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July 2007 (Revised November 2007)
Case

Leasing Computers at Persistent Learning

Newly public Persistent Learning is acquiring vital computer assets. They need to determine how the lease or purchase decision will impact their financial statements, and how the market will react given previously forecast earnings and competitor's accounting. View Details

Keywords: Information Infrastructure; Financial Statements; Leasing

May 2024
Supplement

Forest Park Capital (B)

By: Richard S. Ruback and Royce Yudkoff

During the Covid-19 Pandemic in 2020, Betsy Harbison formed the search fund Forest Park Capital with the intention of purchasing a small business. The case conveys the details of Betsy’s final decision at the terminus of her search, between a software company... View Details

Keywords: Search Fund; Entrepreneurship Through Acquisition; Acquisition; Small Business; Cost vs Benefits; Decisions; Business Education; Corporate Entrepreneurship; Leadership Style; Leading Change; Business or Company Management; Problems and Challenges; Tourism Industry; Web Services Industry; North America; Missouri

April 3, 2023
Article

Getting a Clearer View of Your Company’s Carbon Footprint

By: Robert S. Kaplan, Karthik Ramanna and Stefan Reichelstein

E-liability accounting is a new technique that will help customers factor in a product’s environmental footprint into their purchasing decisions and will help create a competition dynamic that leads to reduced carbon outputs. This article describes two pilot studies—by... View Details

Keywords: Environmental Sustainability; Environmental Accounting; Supply Chain; Consumer Behavior

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16 Oct 2018
Working Paper Summaries

Shipping Fees and Product Assortment in Online Retail

Keywords: by Chaoqun Chen and Donald Ngwe; Retail

March 2003 (Revised November 2009)
Case

Hudson Manufacturing Company

By: Paul A. Gompers and Vanessa del Valle Broussard

Concerns the decision by Brett Keith and Owen Colligan to purchase Hudson Manufacturing, a maker of heaters and air filtration units for the military. Keith and Colligan have organized a search fund and identified Hudson as a potential buyout. The decline in the... View Details

Keywords: Mergers and Acquisitions; Decision Choices and Conditions; Investment; Pollutants; Industrial Products Industry; Manufacturing Industry

May 2003
Supplement

Jim Sharpe: Extrusion Technology, Inc.

By: Richard G. Hamermesh and Paul W. Marshall

Jim Sharpe discusses his early career at General Electric to his decision to purchase and run a small company. The discussion includes a detailed acquisition financing proposal, which resulted in Sharpe being able to raise virtually all of the financing from some... View Details

Keywords: Personal Development and Career; Entrepreneurship; Business Startups; Mergers and Acquisitions; Financing and Loans

Research Summary

Evaluating Transactions

I also study how people judge potential transactions. We often think of purchase decisions as straightforward: a consumer buys a product if he expects the benefits to outweigh the price, sometimes after shopping around for the best deal. In practice,... View Details

2018
Article

Overcoming Barriers to Time-Saving: Reminders of Future Busyness Encourage Consumers to Buy Time

By: A. V. Whillans, Elizabeth W. Dunn and Michael I. Norton

Spending money on time-saving purchases improves happiness. Yet, people often fail to spend their money in this way. Because most people believe that the future will be less busy than the present, they may underweight the value of these purchases. We examine the impact... View Details

Keywords: Consumer Choice; Sharing Economy; Opportunity Cost; Time-as Money; Well-being; Time Management; Happiness; Perception; Behavior

October 1987 (Revised October 1992)
Case

Black & Decker Corp.: Household Products Group, Brand Transition

This rewritten version differs from Black & Decker Corp.: Household Products Group (A1) in two ways: 1) It has an explicit decision focus. Homa must decide on a program to transfer the Black & Decker name to GE small appliances; and 2) The detailed information... View Details

Keywords: Decisions; Marketing Strategy; Brands and Branding; Consumer Products Industry

Research Summary

Overview

According to McKinsey & Company, social interactions impact up to a third of all consumer purchases which accounts for US$940 billion in annual consumption in the US and Europe alone. Understanding social influence is important meeting consumer needs. In my research,... View Details

Keywords: Social Networks; Social Influence; Homophily; CRM; Mobile Gaming; Customer Lifetime Value; Forestry; Banking; Retail Banks

