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      • March 2017 (Revised February 2018)
      • Case

      VMware and the Public Cloud

      By: Raffaella Sadun and Christine Snively
      In 2015, VMware, a pioneer in server and network virtualization and a member of parent company EMC’s “federation” of companies, had set its sights on becoming a leading public cloud provider. Two years prior, VMware first entered the public cloud market with its vCloud... View Details
      Keywords: Information Technology; Information Infrastructure; Applications and Software; Growth and Development Strategy; Internet and the Web; Computer Industry; Technology Industry; Information Technology Industry
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      Sadun, Raffaella, and Christine Snively. "VMware and the Public Cloud." Harvard Business School Case 717-480, March 2017. (Revised February 2018.)
      • March 2017 (Revised March 2022)
      • Case

      Flashion: Art vs. Science in Fashion Retailing

      By: Kris Ferreira and Karim R. Lakhani
      Kate Wilson, retail analytics manager at Flashion, a fashion flash-sale site, is tasked with developing analytics to optimize pricing for first-exposure products on the site. Many in the industry have relied on years of experience and intuition to determine pricing—can... View Details
      Keywords: Analytics; Pricing; Data; Service Operations; Forecasting and Prediction; Internet and the Web; Technology Adoption; Mathematical Methods; Decision Making; E-commerce; Retail Industry; Fashion Industry; United States
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      Ferreira, Kris, and Karim R. Lakhani. "Flashion: Art vs. Science in Fashion Retailing." Harvard Business School Case 617-059, March 2017. (Revised March 2022.)
      • February 2017
      • Case

      BlaBlaCar: The Road Ahead...

      By: Karim R. Lakhani, Arun Sundararajan, Emilie Billaud and Caroline Caltagirone
      In 2017, the co-founders of BlaBlaCar—the world’s largest long-distance carpooling company—reflected on the evolution of their venture and the way forward. BlaBlaCar had reached critical mass and size; yet staying still was not going to be enough to be relevant and... View Details
      Keywords: Business Growth and Maturation; Business Startups; Transformation; Decision Making; Values and Beliefs; Growth and Development Strategy; Digital Platforms; Network Effects; Strategic Planning; Competitive Strategy; Expansion; Internet and the Web; Transportation Networks; Transportation Industry; Web Services Industry; France; Europe
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      Lakhani, Karim R., Arun Sundararajan, Emilie Billaud, and Caroline Caltagirone. "BlaBlaCar: The Road Ahead..." Harvard Business School Case 617-050, February 2017.
      • February 2017
      • Teaching Note

      The Tate's Digital Transformation

      By: Jill Avery
      John Stack was the visionary Head of Digital Transformation at the Tate, a collection of four major art galleries in the UK, including Tate Modern, the most visited gallery devoted to modern and contemporary art in the world. Stack was the architect of the Tate’s... View Details
      Keywords: Digital; Ecommerce; Experience; Customer Experience; Customer Relationship Management; Channel Management; Museums; Arts Marketing; Nonprofit; Marketing; Marketing Channels; Marketing Strategy; Customer Focus and Relationships; Digital Marketing; Digital Strategy; Social Media; E-commerce; Entertainment and Recreation Industry; Fine Arts Industry; England; United Kingdom; Europe
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      Avery, Jill. "The Tate's Digital Transformation." Harvard Business School Teaching Note 517-098, February 2017.
      • February 2017
      • Case

      Yemeksepeti: Growing and Expanding the Business Model through Data

      By: William R. Kerr, Gamze Yucaoglu and Eren Kuzucu
      In October 2016, Nevzat Aydin, co-founder and CEO of Yemeksepeti, the Turkish online food-ordering company, was looking over the company's quarterly results and projections for the upcoming year with his management team. It had been almost a year and a half since Aydin... View Details
      Keywords: Entrepreneurial Management; Entrepreneurial Ventures; Turkey; Big Data; Customer Focused Organization; Service Management; Continuous Improvement; Data Analysis; Internet; Growth Strategy; Technological Change; Information Systems; Entrepreneurship; Corporate Strategy; Analytics and Data Science; Analysis; Customer Focus and Relationships; Emerging Markets; Service Operations; Competitive Advantage; Performance Improvement; Internet and the Web; Growth and Development Strategy; Information Technology; Value Creation; Food and Beverage Industry; Turkey
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      Kerr, William R., Gamze Yucaoglu, and Eren Kuzucu. "Yemeksepeti: Growing and Expanding the Business Model through Data." Harvard Business School Case 817-095, February 2017.
      • February 2017
      • Case

