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  • All HBS Web  (4,511)
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  • May 2024
  • Background Note

Pricing Strategy and Channels of Distribution: Where Value Delivery and Value Capture Intersect

By: Elie Ofek
Channels of distribution are a critical component of a firm’s go-to-market strategy. A company may elect to sell its products directly to customers (DTC) without the assistance of any intermediaries or, alternatively, it may seek several channel partners to help it... View Details
Keywords: Price; Distribution Channels; Business Strategy; Markets
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Ofek, Elie. "Pricing Strategy and Channels of Distribution: Where Value Delivery and Value Capture Intersect." Harvard Business School Background Note 524-093, May 2024.

    Innovation Without Borders; Innovations, Summer 2007

    The willingness to connect with an external network is key in an environment where products and services are themselves increasingly inter-connected. We see trends in this direction for a variety of reasons, either because uses of multiple products are complementary... View Details

    • August 2014 (Revised March 2015)
    • Case

    Reinventing Retail: ShopRunner's Network Bet

    By: Benjamin Edelman and Karen Webster
    ShopRunner considers adjustments to improve its online shopping service which offers no-charge two-day shipping as well as easy returns and other conveniences. Competitors' diverse pricing models and ancillary benefits raise questions about how to structure and price... View Details
    Keywords: Shopping Club; Coop; Pricing; Shipping; Marketing Channels; Global Strategy; Order Taking and Fulfillment; Information Technology Industry; Information Technology Industry; United States; China
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    Edelman, Benjamin, and Karen Webster. "Reinventing Retail: ShopRunner's Network Bet." Harvard Business School Case 915-002, August 2014. (Revised March 2015.) (request a courtesy copy.)
    • March 1993 (Revised June 1995)
    • Case

    Singapore TradeNet: The Tale Continues

    By: Lynda M. Applegate, John L. King and Boon-Siong Neo
    Continues the story of Singapore Network Services Pte. Ltd. (SNS), which was created to initiate and manage the creation of value-added networks for trade and other aspects of commerce in the island nation of Singapore. SNS built on its TradeNet experience to develop... View Details
    Keywords: Internet and the Web; Information Infrastructure; Internet and the Web; Profit Sharing; Partners and Partnerships; Trade; Business and Government Relations; Web Services Industry; Singapore
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    Applegate, Lynda M., John L. King, and Boon-Siong Neo. "Singapore TradeNet: The Tale Continues." Harvard Business School Case 193-136, March 1993. (Revised June 1995.)
    • 20 Apr 2023
    • Blog Post

    Tackle the First 90 Days of Your Next Role: A 5 Step Process for Success on the Job

    facing (or will face) in the near future? Step 3: Conduct Interviews Next, set up your 30-45 minute stakeholder meetings where you’ll have an opportunity to build relationships, learn, and capture important information that will make you... View Details
    • March 2021
    • Article

    Experimenting During the Shift to Virtual Team Work: Learnings from How Teams Adapted Their Activities During the COVID-19 Pandemic

    By: Ashley V. Whillans, Leslie Perlow and Aurora Turek
    Past research has focused on understanding the characteristics of work that are fully virtual or fully collocated. The present study seeks to expand our understanding of team work by studying knowledge workers' experiences as they were suddenly forced to transition to... View Details
    Keywords: Team Work; Activities; Virtual Work; Digital Technologies; Groups and Teams; Health Pandemics; Internet and the Web; Adaptation
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    Whillans, Ashley V., Leslie Perlow, and Aurora Turek. "Experimenting During the Shift to Virtual Team Work: Learnings from How Teams Adapted Their Activities During the COVID-19 Pandemic." Information and Organization 31, no. 1 (March 2021).
    • 19 Dec 2023
    • Research & Ideas

    $15 Billion in Five Years: What Data Tells Us About MacKenzie Scott’s Philanthropy

    finished giving, but with more than $15 billion granted to nearly 2,000 organizations, some meaningful patterns have begun to emerge. We parsed all the Yield Giving donation information available to date and matched it with Internal... View Details
    Keywords: by Matthew Lee, Brian Trelstad, and Ethan Tran
    • Web

    Resumes & Cover Letters - Alumni

    get started. You should complete your Profile in 12twenty by updating your Background tab which contains information about your career experience, skills, preferences and more. Ensuring your Background tab is complete and accurate will... View Details
    • 08 Nov 2018
    • Working Paper Summaries

    Arbitration with Uninformed Consumers

    Keywords: by Mark Egan, Gregor Matvos, and Amit Seru; Legal Services
    • April 2012
    • Article

    Coming Through When It Matters Most

    By: Heidi K. Gardner
    All teams would like to think they do their best work when the stakes are highest-when the company's future or their own rests on the outcome of their projects. But too often something else happens. In extensive studies of teams at professional service firms, I have... View Details
    Keywords: Groups and Teams; Projects; Performance Expectations; Failure; Risk and Uncertainty; Safety; Experience and Expertise; Knowledge Sharing
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    Gardner, Heidi K. "Coming Through When It Matters Most." Harvard Business Review 90, no. 4 (April 2012).

