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- All HBS Web (1,339)
- Faculty Publications (894)
- 01 Mar 2014
- News
Innovation: Crowdfunding College Costs
model has evolved since its launch. "We used to charge a transaction fee, but moved away from that for strategic reasons," Cordero says. "Now it's simply about customer acquisition and building a community." (Still, GradSave is currently... View Details
- December 1998
- Supplement
Vermeer Technologies: Making Transitions
By: Ashish Nanda
After being acquired by Microsoft, Vermeer Technologies executives discuss the process of integrating their team into Microsoft. View Details
Nanda, Ashish. "Vermeer Technologies: Making Transitions." Harvard Business School Video Supplement 899-508, December 1998.
- Web
Financial Management of Smaller Firms - Course Catalog
challenges encountered when acquiring a small business. We then learn about different ways to fund a search through five other acquisitions by HBS graduates. We then focus on the market for smaller firms including cases about private... View Details
- Web
Managing Customers for Growth - Course Catalog
activities to achieve sustainable customer growth. The course explores the fundamentals of customer value, including strategies for customer acquisition, retention, and development. By leveraging customer analytics tools and technologies,... View Details
- December 2018
- Supplement
Amazon Acquires Whole Foods (B)
By: Rory McDonald, Sarah Mehta and Shaye Roseman
This short case, meant for pairing with HBS No. 615-013, “AmazonFresh: Rekindling the Online Grocery Market,” explores Amazon’s rationale for acquiring Whole Foods. View Details
Keywords: Mergers and Acquisitions; Growth and Development Strategy; Technology Industry; Food and Beverage Industry
McDonald, Rory, Sarah Mehta, and Shaye Roseman. "Amazon Acquires Whole Foods (B)." Harvard Business School Supplement 619-029, December 2018.
- April 2024
- Supplement
RHI Magnesita (B): Brick by Brick—Diversification?
By: Ramon Casadesus-Masanell, David M Wagner, Oliver Gassmann and Jordan Mitchell
In Part A, as of April 2017, Austria’s RHI, a backward integrated refractory company is still within the midst of merging with the next biggest competitor, Brazil’s Magnesita, while weighing options for future growth. Should the company pursue organic growth options... View Details
Casadesus-Masanell, Ramon, David M Wagner, Oliver Gassmann, and Jordan Mitchell. "RHI Magnesita (B): Brick by Brick—Diversification?" Harvard Business School Supplement 724-438, April 2024.
- 07 Dec 2015
- News
Making Higher Ed Accessible to Africans
and executive I am today.” His success there also positioned him well to pursue his dream of helping to transform postsecondary education in Africa. With the acquisition of two Cavendish Universities (Uganda, Zambia) and a significant... View Details
- November 2010
- Article
A New Era for Raiders
The article presents information on corporate methods of preventing hostile takeovers by corporate raiders, such as the poison pill strategy. It is noted that some of these techniques have become less popular and effective. An argument is presented that Section 203 of... View Details
Subramanian, Guhan. "A New Era for Raiders." Harvard Business Review 88, no. 11 (November 2010): 34.
- June 2003 (Revised May 2004)
- Exercise
The Pacific Sentinel: Role for Alex Martinez
By: Kathleen L. McGinn and Dina R. Pradel
A new publishing company has just purchased the Pacific Sentinel, a fictional West Coast newspaper. The new publisher is willing to invest $1 million in the future success of the paper and has asked the executive editor and advertising manager to develop a joint plan... View Details
McGinn, Kathleen L., and Dina R. Pradel. "The Pacific Sentinel: Role for Alex Martinez." Harvard Business School Exercise 903-136, June 2003. (Revised May 2004.)
- November 2001
- Background Note
Poison Pill, The
This case presents the history of the "poison pill" as an antitakeover defense. It includes excerpts from the crucial case of Moran vs. Household International. View Details
Subramanian, Guhan. "Poison Pill, The." Harvard Business School Background Note 902-123, November 2001.
