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    • All HBS Web  (374)
      • Faculty Publications  (42)

      Asset SalesRemove Asset Sales →

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      • October 2009 (Revised March 2012)
      • Case

      Nettwerk: Digital Marketing in the Music Industry

      By: John A. Deighton and Leora Kornfeld
      How is music marketed in the digital era? Nettwerk Music Group built on its foundation as a social, grassroots marketer of music and artists and emerged as a leader in the Internet-enabled social media environment. For most of the past decade Nettwerk CEO Terry McBride... View Details
      Keywords: Music Entertainment; Product Marketing; Network Effects; Sales; Social and Collaborative Networks; Online Technology; Media and Broadcasting Industry; Music Industry
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      Deighton, John A., and Leora Kornfeld. "Nettwerk: Digital Marketing in the Music Industry." Harvard Business School Case 510-055, October 2009. (Revised March 2012.) (request a courtesy copy.)
      • 2009
      • Other Unpublished Work

      Steering Monetary Policy Through Unprecedented Crises

      By: David Moss and Cole Bolton
      In early April 2008, economic conditions in Europe appeared to be deteriorating on almost all fronts: sales figures were falling, business and consumer confidence were slumping, forecasts for European growth were being revised downward, and inflation was rising. In... View Details
      Keywords: Financial Crisis; Inflation and Deflation; Central Banking; Interest Rates; International Finance; Policy; Crisis Management; Europe
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      Moss, David, and Cole Bolton. "Steering Monetary Policy Through Unprecedented Crises." 2009. (Draft case.)
      • 2009
      • Article

      India Transformed: Insights from the Firm Level 1988–2007

      By: Laura Alfaro and Anusha Chari
      Using firm-level data, this paper analyzes the transformation of India's economic structure following the implementation of economic reforms. The focus of the study is on publicly listed and unlisted firms from across a wide spectrum of manufacturing and services... View Details
      Keywords: Financial Statements; Management Analysis, Tools, and Techniques; Transformation; Economics; Ownership; Assets; Sales; Profit; Stock Shares; Private Sector; Investment Return; Manufacturing Industry; Service Industry; India
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      Alfaro, Laura, and Anusha Chari. "India Transformed: Insights from the Firm Level 1988–2007." India Policy Forum 6 (2009). (Also NBER Working Paper w15448. Featured in The Economist. Economics focus. "Dancing elephants. Is Indian capitalism becoming oligarchic?" Jan 27th 2011.)
      • 2008
      • Mimeo

      Do Hedge Funds Profit from Mutual-Fund Distress?

      By: Joseph Chen, Samuel G. Hanson, Harrison Hong and Jeremy C. Stein
      This paper explores the question of whether hedge funds engage in frontrunning strategies that exploit the predictable trades of others. One potential opportunity for front-running arises when distressed mutual funds—those suffering large outflows of assets under... View Details
      Keywords: Investment Funds; Profit; Strategy; Forecasting and Prediction; Investment Return; Opportunities; Asset Management; Sales
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      Chen, Joseph, Samuel G. Hanson, Harrison Hong, and Jeremy C. Stein. "Do Hedge Funds Profit from Mutual-Fund Distress?" 2008. Mimeo.
      • March 2008 (Revised February 2009)
      • Case

      Transparent Value LLC

      By: Sharon P. Katz, Krishna G. Palepu and Aldo Sesia, Jr.
      Leading index company Dow Jones recently signed a license and joint marketing agreement with Transparent Value LLC, the creator of a new fundamentals-based valuation methodology. The agreement allowed Dow Jones to offer a family of indexes based on the Transparent... View Details
      Keywords: Asset Management; Stocks; Price; Performance Expectations; Mathematical Methods; Valuation
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      Katz, Sharon P., Krishna G. Palepu, and Aldo Sesia, Jr. "Transparent Value LLC." Harvard Business School Case 108-069, March 2008. (Revised February 2009.)
      • November 2007
      • Article