      Dick's Sporting Goods

      By: Rajiv Lal, Jose B. Alvarez and Matthew G. Preble
      Edward Stack, chairman and CEO of Dick’s Sporting Goods (DKS), faced a rapidly changing sporting goods landscape in October 2016. Two large competitors—The Sports Authority and Sport Chalet—had folded earlier that year, and DKS had to contend with increasingly robust... View Details
      Keywords: Sporting Goods; Retail; Employees; Growth and Development Strategy; Growth Management; Product Marketing; Demand and Consumers; Consumer Behavior; Product; Service Delivery; Service Operations; Partners and Partnerships; Business Strategy; Competition; Corporate Strategy; Expansion; Internet and the Web; E-commerce; Retail Industry; United States; Pennsylvania
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      Lal, Rajiv, Jose B. Alvarez, and Matthew G. Preble. "Dick's Sporting Goods." Harvard Business School Case 517-007, February 2017.
      • Article

      Repairing the Damage: The Effect of Price Knowledge and Gender on Auto-Repair Price Quotes

      By: Meghan Busse, Ayelet Israeli and Florian Zettelmeyer
      In this paper we investigate whether sellers treat consumers differently on the basis of how well informed consumers appear to be. We implement a large-scale field experiment in which callers request price quotes from automotive repair shops. We show that sellers alter... View Details
      Keywords: Pricing; Price Discrimination; Automobiles; Field Experiment; Information; Fairness; Price; Knowledge Use and Leverage; Internet and the Web; Gender; Service Industry; Auto Industry
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      Busse, Meghan, Ayelet Israeli, and Florian Zettelmeyer. "Repairing the Damage: The Effect of Price Knowledge and Gender on Auto-Repair Price Quotes." Journal of Marketing Research (JMR) 54, no. 1 (February 2017): 75–95.
      • January 2017 (Revised December 2019)
      • Case

      Philips: The Shift to Value

      By: Rajiv Lal and Scott Johnson
      Keywords: Smart Connected Products; Internet Of Things; Healthcare
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      Lal, Rajiv, and Scott Johnson. "Philips: The Shift to Value." Harvard Business School Case 517-045, January 2017. (Revised December 2019.)
      • January 2017 (Revised August 2019)
      • Case

      X Fire Paintball & Airsoft: Is Amazon a Friend or Foe? (A)

      By: Feng Zhu and Angela Acocella
      Three years after launching his brick-and-mortar store, X Fire Paintball and Airsoft, Steve Herbert Sr. and his sons began selling products on Amazon.com’s third-party Marketplace, and online sales expanded rapidly. Over time, X Fire noticed that products of which it... View Details
      Keywords: Ethics; Competition; Digital Platforms; Internet and the Web; Small Business; Retail Industry; Canada
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      Zhu, Feng, and Angela Acocella. "X Fire Paintball & Airsoft: Is Amazon a Friend or Foe? (A)." Harvard Business School Case 617-046, January 2017. (Revised August 2019.)
      • January 2017 (Revised August 2019)
      • Supplement

      X Fire Paintball & Airsoft: Is Amazon a Friend or Foe? (B)

      By: Feng Zhu and Angela Acocella
      Three years after launching his brick-and-mortar store, X Fire Paintball and Airsoft, Steve Herbert Sr. and his sons began selling products on Amazon.com’s third-party Marketplace and online sales expanded rapidly. Over time, X Fire noticed that products of which it... View Details
      Keywords: Ethics; Competition; Digital Platforms; Internet and the Web; Small Business; Retail Industry; Canada
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      Zhu, Feng, and Angela Acocella. "X Fire Paintball & Airsoft: Is Amazon a Friend or Foe? (B)." Harvard Business School Supplement 617-047, January 2017. (Revised August 2019.)
      • January 2017
      • Case

