Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • February 2001 (Revised April 2001)
  • Case
  • HBS Case Collection

Merrill Lynch: Integrated Choice (Abridged)

By: F. Warren McFarlan and James Weber
  • Format:Print
  • | Pages:18
ShareBar

Abstract

Merrill Lynch, a full-service brokerage firm with $1.5 trillion in client assets, is under attack from both discount and electronic brokerage firms. It responds with Integrated Choice, a suite of products designed to capture clients, from the do-it-yourself investor who doesn't want to use a broker to clients who want to rely completely on a broker. The strategy is high risk and requires a sea change in the company. A rewritten version of an earlier case.

Keywords

Investment Banking; Marketing Strategy; Distribution Channels; Organizational Change and Adaptation; Risk and Uncertainty; Financial Services Industry

Citation

McFarlan, F. Warren, and James Weber. "Merrill Lynch: Integrated Choice (Abridged)." Harvard Business School Case 301-081, February 2001. (Revised April 2001.)
  • Educators
  • Purchase

About The Author

F. Warren McFarlan

→More Publications

More from the Authors

    • August 2022
    • Faculty Research

    Air Wars: Deregulating the U.S. Airline Industry

    By: Tom Nicholas and James Weber
    • January 2022 (Revised February 2022)
    • Faculty Research

    Introducing EVA at ISS: A Better Way to Evaluate CEO Performance and Compensation?

    By: Jonas Heese, Charles C.Y. Wang and James Weber
    • December 2021
    • Faculty Research

    Whistleblowing at Veolia: A Technology Solution

    By: Aiyesha Dey, Jonas Heese, Christian Godwin and James Weber
More from the Authors
  • Air Wars: Deregulating the U.S. Airline Industry By: Tom Nicholas and James Weber
  • Introducing EVA at ISS: A Better Way to Evaluate CEO Performance and Compensation? By: Jonas Heese, Charles C.Y. Wang and James Weber
  • Whistleblowing at Veolia: A Technology Solution By: Aiyesha Dey, Jonas Heese, Christian Godwin and James Weber
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College