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      • June 2011
      • Case

      Shelley Capital and the Hedge Fund Secondary Market

      By: Luis Viceira, Elena Corsi and Ruth Dittrich
      An advisory company has to decide how to sell their client's hedge fund holdings in the secondary market, and thinks about their future. Shelley Capital was a a European advisory company operating in the hedge fund secondary market, a market that boosted in 2008 with... View Details
      Keywords: Insolvency and Bankruptcy; Investment Funds; Marketing Strategy; Financial Crisis; Sales; Leadership Development; Financial Markets; Crisis Management; Business Processes; Risk and Uncertainty; Globalized Economies and Regions; Financial Services Industry; Service Industry; Europe
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      Viceira, Luis, Elena Corsi, and Ruth Dittrich. "Shelley Capital and the Hedge Fund Secondary Market." Harvard Business School Case 211-112, June 2011.
      • June 28, 2011
      • Article

      Using Implementation Intentions Prompts to Enhance Influenza Vaccination Rates

      By: Katherine L Milkman, John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
      We evaluate the results of a field experiment designed to measure the effect of prompts to form implementation intentions on realized behavioral outcomes. The outcome of interest is influenza vaccination receipt at free on-site clinics offered by a large firm to its... View Details
      Keywords: Behavioral Economics; Nudge; Libertarian Paternalism; Public Health; Flu Shot; Behavior; Consumer Behavior; Health Care and Treatment; Cognition and Thinking
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      Milkman, Katherine L., John Beshears, James J. Choi, David Laibson, and Brigitte C. Madrian. "Using Implementation Intentions Prompts to Enhance Influenza Vaccination Rates." Proceedings of the National Academy of Sciences 108, no. 26 (June 28, 2011): 10415–10420.
      • June 2011
      • Case

      Reed Supermarkets: A New Wave of Competitors

      By: John A. Quelch and Carole Carlson
      Reed Supermarkets is a high-end supermarket chain with operations in several Midwestern states. Meredith Collins, vice president of marketing, visits stores located in Columbus, Ohio, an important region with the largest market and the greatest impact on revenue... View Details
      Keywords: Product Positioning; Marketing Strategy; Business Growth and Maturation; Competitive Strategy; Consumer Behavior; Brands and Branding; Retail Industry; Food and Beverage Industry; Ohio
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      Quelch, John A., and Carole Carlson. "Reed Supermarkets: A New Wave of Competitors." Harvard Business School Brief Case 114-296, June 2011.
      • June 2011
      • Case

      Steering Monetary Policy Through Unprecedented Crises

      By: David Moss and Cole Bolton
      In early April 2008, economic conditions in Europe appeared to be deteriorating on almost all fronts: sales figures were falling, business and consumer confidence were slumping, forecasts for European growth were being revised downward, and inflation was rising. In... View Details
      Keywords: Forecasting and Prediction; Economic Slowdown and Stagnation; Financial Crisis; Inflation and Deflation; Financial Institutions; Interest Rates; Policy
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      Moss, David, and Cole Bolton. "Steering Monetary Policy Through Unprecedented Crises." Harvard Business School Case 711-048, June 2011.
      • June 2011 (Revised May 2012)
      • Case

      Procter & Gamble: Marketing Capabilities

      By: Rebecca M. Henderson and Ryan Johnson
      P&G had become known and recognized as a marketing machine. It was the largest advertiser in the world, with 2010 spending of $8.68 billion. From the company's early exploitation of broadcast media (radio and television) for its soap products to more recent experiments... View Details
      Keywords: Advertising; Change Management; Globalized Markets and Industries; Innovation Strategy; Brands and Branding; Marketing Communications; Expansion; Consumer Products Industry
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      Henderson, Rebecca M., and Ryan Johnson. "Procter & Gamble: Marketing Capabilities." Harvard Business School Case 311-117, June 2011. (Revised May 2012.)
      • 2011
      • Book

      Accelerating Energy Innovation: Insights from Multiple Sectors

      By: Rebecca Henderson and Richard G. Newell
      Accelerating energy innovation could be an important part of an effective response to the threat of climate change. Written by a stellar group of experts in the field, this book complements existing research on the subject with an exploration of the role that public... View Details
      Keywords: Energy Sources; Innovation and Invention; Climate Change; Policy; Competition; Demand and Consumers; Finance; Energy Industry
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      Henderson, Rebecca, and Richard G. Newell, eds. Accelerating Energy Innovation: Insights from Multiple Sectors. National Bureau of Economic Research Conference Report. University of Chicago Press, 2011.
      • Article

