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2017
Chapter

Marketing Models for the Customer-Centric Firm

By: Eva Ascarza, Peter S. Fader and Bruce G.S. Hardie

A customer-centric firm takes the view that there are three key drivers of (organic) growth and overall profitability: Customer acquisition, customer retention, and customer development (i.e., increasing the value of each existing customer (per unit of time) while they... View Details

Keywords: Customer Value and Value Chain; Customer Focus and Relationships

June 2017
Article

The Political Economy of Financial Innovation: Evidence from Local Governments

By: Christophe Pérignon and Boris Vallée

We examine the toxic loans sold by investment banks to local governments. Using proprietary data, we show that politicians strategically use these products to increase chances of being re-elected. Consistent with greater incentives to hide the cost of debt, toxic loans... View Details

Keywords: Financial Innovation; Political Elections; Financing and Loans; Innovation and Invention

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May 2017
Teaching Note

The Container Store

By: Tatiana Sandino and Kyle Thomas

“The Container Store” teaching note describes how the case can be taught to MBA or executive education students who are interested in developing a strong culture, implementing strategy, and managing growth. The authors wrote the case for teaching MBA courses such as... View Details

Keywords: Retail Chains; Growing Organization; Culture; Organizational Culture; Management Systems; Business Strategy; Growth and Development Strategy; Employee Relationship Management; Retail Industry

May 2017
Teaching Note

Hilti Fleet Management (A) and (B)

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer

These notes are meant to accompany Hilti Fleet Management (A): Turning a Successful Business Model on Its Head (717-427) and Hilti Fleet Management (B): Towards a New Business Model (717-465).
This case explores the introduction of fleet management in the... View Details

May 2017 (Revised September 2018)
Case

Hilti Fleet Management (A): Turning a Successful Business Model on Its Head

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer

This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers’ needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new... View Details

May 2017 (Revised September 2018)
Supplement

Hilti Fleet Management (B): Towards a New Business Model

By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer

The (B) case tackles the implementation and scaling process of fleet management over the years. Finally, the case explores current challenges facing the BMI. View Details

May 2017
Article

Psychologically Informed Implementations of Sugary-Drink Portion Limits

By: Leslie John, Grant Donnelly and Christina Roberto

In 2012, the New York City Board of Health prohibited restaurants from selling sugary drinks in containers larger than 16 ounces. Although a state court ruled that the Board of Health did not have the authority to implement such a policy, it remains a legally viable... View Details

Keywords: Nutrition; Governing Rules, Regulations, and Reforms; Public Administration Industry; Food and Beverage Industry; New York (city, NY)

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May 2017
Other Article

Stepwise Distributed Open Innovation Contests for Software Development: Acceleration of Genome-Wide Association Analysis

By: Andrew Hill, Po-Ru Loh, Ragu B. Bharadwaj, Pascal Pons, Jingbo Shang, Eva C. Guinan, Karim R. Lakhani, Iain Kilty and Scott Jelinsky

BACKGROUND: The association of differing genotypes with disease-related phenotypic traits offers great potential to both help identify new therapeutic targets and support stratification of patients who would gain the greatest benefit from specific drug classes.... View Details

Keywords: Crowdsourcing; Genome-wide Association Study; Logistic Regression; Open Innovation; PLINK; Collaborative Innovation and Invention

April 2017
Case

The Future of Patent Examination at the USPTO

By: Prithwiraj Choudhury, Tarun Khanna and Sarah Mehta

The U.S. Patent and Trademark Office (USPTO) is the federal government agency responsible for evaluating and granting patents and trademarks. In 2015, the USPTO employed approximately 8,000 patent examiners who granted nearly 300,000 patents to inventors. As of April... View Details

Keywords: Machine Learning; Telework; Collaborating With Unions; Human Resources; Recruitment; Retention; Intellectual Property; Copyright; Patents; Trademarks; Knowledge Sharing; Technology Adoption; Organizational Change and Adaptation; Performance Productivity; Performance Improvement; District of Columbia

April 2017
Teaching Note

DoubleDutch

By: Frank Cespedes

This Teaching Note accompanies HBS No. 815-044 “DoubleDutch” in which the co-founders of the event management start-up, DoubleDutch, have to make a significant decision about their young company's sales function. The teaching note covers: Opportunity analysis,... View Details

Keywords: Sales Management; Selling; Marketing Management; Strategy Implementation; Business Marketing; Salesforce Management; Marketing; Sales; Marketing Strategy; Strategy; Entrepreneurship; Business Startups; Technology Industry; United States; Europe; Asia

April 2017 (Revised February 2020)
Case

Restructuring Ukraine

By: Kristin Mugford, Seema Amble and Tian Feng

In June 2015, Ukraine found itself struggling with a volatile and devalued currency, dramatically diminished foreign reserves, and a projected financing shortfall of $40 billion. Ukraine’s new government sought to return the nation to stability following political... View Details

