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    • All HBS Web  (1,526)
      • Faculty Publications  (320)

      Competitive Price DiscriminationRemove Competitive Price Discrimination →

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      • November 2021 (Revised December 2022)
      • Case

      Farfetch: Digital Transformation for Luxury Brands

      By: Sunil Gupta, Jill Avery, Elena Corsi and Federica Gabrieli
      Farfetch, a global luxury technology platform and digital marketplace had been surfing the wave of digital transformation in the luxury fashion industry since 2008. While the company’s stock price and market valuation had fluctuated since its IPO in 2018, it had... View Details
      Keywords: Digital Marketing; Marketplaces; Retailing; Internet Marketing; E-Commerce Strategy; Marketing; Marketing Strategy; Marketing Channels; Brands and Branding; Luxury; Growth and Development Strategy; Digital Transformation; E-commerce; Apparel and Accessories Industry; Beauty and Cosmetics Industry; Fashion Industry; Retail Industry; Web Services Industry; Technology Industry; United Kingdom; Europe; Portugal; China
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      Gupta, Sunil, Jill Avery, Elena Corsi, and Federica Gabrieli. "Farfetch: Digital Transformation for Luxury Brands." Harvard Business School Case 522-051, November 2021. (Revised December 2022.)
      • September–October 2021
      • Article

      Frontiers: Can an AI Algorithm Mitigate Racial Economic Inequality? An Analysis in the Context of Airbnb

      By: Shunyuan Zhang, Nitin Mehta, Param Singh and Kannan Srinivasan
      We study the effect of Airbnb’s smart-pricing algorithm on the racial disparity in the daily revenue earned by Airbnb hosts. Our empirical strategy exploits Airbnb’s introduction of the algorithm and its voluntary adoption by hosts as a quasi-natural experiment. Among... View Details
      Keywords: Smart Pricing; Pricing Algorithm; Machine Bias; Discrimination; Racial Disparity; Social Inequality; Airbnb Revenue; Revenue; Race; Equality and Inequality; Prejudice and Bias; Price; Mathematical Methods; Accommodations Industry
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      Zhang, Shunyuan, Nitin Mehta, Param Singh, and Kannan Srinivasan. "Frontiers: Can an AI Algorithm Mitigate Racial Economic Inequality? An Analysis in the Context of Airbnb." Marketing Science 40, no. 5 (September–October 2021): 813–820.
      • Article

      Large Banks and Small Firm Lending

      By: Vitaly Bord, Victoria Ivashina and Ryan D. Taliaferro
      We examine the long-lasting effects of the 2007 real estate price collapse on small business credit supply. Banks affected by the decline in real estate prices systematically contracted their credit to small firms. At the same time, regional and local banks, many of... View Details
      Keywords: Small Firms; Credit Supply; Banking Competition; Small Business; Credit; Financial Crisis; Banks and Banking; Competition
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      Bord, Vitaly, Victoria Ivashina, and Ryan D. Taliaferro. "Large Banks and Small Firm Lending." Journal of Financial Intermediation 48 (October 2021).
      • September 2021 (Revised December 2021)
      • Case

      STARZPLAY: Shooting for the Stars

      By: Elie Ofek, Marco Bertini and Alpana Thapar
      In mid-2021, Maaz Sheikh, cofounder and CEO of STARZPLAY, a Dubai-based subscription video on demand (SVOD) provider that catered to the Middle East and North Africa region, was wrestling with how to find the right balance between continued subscriber growth and... View Details
      Keywords: Pricing; Growth; Profitability; Subscription Business; Business Model Innovation; Fintech; Subscription; Performance Measurement; Promotions; International Marketing; Streaming; Competition; Marketing; Price; Strategy; Entrepreneurship; Performance; Measurement and Metrics; Business Model; Media and Broadcasting Industry; Middle East; North Africa
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      Ofek, Elie, Marco Bertini, and Alpana Thapar. "STARZPLAY: Shooting for the Stars." Harvard Business School Case 522-005, September 2021. (Revised December 2021.)
      • Article