      Asset Fire Sales (and Purchases) in Equity Markets

      By: Joshua Coval and Erik Stafford
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      Coval, Joshua, and Erik Stafford. "Asset Fire Sales (and Purchases) in Equity Markets." Journal of Financial Economics 86, no. 2 (November 2007).
      • 2005
      • Working Paper

      Asset Fire Sales (and Purchases) in Equity Markets

      By: Joshua Coval and Erik Stafford
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      Coval, Joshua, and Erik Stafford. "Asset Fire Sales (and Purchases) in Equity Markets." Harvard Business School Working Paper, No. 05-077, May 2005.
      • February 2005
      • Article

      An Econometric Analysis of Inventory Turnover Performance in Retail Services

      By: Vishal Gaur, Marshall L. Fisher and Ananth Raman
      Keywords: Mathematical Methods; Assets; Performance; Sales; Retail Industry
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      Gaur, Vishal, Marshall L. Fisher, and Ananth Raman. "An Econometric Analysis of Inventory Turnover Performance in Retail Services." Management Science 51, no. 2 (February 2005): 181–194.
      • November–December 2000
      • Article

      Control Your Inventory in a World of Lean Retailing

      By: F.H. Abernathy, J.T. Dunlop, J. Hammond and D. Weil
      Keywords: Assets; Sales
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      Abernathy, F.H., J.T. Dunlop, J. Hammond, and D. Weil. "Control Your Inventory in a World of Lean Retailing." Harvard Business Review 78, no. 6 (November–December 2000): 169–176.
      • September 1996
      • Supplement

      Howard, Shea & Chan Asset Management (D): Sales Presentation, Video

      By: Benson P. Shapiro
      Presents a sales presentation, allowing students and executive participants to develop a set of criteria for such a presentation and apply them to a real one. View Details
      Keywords: Presentations; Sales; Financial Services Industry
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      Shapiro, Benson P. "Howard, Shea & Chan Asset Management (D): Sales Presentation, Video." Harvard Business School Video Supplement 597-501, September 1996.
      • August 1996 (Revised October 1996)
      • Case

      Howard, Shea & Chan Asset Management (A)

      By: Benson P. Shapiro
      A medium-sized investment management firm is attempting to decide whether to try to grow, and if so, how. It is a complicated decision because the managing partner and her colleagues have significantly different views. This case provides the background on the industry,... View Details
      Keywords: Partners and Partnerships; Decision Making; Sales; Growth and Development Strategy; Financial Services Industry
      Citation
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      Shapiro, Benson P. "Howard, Shea & Chan Asset Management (A)." Harvard Business School Case 597-021, August 1996. (Revised October 1996.)
      • August 1996
      • Case

      Howard, Shea & Chan Asset Management (B); The Partnership Meeting

      By: Benson P. Shapiro
      Continues the plot about growth and sales strategies, and adds interesting pricing and sales compensation elements. The partners' meeting sharpens the disagreements among the five partners, and forces Anne Howard, the managing partner, to develop a clear action plan. View Details
      Keywords: Growth and Development Strategy; Price; Sales; Strategy; Asset Management; Partners and Partnerships; Service Industry
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      Shapiro, Benson P. "Howard, Shea & Chan Asset Management (B); The Partnership Meeting." Harvard Business School Case 597-022, August 1996.
      • August 1996 (Revised October 1996)
      • Case

      Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson

      By: Benson P. Shapiro
      Goes to the heart of the sales strategy issues by asking discussion participants to: 1) develop a salesperson recruiting process, 2) choose among four resumes, and 3) develop a sales compensation approach. View Details
      Keywords: Compensation and Benefits; Recruitment; Salesforce Management; Strategy
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      Shapiro, Benson P. "Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson." Harvard Business School Case 597-023, August 1996. (Revised October 1996.)
      • August 1996 (Revised October 1996)
      • Case

