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      • Faculty Publications  (483)

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      • April 2010 (Revised May 2017)
      • Case

      Tremblant Capital Group

      By: Robin Greenwood
      Brett Barakett, CEO and founder of Tremblant Capital Group, a New York–based hedge fund, must decide what to do with his fund's position in Green Mountain Coffee Roasters, which has dropped in value by more than 40% in recent months. Tremblant is a hedge fund that... View Details
      Keywords: Business Earnings; Behavioral Finance; Stocks; Investment Funds; Consumer Behavior; Competitive Advantage; Financial Services Industry; New York (city, NY)
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      Greenwood, Robin. "Tremblant Capital Group." Harvard Business School Case 210-071, April 2010. (Revised May 2017.)
      • April 2010 (Revised October 2010)
      • Case

      Vale: Global Expansion in the Challenging World of Mining

      By: Tarun Khanna, Aldo Musacchio and Ricardo Reisen de Pinho
      In 2009 the management of Vale, a Brazilian diversified mining company and the largest iron ore producer in the world, was under pressure from at least two fronts. First, the emergence of China as the most important consumer of iron ore in the last few years had... View Details
      Keywords: Financial Crisis; Investment; Global Strategy; Risk Management; Market Entry and Exit; Business and Government Relations; Competitive Strategy; Mining Industry; Brazil
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      Khanna, Tarun, Aldo Musacchio, and Ricardo Reisen de Pinho. "Vale: Global Expansion in the Challenging World of Mining." Harvard Business School Case 710-054, April 2010. (Revised October 2010.)
      • April 2010
      • Case

      Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug

      By: John A. Quelch and Heather Beckham
      Metabical is a new weight loss drug from Cambridge Sciences Pharmaceuticals intended for moderately overweight individuals. In anticipation of final FDA approval, the senior director of marketing, Barbara Printup, prepares for the product launch and must make several... View Details
      Keywords: Return On Investment; Forecasting; Pricing Policies; Demand Planning; Marketing Strategy; Price; Consumer Behavior; Investment Return; Forecasting and Prediction; Product Launch; Planning; Brands and Branding; Pharmaceutical Industry
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      Quelch, John A., and Heather Beckham. "Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug." Harvard Business School Brief Case 104-183, April 2010.
      • April 2010
      • Supplement

      Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug, Faculty Spreadsheet (Brief Case)

      By: John A. Quelch and Heather Beckham
      Keywords: Return On Investment; Forecasting; Pricing Policies; Demand Planning; Demand and Consumers; Price; Forecasting and Prediction; Investment Return
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      Quelch, John A., and Heather Beckham. "Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug, Faculty Spreadsheet (Brief Case)." Harvard Business School Spreadsheet Supplement 104-187, April 2010.
      • April 2010
      • Supplement

      Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug, Spreadsheet Supplement (Brief Case)

      By: John A. Quelch and Heather Beckham
      Keywords: Return On Investment; Forecasting; Pricing Policies; Demand Planning; Demand and Consumers; Price; Forecasting and Prediction; Investment Return
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      Quelch, John A., and Heather Beckham. "Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug, Spreadsheet Supplement (Brief Case)." Harvard Business School Spreadsheet Supplement 104-186, April 2010.
      • April 2010 (Revised November 2011)
      • Case

      Soren Chemical: Why Is the New Swimming Pool Product Sinking?

      By: V. Kasturi Rangan and Sunru Yong
      Topics include distribution channels, pricing, and new product marketing. Jen Moritz, the marketing manager for Soren Chemical Co. is struggling with the poor sales performance of Coracle, a new clarifier for residential swimming pools. The performance is puzzling... View Details
      Keywords: Marketing Mix; New Product Marketing; Pricing; Branding; Price; Marketing Strategy; Marketing Channels; Product Launch; Brands and Branding; Communication Strategy; Chemical Industry
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      Rangan, V. Kasturi, and Sunru Yong. "Soren Chemical: Why Is the New Swimming Pool Product Sinking?" Harvard Business School Brief Case 104-188, April 2010. (Revised November 2011.)
      • March 2010 (Revised December 2010)
      • Case

      The Market for Prisoners: Business, Crime and Punishment in the "American Dream"

      By: Rafael M. Di Tella and Laura Winig
      In 2010, Corrections Corporation of America (CCA), the largest private prison operator in the U.S., was considering expansion options. The company's largest customers, federal and state governments, were under economic pressure to reduce the incarceration rate and... View Details
      Keywords: For-Profit Firms; Crime and Corruption; Profit; Law Enforcement; Growth and Development Strategy; Demand and Consumers; Business and Government Relations; Competitive Strategy; Expansion; United States
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      Di Tella, Rafael M., and Laura Winig. The Market for Prisoners: Business, Crime and Punishment in the "American Dream". Harvard Business School Case 710-042, March 2010. (Revised December 2010.)
      • March 2010 (Revised November 2010)
      • Case

      Pandora Radio: Fire Unprofitable Customers?

