Publications
Publications
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- All HBS Web
(5,806)
- Faculty Publications (1,921)
- January 2021 (Revised March 2021)
- Case
Juno (A): Leveraging Student Power
By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power... View Details
Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements and Arrangements; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Deal; Negotiation Offer; Negotiation Types; Financial Services Industry; Financial Services Industry; North and Central America; United States; Massachusetts; Boston
- January 2021 (Revised March 2021)
- Supplement
Juno (B): Leveraging Student Power
By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
In March 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to pitch banks in anticipation of their annual auction while negotiating directly with private lender Eager. Responses from the majority of private lenders—including Juno’s 2019 partner—were not... View Details
Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Negotiation Deal; Negotiation Offer; Negotiation Participants; Negotiation Process; Negotiation Types; Financial Services Industry; Financial Services Industry; North and Central America; United States; Massachusetts; Boston
- January 2021 (Revised March 2021)
- Supplement
Juno (C): Leveraging Student Power
By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021... View Details
Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements and Arrangements; Negotiation Deal; Negotiation Offer; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Types; Financial Services Industry; Financial Services Industry; North and Central America; United States; Massachusetts; Boston
- January 2021
- Case
Anodot: Autonomous Business Monitoring
By: Antonio Moreno and Danielle Golan
Autonomous business monitoring platform Anodot leveraged machine learning to provide real-time alerts regarding business anomalies. Anodot’s solution was used in various industries in order to primarily monitor business health, such as revenue and payments, product... View Details
- January 2021 (Revised March 2022)
- Teaching Note
Ureed.com: The Marketplace for Language
This case explores the growth of Ureed, an online marketplace for translation services that is powered by a workforce consisting of remote freelancers who are based in the United Arab Emirates. Nour Al Hassan, the founder and CEO faced the challenge of how best to... View Details
- January 2021 (Revised March 2021)
- Case
THE YES: Reimagining the Future of E-Commerce with Artificial Intelligence (AI)
By: Jill Avery, Ayelet Israeli and Emma von Maur
THE YES, a multi-brand shopping app launched in May 2020 offered a new type of buying experience for women’s fashion, driven by a sophisticated algorithm that used data science and machine learning to create and deliver a personalized store for every shopper, based on... View Details
Keywords: Data; Data Analytics; Artificial Intelligence; AI; AI Algorithms; AI Creativity; Fashion; Retail; Retail Analytics; E-Commerce Strategy; Platform; Platforms; Big Data; Preference Elicitation; Preference Prediction; Predictive Analytics; App Development; ＂Marketing Analytics＂; Advertising; Mobile App; Mobile Marketing; Apparel; Online Advertising; Referral Rewards; Referrals; Female Ceo; Female Entrepreneur; Female Protagonist; Analytics and Data Science; Analysis; Creativity; Marketing Strategy; Brands and Branding; Consumer Behavior; Demand and Consumers; Forecasting and Prediction; Marketing Channels; Digital Marketing; Internet and the Web; Mobile and Wireless Technology; AI and Machine Learning; E-commerce; Digital Platforms; Apparel and Accessories Industry; Apparel and Accessories Industry; Apparel and Accessories Industry; Apparel and Accessories Industry; United States
- January 2021
- Case
mPharma (A)
By: Rembrand Koning, John D. Macomber, Pippa Tubman Armerding and Wale Lawal
mPharma pioneered electronic prescriptions in Ghana, and aimed to increase drug affordability and accessibility in Africa, but the company remained unprofitable. Following investor concerns about mPharma's business, CEO Gregory Rockson considered alternative business... View Details
Keywords: Strategy; Entrepreneurship; Acquisition; Health; Business Model; Health Industry; Technology Industry; Ghana
- January 2021
- Supplement
mPharma (B)
By: Rembrand Koning, John D. Macomber, Pippa Tubman Armerding and Wale Lawal
mPharma pioneered electronic prescriptions in Ghana, and aimed to increase drug affordability and accessibility in Africa, but the company remained unprofitable. Following investor concerns about mPharma's business, CEO Gregory Rockson considered alternative business... View Details
Keywords: Strategy; Health; Entrepreneurship; Business Model; Health Industry; Technology Industry; Ghana
- January 2021 (Revised October 2021)
- Case
eToro: Building the World's Largest Social Trading Network
By: Elie Ofek and Danielle Golan
Social trading platform eToro was preparing for the launch of its expanded offering in the U.S. The company faced critical decisions regarding product-market fit, go-to-market strategy, positioning and monetization. Moreover, it faced the challenge of how best to make... View Details
- January 2021 (Revised May 2021)
- Case
Amazon Shopper Panel: Paying Customers for Their Data
By: Eva Ascarza and Ayelet Israeli
This case introduces a new Amazon program that has consumers upload their receipts from transactions outside of Amazon, in exchange for money. Through the discussion, the case aims to explore issues in customers’ privacy in the digital age, the value of customers’ own... View Details
Keywords: Data Analytics; Data Privacy; Data Management; ＂Marketing Analytics＂; Marketing Communication; Marketing Research; Data-driven Management; E-Commerce Strategy; Ethical Decision Making; CRM; Consumer Protection; Targeted Advertising; Targeted Policies; Data Ownership; Marketing; Research; Marketing Communications; Analytics and Data Science; Management; Customer Relationship Management; Ethics; E-commerce; Retail Industry; Technology Industry; United States
- January 2021
- Case
Egon Zehnder: Beyond Search?
