Publications

28 Sep 2007
Working Paper Summaries

Digital Interactivity: Unanticipated Consequences for Markets, Marketing, and Consumers

Keywords: by John A. Deighton & Leora Kornfeld

August 2022
Exercise

Joy4Home Brands: Pricing Matters

By: Elie Ofek, Oded Koenigsberg and Marco Bertini

Joy4Home Brands, the maker of novel houseware items, was gearing up for its launch. The company would be introducing two lines: kitchenware products and storage containers. The initial go-to-market plan called for a direct to consumer (DTC) channel strategy. While... View Details

Keywords: DTC; Pricing Decisions; B2B; Product Marketing; Product Launch; Marketing Strategy; Business Model; Opportunities; Consumer Products Industry

June 2012
Case

PV Technologies, Inc.: Were They Asleep at the Switch?

By: Frank V. Cespedes and Diane Badame

PV Technologies, Inc. is an industry-leading manufacturer of photovoltaic inverters used to convert the direct current output of solar panels into alternating current for the commercial power grid. In conjunction with a request for proposal, the company's largest... View Details

Keywords: Marketing Strategy; Customer Relationship Management; Competitive Strategy; Product Marketing; Energy Industry; Technology Industry; United States

July 2021 (Revised February 2022)
Case

Mary Kay Inc.: Enriching Women's Lives while Embracing Change

By: Elie Ofek, K. Shelette Stewart and Julia Kelley

In December 2020, Mary Kay Inc. Chief Marketing Officer Sheryl Adkins-Green considered several strategic dilemmas. Founded in 1963 by Mary Kay Ash, Mary Kay was a direct sales company whose Independent Beauty Consultants purchased its beauty and cosmetics products at... View Details

November 2005 (Revised December 2016)
Case

Bally Total Fitness (A): The Rise, 1962–2004

By: John R. Wells, Elizabeth A. Raabe and Gabriel Ellsworth

From a single, modest club in 1962, Bally Total Fitness had grown to become—in management’s words—the “largest and only nationwide commercial operator of fitness centers” in the United States in 2004. Bally had faced its share of challenges, but the last couple of... View Details

Keywords: Bally Total Fitness; Fitness; Gyms; Health Clubs; Chain; Securities And Exchange Commission; Paul Toback; Weight Loss; Exercise; Contracts; Personal Training; Retention; Accounting; Accounting Audits; Accrual Accounting; Finance; Advertising; Business Growth and Maturation; Business Model; For-Profit Firms; Customers; Customer Satisfaction; Public Equity; Financing and Loans; Revenue; Revenue Recognition; Geographic Scope; Multinational Firms and Management; Health; Nutrition; Business History; Lawsuits and Litigation; Management; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Marketing; Operations; Service Delivery; Service Operations; Public Ownership; Problems and Challenges; Business and Shareholder Relations; Business Strategy; Competition; Corporate Strategy; Expansion; Segmentation; Trends; Cost Management; Profit; Growth and Development; Leadership Style; Five Forces Framework; Private Ownership; Opportunities; Motivation and Incentives; Competitive Strategy; Health Industry; United States; Illinois; Chicago

2008
Working Paper

Platform Competition, Compatibility, and Social Efficiency

By: Ramon Casadesus-Masanell and Francisco Ruiz-Aliseda

Katz and Shapiro (1985) study systems compatibility in settings with one-sided plat- forms and direct network effects. We consider systems compatibility in settings with two-sided platforms and indirect network effects to develop an explanation why markets with... View Details

Keywords: Network Effects; One-Sided Platforms; Two-Sided Platforms; Competition

March 2021 (Revised March 2024)
Case

M-KOPA: Empowering Lives

By: V. Kasturi Rangan, Wale Lawal and Pippa Tubman Armerding

The Pay As You Go solar power company in East Africa had sales of $71 million in 2019. It wished to grow to $300 million by 2025. M-KOPA, founded by three entrepreneurs in 2011, had grown nicely in Kenya and Uganda to reach nearly 750,000 households with an innovative... View Details

Keywords: Mobile Payment; Go-to-market Strategy; Business At The Base Of The Pyramid; Business Growth; Social Entrepreneurship; Renewable Energy; Business Model; Growth and Development Strategy; Expansion; Marketing Strategy; Developing Countries and Economies; Kenya; Uganda; Nigeria

