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  • 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
Related
  • 09 Jul 2019
  • News

The Road to Impact

need,” Offensend says. EDC partnered with U.S. VETS to create a marketing strategy to reach out to the 19,000 female veterans in the Southern... View Details
Keywords: Lisa Scanlon Mogolov; Educational Support Services; Educational Services; Ambulatory Health Care Services; Health, Social Assistance
  • 11 Oct 2010
  • Research & Ideas

It Pays to Hire Women in Countries That Won’t

“Multinationals seemed to be hiring differently in the host market than at home” But it's not a total no-brainer. Many executives at multinational corporations considered hiring Korean women into management... View Details
Keywords: by Carmen Nobel
  • 08 Sep 2014
  • Research & Ideas

The Strategic Way To Hire a Sales Team

as your markets change. In subscription-based businesses like software and many consumer web services, sales activities with high variance and impact early on are about customer acquisition. But as the View Details
Keywords: by Carmen Nobel

    John A. Deighton

    John Deighton is The Harold M. Brierley Professor of Business Administration Emeritus at Harvard Business School. He is an authority on consumer behavior and marketing, with a focus on digital and direct marketing. He teaches in the area of Big Data in Marketing,... View Details

    Keywords: consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products; consumer products
    • July 20, 2016
    • Article

    To Increase Sales, Get Customers to Commit a Little at a Time

    By: Frank V. Cespedes and David Hoffeld
    This article discusses what behavioral research does and does not tell us about factors that aid the "closing" of a sales call. View Details
    Keywords: Research; Consumer Behavior; Sales
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    • 24 Apr 2023
    • HBS Case

    What Does It Take to Build as Much Buzz as Booze? Inside the Epic Challenge of Cannabis-Infused Drinks

    industry compared to other sectors. “The level of uncertainty is so high for cannabis entrepreneurs. The challenges are quite unique. ” Though entrepreneurial success stories abound in the nascent market of... View Details
    Keywords: by Jay Fitzgerald; Consumer Products; Consumer Products
    • 16 Jun 2020
    • Research & Ideas

    Your Customers Have Changed. Here's How to Engage Them Again.

    customers to come to them, they need to go to their customers. Past research demonstrates that firms who maintain or accelerate customer-centric... View Details
    Keywords: by Rohit Deshpandé, Ofer Mintz, and Imran S. Currim; Retail; Service
    • 2010
    • Article

    Has the Shift to Stronger Intellectual Property Rights Promoted Technology Transfer, FDI, and Industrial Development?

    By: Lee Branstetter, C. Fritz Foley and Kamal Saggi
    This article reviews recent research conducted by the authors that finds that intellectual property rights reform increases technology transfers, foreign direct investment inflows, and industrial development. It also places the findings of this work in the broader... View Details
    Keywords: Intellectual Property; Rights; Information Technology; Body of Literature; Foreign Direct Investment; Industry Growth
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    • September 2019
    • Article

    Technology Reemergence: Creating New Value for Old Technologies in Swiss Mechanical Watchmaking, 1970-2008

    By: Ryan Raffaelli
    In 1983, 14 years after the introduction of the battery-powered quartz watch, mechanical watches and the Swiss watchmakers who built them were predicted to be obsolete (Landes, 1983). Unexpectedly, however, by 2008 the Swiss mechanical watchmaking industry had... View Details
    Keywords: Technology Reemergence; Technology Cycles; Cognition And Market Redefinition; Legacy Technology Trajectories; Information Technology; Demand and Consumers; Organizational Change and Adaptation; Identity; Change; Consumer Products Industry; Switzerland
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    • 01 Oct 2001
    • Research & Ideas

    How To Make Restructuring Work for Your Company

    8 The Devil Is In The Details The decisions that managers have to make as part of implementing a restructuring plan are often critical to whether the restructuring succeeds or fails. In the language of... View Details
    Keywords: by Stuart C. Gilson
    • 16 Aug 2004
    • Research & Ideas

    Luxury Isn’t What It Used to Be

    Cashing in on the $60 billion global luxury goods market has never been tougher—or more rewarding. Competition is keen. And consumer preferences are constantly shifting, causing the concept of luxury itself... View Details
    Keywords: by Julia Hanna; Consumer Products
    • 06 Dec 2019
    • Blog Post

    Moving to the States with My Daughter to Pursue an MBA and Switch Careers

    It was the summer of 2017, and after working at Mars in R&D for eight years, I started to think about the next step for my career. I enjoyed my role as a product innovation manager in the Consumer... View Details
    • Blog

    Eight Steps to Board Success for Female Executives

    history, and then dig deeper to explore the firm’s market position and challenges. As you would in any job interview, you should show that you’ve done your homework and understand the organization. If the... View Details
    • March 2011
    • Module Note

    Quantitative Analysis of Competitive Position: Customer Demand and Willingness to Pay

    By: David J. Collis
    This note is designed to provide strategists with tools to perform two critical customer-related analyses: determining willingness to pay — the estimation of how much a given customer would be willing to pay for a particular product or service; and demand estimation —... View Details
    Keywords: Price; Demand and Consumers; Competitive Advantage; Management Analysis, Tools, and Techniques; Market Participation; Segmentation
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    • 17 Sep 2020
    • News

    HBS Goes Back To School

    procedures, introducing everything from directional and spacing decals on the floors to food delivery. “It’s an important service for the school, and our hope is that community members take it as seriously... View Details
    • May 2024
    • Article

    Design of Off-Grid Lighting Business Models to Serve the Poor: Field Experiments and Structural Analysis

    By: Bhavani Shanker Uppari, Serguei Netessine, Ioanna Popescu and Rowan P. Clarke
    A significant proportion of the world's population has no access to grid-based electricity and so relies on off-grid lighting solutions. Rechargeable lamp technology is gaining popularity as an alternative off-grid lighting model in developing countries. In this paper,... View Details
    Keywords: Technological Innovation; Developing Countries and Economies; Consumer Behavior; Poverty; Logistics; Business Model; Utilities Industry
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    • 11 Nov 2013
    • Research & Ideas

    A Smarter Way to Reduce Customer Defections

    Companies spend significant sums to acquire customers. Once hooked, marketers protect those investments by attempting to keep patrons happy, engaged, and most of all, loyal.... View Details
    Keywords: by Dina Gerdeman; Retail; Service
    • October 2023
    • Case

    To Fizzle Out or Heat Up? PepsiCo and Coca-Cola’s SodaStream and Costa Coffee Acquisitions

    By: David Collis and Haisley Wert
    U.S. beverage giants PepsiCo and Coca-Cola shared many similarities by August 2018—both were founded by pharmacists in the 1890s, grew to offer hundreds of drink brands, and championed rival flagship products that drove loyalists into taste-testing wars. That month,... View Details
    Keywords: Corporate Strategy; Acquisition; Diversification; Expansion; Brands and Branding; Food and Beverage Industry
    Related
    • 07 Dec 2021
    • Op-Ed

    Want to Build Better Leaders? Focus on Mindset, Skills, Knowledge

    Middle management used to be the place where careers stalled, but the COVID-19 pandemic has turned that notion on its head. In fact, mid-level leaders possess more agency now than at any other time in recent history. The tight job View Details
    Keywords: by Hise Gibson and Shawnette Rochelle