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2017
Article

Handgun Waiting Periods Reduce Gun Deaths

By: Michael Luca, Deepak Malhotra and Christopher Poliquin

Handgun waiting periods are laws that impose a delay between the initiation of a purchase and final acquisition of a firearm. We show that waiting periods, which create a “cooling off” period among buyers, significantly reduce the incidence of gun violence. We estimate... View Details

Keywords: Gun Policy; Gun Violence; Waiting Period; Injury Prevention; Policy; Safety; Governing Rules, Regulations, and Reforms; United States

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September 2017 (Revised April 2022)
Case

Tempur Sealy International (A)

By: Benjamin C. Esty and Lauren G. Pickle

This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous... View Details

Article

Where Do Resources Come from? The Role of Idiosyncratic Situations

By: Gautam Ahuja and Riitta Katila

In this paper, we examine the emergence of resources. Our analysis of technological capability acquisition by global U.S.-based chemical firms shows that the emergence of resources is inherently evolutionary. We find that path-creating search that generates resource... View Details

Keywords: Strategy; Resource Allocation

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July 2007 (Revised May 2008)
Case

Central Bank: The ChexSystemsSM QualiFile® Decision

By: Dennis Campbell, Francisco de Asis Martinez-Jerez, Peter Tufano and Emily McClintock

The "Central Bank" series analyzes the use of information and product design for managing the counterparty risk of newly acquired customers. Central Bank, a mid-sized regional U.S. bank, was attempting to grow its customer base by increasing the number of new checking... View Details

Keywords: Central Banking; Knowledge Management; Customer Satisfaction; Risk Management; Risk and Uncertainty; Decision Making; Banking Industry; United States

April 2025
Case

Sharon Goldberg and BastionZero

By: Jeffrey J. Bussgang, James Barnett and Maxim Pike Harrell

In December 2023, BastionZero co-founder and CEO Sharon Goldberg considered her startup’s future. Established in 2017 as a blockchain company focused on improving the security of cryptocurrency trading, in March 2020 the VC-backed startup shifted focus to a new... View Details

Keywords: Business Startups; Entrepreneurial Finance; Technological Innovation; Business Strategy; Business Exit or Shutdown

April 18, 2023
Article

The Rebirth of Software as a Service

By: Frank V. Cespedes and Jacco van der Kooij

Traditional sales models focus on customer acquisition and the “funnel” or “pipeline” metrics that dominate talk about sales. But this approach falls short when applied to a recurring revenue business, where the customer life cycle looks more like a bowtie, not a... View Details

Keywords: Customers; Sales; Technology Industry

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June 1991 (Revised April 1993)
Case

General Electric: Jack Welch's Second Wave (A)

By: Christopher A. Bartlett

By the mid 1980's Jack Welch had completely transformed General Electric with more than 300 divestitures and acquisitions since the beginning of the decade. Welch insisted that his business units be number one or number two in their markets, and have the strength of... View Details

Keywords: Business Conglomerates; Transformation; Employee Relationship Management; Planning; Corporate Strategy

November 1987 (Revised January 1988)
Case

Groen: A Dover Industries Company

By: Francis Aguilar

Describes the challenges facing the president of an old-line foodservice and food processing equipment manufacturing company as it attempted to accelerate sales and profit growth through the introduction of innovative products. The introduction of a "revolutionary"... View Details

Keywords: Business or Company Management; Corporate Entrepreneurship; Labor and Management Relations; Machinery and Machining; Management Style; Management Teams; Performance Efficiency; Technological Innovation; Product Development; Organizational Culture

May 2009 (Revised January 2011)
Case

Enel: Power, Russia, and Global Markets

By: Rawi E. Abdelal, Richard H.K. Vietor and Sogomon Tarontsi

Although the global trend toward liberalization of electric utilities forced Enel, the largest power company in Italy, to give up some of its assets in its home base, it also opened up many opportunities abroad, including in Russia, one of the largest electricity... View Details

Keywords: Mergers and Acquisitions; Energy Generation; Foreign Direct Investment; Global Strategy; Globalized Firms and Management; Globalized Markets and Industries; Business and Government Relations; Utilities Industry; Russia; Italy

February 2025
Article

Improving Customer Compatibility with Tradeoff Transparency

By: Ryan W. Buell and MoonSoo Choi

Through a large-scale field experiment with 393,036 customers considering opening a credit card account with a nationwide retail bank, we investigate how providing transparency into an offering’s tradeoffs affects subsequent rates of customer acquisition and long-run... View Details

