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August 2013
Teaching Plan

Remicade-Simponi

By: Guhan Subramanian and Charlotte Krontiris

This exercise models a negotiation between two pharmaceutical companies—Johnson & Johnson and Merck—concerning the international distribution rights for Remicade, a blockbuster anti-arthritis drug. At odds over the original distribution contract, the two companies... View Details

Keywords: Johnson ＆ Johnson; Merck; Negotiation; Negotiation Participants; Negotiation Deal; Pharmaceutical Industry

October 2009
Case

A Big (Double) Deal: Anadarko's Acquisition of Kerr-McGee and Western Gas Resources

By: Clayton M. Christensen and Curtis Rising

On June 23, 2006, Anadarko Petroleum Corporation announced that it was simultaneously acquiring two public companies, Kerr-McGee and Western Gas Resources, in all-cash deals. The total price was about $24 billion, a figure close to Anadarko's market cap at the time.... View Details

Keywords: Acquisition; Business Model; Transformation; Negotiation; Organizational Culture; Public Ownership; Business and Shareholder Relations; Alignment; Valuation; Energy Industry; United States

December 1973 (Revised June 1982)
Case

MRC, Inc. (A)

MRC must place a value on an acquisition prospect and also decide whether a deal makes sense from strategic and organizational perspectives. An updated version of and earlier case by W.E. Fruhan, Jr. and J.H. McArthur. View Details

Keywords: Strategic Planning; Valuation; Acquisition

September 1998 (Revised April 2002)
Case

ECM Group: Improving Global Marketing Productivity

Associated Foods is considering a proposed program barter deal submitted by media consultancy ECM, along with other proposals to improve marketing expenditure productivity. This case allows calculation of the quantitative as well as the qualitative issues. View Details

Keywords: Marketing Strategy; Media; Marketing Channels; Globalization; Food and Beverage Industry

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November–December 2017
Article

Innovation Streams and Executive Leadership

By: Michael Tushman

Incumbent firms face steep challenges in dealing with technological change and associated innovation streams. The firm's senior leadership team, and especially R&D leadership, plays a central role in shaping a firm's ability to both exploit existing capabilities and... View Details

Keywords: Ambidexterity; Exploit Vs. Explore; Dynamic Capabilities; Organizational Change and Adaptation; Technology Adoption; Innovation Leadership

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January 2025
Case

Apax Partners: Deciding Whether to Bid for Trader Corp.

By: Benjamin C. Esty and Edward A. Meyer

Apax Partners’ investment committee was schedule to meet on March 21, 2011, to decide whether to invest in Trader Corporation, a Canadian classified advertising business for used automobiles with both print (magazines) and digital (website) distribution. What made this... View Details

March 1998
Case

Launch

By: Jeffrey F. Rayport

Launch has developed an entertainment publication on CD-ROM with 240,000 subscribers and has recently introduced an on-line entertainment product (www.mylaunch.com) to complement the CD-ROM. Deals with multiple-channel delivery and platform selection and branding on... View Details

Keywords: Digital Platforms; Internet and the Web; Distribution Channels; Information Publishing; Brands and Branding; Entertainment and Recreation Industry; Publishing Industry

October 2003 (Revised January 2004)
Case

Burberry

By: Youngme E. Moon, Erika Kussmann, Emma Penick, Susan Wojewoda and Kerry Herman

In 2003, Rose Marie Bravo, Burberry's CEO, is debating how to maintain the currency and cachet of the brand across its broad customer base, while entering new product categories and expanding distribution. In the past five years, the brand has become one of the hottest... View Details

Keywords: Brands and Branding; Management Teams; Luxury; Product Launch; Distribution; Product Positioning; Advertising; Market Entry and Exit; Apparel and Accessories Industry; Fashion Industry; United Kingdom

October 2007 (Revised July 2013)
Case

Vertex Pharmaceuticals and the Cystic Fibrosis Foundation: Venture Philanthropy Funding for Biotech

By: Robert F. Higgins, Sophie LaMontagne and Brent Kazan

In 2001, Vertex Pharmaceuticals Incorporated acquired the San Diego-based biotech company, Aurora Biosciences. The combination of Vertex's and Aurora's technologies would improve the flow of novel drug candidates into development. However, several questions related to... View Details

Keywords: Philanthropy; Philanthropy Funding; Innovation; Funding Model; Venture Capital; Partners and Partnerships; Financing and Loans; Investment Funds; Acquisition; Philanthropy and Charitable Giving; Biotechnology Industry; Pharmaceutical Industry; San Diego

October 2006 (Revised September 2014)
Case

Summit Partners - The FleetCor Investment (A)

