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  • October 1989 (Revised October 1992)
  • Case

Smoke Wars: The Case for and Against the Cigarette Industry

By: V. Kasturi Rangan
Describes the arguments for and against the tobacco industry. With the per capita demand for cigarettes steadily declining by 2% to 3% every year, the tobacco companies have been using various approaches to stem the tide. Many such moves, however, have come under... View Details
Keywords: Debates; Marketing Strategy; Demand and Consumers; Performance; Social Issues; Consumer Products Industry
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  • May 2014
  • Article

Information and Two-Sided Platform Profits

By: Andrei Hagiu and Hanna Halaburda
We study the effect of different levels of information on two-sided platform profits under monopoly and competition. One side (developers) is always informed about all prices and therefore forms responsive expectations. In contrast, we allow the other side (users) to... View Details
Keywords: Responsive Expectations; Passive Expectations; Wary Expectations; Information; Performance Expectations; Two-Sided Platforms; Monopoly
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  • August 2023
  • Background Note

Pricing and Customer Psychology

By: Elie Ofek
This note provides an overview of how psychological principles may be used as part of a seller’s pricing strategy. The note defines the concept of psychological pricing and explains the motivations for firms to engage in it. Prominent practices and tactics, with... View Details
Keywords: Price; Marketing Strategy; Consumer Behavior
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  • January 2008 (Revised April 2009)
  • Case

Wyoff and China-LuQuan: Negotiating a Joint Venture (A)

By: James K. Sebenius and Cheng (Jason) Qian
Through stalled joint venture talks between Pennsylvania-based Wyoff Corp. and China-based China-LuQuan, strategic and cross-cultural negotiation challenges are explored both from American and Chinese perspectives. Wyoff, a leading US chemical company has been seeking... View Details
Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Style; Strategy; Chemical Industry; China; Pennsylvania
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  • 2016
  • Chapter

Luxury Branding Research: New Perspectives and Future Priorities

By: Anat Keinan, Sandrine Crener and Silvia Bellezza
Several major trends have changed the landscape for luxury brands. These shifts include the increasing role of technology (digital and mobile) as well as the use by consumers of alternative signals of status, such as wearing less prominently branded apparel, being less... View Details
Keywords: Luxury; Brands and Branding
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    Consumers, Corporations and Public Health (Oxford University Press, 2016)

    The public health footprint associated with corporate behavior has come under increased scrutiny in the last decade, with an increased expectation that private profit not come at the expense of consumer welfare.

    Consumers, Corporations, and Public... View Details
    • July 2008 (Revised May 2009)
    • Case

    The Springfield Nor'easters: Maximizing Revenues in the Minor Leagues

    By: Frank V. Cespedes, Christopher H. Lovelock and Laura Winig
    The marketing director of a new minor-league baseball team must design, conduct, and then interpret survey research to determine optimal ticket pricing that will yield large attendance figures and contribute to the owner's goal of breaking even in the first year of... View Details
    Keywords: Market Research; Quantitative Analysis; Consumer Marketing; Pricing Strategy; Price; Marketing Strategy; Mathematical Methods; Product Launch; Sports; Sports Industry; Massachusetts
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    • 20 Apr 2018
    • Working Paper Summaries

    Executive Education in the Digital Vortex: The Disruption of the Supply Landscape

    Keywords: by Mihnea Moldoveanu and Das Narayandas; Education
    • June 29, 2022
    • Other Article

    Strategic Complexity? Using Experiments to Understand and Overcome Obfuscation

    By: Michael Luca, Ginger Zhe Jin and Daniel Martin
    Credit card companies must decide what product features to disclose to consumers, such as payment schedules, penalties, and fees--and also whether to present them clearly or bury them in the fine print. Firms face similar choices in settings ranging from privacy... View Details
    Keywords: Obfuscation; Credit Cards; Strategic Incentives; Complexity; Agreements and Arrangements; Customers; Consumer Behavior; Financial Services Industry
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    • June 2005 (Revised September 2008)
    • Class Lecture

    Strategy: Building and Sustaining Competitive Advantage

    By: Bharat N. Anand, Stephen P. Bradley, Pankaj Ghemawat, Tarun Khanna, Cynthia A. Montgomery, Michael E. Porter, Jan W. Rivkin, Michael G. Rukstad, John R. Wells and David B. Yoffie
    It's great to have a blockbuster quarter or a revolutionary product or service, but true business excellence demands sustainability. Maintaining your competitive advantage requires a strategy that makes your business unique and carries you forward as the world around... View Details
    Keywords: Competitive Advantage
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    • Book Review

