharton School Publishing, 2005. (2006 winner of the annual Berry-AMA book prize for the best book in marketing.)
      • December 2004 (Revised February 2005)
      • Case

      Exporting Spanish Olive Oil to the U.S. Market

      By: Ray A. Goldberg, Hal Hogan and Miguel Angel Llano Irusta
      Spain is the largest olive oil producer, yet it sells much of its product to Italy, where it is repackaged as Italian olive oil. The decision maker in the case wants to develop Spain as the olive oil leader not just in production but in quality and value added. He... View Details
      Keywords: Plant-Based Agribusiness; Trade; Goods and Commodities; Demand and Consumers; Supply and Industry; Brands and Branding; Decisions; Customization and Personalization; Product Design; Product Development; Marketing Strategy; Product Marketing; Agriculture and Agribusiness Industry; Food and Beverage Industry; Spain; United States; Italy
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      Goldberg, Ray A., Hal Hogan, and Miguel Angel Llano Irusta. "Exporting Spanish Olive Oil to the U.S. Market." Harvard Business School Case 905-408, December 2004. (Revised February 2005.)
      • October 2004 (Revised November 2004)
      • Case

      AWB Limited

      By: Ray A. Goldberg and Hal Hogan
      Discusses how to evaluate the performance of the Australia Wheat Board in meeting the needs of its Australian wheat farmers and global consumers. Includes color exhibits. View Details
      Keywords: Customer Satisfaction; Customer Value and Value Chain; Globalized Markets and Industries; Performance Effectiveness; Performance Evaluation; Agriculture and Agribusiness Industry; Australia
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      Goldberg, Ray A., and Hal Hogan. "AWB Limited." Harvard Business School Case 905-401, October 2004. (Revised November 2004.)
      • October 2004 (Revised July 2011)
      • Case

      AT&T 2000-2004

      By: Stephen P. Bradley and Kerry Herman
      Provides an update on CEO Michael Armstrong's "Project Grand Slam" strategy to build the value of AT&T by offering a complete, integrated telecommunications solution to both corporate and residential customers, including wireless and wire line telephone, Internet,... View Details
      Keywords: Business Exit or Shutdown; Customers; Business or Company Management; Failure; Business and Shareholder Relations; Networks; Corporate Strategy; Internet; Wireless Technology; Value Creation; Telecommunications Industry
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      Bradley, Stephen P., and Kerry Herman. "AT&T 2000-2004." Harvard Business School Case 705-425, October 2004. (Revised July 2011.)
      • September 2004 (Revised December 2004)
      • Case

      Metso Paper: Globalization of Finnish Metal Workshops

      By: Lynda M. Applegate, Marikka Heikkila and Kalle Lyytinen
      Metso Paper, the world's largest producer of paper machines, aims to transform itself into a knowledge- and information-based service and solution provider for the paper industry by aggressively exploiting information technologies. In the fall of 2002, Jorma Hujala, a... View Details
      Keywords: Production; Customer Value and Value Chain; Information Technology; Corporate Strategy; Knowledge Management; Machinery and Machining; Expansion; Service Delivery; Manufacturing Industry; Pulp and Paper Industry; Finland
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      Applegate, Lynda M., Marikka Heikkila, and Kalle Lyytinen. "Metso Paper: Globalization of Finnish Metal Workshops." Harvard Business School Case 805-057, September 2004. (Revised December 2004.)
      • May 2004 (Revised July 2004)
      • Case

      Clarence Saunders: The Comeback King

      By: Nitin Nohria and Bridget Gurtler
      Follows the rise and fall of the founder of the modern supermarket, Clarence Saunders. Prior to 1915, all staple shopping took place in the market or general store, where a clerk behind a counter pulled items from shelves for customers , measured them from a barrel, or... View Details
      Keywords: Inflation and Deflation; Mission and Purpose; Business Processes; Leadership; Consumer Behavior; Leadership Style; Advertising; Customer Relationship Management; Customer Value and Value Chain; Order Taking and Fulfillment
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      Nohria, Nitin, and Bridget Gurtler. "Clarence Saunders: The Comeback King." Harvard Business School Case 404-070, May 2004. (Revised July 2004.)
      • April 2004
      • Tutorial

      Yield Curves and Bond Ratings Tutorial

      By: William E. Fruhan Jr.
      To preview this online product, Authorized Faculty can call our customer service department at 1-800-545-7685 or 617-783-7600. This online tutorial explains what drives the shape of the yield curve for traded debt securities. Also describes the metrics used by rating... View Details
      Keywords: Bonds; Investment Return; Financial Services Industry
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      "Yield Curves and Bond Ratings Tutorial." Harvard Business School Tutorial 204-712, April 2004.
      • Article

      Valuing Customers

      By: Sunil Gupta, Donald R. Lehmann and Jennifer A. Stuart
      Keywords: Value; Customers
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      Gupta, Sunil, Donald R. Lehmann, and Jennifer A. Stuart. "Valuing Customers." Journal of Marketing Research (JMR) 41, no. 1 (February 2004): 7–18. (Winner of the 2009 William F. O'Dell award from the Journal of Marketing Research.)
      • 2004
      • Article

      Valuing Customers

      By: Sunil Gupta, Donald R. Lehmann and Jennifer A. Stuart
      Keywords: Value; Customers
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      Gupta, Sunil, Donald R. Lehmann, and Jennifer A. Stuart. "Valuing Customers." Recherche et Applications en Marketing 19, no. 2 (2004).
      • December 2003 (Revised October 2006)
      • Case