      By: Willy C. Shih and Halle Alicia Tecco
      Pandora Radio is at a crossroads. Founder Tim Westergren has just been told by a well known VC to get rid of his unprofitable customers in order to get his costs down, but Westergren is not sure that such actions are consistent with his company's business model.... View Details
      Keywords: Business Model; Customer Satisfaction; Music Entertainment; Venture Capital; Profit; Growth and Development Strategy; Consumer Behavior; Internet; Media and Broadcasting Industry
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      Shih, Willy C., and Halle Alicia Tecco. "Pandora Radio: Fire Unprofitable Customers?" Harvard Business School Case 610-077, March 2010. (Revised November 2010.)
      • February 2010 (Revised March 2010)
      • Supplement

      Leading Change at Simmons (E)

      By: Amy C. Edmondson and Susan Thyne
      This case updates the “Leading Change at Simmons” series by examining Simmons' increasing debt under the ownership of Thomas H. Lee, a private equity firm. Charlie Eitel, the former CEO, wonders what the company's, and his, legacy will be after declaring bankruptcy... View Details
      Keywords: Borrowing and Debt; Private Equity; Insolvency and Bankruptcy; Leading Change; Operations; Organizational Change and Adaptation; Organizational Culture; Ownership; Performance Improvement; Consumer Products Industry
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      Edmondson, Amy C., and Susan Thyne. "Leading Change at Simmons (E)." Harvard Business School Supplement 610-061, February 2010. (Revised March 2010.)
      • February 2010
      • Case

      Shurgard Self-Storage: Expansion to Europe (Abridged)

      By: Richard G. Hamermesh
      Shurgard, a U.S.-based firm that rents storage facilities to consumers and small businesses, is considering financing options for rapid expansion of its European operations. Five years after entering Europe, Shurgard Europe has opened 17 facilities in Belgium, France,... View Details
      Keywords: Business Model; Business Growth and Maturation; Multinational Firms and Management; Logistics; Corporate Entrepreneurship; Trade; Equity; Corporate Finance; United States; Europe
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      Hamermesh, Richard G. "Shurgard Self-Storage: Expansion to Europe (Abridged)." Harvard Business School Case 810-102, February 2010.
      • February 2010 (Revised June 2022)
      • Case

      Dollarama Inc.

      By: Andre F. Perold
      Dollarama is the leading operator of dollar stores in Canada. The firm performed extraordinarily well after a leveraged buyout in 2004 and recently executed a highly successful IPO. The company sources its goods primarily from Asia. It has strong brand recognition and... View Details
      Keywords: Price; Growth and Development Strategy; Product Positioning; Supply Chain; Competitive Advantage; Valuation; Consumer Products Industry; Consumer Products Industry; Canada
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      Perold, Andre F. "Dollarama Inc." Harvard Business School Case 210-041, February 2010. (Revised June 2022.)
      • February 2010 (Revised October 2010)
      • Case

      YouTube: Time to Charge Users?

      By: Anita Elberse and Sunil Gupta
      In January 2010, YouTube, the world's largest online video aggregator, was still seeking to become profitable. Was the time right for Google, YouTube's parent company, to charge users seeking to upload content, as some analysts had suggested—and if so, who should be... View Details
      Keywords: Digital Marketing; Business Model; Cost; Profit; Revenue; Consumer Behavior; Internet and the Web; Motion Pictures and Video Industry
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      Elberse, Anita, and Sunil Gupta. "YouTube: Time to Charge Users?" Harvard Business School Case 510-053, February 2010. (Revised October 2010.)
      • 2010
      • Other Unpublished Work

      God, Government and Outsiders: The Influence of Religious Beliefs on Depositor Behavior in an Emerging Market.

      By: Ayesha K. Khan and Tarun Khanna
      This paper provides evidence that religious beliefs can have a significant impact on individual financial choices. Using proprietary panel data on the distribution of bank deposits across all commercial banks in Pakistan over a 33-month period, I find that Islamic... View Details
      Keywords: Decision Choices and Conditions; Commercial Banking; Cross-Cultural and Cross-Border Issues; Consumer Behavior; Emerging Markets; Religion; Banking Industry; Pakistan
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      Khan, Ayesha K., and Tarun Khanna. "God, Government and Outsiders: The Influence of Religious Beliefs on Depositor Behavior in an Emerging Market." February 2010.
      • January 2010
      • Background Note

