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  • All HBS Web  (11,696)
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  • May 2024
  • Background Note

Pricing Strategy and Channels of Distribution: Where Value Delivery and Value Capture Intersect

By: Elie Ofek
Channels of distribution are a critical component of a firm’s go-to-market strategy. A company may elect to sell its products directly to customers (DTC) without the assistance of any intermediaries or, alternatively, it may seek several channel partners to help it... View Details
Keywords: Price; Distribution Channels; Business Strategy; Markets
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Ofek, Elie. "Pricing Strategy and Channels of Distribution: Where Value Delivery and Value Capture Intersect." Harvard Business School Background Note 524-093, May 2024.
  • December 2018 (Revised June 2021)
  • Case

Bulb 2015: Foundation

By: John R. Wells and Benjamin Weinstock
In late August 2015, Amit Gudka and Hayden Wood, co-founders of Bulb, Ltd (Bulb), were ready to offer affordable renewable energy to the United Kingdom’s 27 million households. They hoped to capitalize on the hundreds of thousands of customers switching their energy... View Details
Keywords: Green Energy; Start-up; Launch; Customer Acquisition; Customer Churn; Customer Engagement; Electricity; Resources; Growth Strategy; B-Corp; Entrepreneurial Journey; Entrepreneurial Management; Start-ups; Renewable Energy; Business Startups; Business Plan; Business Model; Working Capital; Customers; Growth and Development Strategy; United Kingdom
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Wells, John R., and Benjamin Weinstock. "Bulb 2015: Foundation." Harvard Business School Case 719-440, December 2018. (Revised June 2021.)
  • March 2018
  • Article

In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions

By: Eva Ascarza, Scott A. Neslin, Oded Netzer, Zachery Anderson, Peter S. Fader, Sunil Gupta, Bruce Hardie, Aurelie Lemmens, Barak Libai, David T. Neal, Foster Provost and Rom Schrift
In today’s turbulent business environment, customer retention presents a significant challenge for many service companies. Academics have generated a large body of research that addresses part of that challenge—with a particular focus on predicting customer churn.... View Details
Keywords: Customer Retention; Churn; Customer Relationship Management; Measurement and Metrics
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Ascarza, Eva, Scott A. Neslin, Oded Netzer, Zachery Anderson, Peter S. Fader, Sunil Gupta, Bruce Hardie, Aurelie Lemmens, Barak Libai, David T. Neal, Foster Provost, and Rom Schrift. "In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions." Special Issue on 2016 Choice Symposium. Customer Needs and Solutions 5, nos. 1-2 (March 2018): 65–81.
  • 2014
  • Case

Meizhou Dongpo Restaurant Group

By: F. Warren McFarlan, Weiku Wu and Jia Guo
Since the establishment of the first Meizhou Dongpo Restaurant in Beijing in 1996, Wang Gang and his wife Liang Di have opened more than 100 chain restaurants in China and foreign countries, and set up the group headquarters, logistics center, R&D center and central... View Details
Keywords: Internationalization; Management; Standardization; Strategy; Restaurants; China; China
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McFarlan, F. Warren, Weiku Wu, and Jia Guo. "Meizhou Dongpo Restaurant Group." Tsinghua University Case, 2014.
  • July – August 2010
  • Article

Are You Ignoring Trends That Could Shake Up Your Business?

By: Elie Ofek and Luc Wathieu
Virtually all managers in consumer businesses recognize major social, economic, and technological trends. But many do not consider the profound ways in which trends--especially those that seem unrelated to their core markets--influence consumers' aspirations,... View Details
Keywords: Trends; Innovation and Invention; Knowledge Use and Leverage; Marketing Strategy; Consumer Behavior; Product Development
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Ofek, Elie, and Luc Wathieu. "Are You Ignoring Trends That Could Shake Up Your Business?" Harvard Business Review 88, nos. 7-8 (July–August 2010).

