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July–August 2023
Article

Demand Learning and Pricing for Varying Assortments

By: Kris Ferreira and Emily Mower

Problem Definition: We consider the problem of demand learning and pricing for retailers who offer assortments of substitutable products that change frequently, e.g., due to limited inventory, perishable or time-sensitive products, or the retailer’s desire to... View Details

Keywords: Experiments; Pricing And Revenue Management; Retailing; Demand Estimation; Pricing Algorithm; Marketing; Price; Demand and Consumers; Mathematical Methods

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August 2012 (Revised June 2013)
Case

Paul Thomson: Walker Insurance

By: Michael Roberts, Jim Sharpe and Sonia Nagala Change

Having just acquired Walker Insurance, Paul Thomson finds himself short of funds to support his original turnaround plan. He can request additional cash from his investor group, hunker down and grow at a slower rate or consider a proposal to buy his business. He has... View Details

Keywords: Crisis Management; Acquisitions; Search Funds; Entrepreneurial Management; Entrepreneurs; Insurance; Turnarounds; Boards Of Directors; Sales Force Management; Entrepreneurship; Insurance Industry; Florida

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

November 2018 (Revised January 2022)
Case

JUUL and the Vaping Revolution

By: Michael W. Toffel, John Masko and Sarah Mehta

In late 2019, San Francisco-based electronic cigarette (e-cigarette) maker JUUL Labs (pronounced “jewel”) faced intense pressure. Sales of JUUL products exceeded $1 billion in 2018, dominating the e-cigarette category. While JUUL Labs’ stated goal was to help current... View Details

2007
Other Unpublished Work

Effects of Inventory on Demand for Rentals in the Home Video Market

By: Ioannis Ioannou, Julie Mortimer and Richard Mortimer

Retailer inventory decisions can greatly influence observed demand for a product by affecting, among other things, product availability (stock-outs) and product visibility in the store. These inventory decisions are affected by numerous factors including vertical... View Details

Keywords: Decisions; Demand and Consumers; Supply Chain Management; Competition; Contracts; Entertainment and Recreation Industry; United States

January 2016
Case

Acxiom

By: John Deighton

Acxiom built the market for personal data, yet sales have been flat for a decade during which marketing's appetite for data has exploded. Will the acquisition of a digital data onboarder LiveRamp give marketers what they want from a data broker? View Details

Keywords: Big Data; Direct Marketing; Personal Data; Privacy; Digital Marketing; Retargeting; Rights; Analytics and Data Science; Ethics; Marketing; United States

18 Sep 2017
Research & Ideas

'Likes' Lead to Nothing—and Other Hard-Learned Lessons of Social Media Marketing

Advertising Symbiosis: The Key to Viral Videos The Revolution in Advertising: From Don Draper to Big Data Why Comparing Apples to Apples Online Leads To More Fruitful Sales What do you think? What big flops View Details

Keywords: by Dina Gerdeman; Advertising; Technology

27 Aug 2013
Working Paper Summaries

The Impact of Patent Wars on Firm Strategy: Evidence from the Global Smartphone Market

Keywords: by Yongwook Paik & Feng Zhu; Legal Services

October 2013 (Revised August 2016)
Case

NOWaccount

By: Ramana Nanda, William A. Sahlman and Lauren Barley

It was September 2013, and NOWaccount Network Corporation (NOW®) co-founders John Hayes and Lara Hodgson were putting the final touches on the presentation deck for their annual shareholders' meeting. Along with co-founder Stacey Abrams, the pair had designed NOW's... View Details

Keywords: Entrepreneurial Finance; Finance; Entrepreneurship

January 2018 (Revised October 2019)
Case

Christie's and Leonardo da Vinci's Salvator Mundi: The Value of a Brand

A 16th century Renaissance masterpiece, missing for 137 years, believed by many to have been destroyed and then rediscovered less than a decade ago, becomes the most expensive painting ever sold, all the while surrounded by controversy. Did the buyer of Leonardo da... View Details

April 2021
Teaching Note

Wuxi Lead Intelligent Equipment Co., Ltd.

