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  • Program

Investment Management Workshop

endowments, and investment consulting firms Individuals involved in areas related to capital markets, such as corporate finance, brokerage, and mergers View Details
  • July 3, 2020
  • Article

Delivery Apps Need to Start Treating Suppliers As Partners

By: Scott Duke Kominers and Ian Macomber
Home delivery has shifted from a luxury service aimed at young urban professionals to a core part of many businesses, which is used by almost everyone. That upheaval has strained capacity of many delivery services and changed how they relate to the suppliers that they... View Details
Keywords: Service Delivery; Supply Chain; Performance Capacity; Performance Efficiency; Entrepreneurship
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  • July 2010
  • Supplement

Marketing Analysis Toolkit: Customer Lifetime Value Analysis (CW)

By: Thomas J. Steenburgh and Jill Avery
Customers are increasingly being viewed as assets that bring value to the firm. Customer lifetime value is a metric which allows managers to understand the overall value of their customer base and relate it to three customer strategies firms employ: asset acquisition -... View Details
Keywords: Competency and Skills; Customer Relationship Management; Customer Value and Value Chain; Decisions; Framework; Management Practices and Processes; Marketing; Marketing Strategy; Strategic Planning; Mathematical Methods; Value
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  • August 2022
  • Exercise

Joy4Home Brands: Pricing Matters

By: Elie Ofek, Oded Koenigsberg and Marco Bertini
Joy4Home Brands, the maker of novel houseware items, was gearing up for its launch. The company would be introducing two lines: kitchenware products and storage containers. The initial go-to-market plan called for a direct to consumer (DTC) channel strategy. While... View Details
Keywords: DTC; Pricing Decisions; B2B; Product Marketing; Product Launch; Marketing Strategy; Business Model; Opportunities; Consumer Products Industry
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  • Research Summary

Non-Financial Incentives

My research shows how firms combine many facets of internal governance to motivate managers. A perspective that underlies much of my research is that managers are not motivated by financial rewards alone: “it’s not just about the... View Details

  • August 2008
  • Supplement

Philipp Justus at eBay Germany (C)

By: Linda A. Hill and Emily Stecker
This case traces the development of eBay Germany, eBay Inc., and the career of eBay Germany's first country manager, Philipp Justus. The case covers from 2000 through the fall of 2007. This case details how eBay Germany, once a small start-up, became one of eBay's most... View Details
Keywords: Innovation and Management; Leadership; Auctions; Organizational Structure; Personal Development and Career; Internet; Germany
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  • Web

Faculty & Advisors | MBA

including representing Immunex, the maker of Enbrel, in its $16 billion sale to Amgen, IDEC in its merger with Biogen to create BiogenIdec, Boston Scientific in its $25 billion hostile acquisition of... 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 –... View Details
Keywords: Agriculture and Agribusiness Industry
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  • 01 Jul 2008
  • First Look

First Look: July 1, 2008

translating TD-Canada Trust's service model of "comfortable banking" into operational terms. In 2000, in a banking market where consumers and regulators were typically hostile to mergers View Details
Keywords: Martha Lagace
  • October 2016 (Revised February 2019)
  • Case

PTC: A Transformation to IoT

By: Rajiv Lal and Sarah McAra
In the 2010s, PTC, a leading provider of software for discrete manufacturers, faced maturing markets and changing customer needs as smart, connected products took hold—the rise of the Internet of Things (IoT). PTC saw a first mover advantage in entering the IoT space... View Details
Keywords: Internet Of Things; IoT; Smart; Connected Products; Business Organization; Transformation; Customer Relationship Management; Innovation Strategy; Technological Innovation; Leading Change; Marketing; Product Development; Service Operations; Strategy; Competition; Technology Industry
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  • 03 May 2016
  • News

Henry McGee

  • December 2019
  • Case

Walmart Ecommerce (B): Omnichannel Pursuits

By: Ramon Casadesus-Masanell and Karen Elterman
This case is an abridged version (part 2 of 2) of "Walmart's Omnichannel Strategy: Revolution or Miscalculation?" HBS Case No. 720-370. The (B) case describes Walmart’s omnichannel strategy in 2018 as it battled Amazon for online retail market share. Walmart aimed to... View Details
Keywords: Acquisition; Strategy; Internet and the Web; Distribution; Distribution Channels; Competitive Strategy; Retail Industry; Bentonville; Arkansas; United States
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    Henry W. McGee