- 25 Apr 2005
- Research & Ideas
New Learning at American Home Products
This entry into medical instruments was similar to the strategy of Squibb, but took place on a much more modest scale than that of SmithKline or Warner-Lambert. The disposal of the confectionery and household goods followed. In 1984... View Details
- March 2000
- Case
iXL, Inc. (C): Acquiring and Integrating Tessera
By: Rosabeth M. Kanter and Michelle Heskett
Kanter, Rosabeth M., and Michelle Heskett. "iXL, Inc. (C): Acquiring and Integrating Tessera." Harvard Business School Case 300-116, March 2000.
- 14 Jul 2003
- Research & Ideas
Keeping Your Balance With Customers
acquisition as the biggest challenge. But lacking a CM strategy and able to respond to only short-term financial pressures, most organizations do an inadequate job of selection, retention, and growth. For... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- February 1998
- Teaching Note
Aladdin Knowledge Systems TN
By: Das Narayandas
Teaching Note for (9-598-018). View Details
- 2006
- Other Unpublished Work
The Effect of Takeover Defenses: Discussion Paper, Harvard Law School Olin Center for Law, Economics & Business
By: Lucian Arye Bebchuk, John C. Coates IV and Guhan Subramanian
- 16 Aug 2010
- Lessons from the Classroom
HBS Introduces Marketing Analysis Tools for Managers
purchasing life. The CLV formula incorporates metrics that capture the outputs of three key customer strategies that firms employ: asset acquisition (attracting new customers to the firm); asset maximization... View Details
Keywords: by Sarah Jane Gilbert
- May 2015 (Revised January 2017)
- Case
Bharti Infratel: Unlocking Value in Mobile Infrastructure
By: Ramon Casadesus-Masanell, Prashant Salwan, Tanya Bijlani and Rachna Tahilyani
Bharti Infratel, a telecom tower company, provides shared telecom infrastructure to mobile operators in India. It is a spin off from Bharti Airtel, India's largest leading mobile services operator. Bharti Infratel partnered with its rivals, Vodafone and Idea Cellular,... View Details
Keywords: Collaboration; Strategic Alliances (Business); Mobile Phone Industry; Mergers and Acquisitions; Competitive Strategy; Corporate Strategy; Mobile and Wireless Technology; Telecommunications Industry; Asia; India
Casadesus-Masanell, Ramon, Prashant Salwan, Tanya Bijlani, and Rachna Tahilyani. "Bharti Infratel: Unlocking Value in Mobile Infrastructure." Harvard Business School Case 715-459, May 2015. (Revised January 2017.)
- 10 Mar 2015
- Research & Ideas
The Surprising Winners and Losers in the Retail Revolution
willingness to pay. Lal: They've created new sources of value for their customers that did not exist before. Q: And PetSmart. What's made them so successful? Lal: PetSmart saw the online threat early and built a strategy to insulate... View Details
- 20 Mar 2005
- Research & Ideas
Lessons of Successful Entrepreneurs
customer acquisition strategy might be sound given the circumstances of the moment, said Filipowski. "I believe in assessing the current environment and taking advantage of it." In a discussion on... View Details
Keywords: by Sean Silverthorne
- November 2015 (Revised October 2017)
- Case
Dollar General Bids for Family Dollar
By: Jonas Heese, Paula A. Price, Suraj Srinivasan and David Lane
In spring 2015, Dollar General's CEO Rick Dreiling was looking ahead to retiring at year's end but worried about ensuring continued growth for the company he had built since 2008 into a market leader in the U.S. discount retail world. Dollar General operated over... View Details
Keywords: Dollar General; Family Dollar; Dollar Tree; Antitrust; Board Of Directors; Activist Investors; Federal Trade Commission; Acquisition; Valuation; Corporate Strategy; Retail Industry; United States
Heese, Jonas, Paula A. Price, Suraj Srinivasan, and David Lane. "Dollar General Bids for Family Dollar." Harvard Business School Case 116-007, November 2015. (Revised October 2017.)