      Regulating Hospital Prices Based on Market Concentration Is Likely to Leave High-Price Hospitals Unaffected

      By: Maximilian J. Pany, Michael E. Chernew and Leemore S. Dafny
      Concern about high hospital prices for commercially insured patients has motivated several proposals to regulate these prices. Such proposals often limit regulations to highly concentrated hospital markets. Using a large sample of 2017 US commercial insurance claims,... View Details
      Keywords: Health Care Providers; Hospitals; Insurance Market Regulation; Price Regulation; Markets; Health Care and Treatment; Cost; Quality; Insurance; Price; Governing Rules, Regulations, and Reforms
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      Pany, Maximilian J., Michael E. Chernew, and Leemore S. Dafny. "Regulating Hospital Prices Based on Market Concentration Is Likely to Leave High-Price Hospitals Unaffected." Health Affairs 40, no. 9 (September 2021): 1386–1394.
      • July 2021
      • Article

      Outsourcing Tasks Online: Matching Supply and Demand on Peer-to-Peer Internet Platforms

      By: Zoë Cullen and Chiara Farronato
      We study the growth of online peer-to-peer markets. Using data from TaskRabbit, an expanding marketplace for domestic tasks at the time of our study, we show that growth varies considerably across cities. To disentangle the potential drivers of growth, we look... View Details
      Keywords: Two-sided Market; Two-sided Platforms; Peer-to-peer Markets; Platform Strategy; Sharing Economy; Platform Growth; Internet and the Web; Digital Platforms; Strategy; Market Design; Network Effects
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      Cullen, Zoë, and Chiara Farronato. "Outsourcing Tasks Online: Matching Supply and Demand on Peer-to-Peer Internet Platforms." Management Science 67, no. 7 (July 2021): 3985–4003.
      • May 2021
      • Teaching Note

      American Airlines' Value Pricing (Abridged)

      By: Sunil Gupta and Alvin J. Silk
      Teaching Note for HBS Case No. 519-019. View Details
      Keywords: Consumer Marketing; Market Segmentation; Pricing; Pricing Strategy; Demand Analysis; Competition; Marketing; Segmentation; Price; Strategy; Demand and Consumers; Analysis; Air Transportation Industry
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      Gupta, Sunil, and Alvin J. Silk. "American Airlines' Value Pricing (Abridged)." Harvard Business School Teaching Note 521-108, May 2021.
      • May 2021 (Revised May 2022)
      • Case

      Headspace vs. Calm: A Mindful Competition

      By: Ayelet Israeli and Anne Wilson
      By 2021, the mindfulness app wars reached their apex. Over 2,000 meditation apps were available to consumers, but two apps, Headspace and Calm, dominated the space, jointly holding about 70% of the total market. Headspace had established itself as the approachable... View Details
      Keywords: Marketing Communication; Integrated Strategy; Brand; Brand & Product Management; Brand Communication; Brand Differentiation; Brand Building; Brand Management; E-Commerce Strategy; Ecommerce; App; App Development; Applications; COVID; COVID-19; Pandemic; Pricing; Pricing Strategy; Subscription Model; Subscription; Partnerships; Strategic Partnerships; B2B Vs. B2C; B2B; Health & Wellness; Wellbeing; Digitization; Commoditization; Mobile App; Mobile App Industry; Mobile Healthcare; Mobile Marketing; Digital Brand; Digital Health; Consumer Health; Apps; Online Business; Online Competition; Online Community; Online Entertainment; Entertainment And Leisure; Meditation; Marketing; Marketing Communications; Brands and Branding; Price; Strategy; Competition; Competitive Strategy; Competitive Advantage; Partners and Partnerships; Health; Well-being; Mobile and Wireless Technology; Communication; Communication Strategy; Disruption; Consumer Behavior; Digital Marketing; E-commerce; Applications and Software; Health Industry; Technology Industry; Communications Industry; United States; North America; United Kingdom
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      Israeli, Ayelet, and Anne Wilson. "Headspace vs. Calm: A Mindful Competition." Harvard Business School Case 521-102, May 2021. (Revised May 2022.)
      • May–June 2021
      • Article

