Publications

25 Sep 2017
News

10 books that should be on every marketer’s shelf

July 1999 (Revised April 2001)
Case

Quickturn Design Systems, Inc. (A)

By: Jay W. Lorsch and Katharina Pick

Quickturn Design Systems, Inc. faces a hostile takeover bid from its competitor, Mentor Graphics. Mentor makes the bid at a moment when Quickturn's stock price is depressed and the company is defending against a patent suit filed by Mentor. The two companies have a... View Details

Keywords: Patents; Governing and Advisory Boards; Behavior; Lawsuits and Litigation; Organizations; Acquisition; Corporate Governance; Service Industry

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31 Mar 2016
News

Products to Platforms: Making the Leap

23 Jun 2003
Research & Ideas

Historically Speaking: A Roundtable at HBS

peripheral products. I wanted to explain in some detail how this happened. Nancy Koehn: Reading Al's work, I was struck by the implications of technological change for the demand side of the economy. As a historian watching the... View Details

Keywords: by Jim Aisner

January 2021
Case

mPharma (A)

By: Rembrand Koning, John D. Macomber, Pippa Tubman Armerding and Wale Lawal

mPharma pioneered electronic prescriptions in Ghana, and aimed to increase drug affordability and accessibility in Africa, but the company remained unprofitable. Following investor concerns about mPharma's business, CEO Gregory Rockson considered alternative business... View Details

Keywords: Strategy; Entrepreneurship; Acquisition; Health; Business Model; Technology Industry; Technology Industry; Ghana

October 1994 (Revised March 1999)
Case

Ritz-Carlton: Using Information Systems to Better Serve the Customer

By: W. Earl Sasser, Thomas O. Jones and Norman Klein

Explores the interface of an information system that keeps track of guests and their preferences, and the people systems that deliver multiple services at Ritz-Carlton hotels. The luxury hotel chain's unique service credo and commitment to quality principles are... View Details

Keywords: Competency and Skills; Customer Satisfaction; Training; Recruitment; Service Delivery; Supply Chain Management; Luxury; Balance and Stability; Information Technology

November 2019
Article

How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework

By: Doug J. Chung, Byungyeon Kim and Byoung G. Park

This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details

Keywords: Nerlove-Arrow Framework; Stock-of-goodwill; Dynamic Panel Data; Serial Correlation; Instrumental Variables; Sales Effectiveness; Detailing; Analytics and Data Science; Sales; Analysis; Performance Effectiveness; Pharmaceutical Industry

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Profile

Omowale Casselle

What does your work involve? "My official title is director of product management, SAMPLEit, a new venture at redbox. In this role, I'm responsible for leveraging technology across our different product lines—kiosk, mobile, View Details

Keywords: Technology; Technology

18 Oct 2010
Lessons from the Classroom

Venture Capital’s Disconnect with Clean Tech

suspend the emissions reduction law until the state's unemployment rate falls below 5.5 percent for four consecutive quarters. "The cost curves you see in renewable energy are falling fairly predictably," Lassiter says.... View Details

Keywords: by Carmen Nobel; Energy; Utilities; Financial Services

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

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06 Oct 2014
News

HP Split Lets Whitman Focus on Enterprise, George Says

September 1991 (Revised November 1997)
Case

Gillette's Launch of Sensor

By: Pankaj Ghemawat and Benjamin C. Esty

The introduction of the Sensor Shaving System, one of the biggest product launches ever, forced Gillette to reevaluate its strategy in its shaving and non-shaving business. It had to decide whether to go ahead with the launch and if so, at what scale. Permits analysis... View Details

Keywords: Product Launch; Technological Innovation; Innovation Strategy; Business Strategy; Marketing Strategy; Measurement and Metrics; Consumer Products Industry

January 2009 (Revised May 2011)
Case

China Mobile's Rural Communications Strategy

By: William C. Kirby, F. Warren McFarlan, G.A. Donovan and Tracy Manty

China Mobile was the world's leading mobile communications service provider with over 400 million customers. In some cities, its penetration rate was over 100%. With such huge successes, Chairman Wang Jianzhou was exploring ways to expand its customer base. Nearly... View Details

Keywords: Communication Technology; Mobile and Wireless Technology; Investment; Rural Scope; Strategy; Growth and Development Strategy; Corporate Social Responsibility and Impact; Business and Government Relations; Telecommunications Industry; China

2022
Working Paper

Where the Cloud Rests: The Location Strategies of Data Centers

By: Shane Greenstein and Tommy Pan Fang

This study provides an analysis of the entry strategies of third-party data centers in the United States. We examine the market before the pandemic in 2018 and 2019, when supply and demand for data services were geographically stable. We compare with the entry... View Details

Keywords: Cloud Computing; Location Strategies; Data Centers; Information Infrastructure

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July–August 2024
Article

Doing More with Less: Overcoming Ineffective Long-Term Targeting Using Short-Term Signals

By: Ta-Wei Huang and Eva Ascarza

Firms are increasingly interested in developing targeted interventions for customers with the best response, which requires identifying differences in customer sensitivity, typically through the conditional average treatment effect (CATE) estimation. In theory, to... View Details

Keywords: Long-run Targeting; Heterogeneous Treatment Effect; Statistical Surrogacy; Customer Churn; Field Experiments; Consumer Behavior; Customer Focus and Relationships; AI and Machine Learning; Marketing Strategy

Article

A Collective Biological Processing Algorithm for EKG Signals

By: Mike Horia Teodorescu

We establish and explore an analogy between hunting by packs of agents and signal processing. We present a version of adaptive ‘Hunting Swarm’ algorithm (HSA), apply it to EKG signals, and investigate the influence of the model parameters on the filtering of stationary... View Details

Keywords: Artificial Intelligence; Technological Innovation; Health Care and Treatment

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2015
Report

The Global STEM Paradox

By: Mark R. Kramer, Kate Tallant, Amanda Oudin Goldberger and Flynn Lebus

Despite increasing numbers of science, technology, engineering, and math (STEM) graduates worldwide, STEM jobs remain unfilled in developed and developing countries. Through an exploration of the root causes of this global STEM paradox, FSG offers an answer to this... View Details

Keywords: STEM Labor; Science; Information Technology; Engineering; Jobs and Positions; Global Range