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February 1997 (Revised October 2002)
Case

The Exxel Group: September 1995

By: Josh Lerner, Alex Hoye and Gonzalo Pacanins

The Exxel Group, a private equity group based in Buenos Aires, is considering a buyout of Argencard, Mastercard's exclusive licensee in Argentina. To complete the deal, however, it will need to raise additional financing from U.S. investors. Both the valuation and the... View Details

Keywords: Leveraged Buyouts; Developing Countries and Economies; Private Equity; Financing and Loans; Investment; Negotiation Deal; Problems and Challenges; Valuation; United States; Buenos Aires

October 2024
Article

Medicare Part D Protected-Class Policy Is Associated with Lower Drug Rebates

By: Pragya Kakani, Michael Anne Kyle, Amitabh Chandra and Luca Maini

Medicare Part D does not allow plans to exclude drugs in six protected classes from their formularies, which may limit plans’ ability to negotiate rebates and lead to higher spending. We estimated the association between protected-class status, US-level estimated... View Details

Keywords: Insurance; Health Care and Treatment; Governing Rules, Regulations, and Reforms; United States

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November 2022
Supplement

Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia (B)

By: Jorge Tamayo, Jenyfeer Martinez Buitrago and Mariana Cal

In 2020, Francisco Staton, president of Arcos Dorados’ Caribbean Division, and Héctor Orozco, Managing Director of Arcos Dorados Colombia, were looking into Arcos Dorados’ options to consolidate its food delivery service in Colombia. This time the matter at hand hinged... View Details

Keywords: Transformation; Decision Making; Decision Choices and Conditions; Global Strategy; Technological Innovation; Growth and Development Strategy; Agreements and Arrangements; Negotiation Tactics; Logistics; Service Delivery; Organizational Culture; Performance Improvement; Partners and Partnerships; Strategy; Food and Beverage Industry; Latin America; South America; Colombia

February 2003 (Revised April 2003)
Case

Brioni

By: David E. Bell

Should Brioni, an internationally known, exclusive men's suit manufacturer and retailer extend its line to include women's apparel? The opportunity is to enter a much larger and profitable market. The dangers are: 1) compromising the existing image, and 2) failing to... View Details

Keywords: Brands and Branding; Segmentation; Expansion; Profit; Risk Management; Demand and Consumers; Fashion Industry

June 2023 (Revised June 2023)
Supplement

Roche: ESG and Access to Healthcare

By: George Serafeim

In May 2022, Roche Group, one of the largest healthcare companies in the world, hosted its first investor event focused exclusively on its efforts to impact access to healthcare. While Roche had recently set an ambitious goal to double the number of patients that had... View Details

2014
Working Paper

Principals and Their Car Dealers: What Do Targets Tell About Their Relation?

By: Jan Bouwens, Eddy Cardinaels and Jingwen Zhang

In this study we describe target setting and target achievements for a car dealership. Car dealers are eligible for a discount on the purchase price conditional on their achieving the sales targets set by the franchisor. We show that car dealers (franchisees) who... View Details

Keywords: Goals and Objectives; Motivation and Incentives; Franchise Ownership; Auto Industry; Retail Industry

2023
Working Paper

Causal Interpretation of Structural IV Estimands

By: Isaiah Andrews, Nano Barahona, Matthew Gentzkow, Ashesh Rambachan and Jesse M. Shapiro

We study the causal interpretation of instrumental variables (IV) estimands of nonlinear, multivariate structural models with respect to rich forms of model misspecification. We focus on guaranteeing that the researcher's estimator is sharp zero consistent, meaning... View Details

Keywords: Mathematical Methods

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October 2010 (Revised November 2010)
Case

The NFL's Digital Media Strategy

By: Anita Elberse, C. Kelsey Calhoun and Daven Johnson

In late 2009, Brian Rolapp, senior vice president of media strategy and digital media for the NFL, was faced with the challenge of determining the league's strategic approach to the wireless market—and presenting his views to NFL team owners. What was the league's best... View Details

Keywords: Business Model; Marketing Channels; Marketing Strategy; Media; Distribution Channels; Mobile and Wireless Technology; Sports Industry

October 2023
Case

Foodology: Creating a Virtual Restaurant Group in Latin America

By: Rembrand M. Koning, Jorge Tamayo and Jenyfeer Martínez Buitrago

In April 2020, Daniela Izquierdo (HBS, 2019) and Juan Guillermo Azuero (HBS, 2019), awaited the results of Harvard Business School’s Alumni New Venture Competition. Operating since September 2019, Foodology, a Colombian food-tech startup in the cloud kitchen segment,... View Details

Keywords: Business Startups; Business Model; Entrepreneurship; Food and Beverage Industry; Latin America; South America; Colombia

