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2021
Working Paper

Hidden Software and Veiled Value Creation: Illustrations from Server Software Usage

By: Raviv Murciano-Goroff, Ran Zhuo and Shane Greenstein

How do you measure the value of a commodity that transacts at a price of zero from an economic standpoint? This study examines the potential for and extent of omission and misattribution in standard approaches to economic accounting with regards to open source... View Details

Keywords: Server Software; Open Source Distribution; Applications and Software; Analytics and Data Science; Economics; Value Creation; Measurement and Metrics

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April 2021
Article

Homing and Platform Responses to Entry: Historical Evidence from the U.S. Newspaper Industry

By: K. Francis Park, Robert Seamans and Feng Zhu

We examine how heterogeneity in customers’ tendencies to single-home or multi-home affects a platform’s competitive responses to new entrants in the market. We first develop a formal model to generate predictions about how a platform will respond. We then empirically... View Details

Keywords: Single-homing; Multi-homing; Platform Responses; Newpaper; Television; Digital Platforms; Market Entry and Exit; Newspapers; Television Entertainment; History; Journalism and News Industry; Media and Broadcasting Industry

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2021
Working Paper

Accounting for Product Impact in the Telecommunications Industry

By: George Serafeim and Katie Trinh

We apply the product impact measurement framework of the Impact-Weighted Accounts Initiative (IWAI) in two competitor companies within the telecommunications industry. We design a monetization methodology that allows us to calculate monetary impact estimates of network... View Details

2021
Working Paper

Accounting for Product Impact in the Water Utilities Industry

By: George Serafeim and Katie Trinh

We apply the product impact measurement framework of the Impact-Weighted Accounts Initiative (IWAI) in two competitor companies within the water utilities industry. We design a monetization methodology that allows us to calculate monetary impact estimates of water... View Details

March 2021 (Revised April 2021)
Case

Making Impact Investing Markets: IFC (A)

By: Shawn A. Cole, John Masko and T. Robert Zochowski

In 2017, the International Finance Corporation (IFC) faced the first big investment decision in its new Scaling Solar project. Founded in 1956, IFC was an international investment body with national governments as shareholders, whose mission was to promote economic... View Details

March 2021
Supplement

Making Impact Investing Markets: IFC (B)

By: Shawn A. Cole, John Masko and T. Robert Zochowski

In 2018, Thailand’s Bank of Ayudhya (known as Krungsri), was considering whether to participate in the first issue of a new financial instrument from the International Finance Corporation (IFC), known as a gender bond. Building on the success of the Green Bond program... View Details

Keywords: Impact Investment; Development Economics; Developing Countries and Economies; Borrowing and Debt; Credit; Equity; Bonds; Financing and Loans; Growth and Development; Emerging Markets; Non-Governmental Organizations; Corporate Social Responsibility and Impact; Financial Instruments; Gender; Financial Services Industry; Thailand

March 17, 2021
Other Article

Beyond Pajamas: Sizing Up the Pandemic Shopper

By: Ayelet Israeli, Eva Ascarza and Laura Castrillo

A first look at how the COVID-19 pandemic impacted e-commerce apparel shopping in the US and the UK. Extensive analysis and interactive graphics utilizing millions of transactions.
While the pandemic is still playing out, our preliminary investigations... View Details

March 2021 (Revised October 2021)
Teaching Note

Afterpay U.S.: The Omnichannel Dilemma

By: Antonio Moreno and Anibha Singh

Teaching Note for HBS Case No. 519-086. In 2018, Nick Molnar, the founder of the Australia-based online payment service Afterpay began its expansion to the U.S. market. The service had gained a loyal following in Australia by enabling customers to pay for online... View Details

March 2021 (Revised August 2022)
Case

Seeding and Selling Asana

By: Jeffrey F. Rayport, Susie Ma and Amram Migdal

In December 2019, Oliver Jay, Asana’s Chief Revenue Officer (CRO), was reconsidering his go-to-market (GTM) strategy. Asana was cloud-based work management software that enabled users to break up projects into discrete tasks that could be assigned, scheduled, and... View Details

Keywords: SaaS; Customer Journey; Business Model; Business Organization; Change Management; Growth and Development Strategy; Growth Management; Marketing Channels; Marketing Strategy; Product Marketing; Organizational Change and Adaptation; Organizational Design; Organizational Structure; Digital Platforms; Internet and the Web; Technology Industry; United States

March 2021 (Revised July 2021)
Case

Resident

By: Jeffrey F. Rayport and Thomas O. Jones

Launched in 2016, Resident was a leading player in the direct-to-consumer bed-in-a-box mattress market, where it was one of at least 175 venture-backed companies competing in the space. By late 2020, it had realized over $500 million in revenue, profitability in the... View Details

Keywords: Digital Marketing; Business Growth and Maturation; Operations; Entrepreneurship; Competitive Strategy; Initial Public Offering; Decisions; Marketing Strategy; Cash Flow; Demand and Consumers

