Competitive Price Discrimination - Publications - Faculty & Research

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Entrepreneurial Management Awards & Honors - Faculty & Research

in Security Prices Forum for "Complicated Firms" (with Dong Lou, Journal of Financial Economics , May 2012). Lauren H. Cohen : Won the 2010 First Prize Chicago Quantitative Alliance Academic Paper View Details

10 Mar 2009
First Look

First Look: March 10, 2009

boost earnings to meet earnings benchmarks. We estimate that marketing actions can be used to boost quarterly net income by up to 5% depending on the depth and duration of promotion. However, there is a price to pay, with the cost in the... View Details

Keywords: Martha Lagace

03 Oct 2005
Research & Ideas

The Box Office Power of Stars

power. For example, movie studios are probably more confident that a Tom Cruise movie will emerge as the winner of a competitive July 4 opening weekend than a movie with an unknown actor, and will adjust their release strategy... View Details

Keywords: by Sarah Jane Gilbert; Entertainment & Recreation; Motion Pictures & Video

04 Jan 2012
First Look

First Look: January 4

Nitin Nohria, and Rakesh Khurana, 507-524. Sage Publications, 2011 An abstract is unavailable at this time. Book: http://www.sagepub.com/books/Book235126 Competitive Strategy for Open Source Software Authors:Vineet Kumar, Brett R. Gordon,... View Details

Keywords: Carmen Nobel

31 May 2017
What Do You Think?

Can Amazon Do What Walmart Couldn’t, Stop the 'Wheel of Retailing'?

of customers and the volume of sales increase, the retailer gains a dominant position in the market. The goal gradually shifts from attracting more customers to increasing prices and margins in order to achieve higher profits. That... View Details

Keywords: by James Heskett; Retail

09 Jun 2008
Lessons from the Classroom

Monetizing IP: The Executive’s Challenge

or using it to gain competitive advantage? Josh Lerner: There is a tremendous diversity of responses to the growing importance of intellectual property on the part of firms. In many cases, firms have ignored the increased role of... View Details

Keywords: by Sean Silverthorne; Video Game; Web Services

01 Apr 2020
Blog Post

The Product Design Sprint - 5 Things I Learned in Launch Lab 1

price transparency issues in the wedding industry. Through this process, we conducted customer interviews, devised many product iterations, developed two prototypes, and conducted both moderated and unmoderated user tests – all in one... View Details

November 2006 (Revised February 2007)
Case

Microsoft Xbox: Changing the Game?

By: Andrei Hagiu

In September 1999, the Microsoft Xbox team was wondering which strategic choices would give it the best chance against the upcoming Sony PlayStation 2. Initially called "Project Midway" within Microsoft, the console project was intended to counter the perceived threat... View Details

Keywords: Customers; Recruitment; Leadership; Management Teams; Multi-Sided Platforms; Two-Sided Platforms; Production; Strategy; Competition; Expansion; Video Game Industry; Texas

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12 Nov 2012
Research & Ideas

Pay Workers More So They Steal Less

offering wages higher than the local competition experienced both increased productivity and lower turnover, but did not address the issue of employee theft. Employee theft comes with a huge price tag for US... View Details

Keywords: by Kim Girard; Retail

16 May 2000
Research & Ideas

Getting the Message: How the Internet is Changing Advertising

help corporations build relationships between their brands and their customers in the online marketspace. The Price Of Privacy The power of these new technologies and their ability to shadow an individual's online choices and habits are... View Details

Keywords: by Susan Young

04 Mar 2020
Research & Ideas

How Schmoozing with the Boss Helps Men Get Promoted

39 percent of the gender pay gap The social advantage male employees enjoyed with male bosses didn’t occur instantly when they were first paired together, which suggests that knee-jerk discrimination and chauvinism are probably not at... View Details

Keywords: by Dina Gerdeman

04 Apr 2022
What Do You Think?

As Disney Board Chair, What Would You Advise CEO Bob Chapek Regarding 'Don’t Say Gay'?

history. Its stock, suffering the typical ups and downs of entertainment companies during the pandemic, had recovered and was at about the same price as when Chapek took over from “legendary” CEO Bob Iger two years earlier. He was aware,... View Details

Keywords: by James Heskett

11 Oct 2006
What Do You Think?

How Do We Respond to the “Dependency Ratio” Dilemma?

And consumers are becoming less willing to pay for it in the price of GM's products. When dependency ratios become too burdensome, as in the case of Bethlehem Steel in 2001, where each worker was supporting 7.5 retirees, management is... View Details

Keywords: by Jim Heskett

10 Nov 2003
Research & Ideas

Globalization: The Strategy of Differences

of price differentials. But the world is not so homogeneous as to have removed arbitrage from a company's strategic tool kit. In fact, many forms of arbitrage offer relatively sustainable sources of View Details

Keywords: by Pankaj Ghemawat

18 Nov 2014
First Look

First Look: November 18

shareholders of Turkcell, and how its management vied against increasing regulatory intervention and market competition in the absence of a fully functioning board. The battle for control of the Turkish telecom giant led to several years... View Details

Keywords: Sean Silverthorne

August 2020 (Revised February 2021)
Case

Luckin Coffee (A): Caffeine-fueled Growth?

By: Ramon Casadesus-Masanell and Karen Elterman

This case describes the founding of Chinese coffee chain Luckin Coffee in 2017 and its path to surpassing Starbucks as the largest coffee chain in China (by number of stores) in 2019. Unlike Starbucks stores, which were designed to be welcoming “third places” for... View Details

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22 Feb 2021
Book

Reaching Today's Omnichannel Customer Takes a New Sales Strategy

better by watching how the best of their peers perform key tasks. They pick up important lessons about how to pitch, how to answer objections, how to deal with competitive comparisons, and other aspects of selling that product at that... View Details

Keywords: by Kristen Senz

04 Nov 2013
Research & Ideas

The Real Cost of Bribery

The World Bank estimates that the equivalent of $1 trillion is offered in bribes every year. In the age of globalization, it's easy to see how giving into bribery might be competitively advantageous. In fact, research by Harvard Business... View Details

Keywords: by Carmen Nobel

26 Nov 2001
Op-Ed

Why Corporate Budgeting Needs To Be Fixed

encourage customers to place orders by year-end so they could hit their annual sales goals. But the price increase was out of line with the competition and undoubtedly ended up costing the company sales and... View Details

Keywords: by Michael C. Jensen

11 May 2009
Research & Ideas

The IT Leader’s Hero Quest

process redesign. Over the years, the CIO job has remained a hot seat in business and has, in turn, become a key management position in executing a company's competitive cost structure and strategy. It has become a key senior management... View Details

Keywords: by Martha Lagace

Publications