    Henry McGee joined the HBS faculty in 2013 after retiring as President of HBO Home Entertainment, the digital and DVD program distribution division of Home Box Office, the pioneering premium television company. A member of the Entrepreneurial Management Unit,... View Details

    Keywords: television; motion pictures; media; e-commerce industry; entertainment; broadcasting; distribution; health care; journalism; wholesale; arts; nonprofit industry
    • 2003
    • Other Unpublished Work

    Initiative for a Competitive Milwaukee: A Call to Action

    By: Michael E. Porter
    The inner city of Milwaukee holds great promise, but is not advancing economically. The inner city has been hard hit by the loss of many of its largest employers as a result of relocation, acquisition and failure. According to the 2000 US Census data, thirty percent of... View Details
    Keywords: Economics; Society; Poverty; Economy; Growth and Development; Wisconsin
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    • November 2000 (Revised November 2005)
    • Case

    Tellme Networks, Inc.

    By: Thomas R. Eisenmann and Nicole Tempest
    Tellme, an early-stage, venture-backed company based in Silicon Valley, leverages speech-recognition technologies to provide: 1) a "voice portal" with news and other information accessible through any telephone, and 2) turnkey application development and hosting... View Details
    Keywords: Entrepreneurship; Digital Platforms; Business Conglomerates; Business Startups; Internet and the Web; Venture Capital; Technology Adoption; Internet and the Web; Brands and Branding; Information Technology; Telecommunications Industry; Technology Industry
    Related
    • July 2003 (Revised August 2003)
    • Case

    Meloche Monnex

    Meloche Monnex is outperforming industry growth and profitability, thanks to its focus on affinity groups (mostly university alumni) and innovative telemarketing techniques. Should e-mail marketing play a greater role in the customer acquisition process, as suggested... View Details
    Keywords: Marketing Strategy; Marketing Communications; Marketing Channels
    Related
    • April 2017 (Revised May 2022)
    • Case

    King Digital Entertainment

    By: Jeffrey F. Rayport, Davide Sola, Federica Gabrieli and Elena Corsi
    Riccardo Zacconi was the co-founder and CEO of King Digital Entertainment, the video game company that had quickly established itself as the world’s leading maker of casual games for mobile devices after the sensational success of its game “Candy Crush Saga.” Zacconi... View Details
    Keywords: Entrepreneurship; Information Technology; Growth and Development Strategy; Organizational Structure; Acquisition; Decision Choices and Conditions; Video Game Industry; Europe; Sweden
    Related
    • October 2024
    • Case

    Edizione

    By: Cynthia A. Montgomery, Dante Roscini, Elena Corsi and Hugo Etchegoyhen
    This case study examines the diversification and transformation of Edizione, the Benetton family's holding company originally established to reinvest dividends from the Benetton clothing brand. Edizione expanded significantly in the late 1990s and early 2000s,... View Details
    Keywords: Leadership Style; Leading Change; Leadership Development; Family Business; Family Ownership; Communication Strategy; Crisis Management; Management Style; Change Management; Asset Management; Management Succession; Private Equity; Corporate Governance; Organizational Culture; Reputation; Public Opinion; Mergers and Acquisitions; Diversification; Expansion; Air Transportation Industry; Fashion Industry; Transportation Industry; Travel Industry; Italy; Europe
    Related
    • September 2017
    • Supplement

    Actera Group: Investing in Mars Cinema Group (A)

    By: Victoria Ivashina and Eren Kuzucu
    In summer of 2010, Murat Çavuşoğlu (HBS MBA 1994) led private equity firm Actera Group’s investment in Mars Cinema Group (Mars), the leading movie exhibitor in Turkey. Immediately after acquiring Mars and merging it with the second larger player in the market, AFM,... View Details
    Keywords: Private Equity; Value Creation; Transformation; Valuation; Entertainment and Recreation Industry; Entertainment and Recreation Industry; Turkey
    Related
    • September 2017 (Revised July 2019)
    • Case

    Actera Group: Investing in Mars Cinema Group (A)

    By: Victoria Ivashina and Eren Kuzucu
    In summer of 2010, Murat Çavuşoğlu (HBS MBA 1994) led private equity firm Actera Group’s investment in Mars Cinema Group (Mars), the leading movie exhibitor in Turkey. Immediately after acquiring Mars and merging it with the second largest player in the market, AFM,... View Details
    Keywords: Private Equity; Value Creation; Transformation; Valuation; Entertainment and Recreation Industry; Entertainment and Recreation Industry; Turkey
    Related