Keywords: Exchange Rates; Politics; Macroeconomics; Financial Crisis; Insolvency and Bankruptcy; Restructuring; Economy; Currency Exchange Rate; Banks and Banking; Economic Slowdown and Stagnation; Bonds; Sovereign Finance; Capital Markets; Credit; Debt Securities; Financial Liquidity; Financial Markets; Government and Politics; Ukraine

2017
Book

Global Marketing Management: A Casebook

By: John A. Quelch

During the last quarter century, international business was shaken by a revolution in global competition unlike any previously experienced. As companies move through the twenty-first century, they need to be aware of the range of powerful, dynamic, and often... View Details

Keywords: Marketing; Management; Globalization; Competitive Strategy

April 2017
Article

The New Look of Deal Protection

By: Guhan Subramanian and Fernán Restrepo

Deal protection in mergers and acquisitions (M&A) evolves in response to Delaware case law and the business goals of acquirers and targets. We construct a new sample of M&A deals from 2003 to 2015 to identify four such areas of evolution in current transactional... View Details

Keywords: Mergers and Acquisitions; Practice

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March 2017 (Revised May 2017)
Teaching Note

The Strategy Execution Series

By: Robert Simons and Jennifer Packard

This is the teaching note for the 15-module Strategy Execution series. New management tools and techniques are needed to implement strategy in the 21st century. Rapid innovation, entrepreneurial competitors, and increasingly demanding customers have radically altered... View Details

Keywords: Management Control Systems; Implementing Strategy; Strategy Execution; Performance Measurement; Profit Planning; Organization Design; Profitable Growth; Management Attention; Organizational Conflict; Job Design; Business Strategy; Management Systems; Entrepreneurship; Competition; Organizational Design; Performance Evaluation; Management Analysis, Tools, and Techniques

2017
Working Paper

Minimizing Justified Envy in School Choice: The Design of New Orleans' OneApp

By: Atila Abdulkadiroglu, Yeon-Koo Che, Parag A. Pathak, Alvin E. Roth and Oliver Tercieux

In 2012, New Orleans Recovery School District (RSD) became the first U.S. district to unify charter and traditional public school admissions in a single-offer assignment mechanism known as OneApp. The RSD also became the first district to use a mechanism based on Top... View Details

Keywords: Education; Decision Choices and Conditions; Marketplace Matching; Mathematical Methods; Design

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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January 2017 (Revised August 2017)
Case

Mexico's Energy Reform

By: Richard H.K. Vietor and Haviland Sheldahl-Thomason

Energy—both petroleum and electricity—had been terribly managed for decades in Mexico. The two national monopolies—PEMEX and CFE—were inefficient, overstaffed, corrupt, rife with subsidies, and losing money. Finally, in 2012, President Enrique Peña Nieto announced his... View Details

Keywords: Energy; Governing Rules, Regulations, and Reforms; Performance Improvement; Energy Industry; Mexico

January 2017
Case

Exotic Interest Rate Swaps: Snowballs in Portugal

By: Boris Vallee, Patrick Augustin and Philippe Rich

This case explores a complex swap transaction implemented by Metro do Porto in 2007. It represents an opportunity to study fixed income derivative instruments, such as plain-vanilla swaps and structured swaps, as well as understand the opportunities and challenges of... View Details

Keywords: Swaps; Public Finance; Structured Finance; Credit Derivatives and Swaps; Public Sector; Transportation Industry; Rail Industry; Portugal

December 2016
Module Note

Strategy Execution Module 10: Using the Job Design Optimization Tool to Build Effective Organizations

By: Robert Simons

This module reading provides directions for using the online Job Design Optimization Tool (JDOT) which is available free of charge from Harvard Business School Publishing at https://cb.hbsp.harvard.edu/cbmp/resources/marketing/multimedia/JDOT/index.html. This tool can... View Details

Keywords: Management Control Systems; Implementing Strategy; Execution; Span Of Control; Span Of Accountability; Performance Measurement; Job Design; Organization Design; Strategy; Entrepreneurship

December 2016 (Revised May 2018)
Module Note

Strategy Execution Module 15: Using the Levers of Control to Implement Strategy

By: Robert Simons

This module reading pulls together key concepts and techniques from the Strategy Execution series into an integrated model—the levers of control. The four levers are: (1) belief systems, (2) boundary systems, (3) diagnostic control systems, and (4) interactive control... View Details

Keywords: Management Control Systems; Implementing Strategy; Execution; Levers Of Control; Balancing Innovation And Control; Managing Growing Businesses; Turn Around Management; Human Behavior; Organizational Life Cycle; Strategy; Management Systems; Performance; Measurement and Metrics; Management Analysis, Tools, and Techniques; Behavior

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