      Flatiron School

      By: Thomas Eisenmann and Halah AlQahtani
      In late 2016, the founders of Flatiron School, a startup offering 12-week coding bootcamps, are formulating their growth strategy. Their new online-only program has matched the excellent job placement results for their in-person bootcamps. Should Flatiron shift... View Details
      Keywords: Scaling Start-ups; Growth Strategy; Entrepreneurship; Distribution Channels; Growth and Development Strategy; Internet and the Web; Business Startups; Diversification; Expansion; Education Industry; United States
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      Eisenmann, Thomas, and Halah AlQahtani. "Flatiron School." Harvard Business School Case 817-114, January 2017.
      • January 2017 (Revised June 2017)
      • Case

      Chicago and the Array of Things: A Fitness Tracker for the City

      By: Rajiv Lal and Scott Johnson
      The city of Chicago has recently launched a project called the Array of Things. The program involves a series of sensor nodes placed around the city that capture a massive amount of data including pedestrian and vehicle flow, air quality, and cloud cover. The Array of... View Details
      Keywords: Smart Connected Products; Smart Cities; Internet Of Things; Sensors; Govenment; Government Administration; Technological Innovation; Digital Platforms; Applications and Software; Information Infrastructure; Internet and the Web; Public Administration Industry; Technology Industry; Chicago; United States
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      Lal, Rajiv, and Scott Johnson. "Chicago and the Array of Things: A Fitness Tracker for the City." Harvard Business School Case 517-044, January 2017. (Revised June 2017.)
      • January 2017 (Revised March 2017)
      • Case

      IBM Transforming, 2012–2016: Ginni Rometty Steers Watson

      By: Rosabeth Moss Kanter and Jonathan Cohen
      To transform IBM for the next technology wave, Ginni Rometty, who became CEO in 2012, led divestment of declining businesses, made acquisitions in digital innovation and cloud computing, formed partnerships with former competitors such as Apple and tech startups, and... View Details
      Keywords: Digital; Technological Change; Artificial Intelligence; Data; IBM; Watson; Internet Of Things; Innovation and Invention; Management; Sales; Information Technology; Technological Innovation; Transformation; AI and Machine Learning
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      Kanter, Rosabeth Moss, and Jonathan Cohen. "IBM Transforming, 2012–2016: Ginni Rometty Steers Watson." Harvard Business School Case 317-046, January 2017. (Revised March 2017.)
      • January 2017
      • Case

      Expanding Ecommerce at Technos

      By: Thales Teixeira, Rohit Deshpandé, Ruth Costas and Priscilla Zogbi
      Technos was the market leader in the Brazilian watch market. Its CEO had made a firm commitment to evolve the company’s marketing and commercial practices by focusing less on pushing product to retail clients and more on branding to end consumers to pull watches from... View Details
      Keywords: Technos; Watch; Wristwatch; Ecommerce; Online Shopping; Distribution; Website; Marketing; Brazil; Latin America; Branding; Trade; Marketplace; Brands and Branding; Marketing Strategy; Internet and the Web; E-commerce; Digital Marketing; Apparel and Accessories Industry; Brazil
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      Teixeira, Thales, Rohit Deshpandé, Ruth Costas, and Priscilla Zogbi. "Expanding Ecommerce at Technos." Harvard Business School Case 517-078, January 2017.
      • Article

      Are Online and Offline Prices Similar? Evidence from Large Multi-Channel Retailers

      By: Alberto Cavallo
      Online prices are increasingly used for measurement and research applications, yet little is known about their relation to prices in physical stores, where most retail transactions occur. I conduct the first large-scale comparison of prices simultaneously collected... View Details
      Keywords: Online Prices; Offline Prices; Multi-channel Retailers; Price; Internet and the Web; Measurement and Metrics; Retail Industry
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      Cavallo, Alberto. "Are Online and Offline Prices Similar? Evidence from Large Multi-Channel Retailers." American Economic Review 107, no. 1 (January 2017): 283–303.
      • January–February 2017
      • Article

