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December 2021 (Revised May 2022)
Case

Troverie (A)

By: Thomas R. Eisenmann, Lindsay N. Hyde and Olivia Graham

Six months after the August 2018 launch of Troverie, a U.S.-based online retailer of luxury watches, the average cost of acquiring a customer is much higher than originally projected, and the startup is incurring a substantial loss on each sales transaction. Could... View Details

Keywords: Startup; Luxury Goods; Customer Acquisition; Entrepreneurship; Business Startups; Luxury; Failure; Internet and the Web; Revenue; Fashion Industry; United States

May 2010 (Revised January 2012)
Case

Lincoln Financial Meets the Financial Crisis

By: Robert C. Pozen and Peter Goodspeed Spring

In March of 2009, Lincoln Financial Group's CEO Dennis Glass was facing a difficult decision as to how he would replenish his company's capital, which could quickly fall to dangerously low levels as a result of the financial crisis. Though the cost of raising capital... View Details

Keywords: Cost vs Benefits; Financial Crisis; Capital; Private Equity; Crisis Management; Business and Government Relations; Business and Stakeholder Relations; Insurance Industry

June 2001 (Revised September 2011)
Case

PepsiCo's Bid for Quaker Oats (A)

By: Carliss Y. Baldwin and Leonid P Sudakov

Throughout 1999, PepsiCo closely tracked several potential strategic acquisitions. In the fall of 2000, it appeared that the right moment for an equity-financed acquisition had arrived. At this time, PepsiCo management decided to initiate confidential discussions with... View Details

Keywords: Mergers and Acquisitions; Private Equity; Stock Shares; Negotiation; Strategy; Valuation; Food and Beverage Industry

March 2009 (Revised July 2014)
Case

PNC Financial: Grow Up Great (A)

By: Christopher Marquis, V. Kasturi Rangan and Alison Comings

In 2003, PNC Financial focused its corporate citizenship and philanthropic resources on a ten-year, $100 million investment in early childhood education called PNC Grow Up Great. The case tracks the origination of Grow Up Great, how it was developed and implemented... View Details

Keywords: Early Childhood Education; Philanthropy and Charitable Giving; Leadership; Brands and Branding; Corporate Social Responsibility and Impact; Organizational Structure; Business and Community Relations

September 2016
Case

Generali: Paving the Way for CEE Expansion

By: Dante Roscini and Emer Maloney

Generali was one of Italy’s largest companies and one of Europe’s largest insurers and had for decades been at the center of the web of cross-shareholding that has characterized the opaque brand of old Italian capitalism. This bred sub-par returns while serving to... View Details

Keywords: Joint Ventures; Transformation; Insurance; Emerging Markets; Negotiation Deal; Business and Shareholder Relations; Expansion; Business Strategy; Insurance Industry; Italy; Europe

February 2008
Article

Blonde and Blue-eyed?: Globalizing Beauty, c.1945–c.1980

By: Geoffrey Jones

This article examines the globalization of the beauty industry between 1945 and 1980. The industry grew quickly. Firms employed marketing and marketing strategies to diffuse products and brands internationally, despite business, economic, and cultural obstacles to... View Details

Keywords: Cross-Cultural and Cross-Border Issues; Globalized Markets and Industries; Product Marketing; Standards; Beauty and Cosmetics Industry

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June 2015 (Revised November 2015)
Case

Akbank: Options in Digital Banking

By: Rajiv Lal and Esel Çekin

This case discusses the digitalization strategies of a leading bank in Turkey, Akbank, and how to position its digital banking products going forward. The Turkish banking industry was undergoing a transformation prompted by the demands of the country's digitally savvy,... View Details

Keywords: Marketing; Banking; Emerging Market; Regulations; Channels; Digitization; Information Technology; Competition; Brands and Branding; Organizational Change and Adaptation; Emerging Markets; Distribution Channels; Banks and Banking; Digital Transformation; Banking Industry; Financial Services Industry; Turkey

November 2024
Case

Polish Agro: Where Do We Grow From Here?

By: Willy C. Shih, Lena Duchene and Daniela Beyersdorfer

By July 2024, Polish Agro had grown into one of Poland’s fastest-growing agribusinesses, with €230 million in revenue, 82 employees, and operations across Northern Poland. The company supported farmers with essential agricultural inputs like fertilizers and seeds,... View Details

05 Dec 2023
Research & Ideas

Lessons in Decision-Making: Confident People Aren't Always Correct (Except When They Are)

time to revisit outdated branding or stick with an established image? Executives aspire to project confidence in their decisions, lest they seem incompetent. “In teams, and organizations more broadly, self-selection often plays a critical... View Details

Keywords: by Kara Baskin

14 Mar 2017
First Look

First Look at New Research, March 14

friends’ purchasing. Third, they looked at whether liking affects things other than purchasing (for example, whether it can persuade people to engage in healthful behaviors). And fourth, they tested whether boosting likes by paying to have View Details

