Bayernwerk A.G. (B): Aquapower
The deregulation of the German energy market created a series of challenges for the incumbent players. This case focuses on the approach that Bayernwerk A.G. (now E.ON) took to dealing with changes in the competitive landscape. Using conjoint analysis Bayernwerk was able to identify a few key characteristics for which customers were willing to pay a premium.
September 1999
Cranfield University
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Harvard Business School Publishing
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NUCB Business School
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- Bayernwerk A.G. (A): Responding to deregulation
- Bayernwerk A.G. (B): Aquapower
- Bayernwerk A.G. (A): Responding to deregulation
- Bayernwerk A.G. (B): Aquapower
Case reference: IMD-5-0590 ©2002
Research Information & Knowledge Hub for additional information on IMD publications
Case reference: IMD-5-0599 ©2002
Research Information & Knowledge Hub for additional information on IMD publications
The case study delves into strategic transformation and leadership transitions at Unilever since 2009. Unilever has been an industry leader of business sustainability. Paul Polman was a pioneer who introduced the idea that, by addressing social an...
Many companies overestimate customers’ appetite for sustainable products, flooding the market with offerings that don’t sell. The reality is, social and environmental benefits have less impact on purchasing decisions than basic product attributes ...
The case explores the efforts of Hamilton Mann, Group VP, Global Digital Marketing & Digital Transformation at Thales, to build a sales enablement platform as part of Thales’ larger digital transformation. “ContentFlix” aimed to be a one-stop sale...
The (C) case describes the customer’s after-sales experience. The participants need to identify what went wrong again and how the brand might save the customer relationship.
in I by IMD
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Research Information & Knowledge Hub for additional information on IMD publications
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in Harvard Business Review March-April 2024, vol. 102, issue 2, pp. 80-87
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Research Information & Knowledge Hub for additional information on IMD publications
Research Information & Knowledge Hub for additional information on IMD publications
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A short (A) describes the experience of a wealthy Chinese customer going to buy an exclusive watch in the retail outlet of a famous Swiss luxury brand. The customer goes from excitement to disappointment. The case invites the participants to ident...
The (B) case describes the same customer’s follow-up experience in the same exclusive retail outlet. The case invites the participants to further identify why the customer experience is going sour and how it could have been better managed.