In early 2006, PayPal management decided how to react to Google’s entry into online payments. EBay-owned PayPal is targeting online retailers outside of the eBay auction community for its next wave of expansion. Google poses a potential threat to PayPal’s “Off eBay” strategy, as do established credit card companies. PayPal management has to decide whether …
Sparta Glass Products has lost significant market share in the glare-free glass market in recent quarters, priced 10% higher than the competition. A price reduction is being considered. Unfortunately, the total allocated cost is such that the lower price translates to a loss. The topics to be discussed and the analyzes to be carried out …
The IndiaMART case lists the important decisions that are made in the platform’s business models in relation to pricing on the various sides of the platform. Discussions on this case would include the role of pricing in creating and exploiting network effects, looking at the “penguin problem” and how companies might manage and solve it. …
Jim Sharpe, 11 years after receiving his MBA from Harvard and working for others, is finally his own boss and 100% owner of a manufacturer of aluminum extrusion profiles. After 10 months of unfunded search, he acquires the company in an LBO and prepares to face his employees on the first day.
In October 2014, Bruce Miller, director of marketing and development and co-owner of The WORKS Gourmet Burger Bistro, considered changes to the structure, level and presentation of prices in his restaurants. The WORKS was Ontario’s leading full-service hamburger restaurant chain and was the fastest-growing full-service restaurant in Canada in 2013, growing 50% year-over-year. In the …
Finova Group, a $ 14 billion commercial finance firm, filed for Chapter 11 in early March 2001 in one of the largest bankruptcy filings of all time in the United States and the largest corporate bond bankruptcy since Great Britain. Depression. While in Chapter 11, Finova became the subject of heated bidding competition. As part …
Nissan Motors Ltd. went through a spectacular turning point under the leadership of Carlos Ghosn. However, despite strong growth in new car sales, auto parts “aftermarket” in Japan was unable to keep up, hurting dealer profitability. Since dealer profitability is a critical success factor in the automotive industry, Nissan decided to encourage its Japanese dealers …
Martha Radosevich, president of Health Payment Review, a small software startup, faces a serious cash flow problem: Health Payment Review built a PC-based prototype, but ran out of money to build a commercially acceptable mainframe product . As an interim measure to generate money, Marcia tries to sell the prototype PC, but is opposed by …
Which Sales Candidate is the Ideal Initial Hiring for a Startup? What are the best marketing channels to invest in? How aggressively should a leadership team align sales with customer success? Early-stage founders, sales managers, and marketing executives often face one and sometimes all of the above scenarios as their companies grow. This case features …
Cyberdyne Inc. was a Japanese technology company that wanted to commercialize a Hybrid Auxiliary Link (HAL). HAL was a robotic exoskeletal system designed for people who had difficulty walking due to nervous system disabilities from stroke, spinal cord injury (SCI), and persistent neuromuscular disease. In a person with neuromuscular disorders, the signals transmitted by the …