December 2010 (Revised October 2021)
Case

Silver Lake

By: David J. Collis and Elizabeth A. Kind

Dave Roux, co-founder and chairman of Silver Lake, a private equity (PE) firm specializing in technology investments, was meeting with the firm's investment committee via video conference to discuss options for Silver Lake's future growth. While the private equity... View Details

Keywords: Growth and Development Strategy; Competitive Strategy; Private Equity; Expansion; Global Range; Financial Services Industry

11 Mar 2014
Working Paper Summaries

Return Migration and Geography of Innovation in MNEs: A Natural Experiment of On-the-Job Learning of Knowledge Production by Local Workers Reporting to Return Migrants

Keywords: by Prithwiraj Choudhury; Technology

14 Dec 2007
Op-Ed

When Your Product Becomes a Commodity

Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge. How often... View Details

Keywords: by John Quelch

June 2012
Article

The Economic Value of Celebrity Endorsements

By: Anita Elberse and Jeroen Verleun

What is the payoff to enlisting celebrity endorsers? Although effects on stock returns are relatively well documented, little is known about any impact on sales—arguably a metric of more direct importance to advertising practitioners. In this study of athlete... View Details

Keywords: Stocks; Value; Advertising; Sales; Brands and Branding; Decisions; Economics; Marketing Strategy; Investment Return

Find at Harvard

2010
Working Paper

Local R&D Strategies and Multi-location Firms: The Role of Internal Linkages

By: Juan Alcacer and Minyuan Zhao

This study looks at the role of firms' internal linkages in highly competitive technology clusters, where much of the world's R&D takes place. The leading players in these clusters are multi-location firms that organize and integrate knowledge across sites worldwide.... View Details

Keywords: Geographic Location; Collaborative Innovation and Invention; Technological Innovation; Knowledge Use and Leverage; Industry Clusters; Research and Development; Competitive Advantage; Semiconductor Industry

March 2019 (Revised March 2023)
Case

Accion's Fintech Strategy

By: V. Kasturi Rangan, Michael Chu and Tricia Gregg

Accion, an NGO, had been a pioneer in microfinance since its entry into that sector in the early 1970s. Its investments in Banco Compartamos paid off, when the microfinance bank went IPO in 2007, leaving an influx of $138 million for Accion. Under a new CEO, Michael... View Details

Keywords: Fintech; Impact Investing; Financial Inclusion; Technological Innovation; Strategy; Strategic Planning; Performance Effectiveness; Non-Governmental Organizations; Microfinance; Financial Institutions; Business Growth and Maturation; Customer Focus and Relationships; Industry Growth

19 Oct 2021
Cold Call Podcast

Should Global Beer Company Molson Coors Dive into the Cannabis Beverages Business?

Keywords: Re: Derek C. M. van Bever

February 2010
Case

Revitalizing Dell

By: Jan W. Rivkin

Dell Inc., with its vaunted Direct Model, defined success in the personal computer industry for more than a decade. Starting in the mid-2000s, however, the company fell on hard times. In 2009, Michael Dell and his management team must figure out why the Direct Model... View Details

Keywords: Business Model; Change Management; Industry Growth; Competitive Strategy; Competitive Advantage; Computer Industry

January 2001 (Revised June 2001)
Case

COFIDIS

An offspring of French catalog marketer 3 Suisses, and a popular sponsor of Tour de France, Cofidis sells consumer credit over the phone, defying conventional banking with a product policy and a communication strategy that perfectly fits the company's comparative... View Details

Keywords: Marketing Strategy; Internet and the Web; Marketing Communications; Competitive Advantage; Product; Credit; Financial Services Industry; France

05 Jun 2013
What Do You Think?

Do We Need to Extend ‘No Surprises Management?’

surprises management" on its head? What do you think? Original Article Managers often tell their direct reports, "I don't want any surprises." No surprises management (NSM) is a term long associated with the idea that the... View Details

Keywords: by James Heskett

Research Summary

Do Equity Covariances Reflect Financial Leverage?

No arbitrage option pricing theory and the efficient market hypothesis predict that firms with higher financial leverage should have higher equity betas, all else equal. This paper finds little support in the data for this prediction. Within industry, there is large... View Details

2020
Working Paper

Party-State Capitalism in China

By: Margaret Pearson, Meg Rithmire and Kellee Tsai

The “state capitalism” model, in which the state retains a dominant role as owner or investor-shareholder amidst the presence of markets and private firms, has received increasing attention, with China cited as the main exemplar. Yet as models evolve, so has China’s... View Details

Keywords: Capitalism; State Capitalism; Economic Systems; China