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- All HBS Web (246)
- Faculty Publications (100)
- May 1999
- Background Note
Note on Behavioral Pricing
The note introduces the behavioral or psychological aspects of consumer price acceptance. Begins by reviewing the traditional economic approach to product pricing and consumer price acceptance--namely, that consumers should be willing to purchase anytime a product's...
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Keywords:
Customer Satisfaction;
Decisions;
Fairness;
Price;
Marketing Strategy;
Behavior;
Perspective;
Public Opinion
Gourville, John T. "Note on Behavioral Pricing." Harvard Business School Background Note 599-114, May 1999.
- 2011
- Article
The Consumer Psychology of Mail-in Rebates
By: John T. Gourville and Dilip Soman
Consumers who buy a product intending to use an accompanying mail-in rebate often do not redeem the rebate. To explain this behavior, we argue that consumers use an anchoring and adjustment approach to predicting the likelihood of redeeming a rebate. In keeping with...
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Gourville, John T., and Dilip Soman. "The Consumer Psychology of Mail-in Rebates." Journal of Product & Brand Management 20, no. 2 (2011).
- Web
Leadership Fellows | Social Enterprise | Harvard Business School
and Helen Bibbero Fund, David J. Dunn Fund, Horace W. Goldsmith Foundation/Richard L. Menschel Endowment, Richard Lumpkin Dean’s Discretionary Fund, Margaret T. Morris Foundation Endowment, Carl and Lily Pforzheimer Foundation Fellowship,...
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- April 2008 (Revised May 2012)
- Case
Ti-Tech (A)
By: Benson P. Shapiro, John T. Gourville and Craig E. Cline
This case concerns the selection and scheduling of orders by a small industrial titanium fabricator that recently has been plagued by poor deliveries and a lack of capacity. At the time of the case, Ti-Tech must decide which of four orders to accept, with capacity...
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Keywords:
Decision Choices and Conditions;
Metals and Minerals;
Order Taking and Fulfillment;
Supply Chain Management;
Performance Capacity;
Industrial Products Industry;
Manufacturing Industry
Shapiro, Benson P., John T. Gourville, and Craig E. Cline. "Ti-Tech (A)." Harvard Business School Case 508-095, April 2008. (Revised May 2012.)
- October 2001 (Revised April 2002)
- Case
Calgene, Inc.
By: Ray A. Goldberg and John T. Gourville
In 1993, Calgene is on the verge of introducing the world's first genetically engineered plant product--a tomato will taste better and stay fresh longer. At the same time, it is using biotechnology to produce improved plant products for the cottonseed and the...
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Keywords:
Information Technology;
Marketing Strategy;
Market Entry and Exit;
Product Launch;
Innovation Strategy;
Social Issues;
Production;
Problems and Challenges;
Biotechnology Industry;
Agriculture and Agribusiness Industry
Goldberg, Ray A., and John T. Gourville. "Calgene, Inc." Harvard Business School Case 502-041, October 2001. (Revised April 2002.)
- Web
Historical Data & Sources - Business History
Notes: Literacy rates are based on population surveys which were not conducted on a regular basis and did not cover many developing countries. Download Data Set in Excel Apollo Hospitals Apollo Hospitals Map created by View Details
- Web
Faculty & Researchers - Managing the Future of Work
de Chalendar. Managing Talent Pipelines in the Future of Work , Harvard Business School case, 2019. With William R. Kerr, Manjari Raman and Carl Kreitzberg. The Caring Company: How Employers Can Cut Costs And Boost Productivity By Helping...
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- August 2019
- Case
Apex Ski Boots
By: Kate Barasz and John T. Gourville
Apex Ski Boots has introduced a new ski boot that, due to its radical design, is meeting resistance in the marketplace from many retailers, ski experts, and consumers. The company must decide how best to drive sales in the face of this resistance.
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Keywords:
Go-to-market Strategy;
Strategic Change;
Marketing Strategy;
Distribution Channels;
Sales;
Change Management;
Sports Industry;
Apparel and Accessories Industry
Barasz, Kate, and John T. Gourville. "Apex Ski Boots." Harvard Business School Case 520-013, August 2019.
- Web
Bibliography | Baker Library | Bloomberg Center | Harvard Business School
Remembered by His Descendants. New York: Syracuse University Press, 2007. Loeb, John L., and Frances L. Loeb. All in a Lifetime: A Personal Memoir . 1st ed. New York: J. L. Loeb, 1996. Loeb Jr., View Details
- September 2005 (Revised April 2009)
- Background Note
Principles of Pricing
By: Robert J. Dolan and John T. Gourville
Presents the basic principles of pricing, including value pricing, price sensitivity, and price customization/discrimination. A rewritten version of an earlier note.