By: Ashish Nanda and Margaret Cross
In 2019, Egon Zehnder chair Jill Ader and CEO Edilson Camara faced a critical question: how should the global executive search firm approach its burgeoning advisory service offering? Since 2003, the firm’s advisory practice had grown as a conglomeration of grassroots... View Details
- January 2021 (Revised March 2022)
- Case
Arçelik: From a Dealer Network to an Omnichannel Experience
By: Ayelet Israeli and Fares Khrais
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
Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Digital Platforms; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
- January 2021
- Case
Digital Transformation 2.0: CEO Elie Girard at Atos
By: Tsedal Neeley and James Barnett
Elie Girard has taken the helm as CEO of Atos—multinational IT giant—to lead the company into the next era of digital transformation. Noticing that customers’ digital needs were evolving to become even more specialized and global in scope, he made a bold first step as... View Details
- January 2021 (Revised March 2021)
- Case
Jumia's Path to Profitability
By: Ramon Casadesus-Masanell, Pippa Tubman Armerding and Gamze Yucaoglu
The case opens in September 2019 as Sacha Poignonnec and Jeremy Hodara, co-founders and co-CEOs of Jumia, the leading Pan-African e-commerce platform, are contemplating the company’s path to profitability in the aftermath of a fragile investor sentiment, as the company... View Details
Keywords: Retail; Business Models; Business Model; Business Startups; Emerging Markets; For-Profit Firms; Strategy; Digital Platforms; Information Technology; Technology Adoption; Value Creation; Globalization; Entrepreneurship; Competition; Expansion; Logistics; Profit; Resource Allocation; Diversification; Corporate Strategy; Retail Industry; Technology Industry; Africa
- January 2021 (Revised February 2021)
- Case
Tech with a Side of Pizza: How Domino's Rose to the Top
By: Boris Groysberg, Sarah L. Abbott and Susan Seligson
After hitting an all-time low in 2008, Domino’s Pizza underwent a vigorous rebranding, product development, and embraced innovative technologies to become the world’s leading international fast-food retailer. Domino’s considered itself as much a tech company as it was... View Details
Keywords: Digital Marketing; Digital Technology; Innovation; Scaling; Data Analytics; Turnaround; Technological Innovation; Information Technology; Strategy; Management; Marketing; Operations; Human Resources; Entrepreneurship; Change Management; Analysis; Performance; Customers; Growth and Development; Competitive Advantage; Employees; Training; Leadership Development; Food and Beverage Industry; Food and Beverage Industry; United States
- December 2020
- Case
Urban Company
Urban Company is an India-based market platform that helps customers book home services and at home beauty services. The company differentiated itself by investing heavily in building customer trust. Rather than merely positioning itself as a lead generating... View Details
- December 2020
- Case
VIA Science (A)
By: Juan Alcácer, Rembrand Koning, Annelena Lobb and Kerry Herman
Via (a) captures the early days of the data analytics startup as founders Gounden and Ravanis considered which markets offer the right opportunities for their firm and what kinds of experiments will help them narrow their choice. Supplement Via (b) reveals the... View Details
- December 2020
- Supplement
VIA Science (B)
By: Juan Alcácer, Rembrand Koning, Annelena Lobb and Kerry Herman
Via (a) captures the early days of the data analytics startup as founders Gounden and Ravanis considered which markets offer the right opportunities for their firm and what kinds of experiments will help them narrow their choice. Supplement Via (b) reveals the... View Details
- December 2020 (Revised December 2021)
- Case
Komatsu and Smart Construction
By: Rajiv Lal, David J. Collis and Akiko Saito
Komatsu, Japan's leading construction equipment manufacturer, is considering investing in a digital platform "Smart Construction" that will digitise the entire work process on a construction site, allowing for substantial reductions in cost and time while improving... View Details
- December 2020 (Revised May 2021)
- Case
Riverstone
By: David E. Bell and Natalie Kindred
In 2020, Luke Minion and the leadership team at Riverstone, a hog producer founded in 2013 in Shandong, China, were evaluating Riverstone’s strategy as it rebounded from outbreaks of African Swine Fever (ASF) in two of its three farm complexes. Riverstone was a joint... View Details
Keywords: Strategy; Globalization; Cross-Cultural and Cross-Border Issues; Animal-Based Agribusiness; Consumer Behavior; Demand and Consumers; Disruption; Risk and Uncertainty; Risk Management; Agriculture and Agribusiness Industry; Agriculture and Agribusiness Industry; Agriculture and Agribusiness Industry; United States; China