    Innovation Without Borders; Innovations, Summer 2007

    The willingness to connect with an external network is key in an environment where products and services are themselves increasingly inter-connected. We see trends in this direction for a variety of reasons, either because uses of multiple products are complementary... View Details

    • 19 Nov 2013
    • First Look

    First Look: November 19

    http://ssrn.com/abstract=2350805 Surfacing the Submerged State with Operational Transparency in Government Services By: Buell, Ryan W., and Michael I. Norton Abstract—As Americans' trust in government nears historic lows, frustration with... View Details
    Keywords: Sean Silverthorne
    • 17 Aug 2009
    • Research & Ideas

    Quantifying the Economic Impact of the Internet

    recent TNS study reported the leading activities of Internet users as: used a search engine to find information (81 percent); looked up the news (76 percent); used online banking (74 percent); looked up the weather (65 percent); researched a product or View Details
    Keywords: by John Quelch; Advertising; Publishing
    • 28 Feb 2023
    • Research & Ideas

    Can Apprenticeships Work in the US? Employers Seeking New Talent Pipelines Take Note

    were 19 percent more likely to finish if they had a dedicated supportive supervisor. Some fields work better. Students were also more likely to complete apprenticeships in the financial services and IT industries, as opposed to business... View Details
    Keywords: by Michael Blanding
    • March 2018 (Revised March 2018)
    • Teaching Note

    OpenInvest

    By: Boris Vallee and Caitlin Reimers Brumme
    Founded by a team of hedge fund and NGO alumni, OpenInvest launched its platform in 2015 to enable retail investors to tailor their portfolio to their personal values in an automated way, for instance by screening out weapon manufacturers stocks or overweighting LGBTQ... View Details
    Keywords: Socially Responsible Investing; Investing For Impact; Robo-advisors; Investment; Values and Beliefs; Customization and Personalization; Technology; Financial Services Industry
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    Vallee, Boris, and Caitlin Reimers Brumme. "OpenInvest." Harvard Business School Teaching Note 218-089, March 2018. (Revised March 2018.)
    • 26 Apr 2012
    • Working Paper Summaries

    What Makes a Critic Tick? Connected Authors and the Determinants of Book Reviews

    Keywords: by Loretti I. Dobrescu, Michael Luca & Alberto Motta; Information; Publishing
    • January–February 2025
    • Article

    Location-Specificity and Relocation Incentive Programs for Remote Workers

    By: Thomaz Teodorovicz, Prithwiraj Choudhury and Evan Starr
    The precipitous growth of remote work has given rise to a new phenomenon: the emergence of relocation incentive programs that localities use to compete for the physical presence of remote workers. Remote workers with high general human capital may create value for... View Details
    Keywords: Remote Work; Motivation and Incentives; Geographic Location; Talent and Talent Management; Human Capital; Tulsa
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    Teodorovicz, Thomaz, Prithwiraj Choudhury, and Evan Starr. "Location-Specificity and Relocation Incentive Programs for Remote Workers." Organization Science 36, no. 1 (January–February 2025): 186–212.
    • 2023
    • Working Paper

    Location-Specificity and Geographic Competition for Remote Workers

    By: Thomaz Teodorovicz, Prithwiraj Choudhury and Evan Starr
    The precipitous growth of remote work has given rise to a new phenomenon: geographic competition between localities for the physical presence of remote workers. Remote workers with high general human capital may create value for their new destinations and reverse net... View Details
    Keywords: Remote Work; Human Capital; Geographic Location; Civil Society or Community; Motivation and Incentives
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    Teodorovicz, Thomaz, Prithwiraj Choudhury, and Evan Starr. "Location-Specificity and Geographic Competition for Remote Workers." Harvard Business School Working Paper, No. 23-071, May 2023.
    • December 2018
    • Case

    First Utility Ltd.

    By: John R. Wells and Benjamin Weinstock
    At the end of 2017 First Utility Ltd. was the largest of the middle-tier domestic energy suppliers in the United Kingdom, serving 808,000 of the country’s 27 million households with electricity and gas. In Q1 2017 First Utility captured 3% market share. The company had... View Details
    Keywords: Rapid Growth Stage; Power/Energy; Energy Efficiency Standards; Energy; Competition; Diversification; Acquisition; Expansion; Growth Management; Energy Industry; United Kingdom
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    Wells, John R., and Benjamin Weinstock. "First Utility Ltd." Harvard Business School Case 719-425, December 2018.
    • Article

    When Talk Is "Free": The Effect of Tariff Structure on Usage Under Two- and Three-Part Tariffs

