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Publications

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      • Faculty Publications  (764)

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      • 2007
      • Working Paper

      Mental Accounting and Small Windfalls: Evidence from an Online Grocer

      By: Katherine L. Milkman, John Beshears, Todd Rogers and Max H. Bazerman
      We study the effect of small windfalls on consumer spending decisions by examining the purchasing behavior of a sample of online grocery shoppers over the course of a year. We compare the purchases customers make when redeeming a $10-off coupon they received from their... View Details
      Keywords: Spending; Consumer Behavior; Mathematical Methods; Food and Beverage Industry; Retail Industry
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      Milkman, Katherine L., John Beshears, Todd Rogers, and Max H. Bazerman. "Mental Accounting and Small Windfalls: Evidence from an Online Grocer." Harvard Business School Working Paper, No. 08-024, September 2007. (Revised March 2008.)
      • 2007
      • Working Paper

      A Taste For Obscurity: An Individual-Level Examination of 'Long Tail' Consumption

      By: Anita Elberse
      Because online retailers are often able to provide products in a more cost-efficient manner than bricks-and-mortar stores, online channels are characterized by a vast assortment of products. Proponents of the "long tail" principle recently argued that the demand for... View Details
      Keywords: Decision Choices and Conditions; Consumer Behavior; Distribution Channels; Product; Renting or Rental; Online Technology; Motion Pictures and Video Industry; Music Industry; Retail Industry
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      Elberse, Anita. "A Taste For Obscurity: An Individual-Level Examination of 'Long Tail' Consumption." Harvard Business School Working Paper, No. 08-008, August 2007.
      • June 2007 (Revised April 2009)
      • Case

      Opening Pandora's Box

      By: Willy C. Shih, Stephen P. Kaufman, Melissa Marie Blakeley and Marissa Wairy Dent
      Pandora.com provided a highly customizable online radio service tailored to listeners' musical preferences and had registered explosive growth since its September 2005 launch. But proposed changes in royalty rates threatened to kill off many Internet radio sites,... View Details
      Keywords: Business Model; Entrepreneurship; Disruptive Innovation; Intellectual Property; Growth and Development Strategy; Service Operations; Internet; Media and Broadcasting Industry
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      Shih, Willy C., Stephen P. Kaufman, Melissa Marie Blakeley, and Marissa Wairy Dent. "Opening Pandora's Box." Harvard Business School Case 607-135, June 2007. (Revised April 2009.)
      • 2007
      • Working Paper

      Highbrow Films Gather Dust: Time-inconsistent Preferences and Online DVD Rentals

      By: Katherine L. Milkman, Todd Rogers and Max H. Bazerman
      We report on a field study demonstrating systematic differences between the preferences people anticipate they will have over a series of options in the future and their subsequent revealed preferences over those options. Using a novel panel data set, we analyze the... View Details
      Keywords: Internet and the Web; Decision Choices and Conditions; Attitudes; Conflict and Resolution; Emotions; Film Entertainment; Cognition and Thinking; Entertainment and Recreation Industry
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      Milkman, Katherine L., Todd Rogers, and Max H. Bazerman. "Highbrow Films Gather Dust: Time-inconsistent Preferences and Online DVD Rentals." Harvard Business School Working Paper, No. 07-099, June 2007. (Revised July 2007, December 2007, April 2008, September 2008, January 2009.)
      • May 2007 (Revised July 2011)
      • Background Note

      Retail Shopping in 2007: The Net Versus the Mall

      By: Stephen P. Bradley, Nancy Bartlett and James Weber
      Provides an overview of the retail sector within the United States as online shopping captures an increased percentage of consumer spending. The role of enabling technologies and applications, including comparison shopping sites and recommendation systems, are covered.... View Details
      Keywords: Spending; Marketing Channels; Demand and Consumers; Information Technology; Internet and the Web; Retail Industry; United States
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      Bradley, Stephen P., Nancy Bartlett, and James Weber. "Retail Shopping in 2007: The Net Versus the Mall." Harvard Business School Background Note 707-566, May 2007. (Revised July 2011.)
      • April 2007
      • Case