      Eliminate Strategic Overload

      By: Felix Oberholzer-Gee
      As companies respond to intensifying competitive pressures and challenges, they ask more and more of their employees. But organizations often have very little to show for the efforts of their talented and engaged workers. By selecting fewer initiatives with greater... View Details
      Keywords: Strategic Initiatives; Value-based Strategy; Organizational Effectiveness; Strategy; Value Creation
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      Oberholzer-Gee, Felix. "Eliminate Strategic Overload." Harvard Business Review 99, no. 3 (May–June 2021): 88–97.
      • April 2021
      • Case

      Transforming BlackBerry: From Smartphones to Software

      By: Ranjay Gulati and Nicole Tempest Keller
      On the verge of failure, BlackBerry brought in John Chen as CEO in 2013 to orchestrate a bold turnaround of the company. Once an iconic leader in the smartphone market, BlackBerry was best known for its tactile QWERTY keyboard, strong security, and a focus on business... View Details
      Keywords: Pivot; Managing Change; Turnaround; Smartphone; Change Management; Leading Change; Transformation; Organizational Change and Adaptation; Digital Platforms; Change; Information Infrastructure; Applications and Software; Competitive Strategy; Cybersecurity; Technology Industry; Transportation Industry; Canada
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      Gulati, Ranjay, and Nicole Tempest Keller. "Transforming BlackBerry: From Smartphones to Software." Harvard Business School Case 421-052, April 2021.
      • 2021
      • Government Testimony

      How Health Care Consolidation Is Contributing to Higher Prices and Spending, and Reforms That Could Bolster Antitrust Enforcement and Preserve and Promote Competition in Health Care Markets

      By: Leemore S. Dafny
      Reforms to antitrust law and enforcement can help to address rising healthcare prices and spending. View Details
      Keywords: Antitrust Law; Health Care and Treatment; Consolidation; Price; Spending; Cost Management; Governing Rules, Regulations, and Reforms; Competition; United States
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      Dafny, Leemore S. "How Health Care Consolidation Is Contributing to Higher Prices and Spending, and Reforms That Could Bolster Antitrust Enforcement and Preserve and Promote Competition in Health Care Markets." Government Testimony, Washington, DC, United States, April 2021.
      • March 2021
      • Teaching Plan

      The Black New Venture Competition

      By: Karen G. Mills, Jeffrey J. Bussgang, Martin A. Sinozich and Gabriella Elanbeck
      Black entrepreneurs encounter many unique obstacles when raising capital to start and grow a business, some stemming from deep systemic discrimination. During their second year at Harvard Business School (HBS), MBA students Kimberly Foster and Tyler Simpson decided to... View Details
      Keywords: Analytics; Startup; Start-up; Startup Financing; Financing; Startups; Start-ups; Business And Community; Business And Society; Business Growth; Discrimination; Women; Women-owned Businesses; African Americans; African-american Entrepreneurs; African-american Investors; African-American Protagonist; African-American Women; Early Stage Funding; Early Stage; Innovation & Entrepreneurship; Innovation Competitions; Entrepreneurial Financing; Business Plan; Business Startups; Diversity; Gender; Race; Entrepreneurship; Venture Capital; Small Business; Leadership; Information Technology; Competition
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      Mills, Karen G., Jeffrey J. Bussgang, Martin A. Sinozich, and Gabriella Elanbeck. "The Black New Venture Competition." Harvard Business School Teaching Plan 821-094, March 2021.
      • February 2021 (Revised July 2024)
      • Case

