Publications
Publications
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(6,699)
- Faculty Publications (943)
- November 2016 (Revised April 2017)
- Case
Basecamp: Pricing
By: Frank Cespedes and Robb Fitzsimmons
A data analyst at Basecamp is evaluating the results of pricing research and its potential implications for the venture’s latest version of its project management software product. View Details
Keywords: Pricing; Entrepreneurial Management; Data Analysis; Marketing; Customer Acquisition; Customer Retention; Value Proposition; Sales Management; Product Management; Market Research; Life Time Value; Testing; Entrepreneurship; Analytics and Data Science; Customers; Value; Sales; Product Marketing; United States
- October 2016 (Revised November 2016)
- Case
DO & CO: Gourmet Entertainment
By: Juan Alcácer and Esel Çekin
This case is about a global catering, restaurant, and hospitality company, DO & CO, growing geographically with its existing businesses while also adding new brands to its portfolio. The company had $1 billion in revenues in 2015 from its three divisions: airline... View Details
Keywords: Strategy; International Expansion; Operational Constraints; Three-dimensional Growth; Value-added Approach; Brand Acquisition; Airline Catering; Airline Industry; Event Catering; Hospitality; Profitable Growth; Team Management; Competition; Talent and Talent Management; Corporate Strategy; Operations; Brands and Branding; Value Creation; Globalized Firms and Management; Expansion; Acquisition; Growth and Development Strategy; Food and Beverage Industry; Air Transportation Industry; Service Industry
- October 2016
- Case
Turkasset: Bringing Customer-Centricity to Debt Collection
By: Dennis Campbell and Gamze Yucaoglu
In December 2014, in preparation for the year-end board presentation, Hilmi Guvenal (PMD 1993), shareholder and CEO of Turkasset, and Ilker Yoney, COO, sat down to discuss Turkasset’s five- and ten-year strategic plans. Since taking leadership of the company in 2009,... View Details
Keywords: Customer Satisfaction; Customer Experience; Customer Service; Customer-centric; Emerging Market; Customer Focus; Employee Empowerment; Employee Engagement; Employee Training; Staffing; Operations Management; Quality Management; Service Management; Service Quality; Continuous Improvement; Turkasset; Collections Agency; NPL; Call Center; Financial Services; Borrowing and Debt; Customer Focus and Relationships; Organizational Culture; Operations; Management; Service Operations; Quality; Competitive Advantage; Cost vs Benefits; Financial Services Industry; Turkey
- 2016
- Book
The Content Trap: A Strategist's Guide to Digital Change
By: Bharat Anand
Companies everywhere face two major challenges today: getting noticed and getting paid. To confront these obstacles, I examine a range of businesses around the world, from Chinese Internet giant Tencent to Scandinavian digital trailblazer Schibsted, from The New... View Details
- September 2016
- Case
Partners Group: Ain't No Mountain High Enough
By: Nori Gerardo Lietz and Ricardo Andrade
Partners Group (PG), a Swiss-based PE manager, initiated a series of strategic shifts and evolved from a predominately fund-of-funds manager into a large, multi-asset class PE firm focused on direct investments. PG was the first PE firm to go public in 2006. A number... View Details
- September 2016 (Revised July 2017)
- Case
Transferring Knowledge Between Projects at NASA JPL (A)
By: Dorothy Leonard and Christopher Myers
The Jet Propulsion Laboratory, a federally funded research institution within NASA, the U.S. National Aeronautics and Space Administration, has played a large role in many space and planetary explorations, particularly to the planet Mars. As a project-based... View Details
- September 2016 (Revised February 2017)
- Case
Angie's List: Ratings Pioneer Turns 20
By: Robert J. Dolan and Ayelet Israeli
In 1995, before people “googled” or “yelped,” Angela Hicks (HBS, 2000) was establishing her Angie’s List as a pioneer in the accumulation and dissemination of consumer rating information. Hicks focused on the home repair and maintenance market and, as she put it,... View Details
Keywords: Pricing; Pricing Strategy; Services; Product Line Management; Growth; Conjoint Analysis; Market Research; Freemium; Growth Strategy; Two Sided Markets; Ecommerce; Platform; Platform Business; Platform Businesses; Platform Strategy; Platforms; Platforms And Ecosystems; Business Model; Internet and the Web; Business Growth and Maturation; Growth and Development Strategy; Price; Strategy; Digital Platforms; E-commerce; Service Industry; United States
- September 2016
- Article
Do Display Ads Influence Search?: Attribution and Dynamics in Online Advertising
By: Pavel Kireyev, Koen Pauwels and Sunil Gupta
As firms increasingly rely on online media to acquire consumers, marketing managers feel comfortable justifying higher online marketing spending by referring to online metrics such as click-through rate (CTR) and cost per acquisition (CPA). However, these standard... View Details
- Article
What Do Private Equity Firms Say They Do?