      Schibsted

      By: Bharat N. Anand and Sophie Hood
      In 2006, newspaper firms in developed markets were severely threatened on three fronts: the growth of online news, online classified advertising, and free newspapers. Schibsted, however, had managed to cope with these challenges successfully, and had become something... View Details
      Keywords: Transition; Product Launch; Organizational Change and Adaptation; Adaptation; Competitive Advantage; Media and Broadcasting Industry; Scandinavia
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      Anand, Bharat N., and Sophie Hood. "Schibsted." Harvard Business School Case 707-474, April 2007.
      • 2007
      • Working Paper

      I'll Have the Ice Cream Soon and the Vegetables Later: A Study of Online Grocery Purchases and Order Lead Time

      By: Katherine L. Milkman, Todd Rogers and Max H. Bazerman
      How do decisions made for tomorrow or two days in the future differ from decisions made for several days in the future? We use data from an online grocer to address this question. In general, we find that as the delay between order completion and delivery increases,... View Details
      Keywords: Internet and the Web; Food; Decision Choices and Conditions; Conflict and Resolution; Emotions; Cognition and Thinking; Retail Industry; Food and Beverage Industry
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      Milkman, Katherine L., Todd Rogers, and Max H. Bazerman. "I'll Have the Ice Cream Soon and the Vegetables Later: A Study of Online Grocery Purchases and Order Lead Time." Harvard Business School Working Paper, No. 07-078, April 2007. (Revised December 2007, May 2008, September 2008.)
      • December 2006 (Revised March 2008)
      • Case

      Prosper Marketplace, Inc.

      By: William A. Sahlman and Elizabeth Kind
      Describes a set of financial and strategic decisions confronting the founding management team of a new online financial services company. Prosper Marketplace is an internet-based market for individuals to borrow money from other individuals who wish to invest in such... View Details
      Keywords: Business Startups; Entrepreneurship; Financial Strategy; Innovation and Invention; Management Teams; Financial Services Industry
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      Sahlman, William A., and Elizabeth Kind. "Prosper Marketplace, Inc." Harvard Business School Case 807-074, December 2006. (Revised March 2008.)
      • November 2006
      • Case

      Tickle

      By: William A. Sahlman and Dan Heath
      Describes a set of decisions confronting the management team of a rapidly growing online psychological testing and social networking company. They can either sell the company to a large public company, raise another round of capital from a preeminent venture capital... View Details
      Keywords: Decisions; Internet and the Web; Growth Management; Internet and the Web; Business Strategy; Corporate Finance
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      Sahlman, William A., and Dan Heath. "Tickle." Harvard Business School Case 807-100, November 2006.
      • November 2006
      • Article

      Self-Restraint as an Online Entry-Deterrence Strategy

      By: Liu Yunchuan, Sunil Gupta and John Zhang
      Keywords: Internet and the Web; Strategy; Behavior
      Citation
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      Yunchuan, Liu, Sunil Gupta, and John Zhang. "Self-Restraint as an Online Entry-Deterrence Strategy." Management Science 52, no. 11 (November 2006): 1799–1809.
      • October 2006 (Revised September 2007)
      • Teaching Note

      Electronic Arts in Online Gaming (TN)

      By: Thomas R. Eisenmann
      Keywords: Games, Gaming, and Gambling; Arts; Technology; Entertainment and Recreation Industry
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      Eisenmann, Thomas R. "Electronic Arts in Online Gaming (TN)." Harvard Business School Teaching Note 807-066, October 2006. (Revised September 2007.)
      • October 2006 (Revised October 2007)
      • Case

      Google Advertising

      By: Youngme E. Moon and David Chen
      In mid-2006, Google is the number one search engine in America with 99% of its revenues deriving from its simple, text-only advertising services. It is on track to bring in roughly $9.5 billion in advertising revenue in 2006, which would place it fourth among American... View Details
      Keywords: Digital Marketing; Disruptive Innovation; Media; Expansion; Internet and the Web; Advertising Industry; United States
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      Moon, Youngme E., and David Chen. "Google Advertising." Harvard Business School Case 507-038, October 2006. (Revised October 2007.)
      • October 2006 (Revised February 2007)
      • Background Note