      The Truth about Blockchain

      By: Marco Iansiti and Karim R. Lakhani
      Contracts, transactions, and records of them provide critical structure in our economic system, but they haven’t kept up with the world’s digital transformation. They’re like rush-hour gridlock trapping a Formula 1 race car. Blockchain promises to solve this problem.... View Details
      Keywords: Technological Innovation; Technology Adoption; Information Management; Information Technology Industry
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      Iansiti, Marco, and Karim R. Lakhani. "The Truth about Blockchain." Harvard Business Review 95, no. 1 (January–February 2017): 118–127.
      • December 2016
      • Case

      thredUP: Think Secondhand First

      By: Thomas Eisenmann, Allison Ciechanover and Jeff Huizinga
      In the fall of 2016, the management team at thredUP, the largest U.S. online retailer of second hand clothing, is deciding whether to expand into international markets. Over the past 12 months the 7-year-old startup, which had raised over $130 million in venture... View Details
      Keywords: Scaling Start-ups; International Expansion; Online Consignment; Apparel; Internet and the Web; Expansion; Entrepreneurship; Global Strategy; Business Startups; E-commerce; Apparel and Accessories Industry; Retail Industry; San Francisco
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      Eisenmann, Thomas, Allison Ciechanover, and Jeff Huizinga. "thredUP: Think Secondhand First." Harvard Business School Case 817-083, December 2016.
      • November 2016 (Revised December 2016)
      • Case

      Anthology: Pivoting the Business Model

      By: Shikhar Ghosh and Christopher Payton
      In July 2014, after 18 months and eight unsuccessful product launches, the CEO of Yabbly has agreed to sell his company to a larger, well-funded startup, providing a return of capital for his investors and a home for his team. Two weeks prior to the scheduled closing,... View Details
      Keywords: Mergers & Acquisitions; Business Model; Business Plan; Business Startups; Entrepreneurship; Innovation Strategy; Mobile and Wireless Technology; Internet and the Web; Mergers and Acquisitions; Business Exit or Shutdown; Fairness; Valuation; Technology Industry; Consumer Products Industry; North America; United States; Seattle
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      Ghosh, Shikhar, and Christopher Payton. "Anthology: Pivoting the Business Model." Harvard Business School Case 817-066, November 2016. (Revised December 2016.)
      • November 2016
      • Case

      ShotSpotter

      By: Mitchell Weiss and Sarah McAra
      SST, Inc. offered a subscription-based gunfire detection service, ShotSpotter Flex, to cities across the United States in addition to a few abroad. Over its 20-year history, SST had mostly honed a reliable business-to-government sales model, and the company had been... View Details
      Keywords: ShotSpotter; SST; Internet Of Things; IoT; Smart Cities; Public Entrepreneurship; Enterprise Sales; Scaling And Growth; Government; Public Sector; Innovation; Ralph Clark; Entrepreneurship; Sales; Innovation and Invention; Public Administration Industry; California; United States
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      Weiss, Mitchell, and Sarah McAra. "ShotSpotter." Harvard Business School Case 817-034, November 2016.
      • October 2016 (Revised January 2020)
      • Case

      All Traffic Solutions

      By: Rajiv Lal and Scott F. Johnson
      All Traffic Solutions traditionally sold traffic signs that collected vehicle data to cities. In recent years, the firm connected their signs to the internet and began selling software that enabled cities to operate their signs remotely and collect data in a more... View Details
      Keywords: IoT; Internet Of Things; Smart Connected Products; All Traffic Solutions; Traffic; Internet and the Web; Information Technology; Digital Platforms; Information Infrastructure; Applications and Software; Transportation; Mobile and Wireless Technology; Manufacturing Industry; Technology Industry; Information Technology Industry; United States
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      Lal, Rajiv, and Scott F. Johnson. "All Traffic Solutions." Harvard Business School Case 517-011, October 2016. (Revised January 2020.)
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