March 2021
Article

A Diplomatic Counterrevolution: Indonesian Diplomacy and the Invasion of East Timor

By: Mattias Fibiger

This article reinterprets the Indonesian invasion of East Timor as a "diplomatic counterrevolution." Using the central archival records of the Suharto regime for the first time in English-language scholarship, it argues that Indonesian diplomats pursued diplomacy in... View Details

Keywords: Diplomacy; Geopolitics; History; Globalization; Indonesia; Timor-Leste

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March 2021
Article

Assortment Rotation and the Value of Concealment

By: Kris J. Ferreira and Joel Goh

Assortment rotation—the retailing practice of changing the assortment of products offered to customers—has recently been used as a competitive advantage for both brick-and-mortar and online retailers. We focus on product categories where consumers may purchase multiple... View Details

Keywords: Assortment Optimization; Retailing; Imperfect Information; Sales; Strategy; Consumer Behavior

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2020
Working Paper

Currency Hedging in Emerging Markets: Managing Cash Flow Exposure

By: Laura Alfaro, Mauricio Calani and Liliana Varela

Foreign currency derivative markets are among the largest in the world, yet their role in emerging markets in particular, is relatively understudied. We study firms' currency risk exposure and their hedging choices by employing a unique dataset covering the universe of... View Details

Keywords: Foreign Currency Hedging; FX Derivatives; Foreign Currency Debt; Currency Mismatch; Trade Credit; Currency; Cash Flow; Emerging Markets

2021
Working Paper

First Law of Motion: Influencer Video Advertising on TikTok

By: Jeremy Yang, Juanjuan Zhang and Yuhan Zhang

This paper engineers an intuitive feature that is predictive of the causal effect of influencer video advertising on product sales. We propose the concept of m-score, a summary statistic that captures the extent to which a product is advertised in the most engaging... View Details

Keywords: Influencer Advertising; Video Advertising; Computer Vision; Machine Learning; Advertising; Online Technology

Article

Selling After the Crisis

By: Frank V. Cespedes

Like perishable goods in grocery stores, sales models have a sell-by date. As product standards evolve and new entrants emerge, buyers have more choices and demand more in terms of quality and performance across vendors. Firms that fail to adjust to changing customer... View Details

Keywords: Sales Model; Sales; Management; Customer Relationship Management; Health Pandemics

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March 2021
Article

The Impact of the General Data Protection Regulation on Internet Interconnection

By: Ran Zhuo, Bradley Huffaker, KC Claffy and Shane Greenstein

The Internet comprises thousands of independently operated networks, where bilaterally negotiated interconnection agreements determine the flow of data between networks. The European Union’s General Data Protection Regulation (GDPR) imposes strict restrictions on... View Details

Keywords: Personal Data; Privacy Regulation; GDPR; Interconnection Agreements; Internet and the Web; Governing Rules, Regulations, and Reforms

Article

What Professional Service Firms Must Do to Thrive

By: Ashish Nanda and Das Narayandas

When the going gets tough, professional service firms (PSFs) often get desperate and chase all kinds of business just to keep the lights on. Consultancies, financial services firms, VC/PE firms, and the like offer services and sign up clients they should never have... View Details

Keywords: Professional Service Firms; Client Mix; Strategic Positioning; Organizations; Performance Effectiveness; Decision Making; Framework

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February 2021
Case

Apple: Privacy vs. Safety (A)

By: Henry McGee, Nien-hê Hsieh, Sarah McAra and Christian Godwin

In 2015, Apple CEO Tim Cook debuted the iPhone 6S with enhanced security measures that enflamed a debate on privacy and public safety around the world. The iPhone 6S, amid a heightened concern for privacy following the 2013 revelation of clandestine U.S. surveillance... View Details

February 2021 (Revised March 2022)
Case

Marvin: A Personalized Telehealth Approach to Mental Health

By: Regina E. Herzlinger, Eshani Sharma, Andrew Nguyen, Thomas Arsenault, Carin-Isabel Knoop and Julia Kelley

More than one third of Americans were said to suffer some type of behavioral health ailment at some point in their lifetime, with many people requiring chronic therapy or intervention. Despite significant clinical needs, access to reliable treatment has been difficult... View Details

Keywords: Mental Health; Applications; Startup Management; Telehealth; Health Care Entrepreneurship; Health ＆ Wellness; Health Care; Health Care and Treatment; Customization and Personalization; Internet and the Web; Entrepreneurship; Growth and Development Strategy; Applications and Software

February 2021 (Revised May 2021)
Case

SafeGraph: Selling Data as a Service

By: Ramana Nanda, Abhishek Nagaraj and Allison Ciechanover

Set in January 2021, the CEO of SafeGraph, a four-year-old startup that sold Data as a Service, looked to the future. His aim was to become the most trusted source for data about a physical place. The company provided points of interest (POI) and foot traffic data on... View Details

Keywords: Data As A Service; Monetization; Pricing; Business Startups; Analytics and Data Science; Consumer Behavior; Analysis; Business Model; Health Pandemics; Information Industry; United States

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