      Howard, Shea & Chan Asset Management (D): Sales Presentation

      By: Benson P. Shapiro
      Provides the context and hard copy material to accompany a video sales presentation. Participants are asked to develop criteria for evaluating a sales presentation and then to apply the criteria to the video presentation. View Details
      Keywords: Sales; Presentations; Performance Evaluation
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      Shapiro, Benson P. "Howard, Shea & Chan Asset Management (D): Sales Presentation." Harvard Business School Case 597-024, August 1996. (Revised October 1996.)
      • January 1996 (Revised September 1997)
      • Case

      Scott Paper Company

      By: Stuart C. Gilson and Jeremy Cott
      A professional turnaround manager attempts to implement a massive global downsizing program at the world's largest producer of consumer tissue products. The plan involves laying off almost one third of the company's 34,000 hourly and salaried employees and dramatically... View Details
      Keywords: Assets; Global Strategy; Resignation and Termination; Goals and Objectives; Business and Stakeholder Relations; Sales; Value Creation; Pulp and Paper Industry
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      Gilson, Stuart C., and Jeremy Cott. "Scott Paper Company." Harvard Business School Case 296-048, January 1996. (Revised September 1997.)
      • February 1989 (Revised November 1991)
      • Case

      Science Technology Co.--1985

      By: Thomas R. Piper
      The CEO of a U.S. electronics firm is assessing the financial forecasts and the financing plan prepared by the chief financial officer. Given the cyclicality of the industry and the volatility of the firm's performance, the CEO is unsure as to the usefulness of... View Details
      Keywords: Risk and Uncertainty; Change Management; Industry Growth; Forecasting and Prediction; Financial Strategy; Volatility; Electronics Industry
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      Piper, Thomas R. "Science Technology Co.--1985." Harvard Business School Case 289-040, February 1989. (Revised November 1991.)
      • July 1985 (Revised July 1990)
      • Case

      Atlantic Corp.

      By: Peter Tufano
      Two forest products manufacturers negotiate the sale of a group of assets. ACRS would allow the buyer to rapidly depreciate the stepped up basis to justify a high valuation. The seller recently paid greenmail, and this transaction may be linked to its desire to avoid... View Details
      Keywords: Assets; Negotiation; Acquisition; Forest Products Industry
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      Tufano, Peter. "Atlantic Corp." Harvard Business School Case 286-004, July 1985. (Revised July 1990.)
      • October 1984 (Revised July 2003)
      • Case

      At the T. Rowe Price Trading Desk (A)

      By: Andre F. Perold
      Describes the events surrounding the sale of a particular large block of a thinly traded stock. Brings the situation to the point at which the seller has received an offer, and must now decide what to do. View Details
      Keywords: Asset Management; Stocks; Financial Services Industry
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      Perold, Andre F. "At the T. Rowe Price Trading Desk (A)." Harvard Business School Case 285-041, October 1984. (Revised July 2003.)
      • January 1983 (Revised February 1988)
      • Case

      Hospital Corp. of America (B)

      By: W. Carl Kester
      Focuses on HCAs financing options for reaching its target capital structure. The options include new equity conversion of convertible debentures, a debt-for-equity swap, the sale of assets, and fixed-rate debt. Students must address the problem of market timing and... View Details
      Keywords: Assets; Capital Structure; Cash Flow; Equity; Debt Securities; Credit Derivatives and Swaps; Health Industry; United States
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      Kester, W. Carl. "Hospital Corp. of America (B)." Harvard Business School Case 283-054, January 1983. (Revised February 1988.)
      • Research Summary

      Corporate Restructuring and Business Insolvency: Economic Impact and Best Practices

      By: Stuart C. Gilson
      Stuart C. Gilson is studying how severe financial distress impacts corporate policies and economic resource allocation. He is also studying how managers can best respond to financial distress in order to preserve and grow value. He is undertaking this research... View Details
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