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  • 21 May 2007
  • Research & Ideas

Fixing the Marketing-CEO Disconnect

competitors' scores are increasing faster it should be a cause for alarm. Acquisition rates may be robust, but if old customers are abandoning ship as fast as new ones are coming on board, strong View Details
Keywords: by Sean Silverthorne
  • 21 Nov 2016
  • Research & Ideas

It Matters That Your CEO Doesn't Know Much About Sales

more specialists are needed to stay up to date with functional best practices. The problem that this influx of specialists creates, Cespedes says, is that fewer senior executives are responsible for integrating activities across the multiple activities that determine... View Details
Keywords: by Michael Blanding
  • 05 Sep 2006
  • First Look

First Look: September 5, 2006

significantly more on upfront marketing than non-pioneers. Contrary to expectations, however, firms in markets that exhibited increasing returns did not spend more on their early customer acquisition efforts... View Details
Keywords: Sean Silverthorne
  • 21 Jul 2015
  • First Look

First Look: July 21, 2015

downstream (to customer industries) and that there is a tight relationship between the direct impact of a shock and the magnitudes of the downstream and the upstream indirect effects. We then investigate the short-run propagation of four... View Details
Keywords: Sean Silverthorne
  • December 1997 (Revised May 1998)
  • Case

CUC and HFS: Corporate Identity for a "Merger of Equals"

By: Stephen A. Greyser and Robert J. Crawford
In the wake of a major $20 billion market capitalization "merger of equals," two large consumer service firms must determine a new name for the new entity. Neither CUC nor HFS is well known among consumers. The CUC Services (e.g., shopping, travel, credit card... View Details
Keywords: Mergers and Acquisitions; Capital; Brands and Branding; Identity; Customization and Personalization; Value; Service Industry
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  • August 2021
  • Case

Livongo: Scaling a Purpose-Driven Organization in Healthcare

By: Ranjay Gulati, Aseem Shukla and Reva Nohria
When seasoned entrepreneur Glen Tullman founded the chronic health care startup Livongo in 2014, it was personal. His son lived with diabetes, and Tullman knew firsthand how taxing it could be to manage such an unrelenting disease. Livongo set out to empower people... View Details
Keywords: Healthcare Industry; Scaling; Telehealth; Health Care and Treatment; Small Business; Internet and the Web; Customer Focus and Relationships; Growth and Development Strategy; Opportunities; Mergers and Acquisitions; Health Industry
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  • 17 Jun 2008
  • First Look

First Look: June 17, 2008

http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=208108 Radiohead: Music at Your Own Price (A) Harvard Business School Case 508-110 In October 2007, the British band Radiohead caused a stir when it announced it would allow View Details
Keywords: Martha Lagace
  • 07 Oct 2008
  • First Look

First Look: October 7, 2008

online grocer to address this question. In general, we find that as the delay between order completion and delivery increases, grocery customers spend less, order a higher percentage of "should" items (e.g., vegetables), and... View Details
Keywords: Martha Lagace
  • 05 Sep 2012
  • First Look

First Look: September 5

with a request for proposal, the company's largest customer performs a routine evaluation and ranks PV Technologies third behind two key competitors. The director of sales and marketing must weigh the possible consequences of the report... View Details
Keywords: Sean Silverthorne
  • February 2021 (Revised March 2021)
  • Case

AptDeco: Circular Economy Furniture Marketplace

By: Ayelet Israeli and Jamie Merkrebs
AptDeco, a used furniture marketplace, was growing rapidly in the tri-state area. The co-founders were confident that the business model, financial position, and unit economics positioned AptDeco for scaling in the massive $120 billion furniture market, despite its... View Details
Keywords: E-Commerce Strategy; Mobile; Word-of-Mouth; Word-of-mouth Marketing; Word Of Mouth; Internet Marketing; Growth Strategy; Platform; Platforms; Two Sided Markets; Two-sided Market; Two-sided Marketplace; Two-Sided Markets; Two-sided Network; Black Entrepreneurs; Black Leadership; African Americans; Circular; Peer-to-peer Markets; Furniture Industry; Furniture; Growth Hacking; Monetization Strategy; African-American Protagonist; Growth Management; Marketing Strategy; Entrepreneurship; Digital Platforms; Marketing Channels; Digital Marketing; Consumer Behavior; Acquisition; Growth and Development Strategy; Customer Focus and Relationships; E-commerce; Retail Industry; Consumer Products Industry; Technology Industry; Web Services Industry; United States; North America; New York (city, NY); New York (state, US)
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  • August 1999 (Revised January 2002)
  • Case