      Advertising, the Matchmaker

      By: Bharat N. Anand and Ron Shachar
      We empirically study the informational role of advertising in matching consumers with products when consumers are uncertain about both observable and unobserved program attributes. Our focus is on the network television industry, in which the products are television... View Details
      Keywords: Advertising; Information; Consumer Behavior; Television Entertainment; Risk and Uncertainty; Product; Decision Choices and Conditions; Advertising Industry
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      Anand, Bharat N., and Ron Shachar. "Advertising, the Matchmaker." RAND Journal of Economics 42, no. 2 (Summer 2011): 205–245. (Lead Article.)
      • Fall 2012
      • Article

      Marketing and Public Policy: Transformative Research in Developing Markets

      By: C. Shultz, Rohit Deshpandé, Bettina Cornwell, A. Ekici, P. Kothandaraman, M. Peterson, S. Shapiro, D. Talukdar and A. Veeck
      Developing markets are a challenge for researchers who study them and for governments, business leaders, and citizens who strive to improve the quality of life in them. The limitations of the dominant development paradigm coupled with the need to focus on consumers... View Details
      Keywords: Demand and Consumers; Development Economics; Marketing Strategy; Emerging Markets
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      Shultz, C., Rohit Deshpandé, Bettina Cornwell, A. Ekici, P. Kothandaraman, M. Peterson, S. Shapiro, D. Talukdar, and A. Veeck. "Marketing and Public Policy: Transformative Research in Developing Markets." Journal of Public Policy & Marketing 31, no. 2 (Fall 2012).
      • June 2011 (Revised May 2012)
      • Case

      Reckitt Benckiser: Fast and Focused Innovation

      By: Rebecca M. Henderson and Ryan Johnson
      Since its 1999 merger Reckitt Benckiser (RB), a global consumer goods company, led by its CEO Bart Becht, RB developed a reputation for rapid product innovation and industry leading profit margins. RB's stated strategy was to focus on its Powerbrands and high growth... View Details
      Keywords: Mergers and Acquisitions; Global Strategy; Innovation Leadership; Leadership Style; Growth and Development Strategy; Brands and Branding; Product Development; Performance Improvement; Commercialization; Consumer Products Industry
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      Henderson, Rebecca M., and Ryan Johnson. "Reckitt Benckiser: Fast and Focused Innovation." Harvard Business School Case 311-116, June 2011. (Revised May 2012.)
      • May 2011 (Revised March 2012)
      • Case

      Nanda Home: Preparing for Life after Clocky

      By: Elie Ofek and Jill Avery
      Gauri Nanda, the inventor of Clocky, the alarm clock that rolls off the bed stand and forces its owner to find it, has to make critical decisions regarding the future of her nascent company. As sales of Clocky show signs of declining, she must decide whether to... View Details
      Keywords: Brands and Branding; Management; Electronics Industry
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      Ofek, Elie, and Jill Avery. "Nanda Home: Preparing for Life after Clocky." Harvard Business School Case 511-134, May 2011. (Revised March 2012.)
      • May 2011 (Revised August 2011)
      • Case

      The Offshore Drilling Industry in 2011

      By: Ramon Casadesus-Masanell, Kenneth Corts and Joseph McElroy
      After booming in 2007 and early 2008, the offshore drilling industry slumps in 2009. Lower oil prices lead oil companies to reduce drilling budgets, and rig utilization falls from essentially 100% to 70% in some markets. Day rates--the prices paid for a rig's... View Details
      Keywords: Technological Innovation; Metals and Minerals; Demand and Consumers; Price; Industry Structures; Supply and Industry; Mining; Mining Industry; Energy Industry
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      Casadesus-Masanell, Ramon, Kenneth Corts, and Joseph McElroy. "The Offshore Drilling Industry in 2011." Harvard Business School Case 711-543, May 2011. (Revised August 2011.)
      • May 2011
      • Background Note

      Scale Effects, Network Effects, and Investment Strategy

      By: Willy Shih
      This technical note discusses scale economies, and direct and indirect network effects in the context of building better business models. Some of the great business disasters of the dot.com bubble were companies that scaled their infrastructure without working through... View Details
      Keywords: Business Model; Investment; Price; Crisis Management; Network Effects; Multi-Sided Platforms; Strategy
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      Shih, Willy. "Scale Effects, Network Effects, and Investment Strategy." Harvard Business School Background Note 611-082, May 2011.
      • May–June 2011
      • Article

      The Uninvited Brand

      By: Susan Fournier and Jill Avery
      Brands rushed into social media, viewing social networks, video sharing, online communities, and microblogging sites as the panacea to diminishing returns for traditional brand building routes. But, as more branding activity moves to the web, marketers are confronted... View Details
      Keywords: Marketing; Brands; Brand Building; Brand Management; Digital Marketing; Advertising Campaigns; Brands and Branding; Marketing Communications; Marketing Strategy; Internet and the Web; Social Media; Consumer Products Industry; Consumer Products Industry
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      Fournier, Susan, and Jill Avery. "The Uninvited Brand." Business Horizons 54, no. 3 (May–June 2011): 193–207.
      • May 2011
      • Article

      Think Customers Hate Waiting? Not So Fast...