Keywords: Transparency; Customer Selection; Customer Compatibility; Retention; Service Operations; Service Delivery; Marketing Strategy; Marketing Communications; Customer Focus and Relationships; Customer Satisfaction; Banking Industry; Australia

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Deals: The Economic Structure of Business Transactions

Business transactions take widely varying forms―from multibillion-dollar corporate mergers to patent licenses to the signing of an all-star quarterback. Yet every deal shares the same goal, or at least should: to maximize the joint value created and to distribute... View Details

November 2024 (Revised January 2025)
Case

Precision Agriculture at AGCO

By: Rajiv Lal, Alicia Dadlani and Ai-Ling Jamila Malone

In 2024, AGCO, a leading agricultural equipment manufacturer, sought to improve its customers net farm income by 20% over five years by becoming a comprehensive one-stop precision agriculture solutions provider and strengthening its dual channel sales approach—retrofit... View Details

Keywords: Mergers and Acquisitions; Customer Relationship Management; Collaborative Innovation and Invention; Organizational Culture; Sales; Alignment; Integration; Agriculture and Agribusiness Industry; Manufacturing Industry

October 2019 (Revised December 2019)
Case

BC Partners: Acuris

By: Victoria Ivashina and Terrence Shu

This case follows Nikos Stathopoulos, Managing Partner of BC Partners, as he and his team evaluate the potential sale of one of BC Partners’ portfolio companies, Acuris. Acuris was a global financial intelligence, news, and data company that had been acquired by BC... View Details

Keywords: Fund Management; Fund Raising; Leveraged Buyout; Buyout; Portfolio Management; Operations Improvement; Exit; Exit Strategy; Valuation Ratios; Finance; Private Equity; Leveraged Buyouts; Operations; Performance Improvement; Acquisition; Valuation

September 2021 (Revised December 2021)
Case

Spire, the CubeSat Revolution, and the Government as a Space Data Customer

By: Matthew Weinzierl, Mehak Sarang and Brendan L. Rosseau

This case outlines the rise of Spire Global, a young space company using CubeSats to provide weather data and weather prediction services. In addition to tracing the evolution of a space startup from novel idea to publicly-traded company, the case also examines the... View Details

Keywords: Space; Government Contracting; Remote Sensing; Satellites; Business Startups; Public Sector; Cost vs Benefits; Competition; Weather; Forecasting and Prediction

March 2002 (Revised November 2003)
Case

Satellite Radio

By: Thomas R. Eisenmann and Alastair Brown

In early 2002, XM and Sirius were fighting for control of the emerging U.S. market for satellite radio. Each company targeted consumers in automobiles, providing 100 channels of CD-quality audio for a monthly subscription fee of $10-$13. Wall Street analysts predicted... View Details

Keywords: Growth and Development Strategy; Price; Risk and Uncertainty; Problems and Challenges; Network Effects; Partners and Partnerships; Information Technology; Business Model; Investment Return; Auto Industry; Media and Broadcasting Industry; United States

1987
Book

Banking and Oil

By: Geoffrey Jones

This is the second of two volumes of a business history of a major British bank in the Middle East. Volume 1 traces the history of the bank from its foundation in 1889 as The Imperial Bank of Persia, through the years it was the state bank of Iran, and its... View Details

Keywords: Mergers and Acquisitions; Economics; Banks and Banking; Government and Politics; Growth and Development; Business History; Problems and Challenges; Iran; Jordan; Kuwait; Oman; Dubai

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Joseph B. Fuller

Joseph Fuller is a Professor of Management Practice in General Management and Entrepreneurship. He founded and co-leads the school’s project, Managing the Future of Work, as well as the Harvard Project on the Workforce. He currently leads the FIELD Global Capstone... View Details

Leonard A. Schlesinger

Leonard A. Schlesinger is Baker Foundation Professor at the Harvard Business School where he serves as Chair of the School’s Practice based faculty and faculty Chair of the MBA Field Global Immersion program. He has served as a member of the HBS faculty from 1978 to... View Details

July 2007 (Revised July 2008)
Case

The Beijing Dream

By: Arthur I Segel, Voon Siang Lee, Jialei Tian and Ying Laura Wang

The purchase of a single-family home is generally the major investment for most young couples in China. Shows in detail the process that a young couple goes through in late April 2007 to find, finance, and close on an apartment in Beijing within what they believe to be... View Details

Keywords: Property; Investment; Cost; Emerging Markets; Financing and Loans; Acquisition; Activity Based Costing and Management; Internet and the Web; Management Practices and Processes; Real Estate Industry; Beijing; United States

September 2017 (Revised April 2022)
Supplement

Tempur Sealy International (A)

By: Benjamin C. Esty

This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous... View Details

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