      White Claw: Defending Market Share as Competition Encroaches

      By: Jill Avery
      By the end of 2019, two brands accounted for 84% of hard seltzer sales, a segment that had recently taken the U.S. beer market by storm, growing from $3 million in 2015 to over $2.7 billion by the start of the summer of 2020. White Claw was the dominant market leader... View Details
      Keywords: Brand Management; Alcoholic Beverages; Beer/brewing Industry; Brand Positioning; Growth; Competitive Positioning; Consumer Products; Beverage Industry; Value Proposition; Marketing; Brands and Branding; Competition; Product Positioning; Competitive Strategy; Consumer Behavior; Consumer Products Industry; Food and Beverage Industry; United States
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      Avery, Jill. "White Claw: Defending Market Share as Competition Encroaches." Harvard Business School Case 521-073, February 2021. (Revised July 2024.)
      • February 2021
      • Case

      New England Baptist Hospital: Getting Paid for Value

      By: Robert S. Kaplan, Mary Witkowski, Toby E. Emanuel and Syed S. Shehab
      New England Baptist Hospital (NEBH), a national leader in adult orthopedic care, has the lowest rate of complications and 30-day readmissions in New England, but gets paid 30% less for its surgeries than nearby institutions. NEBH introduces, with several large... View Details
      Keywords: Healthcare; Healthcare Spending; Healthcare Innovation; Healthcare Industry; Health Care Outcomes; Health Care Delivery; Health Care Reform; Bundled Payments; Health Care and Treatment; Spending; Innovation and Invention; Value Creation; Strategy; Health Industry; North America
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      Kaplan, Robert S., Mary Witkowski, Toby E. Emanuel, and Syed S. Shehab. "New England Baptist Hospital: Getting Paid for Value." Harvard Business School Case 121-036, February 2021.
      • 2021
      • Working Paper

      Competitive Two-Part Tariffs

      By: Jorge Tamayo and Guofu Tan
      We study competitive two-part tariffs in a model of asymmetric duopoly firms that offer (vertically and horizontally) differentiated products. We show that the sign of the markup for each product depends on the average expected demand among all customers as well as the... View Details
      Keywords: Product Differentiation; Two-part Tariffs; Marginal-cost Pricing; Cross-subsidization; Competition; Price
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      Tamayo, Jorge, and Guofu Tan. "Competitive Two-Part Tariffs." Harvard Business School Working Paper, No. 21-089, March 2021. (R&R American Economic Journal: Microeconomics.)
      • 2021
      • Working Paper

      Exclusive Dealing and Entry by Competing Two-Sided Platforms

      By: Cristian Chica, Kenneth Chuk and Jorge Tamayo
      We study competition between horizontally differentiated platforms offering exclusive and non-exclusive contracts to one side of the market (content providers). The introduction of non-exclusive contracts in addition to exclusive contracts softens the competition for... View Details
      Keywords: Two-Sided Markets; Platform Price Competition; Network Externalities; Exclusive Contracts; Multi-homing; Digital Platforms; Price; Competition; Contracts
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      Chica, Cristian, Kenneth Chuk, and Jorge Tamayo. "Exclusive Dealing and Entry by Competing Two-Sided Platforms." Harvard Business School Working Paper, No. 21-092, March 2021. (R&R International Journal of Industrial Organization.)
      • January 2021
      • Case

      Rio Tinto Aluminum: Can Purpose Lead to Profit?