By: Paul A. Gompers, Steven N. Kaplan and Vladimir Mukharlyamov
We survey 79 private equity investors with combined assets under management (AUM) of over $750 billion about their practices in firm valuation, capital structure, governance, and value creation. Investors rely primarily on internal rate of return (IRR) and multiples to... View Details
- August 2016
- Supplement
CEO Succession at Cisco (C): Chuck Robbins' First 100 Days
By: Boris Groysberg, J. Yo-Jud Cheng and Annelena Lobb
Supplements the (A) case (417-031).
This case supplement describes new CEO Chuck Robbins’ earliest days after being announced as Cisco’s new chief executive. During this time, Robbins focused on building a leadership team featuring people with complementary skills... View Details
- August 2016 (Revised July 2017)
- Case
Diageo and Mey Icki: Turkish Delight or Turkish Hangover?
By: Dante Roscini and Gamze Yucaoglu
In September 2013, two years after its $2.1 billion acquisition of Mey Icki Sanayi ve Ticaret AS (Mey Icki), the principal spirits company in Turkey specializing in the local beverage, raki, Diageo, the world’s leading premium drinks company, was concerned about new... View Details
- Article
Time, Money, and Happiness
By: Cassie Mogilner and Michael I. Norton
We highlight recent research examining how people should manage their most precious resources—time and money—to maximize their happiness. Contrary to people’s intuitions, happiness may be less contingent on the sheer amount of each resource available and more on how... View Details
- July 2016
- Case
Spotify
By: Anita Elberse and Alexandre de Pfyffer
In November 2014, Spotify's chief content officer Ken Parks learns that record label Big Machine Records has requested the immediate removal of superstar artist Taylor Swift's entire catalogue from Spotify's music streaming service. Is it time for Spotify to reconsider... View Details
Keywords: Entertainment; Marketing; Superstar; Music; Entertainment Marketing; Media; Digital Technology; Creative Industries; Product Portfolio Management; General Management; Management; Strategy; Internet and the Web; Open Source Distribution; Creativity; Music Entertainment; Product Marketing; Music Industry
- 2016
- Working Paper
The Empirical Economics of Online Attention
By: Andre Boik, Shane Greenstein and Jeffrey Prince
In several markets, firms compete not for consumer expenditure but instead for consumer attention. We model and characterize how households allocate their scarce attention in arguably the largest market for attention: the Internet. Our characterization of household... View Details
- June 2016
- Case
Duff & Phelps: Scaling an Entrepreneurial Venture (A)
By: Lynda M. Applegate and David Lane
Having teamed up to launch their own financial services business, Noah Gottdiener and Jacob Silverman soon discover a venerable brand and viable business in an established bank subsidiary. They then work for many months to acquire the business as a platform for... View Details
- June 2016 (Revised May 2017)
- Case
FANUC Corporation: Reassessing the Firm's Governance and Financial Policies
By: Benjamin C. Esty, Nobuo Sato and Akiko Kanno
In February 2015, Daniel Loeb (a U.S.–based activist investor) announced his firm had a large investment in FANUC Corporation, a leading producer of industrial robots and software for machine tools. Loeb was demanding that the Japanese firm change its financial and... View Details
Keywords: Hedge Funds; Economic Policy; Investments; Government Policy; Deregulation; Financial Management; Valuation; Investment Funds; Policy; Corporate Governance; Macroeconomics; Investment Activism; Change Management; Financial Strategy; Cross-Cultural and Cross-Border Issues; Japan; United States
- June 2016
- Supplement
FANUC Corporation: Reassessing the Firm's Governance and Financial Policies Spreadsheet Supplement
By: Benjamin C. Esty and Akiko Kanno
In February 2015, Daniel Loeb (a US-based activist investor) announced his firm had a large investment in FANUC Corporation, a leading producer of industrial robots and software for machine tools. Loeb was demanding that the Japanese firm change its financial and... View Details
- June 2016
- Article
Managing the High Intensity Workplace: An 'Always Available' Culture Breeds a Variety of Dysfunctional Behaviors
By: Erin M. Reid and Lakshmi Ramarajan
People today are under intense pressure to be “ideal workers”—totally committed to their jobs and always on call. But after interviewing hundreds of professionals in many fields, the authors have concluded that selfless dedication to work is often unnecessary and... View Details
- 2016
- Working Paper
Operations in the On-Demand Economy: Staffing Services with Self-Scheduling Capacity
By: Itai Gurvich, Martin Lariviere and Antonio Moreno
Motivated by recent innovations in service delivery such as ride-sharing services and work-from-home call centers, we study capacity management when workers self-schedule. Our service provider chooses capacity to maximize its profit (revenue from served customers minus... View Details
- May 2016
- Case
OPET: Precision Marketing in Uncertain Times
By: Rajiv Lal, Esel Çekin and Eren Kuzucu
During Timucin Guler’s decade at OPET, a prominent fuel distributor in Turkey, he transformed the definition of marketing in the company. Under Guler’s lead, OPET, once a local player in the downstream distribution market, became the second largest fuel distributor in... View Details