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  • All HBS Web  (920)
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    • Multimedia  (8)
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  • December 1990 (Revised June 1993)
  • Background Note

Price Discrimination

This note, which is introductory in nature, provides a classification scheme for some of the more common examples of price discrimination. For each case that is discussed, the note characterizes the appropriate market segments, the alternative product "versions," and... View Details
Keywords: Price; Segmentation
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Dhebar, Anirudh S. "Price Discrimination." Harvard Business School Background Note 191-105, December 1990. (Revised June 1993.)
  • August 2003 (Revised July 2004)
  • Case

Marketing at The Vanguard Group

By: John A. Quelch and Carin-Isabel Knoop
Senior executives at Vanguard are evaluating their marketing strategy. In particular, they are looking at their approach to market segmentation, the organization of the marketing function, and the weight placed on marketing metrics in the corporate dashboard in light... View Details
Keywords: Marketing Strategy; Segmentation
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Quelch, John A., and Carin-Isabel Knoop. "Marketing at The Vanguard Group." Harvard Business School Case 504-001, August 2003. (Revised July 2004.)
  • April 1990
  • Supplement

Philip Morris Companies' ""Bill of Rights"" Sponsorship Program, Responses

By: Stephen A. Greyser and Norman Klein
Describes the reactions of public interest groups, members of the House of Representatives, and others. Further documents reactions to the choice of Philip Morris (PM) as a sponsor. Invites students to weigh the corporate pluses and minuses for PM, given these... View Details
Keywords: Marketing Channels; Behavior; Public Opinion; Segmentation
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Greyser, Stephen A., and Norman Klein. Philip Morris Companies' ""Bill of Rights"" Sponsorship Program, Responses. Harvard Business School Supplement 590-109, April 1990.
  • 24 Jul 2014
  • Blog Post

Create a Content Marketing Strategy for your Talent Acquisitions Team

marketing strategy that will attract and engage talent that is right for your firm. Segment your target audience.Get to know your target candidates. Who are they and what do they look for in an organization? Is culture a priority for them... View Details
  • 2019
  • Working Paper

Industrial Change, the Boundary of the Firm, and Racial Employment Segregation

By: John-Paul Ferguson and Rembrand Koning
Racial employment segregation between large workplaces in America has grown over the last generation. We know little about how changes in patterns of employment by economic sector have contributed to this growth, though. While there are many stylized narratives about... View Details
Keywords: Workplace Segregation; Firm Boundaries; Organizations; Employees; Segmentation; Race; Change; United States
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Ferguson, John-Paul, and Rembrand Koning. "Industrial Change, the Boundary of the Firm, and Racial Employment Segregation." Harvard Business School Working Paper, No. 20-069, December 2019.
  • May 2008
  • Exercise

Stakeholder Analysis Tool

By: Lynda M. Applegate
This exercise enables users to: identify stakeholders and analyze their interests and expectations; categorize interests and expectations based on importance; and develop an action plan. View Details
Keywords: Management Analysis, Tools, and Techniques; Planning; Interests; Segmentation
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Applegate, Lynda M. "Stakeholder Analysis Tool." Harvard Business School Exercise 808-161, May 2008.

    Peter B. Lewis

    a market segment that was considered uninsurable. By marketing to high risk drivers, Lewis was able to separate his company from others, and in so doing, he was able to charge higher premiums. Lewis invested heavily in technology to... View Details
    Keywords: Finance
    • 2011
    • Working Paper

    Price Competition under Multinomial Logit Demand Functions with Random Coefficients

    In this paper, we postulate a general class of price competition models with Mixed Multinomial Logit demand functions under affine cost functions. We first characterize the equilibrium behavior of this class of models in the case where each product in the market is... View Details
    Keywords: Customers; Income Characteristics; Price; Product Marketing; Mathematical Methods; Competition; Segmentation
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    Allon, Gad, Awi Federgruen, and Margaret Pierson. "Price Competition under Multinomial Logit Demand Functions with Random Coefficients." Harvard Business School Working Paper, No. 12-030, October 2011.
    • Article

    Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach

    By: Randolph E. Bucklin and Sunil Gupta
    Keywords: Brands and Branding; Decision Choices and Conditions; Sales; Segmentation
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    Bucklin, Randolph E., and Sunil Gupta. "Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach." Journal of Marketing Research (JMR) 29, no. 2 (May 1992): 201–215. (Finalist for the 1997 O'Dell Award, Journal of Marketing Research.)
    • November 1990 (Revised November 1991)
    • Case

    Time Inc. and New Magazine Development

    By: David J. Collis and Nancy Donohue
    Looks at the magazine development at Time Inc. in light of the growing dominance of the video group and the modern management of the 1980s. Highlights the firm's magazine development during 1989. View Details
    Keywords: Growth and Development; Management; Product; Segmentation; Publishing Industry
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    Collis, David J., and Nancy Donohue. "Time Inc. and New Magazine Development." Harvard Business School Case 391-110, November 1990. (Revised November 1991.)
    • 14 Jul 2003
    • Research & Ideas

    Keeping Your Balance With Customers

    accomplished. It is not possible to be all things to all people, so market segmentation is the way to avoid this temptation.—Robert S. Kaplan and David P. Norton The Customer Management theme is made up of four processes—customer... View Details
    Keywords: by Robert S. Kaplan & David P. Norton
    • Web

    Compustat | Baker Library

    fundamental financial and price data for active and inactive publicly traded companies. Compustat goes back annually to 1950, and Global Vantage goes back to 1993. Data available on WRDS includes North America Daily, Global Daily, Bank Daily, Historical View Details
    • January 2017 (Revised November 2018)
    • Case

    Navistar International: Competing Against PACCAR

    By: Benjamin Esty, Eric Van den Steen and Jeffrey Boyar
    In 2013, Navistar was in the midst of a deep crisis, having lost a third of its market share over the previous three years. Bill Kozek, the new president of Navistar North America Truck and Sales division needs to develop his division’s strategy as part of the... View Details
    Keywords: Business Strategy; Alignment; Competitive Advantage; Segmentation; Transportation Industry; Motorcycle Industry
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    Esty, Benjamin, Eric Van den Steen, and Jeffrey Boyar. "Navistar International: Competing Against PACCAR." Harvard Business School Case 717-452, January 2017. (Revised November 2018.)
    • 17 Nov 2015
    • News

    How to Prepare for Shark Tank

    soon as you agreed, you couldn’t talk to anyone about it," Stolar told the BostonInno news website. In fact, after agreeing to appear before the Sharks, the Unshrinkit duo did three months of intensive prep, then flew to Los Angeles for film and then wait, and wait, to... View Details
    Keywords: Chemical Manufacturing; Manufacturing
    • Fast Answer

    Generational demographics

    target="new">Check Harvard availability A series of books about American generations from New Strategist are available in Harvard Libraries   Generational Market Segmentation A Library of Congress research guide.  ... View Details
    • 04 Mar 2002
    • Research & Ideas

    Don’t Lose Money With Customers

    at the market level, then translate these into strategies at the market segment level. A paper mill's marketing strategy, for instance, might call for selling newsprint to the publishing industry segment and... View Details
    Keywords: by Peter K. Jacobs
    • Fast Answer

    Market Maps

    style="font-family:Arial,Helvetica,sans-serif;">Pitchbook Pitchbook Market Maps: Find Market Maps in the left-hand navigation Menu Click on Market Maps Search by keyword or browse by clicking View All Market Maps Click on a Market Map to drill down to View Details
    • October 2013 (Revised August 2015)
    • Supplement

    Outotec (B): Action Plan

    By: Robert J. Dolan and Doug J. Chung
    Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
    Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
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    Dolan, Robert J., and Doug J. Chung. "Outotec (B): Action Plan." Harvard Business School Supplement 514-065, October 2013. (Revised August 2015.)
    • October 2013 (Revised August 2015)
    • Case

    Outotec (A): Project Capture

    By: Robert J. Dolan and Doug J. Chung
    Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
    Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
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    Dolan, Robert J., and Doug J. Chung. "Outotec (A): Project Capture." Harvard Business School Case 514-064, October 2013. (Revised August 2015.)
    • 19 Mar 2008
    • Research & Ideas

    Finding Success in the Middle of the Market

    It's not that Toyota only sells in the middle market. Far from it. They sell to all segments (except the luxury segment which they address with Lexus). But midfield is where the bell-curve distribution of... View Details
    Keywords: by John Quelch; Auto; Retail
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