Keywords: Sean Silverthorne

October 2023
Article

Speedy Activists: Firm Response Time to Sociopolitical Events Influences Consumer Behavior

By: Jimin Nam, Maya Balakrishnan, Julian De Freitas and Alison Wood Brooks

Organizations face growing pressure from their consumers and stakeholders to take public stances on sociopolitical issues. However, many are hesitant to do so lest they make missteps, promises they cannot keep, appear inauthentic, or alienate consumers, employees, or... View Details

Keywords: Brands and Branding; Public Opinion; Social Media; Social Issues

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March 2008 (Revised April 2008)
Case

Corning: 156 Years of Innovation

By: H. Kent Bowen and Courtney Purrington

The executive team at Corning has committed to double the rate of new business creation per decade, while at the same time growing the company's current businesses, including glass substrates for LCD displays. Their strategy, built on more than 150 years of successful... View Details

Keywords: Innovation Leadership; Resource Allocation; Product Development; Research and Development; Science-Based Business; Industrial Products Industry

14 Feb 2011
Research & Ideas

Clay Christensen’s Milkshake Marketing

half hour as the children tried to work the milkshake through a straw. In that case, a different, thinner milkshake was in order. Proven Success And Purpose Branding Several major companies that have succeeded with a jobs-to-be-done... View Details

Keywords: by Carmen Nobel; Retail; Service; Consumer Products; Food & Beverage

March 2001 (Revised April 2002)
Case

Ginzel et al v. Kolcraft Enterprises et al (A)

By: Michael A. Wheeler

Examines the wrongful death lawsuit brought by the family of an infant who died after a portable crib collapsed. The manufacturer, Kolcraft, licensed the Playskool brand name from the co-defendant, Hasbro Industries. Raises difficult questions about what the two... View Details

Keywords: Safety; Product; Negotiation; Corporate Social Responsibility and Impact; Lawsuits and Litigation; Legal Liability; Brands and Branding; Consumer Products Industry; United States

August 2006 (Revised May 2016)
Case

Cluster Mobilization in Mitteldeutschland

By: Jeffrey Fear, Christian H.M. Ketels and Claudia Linsenmeier

As part of the privatization in Eastern Germany after the fall of the Berlin Wall, Dow Chemical made a major investment in the Halle-Leipzig region, one of the largest chemical industry sites in Europe. The executive in charge of Dow's operations in the region, Bart... View Details

Keywords: Industry Clusters; Development Economics; Privatization; Chemicals; Foreign Direct Investment; Management Teams; Private Sector; Competitive Strategy; Brands and Branding; Market Participation; Chemical Industry; Germany

January 2008 (Revised February 2011)
Case

Club Atlético Boca Juniors

By: Anita Elberse, Alberto Ballve and Gustavo Herrero

Club Atlético Boca Juniors is the most popular soccer club in Argentina and one of the most decorated clubs in the world. Throughout its storied history, the club has recruited and developed dozens of star players. In his eleven years at Boca Juniors, president... View Details

Keywords: Business Model; Talent and Talent Management; Globalized Markets and Industries; Brands and Branding; Marketing Strategy; Sports; Sports Industry; Argentina

08 Apr 2008
First Look

First Look: April 8, 2008

economy began to improve and the livelihood of many Chinese rose with it, their tastes began to change. Exposed to more luxurious foreign brands, many Chinese strived to purchase a Swiss or Japanese watch. How could Fiyta build up its View Details

Keywords: Martha Lagace

January 2008
Article

Innovation Killers: How Financial Tools Destroy Your Capacity to Do New Things

By: Clayton M. Christensen, Stephen P. Kaufman and Willy C. Shih

Most companies aren't half as innovative as their senior executives want them to be (or as their marketing claims suggest they are). What's stifling innovation? There are plenty of usual suspects, but the authors finger three financial tools as key accomplices.... View Details

Keywords: Investment; Innovation and Management; Growth and Development Strategy; Business and Shareholder Relations; Prejudice and Bias; Value Creation

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Teaching Interest

The Business of Entertainment, Media, and Sports (Executive Education)

By: Anita Elberse

In the business of entertainment, digital technologies are dramatically disrupting the way products are developed, marketed, and distributed. As a result of this paradigm shift, entertainment executives and content producers are challenged to effectively allocate... View Details

November 2005
Case

Inventec Corporation

By: Krishna G. Palepu and Ingrid Vargas

Inventec Corp., with $4.5 billion in annual revenues, was one of Taiwan's leading original design manufacturers (ODMs). Inventec designed and manufactured electronic products such as computers, servers, MP3 players, PDAs, and cellular telephones for client companies... View Details

Keywords: Multinational Firms and Management; Competitive Strategy; Emerging Markets; Manufacturing Industry; Electronics Industry; China; India

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