      By: Ryan W. Buell and Michael I. Norton
      Managers typically look for ways to reduce wait time to increase customer satisfaction. New research suggests there's a better approach: showing customers a representation of the effort, whether literal or not, being expended on their behalf while they wait. (The... View Details
      Keywords: Customer Relationship Management; Service Delivery; Consumer Behavior; Performance Effectiveness; Customer Satisfaction
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      Buell, Ryan W., and Michael I. Norton. "Think Customers Hate Waiting? Not So Fast..." Harvard Business Review 89, no. 5 (May 2011).
      • May 2011
      • Article

      Underdog Branding: Why Underdogs Win in Recessions

      By: Neeru Paharia, Anat Keinan and Jill Avery
      Underdog stories about overcoming great odds through passion and determination are particularly resonant during difficult times as they inspire us and give us hope when the outlook we face is bleak. They promise that success is still possible, a much needed message in... View Details
      Keywords: Marketing; Brand Building; Brand Management; Brand Positioning; Competitive Positioning; Brands and Branding; Economics; Marketing Communications; Marketing Strategy; Advertising Campaigns; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry
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      Paharia, Neeru, Anat Keinan, and Jill Avery. "Underdog Branding: Why Underdogs Win in Recessions." European Business Review (May 2011): 53–56. (Invited Article.)
      • April 2011
      • Case

      Designs by Kate: The Power of Direct Sales

      By: John A. Deighton and Sarah Abbott
      The sales representatives at Designs by Kate (DBK) sell private label jewelry at hosted parties and through online social media channels. They are also responsible for recruiting, training, and managing new sales reps. CEO and founder Kate Creevey designed the... View Details
      Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Motivation and Incentives; Marketing Strategy; Salesforce Management; Performance; Compensation and Benefits; Apparel and Accessories Industry
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      Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales." Harvard Business School Brief Case 114-284, April 2011.
      • April 2011
      • Teaching Note

      Designs by Kate: The Power of Direct Sales (Brief Case)

      By: John A. Deighton and Sarah Abbott
      Teaching Note to 4277. View Details
      Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Marketing Strategy; Marketing Channels; Compensation and Benefits; Sales
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      Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales (Brief Case)." Harvard Business School Teaching Note 114-285, April 2011.
      • April 2011
      • Supplement

      Designs by Kate: The Power of Direct Sales, Faculty Spreadsheet (Brief Case)

      By: John A. Deighton and Sarah Abbott
      Keywords: Direct Sales; Consumer Marketing; Marketing Management; Personal Selling; Sales Compensation; Sales Organization; Marketing Strategy; Sales
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      Deighton, John A., and Sarah Abbott. "Designs by Kate: The Power of Direct Sales, Faculty Spreadsheet (Brief Case)." Harvard Business School Spreadsheet Supplement 114-288, April 2011.
      • April 2011
      • Case

      Samsung and Google TV

      By: Ramon Casadesus-Masanell, Prithvi Raj and Crystal Jean Marrie
      This case describes Samsung's decision on how to pursue the growing market opportunity for internet-connected televisions, which enable consumers to access a range of web-based content including basic information (e.g. stock quotes, weather, news headlines, RSS feeds,... View Details
      Keywords: Competitive Strategy; Digital Platforms; Internet and the Web; Decision Choices and Conditions; Electronics Industry
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      Casadesus-Masanell, Ramon, Prithvi Raj, and Crystal Jean Marrie. "Samsung and Google TV." Harvard Business School Case 711-505, April 2011.
      • April 2011
      • Case

      Porcini's Pronto: "Great Italian cuisine without the wait!"

      By: James L. Heskett and Richard Luecke
      Porcini's Inc. operates a chain of 23 full-service restaurants located near shopping malls and downtown areas in the northeastern United States. Known for providing excellent service, Porcini's serves high-quality Italian cuisine made from fresh ingredients. Looking... View Details
      Keywords: Franchising; Syndication; Quantitative Analysis; Performance Measurement; Human Resource Management; Incentives; Motivation; Consumer Behavior; Measurement and Metrics; Quality; Customer Value and Value Chain; Selection and Staffing; Expansion; Business Growth and Maturation; Service Delivery; Franchise Ownership; Customer Focus and Relationships; Product Marketing; Food and Beverage Industry; Service Industry; Northeastern United States
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      Heskett, James L., and Richard Luecke. Porcini's Pronto: "Great Italian cuisine without the wait!". Harvard Business School Brief Case 114-277, April 2011.
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