    By: Eva Ascarza, Anja Lambrecht and Naufel Vilcassim
    In many service industries, firms introduce three-part tariffs to replace or complement existing two-part tariffs. In contrast with two-part tariffs, three-part tariffs offer allowances, or “free” units of the service. Behavioral research suggests that the attributes... View Details
    Keywords: Pricing; Nonlinear Pricing; Discrete/continuous Choice Model; Three-part Tariffs; Free Products; Price; Consumer Behavior; Analysis; Learning; Risk and Uncertainty
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    Ascarza, Eva, Anja Lambrecht, and Naufel Vilcassim. When Talk Is "Free": The Effect of Tariff Structure on Usage Under Two- and Three-Part Tariffs. Journal of Marketing Research (JMR) 49, no. 6 (December 2012): 882–900.
    • 2011
    • Teaching Note

    Juner New Materials: On the Road to IPO (TN)

    By: F. Warren McFarlan, Donglin Xia, Ning Jia and Ziqian Zhao
    Juner New Materials (Juner) is a private China-based company that develops, produces, and distributes modified plastic compounds. Founded in 1995 by female serial entrepreneur Xiaomin Chen, Juner has exhibited strong performance and growth potential in the past fifteen... View Details
    Keywords: Emerging Markets; Entrepreneurship; Financial Statements; IPO; Valuation; Women Executives; China; Plastics; China
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    McFarlan, F. Warren, Donglin Xia, Ning Jia, and Ziqian Zhao. "Juner New Materials: On the Road to IPO (TN)." Tsinghua University Teaching Note, 2011.
    • February 2011
    • Case

    oDesk: Changing How the World Works

    By: Boris Groysberg, David A. Thomas and Jennifer M. Tydlaska
    It is 2010, and Gary Swart, CEO of oDesk, is contemplating the next steps for his organization. Founded in 2004 in California, oDesk operates an online marketplace which matches Employers with Contractors. oDesk provides fact-based information on Contractors, including... View Details
    Keywords: Recruitment; Leadership; Growth and Development Strategy; Digital Platforms; Marketplace Matching; Corporate Strategy; Internet and the Web; Consulting Industry
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    Groysberg, Boris, David A. Thomas, and Jennifer M. Tydlaska. "oDesk: Changing How the World Works." Harvard Business School Case 411-078, February 2011.
    • 2010
    • Working Paper

    Performance Tradeoffs in Team Knowledge Sourcing

    By: Bradley R. Staats, Melissa Valentine and Amy C. Edmondson
    This research examines how teams organize knowledge sourcing (obtaining access to others' knowledge or expertise) and investigates the performance trade-offs involved in two approaches to knowledge sourcing in teams. One approach a team can take is to specialize, such... View Details
    Keywords: Information Management; Knowledge Sharing; Knowledge Use and Leverage; Performance Efficiency; Performance Productivity; Quality; Groups and Teams; Information Technology Industry; India
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    Staats, Bradley R., Melissa Valentine, and Amy C. Edmondson. "Performance Tradeoffs in Team Knowledge Sourcing." Harvard Business School Working Paper, No. 11-031, September 2010. (Revised December 2010, May 2011, and October 2011.)
    • September 2008 (Revised June 2013)
    • Case

    Odyssey Healthcare

    By: Robert F. Higgins, Virginia Fuller and Umer Raffat
    In January 2001, Dick Burnham, CEO of Odyssey Healthcare, and Odyssey's Board of Directors were considering selling the hospice care company to a larger provider or making an initial public offering (IPO). With 38 hospice locations in 21 states, Odyssey had been... View Details
    Keywords: Liquidity; Venture Creation/development; Hospice; Venture Capital; Financial Liquidity; Business Exit or Shutdown; Business Growth and Maturation; Business Plan; Entrepreneurship; Health Industry; United States
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    Higgins, Robert F., Virginia Fuller, and Umer Raffat. "Odyssey Healthcare." Harvard Business School Case 809-052, September 2008. (Revised June 2013.)

      Digital Ubiquity: How Connections, Sensors, and Data Are Revolutionizing Business

      When Google bought Nest, a maker of digital thermostats, for $3.2 billion just a few months ago, it was a clear indication that digital transformation and connection are spreading across even the most traditional industrial segments and creating a staggering array... View Details

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