      In the Spotlight: The Market for Iron Ore

      By: Aldo Musacchio, Tarun Khanna and Jenna Bernhardson
      This note discusses the structure and functioning of the market for iron ore. This market has traditionally functioned using a benchmark pricing mechanism, in which large steel mills in Japan (now in China) negotiate the benchmark price with the largest of the big... View Details
      Keywords: Industry Structures; Mining; Price; Valuation; Business Strategy; Demand and Consumers; Business and Government Relations; Mining Industry; China
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      Musacchio, Aldo, Tarun Khanna, and Jenna Bernhardson. "In the Spotlight: The Market for Iron Ore." Harvard Business School Background Note 710-049, January 2010.
      • Article

      The Cost Structure, Customer Profitability, and Retention Implications of Self-Service Distribution Channels: Evidence from Customer Behavior in an Online Banking Channel

      By: Dennis Campbell and Frances X. Frei
      This paper uses the context of online banking to investigate the consequences of employing self-service distribution channels to alter customer interactions with the firm. Using a sample of retail banking customers observed over a 30-month period at a large U.S. bank,... View Details
      Keywords: Cost; Service Operations; Distribution Channels; Consumer Behavior; Internet and the Web; Banks and Banking; Technology Adoption; Service Delivery; Market Transactions; Market Participation; Profit; Retail Industry; Banking Industry; United States
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      Campbell, Dennis, and Frances X. Frei. "The Cost Structure, Customer Profitability, and Retention Implications of Self-Service Distribution Channels: Evidence from Customer Behavior in an Online Banking Channel." Management Science 56, no. 1 (January 2010): 4–24. (Lead Article.)
      • 2010
      • Chapter

      The Impact of Employer Matching on Savings Plan Participation under Automatic Enrollment

      By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
      Existing research has documented the large impact that automatic enrollment has on savings plan participation. All the companies examined in these studies, however, have combined automatic enrollment with an employer match. This raises a question about how effective... View Details
      Keywords: Motivation and Incentives; Consumer Behavior; Personal Finance; Investment Funds; Microeconomics; Compensation and Benefits
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      Beshears, John, James J. Choi, David Laibson, and Brigitte C. Madrian. "The Impact of Employer Matching on Savings Plan Participation under Automatic Enrollment." In Research Findings in the Economics of Aging, edited by David A. Wise, 311–327. Chicago: University of Chicago Press, 2010.
      • December 2009 (Revised September 2014)
      • Case

      TD Canada Trust

      By: Dennis Campbell and Brent Kazan
      The case illustrates the role of performance measurement and analytics in translating TD-Canada Trust's service model of "comfortable banking" into operational terms. In 2000, in a banking market where consumers and regulators were typically hostile to mergers and... View Details
      Keywords: Mergers and Acquisitions; Customer Focus and Relationships; Customer Satisfaction; Commercial Banking; Profit; Balanced Scorecard; Organizational Change and Adaptation; Banking Industry; Canada
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      Campbell, Dennis, and Brent Kazan. "TD Canada Trust." Harvard Business School Case 110-049, December 2009. (Revised September 2014.)
      • November 2009 (Revised March 2013)
      • Case

      PureCircle

      By: David E. Bell and Aldo Sesia
      In December 2008, the U.S. Food and Drug Administration (FDA) determined that high-purity Rebaudioside A (Reb A), a natural and calorie-free product that a young company named PureCircle manufactured from the Stevia plant, could be used in beverages, foods, and as a... View Details
      Keywords: Customer Relationship Management; Investment; Globalization; Leadership; Risk Management; Product Launch; Production; Performance Productivity; Business and Shareholder Relations; Food and Beverage Industry; United States
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      Bell, David E., and Aldo Sesia. "PureCircle." Harvard Business School Case 510-032, November 2009. (Revised March 2013.)
      • November 2009 (Revised March 2011)
      • Case

      New York Life and Immediate Annuities

      By: Julio J. Rotemberg and John T. Gourville
      By positioning Immediate Annuities as "guaranteed lifetime income," New York Life has built itself a $1.4 billion per year business by 2009. However, to make Immediate Annuities a mainstream financial product for retirees, New York Life must understand why many... View Details
      Keywords: Insurance; Personal Finance; Product Marketing; Consumer Behavior; Retirement; Salesforce Management; Insurance Industry
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      Rotemberg, Julio J., and John T. Gourville. "New York Life and Immediate Annuities." Harvard Business School Case 510-040, November 2009. (Revised March 2011.)
      • September 2009 (Revised October 2010)
      • Case

      Elkay Plumbing Products Division

      By: Robert S. Kaplan
      The vice president of sales learns that the most profitable 1% of the division's customers generate 100% of profits, and that two of the division's largest customers lose 50% of profits. The division has just finished a project to install a time-driven activity-based... View Details
      Keywords: Activity Based Costing and Management; Profit; Management Systems; Consumer Products Industry; Consumer Products Industry
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      Kaplan, Robert S. "Elkay Plumbing Products Division." Harvard Business School Case 110-007, September 2009. (Revised October 2010.)
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