    Negotiating with Iran: Cultural and Historical Insights

    By: James K. Sebenius
    In a vitally important relationship famously caricatured as the "Mad Mullahs" v. the "Great Satan," the fraught negotiating history and future of Iran and the United States demands historical, cultural, and psychological insight if there is to be any prospect of... View Details
    Keywords: National Security; Negotiation; Power and Influence; Iran; United States
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    • May 2021
    • Article

    Stability, Strategy-Proofness, and Cumulative Offer Mechanisms

    By: John William Hatfield, Scott Duke Kominers and Alexander Westkamp
    We consider the setting of many-to-one matching with contracts, where firms may demand multiple contracts, but each worker desires at most one contract. We introduce three novel conditions—observable substitutability, observable size monotonicity, and... View Details
    Keywords: Matching With Contracts; Stability; Strategy-proofness; Substitutability; Size Monotonicity; Cumulative Offer Mechanism; Marketplace Matching; Balance and Stability
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    • 05 Jul 2016
    • News

    Health Insurance Stores and Health Hubs

    • Article

    Professionalism, Fiduciary Duty, and Health-Related Business Leadership

    By: Joshua D. Margolis
    Expanding fiduciary duty to leaders of health-related businesses can help leaders meet the challenges of caring for not only the corporation and shareholders but also the patients and medical professionals. How should leaders of health-related businesses weigh the... View Details
    Related
    • Research Summary

    Consumerism and the Distributed Delivery of Health Care

    By: Robert S. Huckman
    This stream of Professor Huckman's work examines the growing tendency for health care to be delivered in a more distributed manner. Examples of this phenomenon include health IT, teleradiology, medical travel, remote monitoring of chronic medical conditions, and retail... View Details
    • 2015
    • Working Paper

    Stability, Strategy-Proofness, and Cumulative Offer Mechanisms

    By: John William Hatfield, Scott Duke Kominers and Alexander Westkamp
    We consider the setting of many-to-one matching with contracts, where firms may demand multiple contracts but each worker desires at most one contract. We introduce three novel conditions—observable substitutability, observable size monotonicity,... View Details
    Keywords: Matching With Contracts; Stability; Strategy-proofness; Substitutability; Size Monotonicity; Cumulative Offer Mechanism; Contracts; Market Design; Marketplace Matching; Balance and Stability
    Related
    • July 2023
    • Article

    Deep Responsibility and Irresponsibility in the Beauty Industry

    By: Geoffrey Jones
    This article employs the concept of deep responsibility to assess the social responsibility of the beauty industry over time. It shows that many of today’s problems with the industry have deep historical roots. Products have too many ingredients that are potential... View Details
    Keywords: Business History; Corporate Social Responsibility and Impact; Beauty and Cosmetics Industry
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    • Oct 2020
    • Conference Presentation

    Optimal, Truthful, and Private Securities Lending

    By: Emily Diana, Michael J. Kearns, Seth Neel and Aaron Leon Roth
    We consider a fundamental dynamic allocation problem motivated by the problem of securities lending in financial markets, the mechanism underlying the short selling of stocks. A lender would like to distribute a finite number of identical copies of some scarce resource... View Details
    Keywords: Differential Privacy; Mechanism Design; Finance; Mathematical Methods
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    • Article

    Operations Research in the Public Sector and Nonprofit Organizations

    By: Zilla Sinuany-Stern and H. David Sherman
    Public sector and nonprofit organizations (NPO) have been growing substantially in number and size since the turn of the millennium. In light of the ongoing economic crises these sectors are expected to grow even more with expanded demands for services, increased need... View Details
    Keywords: Third Sector; Operations; Public Sector; Nonprofit Organizations
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    • 2010
    • Article

    Competing against Online Sharing

    By: Ramon Casadesus-Masanell and Andres Hervas-Drane
    This paper aims to explore online sharing of copyrighted content over peer-to-peer (p2p) file sharing networks and its impact on the music industry and to assess the viable business models for the industry in the future. View Details
    Keywords: Consumers; Computer Networks; Resource Sharing; Online Operations; Internet and the Web; Copyright; Networks; Business Model; Music Industry
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