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  • February 2018 (Revised March 2019)
  • Case

Sandlands Vineyards

By: Benjamin C. Esty and Gregory Saldutte
Approximately 80% of the wineries in the U.S. break even or lose money. An even greater percentage lose money on an economic basis (i.e., after a charge for the cost of equity). Tegan Passalacqua is a successful, young, Californian winemaker who specializes in making... View Details
Keywords: Wine; Winery; Vineyard; Market Attractiveness; Porter's 5 Forces; Capital Investment; Industry Attractiveness; Performance Analysis; Agriculture; Entrepreneurship; Business Strategy; Competitive Strategy; Competitive Advantage; Vertical Integration; Segmentation; Food; Supply Chain; Industry Structures; Five Forces Framework; Retail Industry; Food and Beverage Industry; United States; California; Napa Valley
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  • Web

Geography of Care - Institute For Strategy And Competitiveness

more complex medical conditions and patient segments in order to access expertise, facilities and services to enable high-value care Rural and community hospitals can take on new roles through affiliation View Details
  • March 2019
  • Case

HOPI: Turkey's Shopping Companion

By: Sunil Gupta, Donald Ngwe and Gamze Yucaoglu
The case opens in 2017 as Onur Erbay, CEO of HOPI, a multi-vendor loyalty platform, is contemplating a critical decision. The case chronicles the origins of Boyner Group, the parent company of HOPI and a major retailer in Turkey, and development of retail and customer... View Details
Keywords: Loyalty Programs; Multi-vendor Platform; Retail; Big Data; Customer Relationship Management; Mobile and Wireless Technology; Business Model; Analytics and Data Science; Competitive Strategy; Decision Making; Applications and Software; Digital Platforms; Technology Industry; Retail Industry; Turkey
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  • 16 May 2013
  • HBS Seminar

Robert Gierkink, Chairman, Datalogix

  • 24 Apr 2023
  • HBS Case

What Does It Take to Build as Much Buzz as Booze? Inside the Epic Challenge of Cannabis-Infused Drinks

use bespoke strategies to navigate the splintered regulations. Are there ripe customer segments waiting to be tapped? Cann has prioritized larger marketing campaigns with the goal of raising overall awareness, but with mixed results.... View Details
Keywords: by Jay Fitzgerald; Consumer Products; Food & Beverage
  • 01 Mar 2024
  • News

Case Study: Testing the Waters

Illustration by Christina Spano Endurance training was nothing new to Lauren Picasso (MBA 2014), who’d raced through her younger years as a cross-country runner and swimmer. In 2017, when she was director of marketing at Jet.com and looking for a physical challenge,... View Details
Keywords: Jen McFarland Flint; Food and Beverage Stores; Retail Trade
  • Web

Research - Behavioral Finance & Financial Stability

Info Segmented Arbitrage By: Adi Sunderam , Emil Siriwardane & Jonathan Wallen NOV 2021 Financial intermediaries play a key role in determining asset prices. The authors use arbitrage activity in equity, fixed income, and foreign exchange... View Details
  • October 2016
  • Case

The Quiet Ascension of LA Fitness

By: John R. Wells and Gabriel Ellsworth
In 2016, LA Fitness was the largest chain of non-franchised fitness clubs in North America, operating 676 clubs, serving 4.9 million members, and generating revenues of over $1.9 billion. Founded by Chinyol Yi, Louis Welch, and Paul Norris in 1984, the privately held... View Details
Keywords: LA Fitness; Health Clubs; Fitness; Gyms; Chain; Exercise; Personal Training; Retention; Bally Total Fitness; 24 Hour Fitness; Planet Fitness; Buildings and Facilities; Acquisition; Business Growth and Maturation; Business Model; For-Profit Firms; Customers; Customer Focus and Relationships; Customer Satisfaction; Demographics; Age; Gender; Income; Residency; Borrowing and Debt; Capital; Capital Structure; Cash; Cash Flow; Cost; Private Equity; Financial Condition; Financial Liquidity; Financing and Loans; Investment Return; Price; Profit; Revenue; Geographic Location; Geographic Scope; Multinational Firms and Management; Business History; Employees; Recruitment; Selection and Staffing; Human Capital; Contracts; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Market Entry and Exit; Operations; Service Operations; Leasing; Private Ownership; Problems and Challenges; Sales; Salesforce Management; Situation or Environment; Opportunities; Sports; Strategy; Business Strategy; Competition; Competitive Strategy; Competitive Advantage; Corporate Strategy; Expansion; Segmentation; Information Technology; Mobile Technology; Technology Platform; Health Industry; United States; California; Los Angeles
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  • Web

