Publications

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

Read Now

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

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

01 Oct 2012
Research & Ideas

Better by the Bundle?

Nintendo, this gives the company a way to separate out segments of consumers—we call this dynamic customer segmentation." Some consumers don't care much about the specific game and will go for the bundle, even if the game isn't great,... View Details

Keywords: by Dina Gerdeman

09 Jan 2014
Working Paper Summaries

Economic Transition and Private-Sector Labor Demand: Evidence from Urban China

Keywords: by Lakshmi Iyer, Xin Meng, Nancy Qian & Xiaoxue Zhao

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

01 Dec 2016
News

In My Humble Opinion: Chip Brewer (MBA 1991)

that millennials aren’t playing as much golf as previous generations, but it’s a discretionary and aspirational sport. If you segment that group based on income, the interest equals out.” Say “fore” in Hindi: “The market in India is small... View Details

Keywords: Julia Hanna

Web

Case Studies - Social Impact Collaboratory

investments that generated positive environmental and social impacts alongside healthy financial returns and had already invested in PEG’s Series A round the previous year. Should BHI commit to the Series B round? Key Themes: Investing in emerging markets (Africa) and... View Details

Web

Published CSV Cases - Institute For Strategy And Competitiveness

CEO Joseph Jimenez was considering how and whether to deepen the company's investment in Arogya Parivar, its profitable program that sold Novartis medicines in rural India, while expanding access to medicine and health information to millions of Indian villagers.... View Details

06 Oct 2020
Sharpening Your Skills

18 Tips Managers Can Use to Lead Through COVID's Rising Waters

biggest driver of cash out and cash in: Accounts payable accrue during selling, and accounts receivable are mainly determined in most firms by what’s sold at what price and how fast. In surviving and recovering from a crisis, increasing close rates, the efficiency of a... View Details

Keywords: by Sean Silverthorne

09 Dec 2019
Research & Ideas

Identify Great Customers from Their First Purchase

we’re able to open the box,” she says. Retailers and other organizations, such as charities, that seek to segment high-value patrons for promotions and appeals should be thinking about what data they collect, Ascarza says, and how they... View Details

Keywords: by Kristen Senz; Retail; Service

June 2011 (Revised May 2012)
Case

L'Oréal: Global Brand, Local Knowledge

By: Rebecca M. Henderson and Ryan Johnson

Worldwide, and in the U.S. marketplace in particular, the French cachet of L'Oréal was one of its most powerful marketing tools. However, with the opening up of emerging markets, L'Oréal had to cater to a diverse customer base: an aging population in the West, ethnic... View Details

Keywords: Globalization; Brands and Branding; Marketing Communications; Change Management; Sales; Emerging Markets; Segmentation; Innovation and Invention; Beauty and Cosmetics Industry; France; United States

September 2020
Case

Drinkworks: Home Bar by Keurig

By: Sunil Gupta, Jonathan Levav and Julia Kelley

In the summer of 2018, Drinkworks CEO Nathaniel Davis needed to make a number of go-to-market decisions ahead of his company’s upcoming product launch. Formed through a joint venture between Keurig Dr. Pepper and Anheuser-Busch InBev, Drinkworks had developed an... View Details

TeachingInterests

Managing the Future of Work (MBA Education—Elective Curriculum)

By: Christopher T. Stanton

The nature and scope of work is changing rapidly, creating massive business challenges in the shadow of broader political and social shifts. HBS launched a major initiative in 2017 on Managing the Future of Work to define these workplace issues and... View Details

29 Aug 2018
What Do You Think?

What Should Harley-Davidson’s Management Do?

declined by about a third at a time when the general market had seen large increases. Factors contributing to these declines were lower-priced competition and a younger customer segment that could afford only used Harleys or that... View Details

Keywords: by James Heskett; Auto

Article

Red Light States: Who Buys Online Adult Entertainment?

By: Benjamin Edelman

This paper studies the adult online entertainment industry, particularly the consumption side of the market. In particular, it focuses on the demographics and consumption patterns of those who subscribe to adult entertainment websites. On the surface, this business... View Details

Keywords: Online Technology; Segmentation; Film Entertainment; Demographics; Web Sites; Competition; Governing Rules, Regulations, and Reforms; Demand and Consumers; Legal Liability; Culture; Religion; Entertainment and Recreation Industry; United States

Find at Harvard

Read Now

May 1998 (Revised May 1999)
Case

Biopure Corp.

By: John T. Gourville

It is early 1998 and Biopure Corp., a small biopharmaceutical firm with no sales revenues in its ten-year history, has just received government approval to release Oxyglobin, a revolutionary new "blood substitute" designed to replace the need for donated animal blood... View Details

Keywords: Segmentation; Marketing Strategy; Engineering; Budgets and Budgeting; Sales; Transformation; Markets; Debates; Product Launch; Pharmaceutical Industry

May 2013
Case

Altius Golf and the Fighter Brand

By: Robert J. Dolan and Sunru Yong

Altius Golf is the clear leader in the golf ball market despite a long-term decline in the number of golfers and a drop in sales following the financial crisis. The firm has maintained its position by introducing generations of advanced, super-premium golf balls that... View Details

Keywords: Governing and Advisory Boards; Competitive Advantage; Decision Choices and Conditions; Distribution Channels; Sports; Financial Crisis; Brands and Branding; Segmentation; Sports Industry; Entertainment and Recreation Industry