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- All HBS Web (766)
- Faculty Publications (37)
- January 2017
- Case
Bayer AG: Bidding to Win Merck's OTC Business
By: Benjamin C. Esty, Marc Baaij and Arjen Mulder
Shortly after submitting their best and final offer to acquire Merck's Consumer Care Division (a collection of "over-the-counter" (OTC) products with sales totaling $2 billion), the Bayer M&A team was given a chance to revise their bid because another potential... View Details
Keywords: Acquisition; Bidding Strategy; Valuing Synergies; Negotiations; Corporate Strategy; Business Unit Strategy; Bidding Process; Discounted Cash Flow; Cross-border M＆A; Tax Shields; Valuation; Competitive Strategy; Auctions; Bids and Bidding; Germany; United States; United Kingdom
Esty, Benjamin C., Marc Baaij, and Arjen Mulder. "Bayer AG: Bidding to Win Merck's OTC Business." Harvard Business School Case 217-021, January 2017.
- 09 Feb 2015
- Research & Ideas
Professional Networking Makes People Feel Dirty
found that people felt physically dirtier after recalling past transgressions than after recalling good deeds. The study's authors called it the "Macbeth effect," referring to the Shakespearean scene in which a guilt-racked Lady Macbeth... View Details
Keywords: by Carmen Nobel
- 01 Oct 2001
- Research & Ideas
How To Make Restructuring Work for Your Company
appropriately staged over a number of years. This situation could be said to characterize the mainframe computer industry during the 1980s, when business customers moved away from mainframes towards UNIX-based "open... View Details
Keywords: by Stuart C. Gilson
- 28 Nov 2005
- Research & Ideas
Unilever: Transformation and Tradition
authority over its businesses in the United States. Unilever's weak performance in the United States market was an unsustainable position for a firm that aspired to be a global consumer goods player. The... View Details
- 13 Mar 2005
- Research & Ideas
The Tricky Business of Nonprofit Brands
rely on the reputation of the nonprofit and the belief they have that the organization is doing, and will continue to do, good work. Edelman PR tracks consumer trust in global brands and has found that many... View Details
Keywords: by Manda Salls
- 02 Mar 2015
- Research & Ideas
‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat
fulfillment of basic needs, such as Consumer Product Goods and apparel basics, is growing. With customers increasingly ordering these and other products online, potential shoppers have fewer reasons to leave... View Details
David Ager
David Ager is a Senior Lecturer in Executive Education. He engages CEOs, CHROs, and their teams to design and deliver customized executive development experiences for executive, senior and high potential leaders. The companies hail from diverse sectors including... View Details
- March 13, 2023
- Article
Sales Teams Need to Stop Focusing on the Customer Funnel
Understanding where customers are, how they navigate streams in your market, and how to interact with them in a given stream is now central to crafting a good customer experience, and that has implications. Among other things, companies need to shift from thinking... View Details
Keywords: Customer Experience; Customer Value and Value Chain; Customer Relationship Management; Consumer Behavior
Cespedes, Frank V. "Sales Teams Need to Stop Focusing on the Customer Funnel." Harvard Business Review (website) (March 13, 2023).
- 07 Aug 2006
- Research & Ideas
Whatever Happened to Caveat Emptor?
manufacturing, after all, is consumed domestically. The more sophisticated and organized the domestic consumer base becomes, the easier it will be for China to move into... View Details
- April 2010 (Revised October 2010)
- Case
Vale: Global Expansion in the Challenging World of Mining
By: Tarun Khanna, Aldo Musacchio and Ricardo Reisen de Pinho
In 2009 the management of Vale, a Brazilian diversified mining company and the largest iron ore producer in the world, was under pressure from at least two fronts. First, the emergence of China as the most important consumer of iron ore in the last few years had... View Details
Keywords: Financial Crisis; Investment; Global Strategy; Risk Management; Market Entry and Exit; Business and Government Relations; Competitive Strategy; Mining Industry; Brazil
Khanna, Tarun, Aldo Musacchio, and Ricardo Reisen de Pinho. "Vale: Global Expansion in the Challenging World of Mining." Harvard Business School Case 710-054, April 2010. (Revised October 2010.)
Bharat N. Anand
Bharat N. Anand is the Vice Provost for Advances in Learning at Harvard University, and the Henry R. Byers Professor of Business Administration at Harvard Business School.
Professor Anand is an expert in digital strategy, media and... View Details
Keywords: broadcasting; entertainment; information; media; motion pictures; music; publishing industry; sports; television
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
negotiating set-up. Negotiators sometimes can discover hidden sources of value and then craft agreements to unlock that value and overcome barriers created by poor deal design. Now let's move to some errors in our most familiar first... View Details
Keywords: by Martha Lagace
- 01 Mar 2016
- First Look
March 1, 2016
their demand for a risky asset by weighing two signals: an average of the asset’s past price changes and the asset’s degree of overvaluation. The two signals are in conflict, and investors “waver” over time in the relative weight they put on them. The model predicts... View Details
Keywords: Sean Silverthorne
- 18 Sep 2007
- Research & Ideas
How Brand China Can Succeed
investors grows apace, there is just not enough preexisting brand equity among the world's consumers to inoculate Brand China against the current tide of negative publicity. What should China do? First, the central government must ensure... View Details
Keywords: by John Quelch
- 17 Sep 2007
- Research & Ideas
Broadband: Remaking the Advertising Industry
business, and the difficulties writing about such a moving target. Julia Hanna: What is the subject of your book in progress? Stephen P. Bradley: We are looking at industries that are being transformed by broadband such as the news and... View Details
- 18 Mar 2009
- Research & Ideas
Marketing After the Recession
consumers to lead you into recovery. But don't forget to stock up to take advantage of the pent-up demand that will be unleashed once other consumers get their confidence back. Don't assume a return to... View Details
- Profile
Eryn Schultz
Why was earning your MBA at HBS important to you? I decided to apply to business school because I wanted to pivot away from strategy consulting and move into an operations focused role at a mission-oriented organization. While I had... View Details
- 12 Feb 2008
- First Look
First Look: February 12, 2007
case explores French consumer goods company Danone's novel approach to knowledge management. In 2007, Human Resource Chief (Executive Vice President) Franck Mougin assesses the company's knowledge-sharing... View Details
Keywords: Martha Lagace
- 16 Feb 2004
- Research & Ideas
Marketing Wine to the World
industry. Buyer power appears to be higher in the Old World. Consumers are more sophisticated and somewhat more price sensitive in the Old World than in the New World. More sales occur through supermarkets and other off-premise locations... View Details
- 17 Jul 2007
- First Look
First Look: July 17, 2007
to platform leadership change that does not rely on Schumpeterian creative destruction: platform envelopment. By leveraging common components and shared user relationships, one platform provider can move into another's market, combining... View Details
Keywords: Martha Lagace