      By: David Fubini and Agastya Muthanna
      This case describes the tradeoffs Rio Tinto faces as it considers investments to ensure environmentally friendly, sustainability produced aluminum with the potential risks of competitive pricing and profit loses. View Details
      Keywords: Environmental Sustainability; Investment; Price; Competition; Profit; Cost vs Benefits; Mining Industry
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      Fubini, David, and Agastya Muthanna. "Rio Tinto Aluminum: Can Purpose Lead to Profit?" Harvard Business School Case 421-055, January 2021.
      • September 2020
      • Case

      The Black New Venture Competition

      By: Karen Mills, Jeffrey J. Bussgang, Martin Sinozich and Gabriella Elanbeck
      Black entrepreneurs encounter many unique obstacles when raising capital to start and grow a business. During their second year at Harvard Business School (HBS), MBA students Kimberly Foster and Tyler Simpson decided to do something to make a difference for... View Details
      Keywords: Startup; Start-up; Startup Financing; Startups; Start-ups; African-American Protagonist; African-american Entrepreneurs; African-american Investors; African-Americans; African-American Women; Black Leadership; Black Inventors; Black Entrepreneurs; Harvard Business School; Harvard; Business And Society; Early Stage Funding; Early Stage Finance; Technology Entrepreneurship; Discrimination; Technology Ventures; Entrepreneurial Finance; Entrepreneurial Financing; Business Plan; Business Startups; Business Ventures; Financing and Loans; Business Growth and Maturation; Diversity; Gender; Race; Entrepreneurship; Venture Capital; Small Business; Leadership; Information Technology; Competition; Technology Industry
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      Mills, Karen, Jeffrey J. Bussgang, Martin Sinozich, and Gabriella Elanbeck. "The Black New Venture Competition." Harvard Business School Case 821-029, September 2020.
      • September 2020 (Revised July 2022)
      • Technical Note

      Algorithmic Bias in Marketing

      By: Ayelet Israeli and Eva Ascarza
      This note focuses on algorithmic bias in marketing. First, it presents a variety of marketing examples in which algorithmic bias may occur. The examples are organized around the 4 P’s of marketing – promotion, price, place and product—characterizing the marketing... View Details
      Keywords: Algorithmic Data; Race And Ethnicity; Promotion; "Marketing Analytics"; Marketing And Society; Big Data; Privacy; Data-driven Management; Data Analysis; Data Analytics; E-Commerce Strategy; Discrimination; Targeting; Targeted Advertising; Pricing Algorithms; Ethical Decision Making; Customer Heterogeneity; Marketing; Race; Ethnicity; Gender; Diversity; Prejudice and Bias; Marketing Communications; Analytics and Data Science; Analysis; Decision Making; Ethics; Customer Relationship Management; E-commerce; Retail Industry; Apparel and Accessories Industry; United States
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      Israeli, Ayelet, and Eva Ascarza. "Algorithmic Bias in Marketing." Harvard Business School Technical Note 521-020, September 2020. (Revised July 2022.)
      • September 2020 (Revised June 2023)
      • Exercise

      Artea: Designing Targeting Strategies

      By: Eva Ascarza and Ayelet Israeli
      This collection of exercises aims to teach students about 1)Targeting Policies; and 2)Algorithmic bias in marketing—implications, causes, and possible solutions. Part (A) focuses on A/B testing analysis and targeting. Parts (B),(C),(D) Introduce algorithmic bias. The... View Details
      Keywords: Algorithmic Data; Race And Ethnicity; Experimentation; Promotion; "Marketing Analytics"; Marketing And Society; Big Data; Privacy; Data-driven Management; Data Analytics; Data Analysis; E-Commerce Strategy; Discrimination; Targeted Advertising; Targeted Policies; Targeting; Pricing Algorithms; A/B Testing; Ethical Decision Making; Customer Base Analysis; Customer Heterogeneity; Coupons; Algorithmic Bias; Marketing; Race; Gender; Diversity; Customer Relationship Management; Marketing Communications; Advertising; Decision Making; Ethics; E-commerce; Analytics and Data Science; Retail Industry; Apparel and Accessories Industry; United States
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      Ascarza, Eva, and Ayelet Israeli. "Artea: Designing Targeting Strategies." Harvard Business School Exercise 521-021, September 2020. (Revised June 2023.)
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