Publications

Educators

March 2010
Teaching Note

New York Life and Immediate Annuities (TN)

By: Julio J. Rotemberg and John T. Gourville

Teaching Note for [510040]. View Details

Keywords: Retirement; Salesforce Management; Annuities; Insurance Industry

Article

Valuing the Cause Marketing Relationship

By: John T. Gourville and V. Kasturi Rangan

Keywords: Marketing; Relationships; Value

Find at Harvard

2004
Working Paper

Downsizing Price Increases: A Greater Sensitivity to Price Than Quantity in Consumer Markets

By: John T. Gourville and Jonathan J. Koehler

September 2002 (Revised October 2002)
Case

GolfLogix: Measuring the Game of Golf

By: John T. Gourville and Professor Jerry N. Conover

GolfLogix has developed a small, GPS-based device to help golfers track their play. They must decide how best to distribute these devices: 1) sell them directly to golfers through traditional retail channels; 2) sell them to courses, which would then provide them to... View Details

Keywords: Distribution Channels; Product Launch; Brands and Branding; Innovation and Invention; Measurement and Metrics

Educators

September 2000
Teaching Note

MarketSoft TN

Teaching Note for (9-800-069). View Details

Keywords: Groups and Teams; Internet and the Web; Product Launch; Distribution Channels; Partners and Partnerships; Growth and Development; Management Practices and Processes

October 1999
Case

ZEFER: Building a Business at Hyperspeed

By: John T. Gourville and Joseph B. Lassiter III

In the past 18 months, ZEFER has gone from a several-person Internet consulting firm to a major player in the information-technology services industry. In particular, in the past six months, it has grown from 40 to 400 professionals, has hired a seasoned management... View Details

Keywords: Growth and Development; Recruitment; Venture Capital; Acquisition; Organizational Culture; Managerial Roles; Growth Management; Information Technology Industry

Educators

September 2000 (Revised April 2004)
Teaching Note

Red Auerbach on Management TN

Teaching Note for (87201). View Details

Keywords: Management

September 2005 (Revised February 2007)
Supplement

Angels and Devils: Best Buy's New Customer Approach (B)

By: Anita Elberse, John T. Gourville and Das Narayandas

Keywords: Customer Relationship Management; Electronics Industry; Retail Industry

September 2000
Teaching Note

Boston Beer Company: Light Beer Decision TN

Teaching Note for (9-899-058). View Details

Keywords: Food and Beverage Industry; Boston

2007
Report

The Branding of Next Generation Products

By: Marco Bertini, John T. Gourville and Elie Ofek

September 2000 (Revised October 2006)
Teaching Note

Wildfire Communications, Inc. (A) and (B) (TN)

Teaching Note for (9-396-305) and (9-396-306). View Details

Keywords: Business Startups; Performance Effectiveness; Business Processes; Digital Platforms; Business Strategy; Markets

Web

Hakeem Belo-Osagie | 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... View Details

06 Aug 2008
News

Caution to the Winds

Maybe there’s nothing to those predictions that the end of oil is near, or the allegations, such as those by oil-industry veteran Matthew Simmons (MBA ’67), that Saudi petroleum reserves are way less than what is believed. But something’s... View Details

Keywords: Garry Emmons

July 31, 2017
Article

A Commitment Contract to Achieve Virologic Suppression in Poorly Adherent Patients with HIV/AIDS

By: Marcella Alsan, John Beshears, Wendy S. Armstrong, James J. Choi, Brigitte C. Madrian, Minh Ly T. Nguyen, Carlos Del Rio, David Laibson and Vincent C. Marconi

Objective: Assess whether a commitment contract informed by behavioral economics leads to persistent virologic suppression among HIV-positive patients with poor antiretroviral therapy (ART) adherence. Design: Single-center pilot randomized clinical trial and a... View Details

Keywords: Adherence; Antiretroviral Therapy; Behavioral Economics; Commitment Contract; Financial Incentives; HIV-1 Virologic Suppression; Health Disorders; Motivation and Incentives