Publications

04 Jan 2021
Working Paper Summaries

The Twofold Effect of Customer Retention in Freemium Settings

Keywords: by Eva Ascarza, Oded Netzer, and Julian Runge; Video Game; Video Game

22 Jul 2002
Research & Ideas

Is Performance-Based Pricing the Right Price for You?

game between buyer and seller in which one's gain is the other's loss. Pricing is at the center of this part. But, there is a second, win-win part of most buyer-seller relationships, including almost all business-to-business... View Details

Keywords: by Benson Shapiro; Manufacturing

18 Jan 2022
Research & Ideas

How Eliminating Non-Competes Could Reshape Tech

opportunities that their previous employers may have failed in or overlooked. Imagine how the last year might have been for all of us if Eric Yuan—formerly an executive at Cisco WebEx—was unable to go on to launch Zoom Video... View Details

Keywords: by Kristen Senz; Technology

05 Jun 2007
First Look

First Look: June 5, 2007

strategies for extracting it. Not surprisingly, when a rival comes along with a friendlier alternative, customers defect. Adversarial value-extracting strategies are common in such industries as cell phone service, retail banking, and... View Details

Keywords: Martha Lagace

January 1994 (Revised April 1995)
Case

Judo Economics

The early 1990s saw a new wave of start-ups in the U.S. airline business. One entrant, Kiwi International Air Lines, took to the skies in September 1992 with a strategy of attracting small-business travelers looking to save money but lacking the flexibility to book in... View Details

Keywords: Market Entry and Exit; Competitive Advantage; Business Startups; Air Transportation Industry; Air Transportation Industry

June 2020
Supplement

TransDigm in 2017: Congressional Hearing on the DoD Inspector General’s Report (5/15/19)

By: Benjamin C. Esty

This video accompanies the case, “TransDigm in 2017: The Beginning of the End or the End of the Beginning?” View Details

June 2013
Supplement

AME Learning Inc. (Video Supplement)

By: Jim Sharpe

This is the Video Supplement for AME Learning, Inc., HBS Case #810065. View Details

Keywords: Entrepreneurial Management; Entrepreneurs; Angels; Angel Investors; Growth Planning And Management; Growth Strategy; Family Businesses; Family-owned Business; Careers; Venture Capital; Entrepreneurship; Personal Development and Career; Family and Family Relationships; Family Business; Publishing Industry; Publishing Industry; Canada; United States

November 1983 (Revised June 1994)
Case

Controls at the Sands Hotel and Casino

Describes the controls used in the casino over the blackjack game and cash stocks, and movements of cash. Also describes the results measures available in the casino and their limitations for control purposes. View Details

Keywords: Management Systems; Accounting; Entertainment and Recreation Industry; United States

September 2008 (Revised May 2010)
Supplement

GE's Imagination Breakthrough: The EVO Project

By: Christopher A. Bartlett, Brian J. Hall and Nicole Bennett

This video features interviews with case protagonists John Dineen, Brett Begole, and Pierre Compte expressing their views on the decision framed by the case. In a second part of the tape the protagonists describe what they decided to do. A third segment features John... View Details

Keywords: Communication Strategy; Decision Choices and Conditions; Innovation and Management; Leading Change; Growth and Development Strategy; Outcome or Result; Green Technology Industry

March 2024
Teaching Note

'Storrowed': A Generative AI Exercise

By: Mitchell Weiss

Teaching Note for HBS Exercise No. 824-188. “Storrowed” is an exercise to help participants raise their proficiency with generative AI. It begins by highlighting a problem: trucks getting wedged underneath bridges in Boston, Massachusetts on the city’s Storrow Drive.... View Details

Keywords: AI and Machine Learning; Entrepreneurship; Innovation and Invention; Government Administration; Transportation Industry; Transportation Industry

May 2011
Supplement

TSA: An Overview

By: Michel Anteby

Video of Federal Security Director at Logan Airport and Deputy Assistant Federal Security Director discussing TSA operations. View Details

Keywords: Air Transportation; Operations; Safety; Business and Government Relations; Air Transportation Industry; Boston

November 1981 (Revised December 1992)
Case

Gotham Giants

The owner of a professional baseball team is trying to figure out if promotions are having an effect on ticket sales, and if televising games is hurting attendance. He considers renegotiating the television contract. View Details

Keywords: Marketing Strategy; Sports; Television Entertainment; Sports Industry

August 2001 (Revised March 2008)
Case

NerveWire, Inc.

By: Nitin Nohria and Anthony Mayo

NerveWire, a management consulting and systems integration provider based in Newton, MA, was closing in on its second anniversary. In the beginning days of NerveWire, the major challenge was recruiting--finding the right people who embodied its values and business... View Details

Keywords: Values and Beliefs; Leadership; Mission and Purpose; Behavior; Internet; Newton

10 Nov 2009
First Look

First Look: Nov. 10

http://hbr.harvardbusiness.org/2009/11/is-it-fair-to-blame-fair-value-accounting-for-the-financial-crisis/ar/1 Cases & Course MaterialsDigital Chocolate Linda A. Hill and Alison Berkley WagonfeldHarvard Business School Case 410-049 Trip Hawkins founded Digital... View Details

Keywords: Martha Lagace

Research Summary

Research Questions

By: Anita Elberse

One overarching question drives my research: What are effective marketing strategies for managers in creative industries?

I focus on three sub-questions:

How can managers in creative industries effectively manage products and product... View Details

January 2020 (Revised July 2020)
Supplement

MoviePass: The 'Get Big Fast' Strategy

By: Benjamin C. Esty and Daniel Fisher

In August 2017, MoviePass dramatically lowered its subscription price from $50 per month to just $10 for up to one movie per day. The idea was to rapidly scale the business to the point where they could generate incremental revenue streams form related businesses... View Details

November 2013 (Revised June 2014)
Case

E-Cigarettes: Marketing Versus Public Health

By: John A. Quelch and Margaret L. Rodriguez

Electronic cigarettes (e-cigarettes) were heralded by some as a healthcare game changer, enabling smokers to switch to a new product which carried lower risk of cancer. However, there were concerns about the public health risk of e-cigarettes, particularly the chance... View Details

Keywords: Public Health; Tobacco; Smoking; Cigarettes; Electronic Cigarettes; Cancer; Lung; Lorillard; Philip Morris; Safety; Technological Innovation; Conflict of Interests; Market Entry and Exit; Marketing; Health; Advertising; Consumer Products Industry; Consumer Products Industry

April 1996 (Revised August 2005)
Case

Jedi Bank

By: William J. Poorvu and John H. Vogel Jr.

Major Insurance Co. is a $15 billion insurance company that is an active, multi-family mortgage leader. This case is part of a negotiation game simulation that also includes Sunshine Villas, Silver Lane Apartments, and Jason Bosworth. View Details

Keywords: Mortgages; Interest Rates; Financing and Loans; Property; Negotiation Tactics; Management; Real Estate Industry; Real Estate Industry