      Globalizing the Cost of Capital and Capital Budgeting at AES

      By: Mihir A. Desai and Douglas Kurt Schillinger
      With electricity generating businesses around the world, AES Corp. is seeking a methodology for calculating the cost of capital for its various businesses and potential projects. In the past, AES used the same cost of capital for all of its capital budgeting, but the... View Details
      Keywords: International Finance; Risk Management; Globalized Firms and Management; Cost of Capital; Valuation; Emerging Markets; Foreign Direct Investment; Capital Budgeting; Energy Industry; South America
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      Desai, Mihir A., and Douglas Kurt Schillinger. "Globalizing the Cost of Capital and Capital Budgeting at AES." Harvard Business School Case 204-109, December 2003. (Revised October 2006.)
      • 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
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      Desai, Mihir A., and Alexandra de Royere. "Dow Chemical's Bid for the Privatization of PBB in Argentina." Harvard Business School Case 204-021, November 2003. (Revised March 2006.)
      • November 2003 (Revised March 2004)
      • Case

      Drilling South: Petrobras Evaluates Pecom

      By: Mihir A. Desai and Ricardo Reisen de Pinho
      The Brazilian oil company, Petrobras, is evaluating the acquisition of an Argentine oil company, the Perez Companc Group (Pecom). The acquisition would increase Petrobras' oil reserves and expand its interests outside Brazil, a significant step for the largest company... View Details
      Keywords: Mergers and Acquisitions; Forecasting and Prediction; Financial Crisis; Non-Renewable Energy; Cross-Cultural and Cross-Border Issues; Corporate Governance; Risk Management; Emerging Markets; State Ownership; Performance Evaluation; Risk and Uncertainty; Valuation; Energy Industry; Argentina; Brazil
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      Desai, Mihir A., and Ricardo Reisen de Pinho. "Drilling South: Petrobras Evaluates Pecom." Harvard Business School Case 204-043, November 2003. (Revised March 2004.)
      • September 2003
      • Case

      Valuing a Cross-Border LBO: Bidding on the Yell Group

      By: Mihir A. Desai, Paolo Notarnicola and Mark Veblen
      A team of private equity investors must value the leveraged buyout of a Yellow Pages business that operated in both the United States and the United Kingdom. In the process, they must wrestle with issues of how to conduct cross-border valuations and how to value a... View Details
      Keywords: Leveraged Buyouts; Cash Flow; Private Equity; Cross-Cultural and Cross-Border Issues; Valuation
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      Desai, Mihir A., Paolo Notarnicola, and Mark Veblen. "Valuing a Cross-Border LBO: Bidding on the Yell Group." Harvard Business School Case 204-033, September 2003.
      • February 2003 (Revised March 2007)
      • Case

      Internet Customer Acquisition Strategy at Bankinter

      By: Francisco de Asis Martinez-Jerez, V.G. Narayanan and Lisa Brem
      Bankinter, a relatively small Spanish bank, has a large presence as an Internet financial services provider. Leading the way to profitability through the Internet will give Bankinter a major competitive advantage over the larger, more established Spanish banks. Ann... View Details
      Keywords: Customer Relationship Management; Internet and the Web; Activity Based Costing and Management; Customer Value and Value Chain; Banks and Banking; Banking Industry; Spain
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      Martinez-Jerez, Francisco de Asis, V.G. Narayanan, and Lisa Brem. "Internet Customer Acquisition Strategy at Bankinter." Harvard Business School Case 103-021, February 2003. (Revised March 2007.)
      • 2003
      • Book

      The Value Profit Chain: Treat Employees Like Customers and Customers Like Employees

      By: James L. Heskett, W. Earl Sasser Jr. and Leonard A. Schlesinger
      Keywords: Value; Profit; Employees; Customers
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      Heskett, James L., W. Earl Sasser Jr., and Leonard A. Schlesinger. The Value Profit Chain: Treat Employees Like Customers and Customers Like Employees. New York: Free Press, 2003.
      • 2003
      • Class Lecture

      Why Customers Matter

      By: W. Earl Sasser Jr.
      Keywords: Customer Value and Value Chain
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      Sasser, W. Earl, Jr. "Why Customers Matter." Boston: Harvard Business School Publishing Class Lecture, 2003. Electronic. (Faculty Lecture: HBSP Product Number 1490C.)
      • November 2002 (Revised November 2006)
      • Case

      Tax-Motivated Film Financing at Rexford Studios

      By: Mihir A. Desai, Gabriel J. Loeb and Mark Veblen
      The head of production for Rexford Studios must analyze the terms and value consequences of an international financing involving a German film fund. The financing involves a sale-leaseback structure where international tax rules give rise to a sizable economic pie that... View Details
      Keywords: International Finance; Financing and Loans; Taxation; Cash Flow; Financial Strategy; Financial Management; Competition; Film Entertainment; Entertainment and Recreation Industry; Financial Services Industry; Germany
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      Desai, Mihir A., Gabriel J. Loeb, and Mark Veblen. "Tax-Motivated Film Financing at Rexford Studios." Harvard Business School Case 203-005, November 2002. (Revised November 2006.)
      • 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
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      Desai, Mihir A., James R. Hines, Jr, and Mark Veblen. "Corporate Inversions: Stanley Works and the Lure of Tax Havens." Harvard Business School Case 203-008, September 2002. (Revised October 2002.)
      • August 2002
      • Background Note

      Customer Benefit Stack

      By: Das Narayandas
      Describes a process to understand customer benefits created in industrial markets using the metaphor of a customer benefit stack. View Details
      Keywords: Customer Satisfaction; Customer Value and Value Chain; Marketing Strategy; Product Marketing; Manufacturing Industry
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      Narayandas, Das. "Customer Benefit Stack." Harvard Business School Background Note 503-028, August 2002.
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