Research - Private Capital Project

behind dollar... February 2023 Journal of Finance Disruption and Credit Markets By: Bo Becker and Victoria Ivashina We show that over the past half century innovative disruptions were central to understanding corporate defaults. In a given year, industries experiencing... View Details
  • January 2020
  • Case

Banorte Móvil: Data-Driven Mobile Growth

By: Ayelet Israeli, Carla Larangeira and Mariana Cal
In mid-2019, Carlos Hank was deliberating over the results for Banorte Móvil—the mobile application for Banorte, Mexico’s most profitable and second-largest financial institution. Hank, who had been appointed as Banorte´s Chairman of the Board in January 2015, had... View Details
Keywords: Data Analytics; Customer Lifetime Value; Financial Institutions; Mobile and Wireless Technology; Growth and Development Strategy; Customers; Technology Adoption; Communication Strategy; Banking Industry; Mexico; Latin America
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  • 12 May 2023
  • Blog Post

Independent Project: The Rise of Electric Heat Pumps

segments that are most equipped to make the switch first: Smaller-sized homes requiring smaller, cheaper pumps Lower-income households that can qualify for up to $10K in rebates. The IRA has been a major tipping point in electric heat... View Details
  • 28 Nov 2005
  • Research & Ideas

Unilever: Transformation and Tradition

possessed, first, strong capabilities in branding and marketing. It understood local markets, and it knew how to market to them. It was at the frontier of market segmentation strategies in packaged consumer products. It opened up new... View Details
Keywords: by Geoffrey Jones; Consumer Products
  • August 2006 (Revised February 2009)
  • Case

Tanishq: Positioning to Capture the Indian Woman's Heart

By: Das Narayandas and Kerry Herman
The firm has to choose between an established brand, Tanishq, and a new skunkworks brand, GoldPlus, to go after the Indian plain gold jewelry market: Tanishq, initially targeted at a western customer, has undergone strategic retooling and has currently been... View Details
Keywords: Customers; Brands and Branding; Product Positioning; Segmentation; Apparel and Accessories Industry; India
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  • Web

Alternative Investments Course | HBS Online

Highlights How Is Private Equity Funded? Three Segments of PE Should BC Partners Exit? Show Hide Details Concepts Introduction to Private Equity Venture Capital Growth Equity Buyouts Private Equity Wrap-up Featured Exercises Calculate the... View Details
  • 29 Jan 2021
  • Op-Ed

How Influencers, Celebrities, and FOMO Can Win Over Vaccine Skeptics

be classified into five segments: innovators, early adopters, early majority, late majority, and laggards. Each of the five segments has its own behavioral and demographic characteristics, with varying levels of uncertainty about the... View Details
Keywords: by Rohit Deshpandé, Ofer Mintz, and Imran S. Currim
  • July 2017
  • Case

Magpie: Developing and Using Buyer Personas

By: Frank V. Cespedes
The founders of a start-up platform for publishers have developed preliminary personas of target customers and are evaluating the implications for initial target buyers, messaging, and marketing programs. The case is useful for discussing the process of developing... View Details
Keywords: Buying Process; Marketing; Sales; Distribution Channels; Segmentation; Entrepreneurship; Social Media; Consumer Products Industry; Fashion Industry; United States
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  • Web

Teaching Quantitative Material - Christensen Center for Teaching & Learning

an analysis. Core Principles Although case instructors exhibit a variety of styles and approaches in teaching quantitative materials, many incorporate the following principles: View quant segments as “workshops”—not polished performances... View Details
  • 2015
  • Report

Clusters and Regional Economies: Implications for the Great Lakes - St. Lawrence Region

By: Christian H.M. Ketels
The Great Lakes – St. Lawrence Region, covering eight U.S. states and two Canadian provinces located around the lakes and waterways that have given this region its name, is what economic developers call a 'macro region'. It is an area of intensive economic interaction... View Details
Keywords: Clusters; Regional Policy; Great Lakes; Economic Development; Industry Clusters; Economy; Canada; United States
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  • Web

Research Design - Impact Investments

have identified a universe of over 13,000 portfolio companies of more than 400 impact investors. This research enables the segmentation and analysis of the impact investing universe at a previously unprecedented level of depth and scope.... View Details
  • April 2022
  • Teaching Note

Banorte Móvil: Data-Driven Mobile Growth

By: Ayelet Israeli and Carla Larangeira
In mid-2019, Carlos Hank was deliberating over the results for Banorte Móvil—the mobile application for Banorte, Mexico’s most profitable and second-largest financial institution. Hank, who had been appointed as Banorte´s Chairman of the Board in January 2015, had... View Details
Keywords: Data Analytics; Customer Lifetime Value; Financial Institutions; Mobile and Wireless Technology; Growth and Development Strategy; Customers; Technology Adoption; Communication Strategy; Banking Industry; Mexico; Latin America
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