March 2018 (Revised July 2018)
Case

Whole Foods Under Amazon

By: Dennis Campbell, Tatiana Sandino, James Barnett and Christine Snively

In August 2017, Amazon acquired Whole Foods Market for $13.7 billion. Whole Foods was struggling with high costs and faced growing competition from traditional supermarkets offering more organic products. Prior to the acquisition, Whole Foods began rolling out a new... View Details

Keywords: Performance Efficiency; Performance Improvement; Employee Relationship Management; Acquisition; Change Management; Food and Beverage Industry; Retail Industry

January 1991 (Revised March 1996)
Case

Profiling at National Mutual (A)

This case series describes a company grappling with organizational change through information technology. National Mutual Life Association vies for Australian insurance industry leadership with its long-time competitor. It has purchased an expert system called Client... View Details

Keywords: Organizational Change and Adaptation; Information Technology; Insurance Industry; Australia

2007
Working Paper

Mental Accounting and Small Windfalls: Evidence from an Online Grocer

By: Katherine L. Milkman, John Beshears, Todd Rogers and Max H. Bazerman

We study the effect of small windfalls on consumer spending decisions by examining the purchasing behavior of a sample of online grocery shoppers over the course of a year. We compare the purchases customers make when redeeming a $10-off coupon they received from their... View Details

Keywords: Spending; Consumer Behavior; Mathematical Methods; Food and Beverage Industry; Retail Industry

June 23, 2020
Article

Inequality in Socially Permissible Consumption

By: Serena Hagerty and Kate Barasz

Lower-income individuals are frequently criticized for their consumption decisions; this research examines why. Eleven preregistered studies document systematic differences in permissible consumption—interpersonal judgments about what is acceptable (or not) for others... View Details

Keywords: Interpersonal Judgments; Consumption; Economic Inequalty; Income; Equality and Inequality; Spending; Judgments

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June 2018
Case

Burton Sensors, Inc.

By: William E. Fruhan and Wei Wang

Burton Sensors presents a realistic situation where a small, rapidly growing, and profitable temperature sensor original equipment manufacturer (OEM) reaches its debt capacity and seeks equity financing to sustain high growth. The president of the company must decide... View Details

Keywords: Financing and Loans; Acquisition; Investment; Financial Strategy; Decision Choices and Conditions

August 2009
Article

Mental Accounting and Small Windfalls: Evidence from an Online Grocer

By: John Beshears and Katherine L. Milkman

We study the effect of small windfalls on consumer spending decisions by comparing the purchases online grocery customers make when redeeming $10-off coupons with the purchases they make without coupons. Controlling for customer fixed effects and other variables, we... View Details

Keywords: Mental Accounting; Windfalls; Marginal Propensity To Consume; Coupons; Marketing Communications; Consumer Behavior; Accounting; Cognition and Thinking; Retail Industry

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20 Feb 2017
Working Paper Summaries

Where Should We Build a Mall? The Formation of Market Structure and Its Effect on Sales

Keywords: by Doug J. Chung, Kyoungwon Seo, and Reo Song; Retail; Real Estate; Construction

December 2000
Case

SupplierMarket.com (A)

By: William A. Sahlman and Jared Stone

Describes a decision confronting the cofounders of a B2B Internet firm that focuses on the purchasing process for manufactured direct materials. The company has raised one round of capital from two prominent venture capital firms and must decide if it makes sense to... View Details

Keywords: Leveraged Buyouts; Customers; Decisions; Venture Capital; Internet

November 2017 (Revised December 2019)
Case

Redfin: Redefine Real Estate

By: Hong Luo and Huafeng Yu

Founded in 2004, Redfin envisioned a light-touch model in which clients self-served using the digital platform in exchange for a significantly lower fee than traditional agents. Realizing the narrow appeal of its initial model, Redfin had made significant changes to... View Details

Keywords: Adaptation; Growth and Development Strategy; Decision Choices and Conditions; Real Estate Industry; North America

February 2003 (Revised January 2006)
Case

AIT Group Plc

By: G. Felda Hardymon, Josh Lerner and Ann Leamon

A U.S. venture capital firm has just learned that the deal structure for purchasing an illiquid U.K. software firm is unacceptable to institutional investors. The group must decide if it still wants to go through with the deal. This decision hinges on whether the... View Details

Keywords: Price; Business and Stakeholder Relations; Mergers and Acquisitions; Venture Capital; Financial Condition; Risk and Uncertainty; Decision Making; Financial Services Industry; United States; United Kingdom

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