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  • 16 Dec 2015
  • Research & Ideas

Why ‘Sleep on It’ No Longer Sounds Like Great Advice

As the holidays approach, we’ll all experience the temptation to overspend on gifts for our loved ones (and maybe a little on ourselves). When faced with difficult decisions like whether to spend $199 on a knife set or a tool set, we may follow the age-old advice... View Details
Keywords: by Michael Blanding; Retail
  • Program

Strategic Marketing for Driving Growth

forward-thinking approach. Details Drive integrated, customer-centric marketing strategies Effectively analyze markets, customer needs, and buying behaviors Determine strengths and weaknesses of competitors and substitutes Recognize... View Details
  • Program

Mergers and Acquisitions

your company is private or public, or looking to buy or to sell, you will emerge with new ability to broker powerful deals and create shareholder value. Key Benefits Completing a successful merger or acquisition is a multifaceted project... View Details
  • 26 Mar 2025
  • Blog Post

How to Approach Your Equity Compensation

Clarity on What Your Equity Actually Means Just knowing how many options or shares are in your grant isn’t sufficient to make an informed decision. You’ll likely want to ask your company for more details. Key questions, among others, to... View Details
  • 20 Nov 2007
  • Working Paper Summaries

The “Fees → Savings” Link, or Purchasing Fifty Pounds of Pasta

Keywords: by Michael I. Norton & Leonard Lee; Retail
  • February 15, 2022
  • Article

How Managers Can Build a Culture of Experimentation

By: Frank V. Cespedes and Neil Hoyne
Testing in business presents qualitatively different challenges than those in clinical trials and most scientific research. There are very few opportunities for randomized control experiments in a changing, competitive market. Yet, change and competition make testing a... View Details
Keywords: Experimentation; Management; Decision Making
Related
  • September 1986 (Revised November 1994)
  • Case

Lotus Development Corp. Channel Choice: Direct vs. Distribution

By: V. Kasturi Rangan
Lotus Development Corp., the number one microsoftware firm has traditionally sold to its customers through a distributor-retail dealer network. In early 1986, the company is considering the option of selling direct to large corporate customers. Students are expected to... View Details
Keywords: Cost vs Benefits; Marketing Channels; Distribution Channels; Sales; Software; Information Technology Industry; United States
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  • 14 Feb 2011
  • Research & Ideas

Clay Christensen’s Milkshake Marketing

honing with several colleagues for more than a decade. "The fact that you're 18 to 35 years old with a college degree does not cause you to buy a product," Christensen says. "It may be correlated with the decision, but it doesn't cause... View Details
Keywords: by Carmen Nobel; Retail; Service; Consumer Products; Food & Beverage
  • March 21, 2020
  • Editorial

When We're Wrong, It's Our Responsibility as Scientists to Say So

By: Ariella S. Kristal, A. V. Whillans, Max Bazerman, Francesca Gino, Lisa Shu, Nina Mazar and Dan Ariely
We tried to reproduce our 2012 paper on how to make people report their income more honestly—and we ended up refuting it. View Details
Keywords: Responsibility; Outcome or Result
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  • 11 Sep 2006
  • Research & Ideas

Negotiating When the Rules Suddenly Change

making deals. As it says in Warfighting: The U.S. Marine Corps Book of Strategy (Currency, 1995), "The very nature of war makes certainty impossible; all actions in war will be based on incomplete,... View Details
Keywords: by Michael Wheeler; Sports
  • November 2020
  • Supplement

Valuing Celgene's CVR

By: Benjamin C. Esty and Daniel Fisher
When Bristol-Myers Squibb (BMS) acquired Celgene Corporation in November 2019, Celgene shareholders received cash, BMS stock, and a contingent value right (CVRs) that would pay $9 if the U.S. Food and Drug Administration (FDA) approved three of Celgene’s late stage... View Details
Keywords: Mergers and Acquisitions; Value; Valuation; Judgments; Decision Making; Cash Flow; Financial Instruments; Cognition and Thinking; Pharmaceutical Industry; Biotechnology Industry; United States
Related
  • 21 Jan 2015
  • Lessons from the Classroom

Managing the Family Business: Market Basket’s Lessons About Buyouts

sold in. "Who has the money?" Buyouts are often expensive and either other owners or the company must have the money to buy the shares of the sellers. Sometimes you can bring in external investment or debt to help View Details
Keywords: Retail
  • March 1998
  • Case

Bumper Acquisition (A1), A: Confidential Information for Thermo-Impact, Inc.

By: James K. Sebenius and David T. Kotchen
Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus... View Details
Keywords: Private Equity; Valuation; Negotiation Participants; Decision Making; Negotiation Process; Entrepreneurship; Negotiation Offer; Acquisition; Manufacturing Industry; Auto Industry; Illinois
Related
  • 09 May 2012
  • Research & Ideas

Clayton Christensen’s “How Will You Measure Your Life?”

its stores. But, obviously, it didn't make money from movies sitting on the shelves; it was only when a customer rented a movie that Blockbuster made anything. It therefore needed to get the customer to watch the movie quickly, and then... View Details
  • Web

Finance - Faculty & Research

code that should allow other researchers to use remote sensing for yield estimation and program evaluation. June 2025 Case (Family) Size Matters: Nico Oprée and the Decreasing Power of Family Unity over Time By: Lauren Cohen , Octavian Graf Pilati, Dominik View Details
  • Web

Curriculum - Case Method Project

Curriculum Curriculum Cases James Madison, the 'Federal Negative,' and the Making of the U.S. Constitution (1787) This case begins with the American Revolution and concludes at the Constitutional Convention. It describes the many... View Details
  • 28 Feb 2017
  • First Look

First Look at New Research, February 28

the start-up movement about how best to organize and execute new ventures as “business experiments.” These lessons from the “start-up garage” enable established corporations to make progress on new ventures in a disciplined, fact-based... View Details
Keywords: Sean Silverthorne
  • Web

Accounting & Management - Faculty & Research

Accounting & Management Overview Faculty Curriculum Seminars & Conferences Awards & Honors Doctoral Students July 3, 2025 Article A New Framework for Reducing Healthcare Disparities By: Susanna Gallani , Mary Lynch Witkowski, Lidia M. V.... View Details
  • 30 Mar 2015
  • Research & Ideas

Managing the Family Business: Preparing to Sell

vehicles while they catch their breath and assess their interests, unity, and risk tolerance. Longer term, they might start or buy another operating company, while keeping some portion of their assets, individually or collectively, in... View Details
Keywords: by Jonathan Pellegrin; Food & Beverage; Retail
  • 21 Mar 2011
  • Research & Ideas

Are We Thinking Too Little, or Too Much?

you've done something the same way for 10 years, it might be time to reconsider.” "Academics traditionally have taken two different approaches to decision-making," says Norton, who teaches in the Marketing Unit. "One view is that people often View Details
Keywords: by Carmen Nobel