By: Michael J. Roberts

Part of a 3-case series in which students get to see the unfolding of due diligence on private equity (buy out) deal. In this, the A case, the deal team has negotiated a letter of intent with FleetCor, a firm that operates a fuel payment network for vehicle fleets.... View Details

Keywords: Negotiation Preparation; Private Equity; Leveraged Buyouts; Investment; Negotiation Offer; Service Industry

06 Nov 2007
First Look

First Look: November 6, 2007

negotiations and poses an immediate tactical challenge in the context of the overall process. The (B) case describes the strategies, tactics, and results of these negotiations, along with Welz's broader insights into a more productive approach to the common challenge... View Details

Keywords: Sean Silverthorne

September 1983 (Revised December 1988)
Case

Cleveland Twist Drill (A)

By: Richard G. Hamermesh

Deals with the problems of implementing strategy in a declining industry and the negotiation of strategy with external constituencies, particularly labor unions. Traces Jim Bartlett's first nine months as president and asks for a plan of action. View Details

Keywords: Decision Choices and Conditions; Management Style; Negotiation Tactics; Labor and Management Relations; Corporate Strategy

October 1982
Supplement

Ideal Standard France: Pat Paterson, Video

By: Christopher A. Bartlett

A two-part taped interview with Pat Paterson. Paterson describes the action he took in dealing with his company's profit problems, then talks about the outcome. His decision to dismiss 1,500 workers may have accelerated the company's bankruptcy. View Details

Keywords: Decisions; Insolvency and Bankruptcy; Profit; Resignation and Termination; Outcome or Result; Problems and Challenges

Research Summary

Current Research Interests

Employment Contract, Collective Bargaining, and Human Capital Investment

American Welfare Capitalists, 1910-1940

Political Economy of New Deal Labor Legislation

A Comparative Historical Analysis of Wartime Labor Regulation during W.W.II in the U.S.... View Details

Article

Innovations in Retail Operations: Thirty Years of Lessons from Production and Operations Management

By: Marshall Fisher and Ananth Raman

We review papers published in Production and Operations Management (POM) during its thirty-year history that deal with retail operations issues with an empirical approach. The papers span a range of issues, from traditional ones like forecasting and inventory... View Details

Keywords: RFID; Innovation and Invention; Technology Adoption; Operations; E-commerce; Strategy; Retail Industry

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October 2018
Case

BBVA: Corporate Governance & Corporate Strategy

By: Krishna Palepu and Jordi Canals

BBVA is a very successful Spanish bank facing a number of challenges as a result of significant industry and regulatory changes. The company takes pride in its board structure and excellent corporate governance. The Chairman of the Board was wondering how best to... View Details

Keywords: Board Of Directors; Corporate Governance; Strategy; Change Management; Governing and Advisory Boards; Banking Industry; Spain

August 2000
Case

Monster.com

By: Jeffrey F. Rayport

Jeff Taylor, founder and CEO of Monster.com, ponders how his online site, the leading career site on the web, can continue its dominance (60% share in 1999) and growth on the Internet. Monster.com had just launched a nationwide branding campaign on television and... View Details

Keywords: Internet and the Web; Entrepreneurship; Brands and Branding; Service Industry

August 1997 (Revised June 1999)
Case

Providian Trust: Tradition and Technology (A)

By: F. Warren McFarlan and Melissa Dailey

A major trust company attempts to implement a major software system while simultaneously reengineering business processes. Providian Trust, a previously non-IT intensive organization, must completely reposition its management of technology to deal with IT's new... View Details

Keywords: Change Management; Financial Institutions; Business Processes; Organizational Change and Adaptation; Information Technology; Applications and Software; Financial Services Industry

June 2022 (Revised November 2023)
Case

Individual FoodService, Kelso, and Ken Sweder

By: Jo Tango and Alys Ferragamo

When and how much risk to take? In October 2020, Ken Sweder, CEO of Individual FoodService (“IFS”), contemplated this question as he evaluated a proposal to acquire Brady Industries, a distributor of janitorial and sanitation products. Sweder and his private equity... View Details

Keywords: COVID-19 Pandemic; Risk Management; Mergers and Acquisitions; Value Creation; Business Divisions

June 1981 (Revised August 1985)
Case

Shopfair Supermarkets (A)

By: John A. Quelch

The marketing vice president of the leading supermarket chain in a major metropolitan area has to plan his 1981 strategy in light of increasing warehouse store competition. Considers relationships with major manufacturers who are supplying warehouse stores with deal... View Details

Keywords: Competition; Marketing Strategy; Retail Industry; Food and Beverage Industry

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