Brita Products Company, The

By: John A. Deighton
Clorox's Brita skillfully exploits a tide of water safety concerns, growing a home water (filtration) business from inception to a 15% U.S. household penetration in ten years. The dilemma in the case arises as the period of increasing returns seems to be drawing to a... View Details
Keywords: Customer Value and Value Chain; Acquisition; Retention; Safety; Natural Environment; Emerging Markets; Investment Return; Equity; Demand and Consumers; United States
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  • 16 Nov 2010
  • Lessons from the Classroom

Data.gov: Matching Government Data with Rapid Innovation

Bureau, the Centers for Disease Control, the Environmental Protection Agency, and the Department of Interior, without focusing on specific "customer" needs. One executive observed, "What customers do is up to the... View Details
Keywords: by Martha Lagace; Technology
  • 21 Jan 2009
  • First Look

First Look: January 21, 2009

paper: http://www.hbs.edu/research/pdf/08-012.pdf   Cases & Course MaterialsArrow Electronics—The Apollo Acquisition Harvard Business School Case 607-007 Having already made 10 acquisitions of... View Details
Keywords: Martha Lagace
  • June 2009
  • Teaching Note

COFCO Xinjiang Tunhe Co., Ltd. (TN)

By: David E. Bell, Sarah Morton and Mary Louise Shelman
Teaching Note for [508079]. View Details
Keywords: Mergers and Acquisitions; Customer Focus and Relationships; Goals and Objectives; Quality; Price; Competitive Strategy; Contracts; Supply and Industry; Business or Company Management; Problems and Challenges; Safety; Cost Management; Food and Beverage Industry; Agriculture and Agribusiness Industry; China
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  • 25 Apr 2017
  • First Look

First Look at New Research, April 25

be aware of the range of powerful, dynamic, and often conflicting forces shaping the emerging competitive environment. The globalization of markets, the increasing homogeneity of customer needs worldwide, the impact of the digital... View Details
Keywords: Sean Silverthorne
  • 09 Jun 2003
  • Research & Ideas

Around the World of Entrepreneurial Ventures

complexity that is astonishing, said Sahlman. The International Context According to Kuemmerle, there is one central question guiding his IEF research: how do entrepreneurial managers, and those who finance them, make sensible resource View Details
Keywords: by Martha Lagace
  • 04 Dec 2000
  • What Do You Think?

Have We Overdone Deregulation and Privatization?

consumers were that deregulation: (1) unleashes the power of a self-correcting free market (Jeff Struck), giving customers services at prices they are willing to pay and quality levels that they are willing to pay for (at least in the... View Details
Keywords: by James Heskett
  • May 2008 (Revised September 2014)
  • Teaching Note

TD Canada Trust (A), (B), and (C)

By: Dennis Campbell
Keywords: Performance Evaluation; Banks and Banking; Mergers and Acquisitions; Customer Focus and Relationships; Profit; Balanced Scorecard; Service Delivery; Announcements; Compensation and Benefits; Canada
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  • February 2022
  • Teaching Note

AptDeco: Circular Economy Furniture Marketplace

By: Ayelet Israeli
Teaching Note for HBS Case No. 521-069. AptDeco, a used furniture marketplace, was growing rapidly in the tri-state area. The co-founders were confident that the business model, financial position, and unit economics positioned AptDeco for scaling in the massive $120... View Details
Keywords: E-Commerce Strategy; Mobile; Word-of-Mouth; Word Of Mouth; Word-of-mouth Marketing; Internet Marketing; Growth Strategy; Platform; Platforms; Two Sided Markets; Two-sided Market; Two-sided Marketplace; Two-Sided Markets; Two-sided Network; Black Entrepreneurs; Black Leadership; African Americans; African-American Protagonist; Circular; Peer-to-peer Markets; Furniture Industry; Growth Hacking; Monetization Strategy; Growth Management; Marketing Strategy; Entrepreneurship; Digital Platforms; Marketing Channels; Digital Marketing; Consumer Behavior; Acquisition; Retention; Growth and Development Strategy; Customer Focus and Relationships; Expansion; Brands and Branding; E-commerce; Retail Industry; Consumer Products Industry; Technology Industry; Web Services Industry; United States; North America; New York (city, NY); New York (state, US)
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  • 19 Jan 2011
  • First Look

First Look: Jan. 18

710-464 In January 2010 Mark Pincus is deciding how to double the number of Zynga games' players to 500 million without sacrificing profitability. These ambitious growth plans required changes to product, corporate strategy, and customer... View Details
Keywords: Sean Silverthorne

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