      Coming Through When It Matters Most

      All teams would like to think they do their best work when the stakes are highest—when the company’s future or their own rests on the outcome of their projects. But too often something else happens. In extensive studies of teams at professional service firms,... View Details

      • October 2017 (Revised January 2018)
      • Case

      Bitfury: Blockchain for Government

      By: Mitchell Weiss and Elena Corsi
      In the Republic of Georgia, legend had it their land was a precious gift from God he had intended to keep for his mother. But over time, the land had been under intermittent threat from without and within. In 2017, the Bitfury Group, which Valery Vavilov had... View Details
      Keywords: Blockchain; Bitcoin; Cryptocurrency; Public Entrepreneurship; Public Innovation; Government Innovation; Property Rights; Property Registry; Technology Strategy; Distributed Networks; Entrepreneurship; Public Sector; Innovation and Invention; Technology Adoption; Business and Government Relations; Technology Industry; Real Estate Industry; Public Administration Industry; Georgia (nation, Asia); Tbilisi
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      Weiss, Mitchell, and Elena Corsi. "Bitfury: Blockchain for Government." Harvard Business School Case 818-031, October 2017. (Revised January 2018.)
      • 01 Sep 2023
      • News

      Bless this Stress

      National Geographic for Disney+/Craig Parry In the first episode of the National Geographic docuseries Limitless with Chris Hemsworth, Modupe Akinola (MBA 2001/PhDOB 2009) and the Australian actor gaze across downtown Sydney to a skyscraper in the distance, teetering... View Details
      Keywords: Jen McFarland Flint; Business Schools & Computer & Management Training; Educational Services
      • May 1983 (Revised December 1987)
      • Case

      Technical Data Corp.

      By: William A. Sahlman
      Describes a decision confronting the president of a small company about selling some or all of the shares in his company to another firm. Technical Data Corp. provides analytical services to professional bond market traders over a system of computer terminals operated... View Details
      Keywords: Stocks; Entrepreneurship; Business Startups; Internet and the Web; Information Infrastructure; Mobile and Wireless Technology; Valuation; Negotiation Tactics; Mergers and Acquisitions; Corporate Strategy; Horizontal Integration; Information Industry; Information Industry
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      Sahlman, William A. "Technical Data Corp." Harvard Business School Case 283-072, May 1983. (Revised December 1987.)
      • October 2021 (Revised December 2021)
      • Case

      Customer-Centric Design with Artificial Intelligence: Commonwealth Bank

      By: Karim R. Lakhani, Yael Grushka-Cockayne, Jin Hyun Paik and Steven Randazzo
      As Commonwealth Bank (CommBank) CEO Matt Comyn delivered the full financial year results in August 2021 over videoconference, it took less than two minutes for him to make his first mention of the organization's Customer Engagement Engine (CEE), the AI-driven customer... View Details
      Keywords: Artificial Intelligence; Customer-centricity; Banks and Banking; Customer Focus and Relationships; Technological Innovation; Transformation; Organizational Change and Adaptation; Performance; AI and Machine Learning; Financial Services Industry; Australia
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      Lakhani, Karim R., Yael Grushka-Cockayne, Jin Hyun Paik, and Steven Randazzo. "Customer-Centric Design with Artificial Intelligence: Commonwealth Bank." Harvard Business School Case 622-065, October 2021. (Revised December 2021.)
      • 25 Nov 2008
      • First Look

      First Look: November 25, 2008

      about the benefits of the privatization of water services amongst low and middle-income groups immediately after the 2006 nationalization. Negative opinions about the privatization prevail. These are particularly strong amongst households... View Details
      Keywords: Martha Lagace
      • July 2006 (Revised March 2010)
      • Case

      Symantec vs. McAfee: Competing in the Consumer Anti-virus Industry

      By: Ramon Casadesus-Masanell and Jordan Mitchell
      Symantec and McAfee hold 53.6% and 18.8% respectively, of the anti-virus software market as of 2006. While the market is concentrated with five firms controlling over 90%, Microsoft is on the eve of releasing a consumer security subscription packed called OneCare Live.... View Details
      Keywords: Business Model; Market Entry and Exit; Competitive Strategy; Software; Information Technology Industry
      Citation
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      Casadesus-Masanell, Ramon, and Jordan Mitchell. "Symantec vs. McAfee: Competing in the Consumer Anti-virus Industry." Harvard Business School Case 707-413, July 2006. (Revised March 2010.)
      • October 22, 2015
      • Article

      The Mayo Clinic Model for Running a Value-Improvement Program

      By: Robert S. Kaplan, Derek A. Haas, Richard A. Helmers, March Rucci and Meredith Brady
      Applying time-driven activity-based costing (TDABC) in health care cannot be delegated to the finance function. The most successful implementations have had strong executive support, exceptional clinical leaders, and dedicated, multi-disciplinary project teams. The... View Details
      Keywords: Service Delivery; Activity Based Costing and Management; Health Care and Treatment; Health Industry
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      Kaplan, Robert S., Derek A. Haas, Richard A. Helmers, March Rucci, and Meredith Brady. "The Mayo Clinic Model for Running a Value-Improvement Program." Harvard Business Review (website) (October 22, 2015). (A collaboration of the editors of Harvard Business Review and the New England Journal of Medicine.)
      • 10 Mar 2009
      • First Look

      First Look: March 10, 2009

      informational and procedural quality. We close by discussing the implications of our findings for organizations and researchers. Download the paper: http://www.hbs.edu/research/pdf/07-001.pdf Cases & Course Materials Alibaba's Taobao... View Details
      Keywords: Martha Lagace
      • 29 Jan 2015
      • Blog Post

      Ask about the FIELD Immersion during your next interview

      From Argentina to China, over 900 first-year students recently wrapped up a 10 day immersion experience with organizations around the globe. The immersion is part of the FIELD curriculum where student teams develop a new product or View Details
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