By: John R. Wells and Benjamin Weinstock

Within 20 years of launch, entrepreneur Wang Yanquing had built Wuxi Lead into the world’s largest manufacturer of equipment for manufacturing capacitors, lithium-ion batteries, and fuel cells.
The first big choice an entrepreneur faces is what sector to... View Details

Keywords: Lithium-ion Batteries; Industry Dynamics; Entrepreneurial Journey; Entrepreneurship; Markets; Strategy; Decision Making; Manufacturing Industry; China

04 Apr 2000
Research & Ideas

The Right Way to Restructure Conglomerates in Emerging Markets

handle. It also poses practical problems. For instance, how easy is it to estimate a reliable breakup value for a business group in the middle of a fire sale and in the absence of a well-developed View Details

Keywords: by Tarun Khanna & Krishna Palepu

15 May 2013
Research & Ideas

From McRibs to Maseratis: The Power of Scarcity Marketing

ground pork patty with barbecue sauce, onions, and pickles. Although pork supplies are steady, the McRib has been continually taken off the market and reintroduced—always for a... View Details

Keywords: Re: Michael I. Norton

Research Summary

Markets, Information, and Efficiency

Professor Meulbroeks market efficiency research focuses on the closely related questions of whether markets properly reflect information that affects a firm's value, and in turn how stock prices influence managerial behavior. In this area, she studies why some firms... View Details

March 2015 (Revised September 2016)
Case

Terrapin Laboratory

By: Richard G. Hamermesh and Joseph B. Fuller

Describes the formation and rapid growth of a drug testing company. The company needs to decide whether to enter the painkiller testing market, in addition to growing its drug treatment center business. The associated teaching materials provide students the opportunity... View Details

Keywords: Business Growth; Entrepreneurial Management; Entrepreneurship; Growth Strategy; Market Entry; Venture Capital; Growth Management; Expansion; Financing and Loans; Health Care and Treatment; Health Testing and Trials; Business Startups; Pharmaceutical Industry; Health Industry

May 2013
Supplement

Elasto Therm: The Next Step

This is the spreadsheet supplement for case ElastoTherm: The Next Step(813030). This contains the electronic copy of exhibits 1 and 2. View Details

Keywords: Entrepreneurial Management; Entrepreneurs; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Sales Force Management; Acquisitions; Work/family Balance; Family-owned Business; Entrepreneurship; Growth and Development Strategy; Expansion; Work-Life Balance; Manufacturing Industry; Rubber Industry; United States

July 2022
Teaching Note

Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience

By: Ayelet Israeli, Fares Khrais and Menna Hassan

Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details

June 2005
Case

Growth and Profitability at Fresenius

By: Joel Podolny, Vincent Dessain, Monika Stachowiak and Anders Sjoman

In March 2005, Mark Schneider, CEO of Fresenius, is considering the group's strategic and organizational future. The highly decentralized 7 billion euro German health care group is active in three different business units, with the largest, FMC AG, listed separately... View Details

Keywords: Globalized Firms and Management; Diversification; Organizational Structure; Growth and Development Strategy; Health Industry; Germany

July 2020
Case

Amanda and Kristen: Mented Cosmetics

By: Steven Rogers, Jeffrey J. Bussgang and Alterrell Mills

The co-founders (Black HBS alumnae) of an e-commerce beauty startup explore the unmet needs within the beauty industry. This case study examines the entrepreneurial opportunities that come from identifying an underserved market, specifically within the Black community... View Details

September 2019
Teaching Note

Boxed

By: Laura Huang and Andy Wu

Boxed.com (“Boxed”) is an ambitious e-commerce retailer start-up, founded by visionary CEO Chieh Huang in 2013. From starting in Huang’s garage in 2013, to winning Emerging E-Retailer of the Year in 2016, to having 4 operational distribution centers in 2018, Boxed used... View Details

Keywords: Entrepreneurial Management; Business Startups; Leadership; Strategy; Success; E-commerce; Retail Industry

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