July–August 2014
Article

How 'Brand Tourists' Can Grow Sales

By: Silvia Bellezza and Anat Keinan

The article discusses how exclusive brands can increase their sales by moving "downmarket" without diminishing their prestige or alienating existing customers. The authors suggest various ways to cater to new, non-core customers in a way that differentiates the... View Details

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March 2023 (Revised May 2025)
Case

On

By: Ramon Casadesus-Masanell, Karolin Frankenberger and Sascha Mader

Founded in 2010, in just one decade, the Swiss company On had established itself as a main player in global sports footwear and apparel. Based on an unconventional strategy which one of the founders labeled as “obsessively distinct,” On grew its sales with a compound... View Details

October 1995
Case

Johnson-Grace: March 1994

Johnson-Grace is a cash-strapped start-up company negotiating a licensing agreement with America OnLine (AOL), a leading provider of on-line services in the United States. The Johnson-Grace technology would enable AOL to transmit visual images to its customers more... View Details

Keywords: Business or Company Management; Online Technology; Negotiation; Business Startups

Forthcoming
Article

Racial Discrimination and the Social Contract: Evidence from U.S. Army Enlistment During WWII

By: Nancy Qian and Marco Tabellini

This paper documents that the Pearl Harbor attack triggered a sharp increase in volunteer enlistment rates of American men, the magnitude of the increase was smaller for Black men than for white men and the Black-white gap was larger in counties with higher levels of... View Details

Keywords: State Capacity; Institutions; War; History; Race; Prejudice and Bias; Government Administration

December 2011
Case

Green Mountain Coffee Roasters: Confidential Information for Negotiation with Keurig

By: Thomas R. Eisenmann, Shikhar Ghosh and James K. Sebenius

Case provides confidential information for students assuming the role of Green Mountain Coffee Roasters (GMCR) senior executives in a negotiation to license technology from Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution. The... View Details

Keywords: Negotiation; Food and Beverage Industry

June 2020
Case

Big Hit Entertainment and Blockbuster Band BTS: K-Pop Goes Global

By: Anita Elberse and Lizzy Woodham

Bang Si-Hyuk (‘Hitman Bang’) is the founder and co-chief executive officer of Big Hit Entertainment, the company behind BTS, a ‘K-pop’ band that has found unparalleled success around the globe—a remarkable feat given that most of their songs are in Korean. It is March... View Details

Keywords: Music; Entertainment; Superstars; Talent; Talent Development; Labor Economics; General Management; Music Entertainment; Media; Talent and Talent Management; Labor; Contracts; Marketing; Strategy; Music Industry; Entertainment and Recreation Industry

November 2013
Teaching Plan

Hotel Ivory

By: Nicolas P. Retsinas and Lisa Strope

Cheick Sanankoua is an MBA student who believes that he has found the perfect investment property, a small, independently-owned hotel, on the Ivory Coast. However, he has had trouble raising money for the investment beyond friends and family. Through contacts in the... View Details

Keywords: Real Estate; Emerging Market; Private Equity; Property; Real Estate Industry; Africa

December 2011
Case

Keurig: Confidential Information for Negotiation with Green Mountain Coffee Roasters

By: Thomas R. Eisenmann, Shikhar Ghosh and James K. Sebenius

Case provides confidential information for students assuming the role of senior executives of Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution, in a negotiation to license technology to Green Mountain Coffee Roasters (GMCR). The... View Details

Keywords: Negotiation; Food and Beverage Industry

December 2011
Case

Keurig and Green Mountain Coffee Roasters

By: Paul W. Marshall, Thomas R. Eisenmann, Shikhar Ghosh and Lauren Barley

Provides background information for a negotiations exercise in which students will represent either Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution, or Green Mountain Coffee Roasters (GMCR), a fast-growing premium coffee... View Details

Keywords: Negotiation; Food and Beverage Industry

October 2000
Case

CDNow (A)

By: Stephen P. Bradley, Christina Akers and Howard Reitz

With CDnow's acquisition of N2K's Music Boulevard web site, this case deals with capturing value in the music industry with online sales. CDnow has the advantage of being one of the exclusive music online retailers on AOL but faces fierce competition from Amazon.com.... View Details

Keywords: Marketing Strategy; Distribution Channels; Competition; Competitive Strategy; Value Creation

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October 2018 (Revised October 2019)
Case

Arlan Hamilton and Backstage Capital

By: Laura Huang and Sarah Mehta

Frustrated by an inability to convince existing venture capital firms to invest in companies led by women, people of color, and LGBT founders, Arlan Hamilton started her own firm, Backstage Capital, in 2015. Hamilton understood the untapped potential of companies run... View Details

Keywords: Black Leadership; LGBTQ; Women; People Of Color; Entrepreneurship; Mission and Purpose; Venture Capital; Corporate Social Responsibility and Impact; Identity; Personal Characteristics; Prejudice and Bias; Social Issues; Diversity; Gender; Race

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