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Dolan, Robert J., and John T. Gourville. "Principles of Pricing." Harvard Business School Background Note 506-021, September 2005. (Revised April 2009.)
- May 2015
- Case
Pricing in a Digital World (2015)
By: John Gourville
Dynamic pricing, especially as practiced by Uber and Lift, seems to be all the rage. In this case, we look at five interesting applications of dynamic price and price customization, each made possible by advances in digital technology. These range from the online...
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- Web
Entrepreneurs | Baker Library | Bloomberg Center | Harvard Business School
Howard E. Cox Greylock Michael Danzi US Labs William Donaldson Donaldson, Lufkin & Jenrette Timothy C. Draper Draper Fisher Jurvetson (DFJ) William H. Draper, III Draper Richards, L.P. T. J. Dermot Dunphy Sealed Air Charles Ellis...
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- February 2017 (Revised September 2017)
- Case
Bringing Digital to Wimbledon
By: John T. Gourville and David Arnold
It was mid-December 2016 as Alexandra (Alex) Willis read with satisfaction that The All England Lawn Tennis & Croquet Club (AELTC) had won yet another award for its use of social media to reach its fan base. As the organizer and host of “The Championships, Wimbledon,”...
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Gourville, John T., and David Arnold. "Bringing Digital to Wimbledon." Harvard Business School Case 517-093, February 2017. (Revised September 2017.)
- Web
Advisory Board - Entrepreneurship
Carnegie Mellon University and the Distinguished Teaching Award at Stanford University. He is a co-author (with Professors Charles T. Horngren and George Foster) of the leading cost accounting textbook,Cost Accounting: A Managerial...
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- Web
James Sharpe | Baker Library | Bloomberg Center | Harvard Business School
with over 400 employees. He next served as president for Brown Machine Company, a subsidiary of John Brown, Inc., and then for a larger company within the same group. Jim had always wanted to own his own business, however, and View Details
- October 2003 (Revised January 2005)
- Case
Microsoft: Launching the Smart Watch
By: John T. Gourville and Christina L. Darwall
Microsoft is on the verge of launching its Smart Watch technology, which will allow specially designed watches to receive up-to-date information on sports, business, traffic, news, etc. After several years of effort and millions of dollars spent, the questions now...
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Keywords:
Customer Focus and Relationships;
Information Management;
Marketing Strategy;
Product Launch;
Product Positioning;
Product Design;
Product Development;
Performance Effectiveness;
Partners and Partnerships;
Information Technology Industry
Gourville, John T., and Christina L. Darwall. "Microsoft: Launching the Smart Watch." Harvard Business School Case 504-004, October 2003. (Revised January 2005.)
- March 2004 (Revised April 2004)
- Background Note
Seeing What's on Red Auerbach's Mind
Analysis of an interview with Red Auerbach, HBR No. 87201. Alan M. Webber, who conducted the interview, probed for the lessons that Auerbach has learned from a long and productive career coaching and managing the Boston Celtics, a professional basketball team in the...
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Keywords:
Markets;
Research;
Sports;
Product Development;
Communication Intention and Meaning;
Sports Industry
Lassiter, Joseph B., III, and John T. Gourville. "Seeing What's on Red Auerbach's Mind." Harvard Business School Background Note 804-160, March 2004. (Revised April 2004.)
- Web
Winners & Runners-Up | New Venture Competition
by half of all U.S. households. Social Enterprise Track, 2013 Bluelight John Ikeda, HKS Manoah Koletty, HKS Mustafa Khalifeh Social Enterprise Track Winner Innovative consumer finance for the base of the...
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- Web
Events - Business History
History and Business in the Global South This two-day conference met on March 18 and 19. Organized by Geoff Jones and Tarun Khanna, the conference focused on the intersection of oral history, business, and the Global South, offering a...
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- Web
AASU50 - Alumni
Henderson, Jr., MBA 1991 LaDetra J. White, MBA 1992 Kenneth H. Fearn, Jr., MBA 1993 Valerie S. Grant, MBA 1994 Kimberly Corbin, MBA 1995 Jill Pemberton, MBA 1996 Beverly J. Anderson, MBA 1997 Lisa Skeete Tatum, MBA 1998 Brickson E. Diamond, MBA 1999 View Details