      How Media Choices are Changing Online Advertising

      By: Stephen P. Bradley and Nancy Bartlett
      What is the response by advertisers as media consumption moves to the digital medium? Provides an overview of online advertising in mid-2006 and discusses the impact of an increasingly fractured media landscape and its accompanying expanding advertising options. View Details
      Keywords: Digital Marketing; News; Media; Emerging Markets; Internet and the Web; Perspective; Disruption; Journalism and News Industry
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      Bradley, Stephen P., and Nancy Bartlett. "How Media Choices are Changing Online Advertising." Harvard Business School Background Note 707-458, October 2006. (Revised February 2007.)
      • September 2006 (Revised January 2007)
      • Background Note

      Where to Get Your News and Information: The Digital Disruption

      By: Stephen P. Bradley and Nancy Bartlett
      What is the response by traditional news and information deliverers (newspapers and television networks) to declining audiences as media consumption moves to the digital medium? Provides a view of the news industry in mid-2006 and discusses the impact of an... View Details
      Keywords: News; Media; Emerging Markets; Internet and the Web; Disruption; Perspective; Advertising; Journalism and News Industry
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      Bradley, Stephen P., and Nancy Bartlett. "Where to Get Your News and Information: The Digital Disruption." Harvard Business School Background Note 707-442, September 2006. (Revised January 2007.)
      • August 2006 (Revised March 2008)
      • Case

      iPod vs. Cell Phone: A Mobile Music Revolution?

      By: David B. Yoffie, Travis D. Merrill and Michael Slind
      In 2006, a nascent market for music-enabled mobile phones was emerging to challenge Apple Computer's dominant position in the digital music industry. Through its iPod line of portable digital music devices and its iTunes Music Store, Apple controlled more than half of... View Details
      Keywords: Music Entertainment; Emerging Markets; Brands and Branding; Sales; Opportunities; Price; Business Model; Mobile and Wireless Technology; Digital Platforms; Service Delivery; Communications Industry; Music Industry
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      Yoffie, David B., Travis D. Merrill, and Michael Slind. "iPod vs. Cell Phone: A Mobile Music Revolution?" Harvard Business School Case 707-419, August 2006. (Revised March 2008.)
      • Aug 2006 - 2006
      • Conference Presentation

      Entertainment Products in Online and Offline Channels: An Examination of the 'Long Tail'

      By: Anita Elberse
      Keywords: Entertainment; Marketing Channels
      Citation
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      Elberse, Anita. "Entertainment Products in Online and Offline Channels: An Examination of the 'Long Tail'." Paper presented at the Marketing Dynamics Conference, University of California, Los Angeles, August 2006.
      • Jul 2006
      • Conference Presentation

      Entertainment Products Online and Offline: The 'Long Tail' of the Video Window

      By: Anita Elberse
      Keywords: Entertainment
      Citation
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      Elberse, Anita. "Entertainment Products Online and Offline: The 'Long Tail' of the Video Window." Google, Mountain View, CA, July 2006.
      • Jun 2006
      • Conference Presentation

      Entertainment Products in Online and Offline Channels: An Examination of the 'Long Tail'

      By: Anita Elberse
      Keywords: Entertainment; Marketing Channels
      Citation
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      Elberse, Anita. "Entertainment Products in Online and Offline Channels: An Examination of the 'Long Tail'." Paper presented at the INFORMS Marketing Science Conference, Katz School of Management, University of Pittsburgh, June 2006.
      • 2006
      • Working Paper

      Improving Online Dating with Virtual Dates

      By: Jeana H. Frost, Michael I. Norton and Dan Ariely
      Citation
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      Frost, Jeana H., Michael I. Norton, and Dan Ariely. "Improving Online Dating with Virtual Dates." Harvard Business School Working Paper, No. 06-058, June 2006.
      • April 2006 (Revised March 2007)
      • Case

      PayPal Merchant Services

      By: Thomas R. Eisenmann and Lauren Barley
      In early 2006, PayPal management is deciding how to respond to Google's entry into online payments. PayPal, owned by eBay, has targeted online merchants outside eBay's auction community for its next wave of expansion. Google represents a potential threat to PayPal's... View Details
      Keywords: Internet and the Web; Competition; Expansion; Service Operations; Auctions; Web Services Industry; Service Industry
      Citation
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      Eisenmann, Thomas R., and Lauren Barley. "PayPal Merchant Services." Harvard Business School Case 806-188, April 2006. (Revised March 2007.)
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