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Publications

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  • February 2017 (Revised May 2022)
  • Case

The De Beers Group: Exploring the Diamond Reselling Opportunity

By: Benjamin C. Esty, Daniel P. Gross and Lauren G. Pickle
In September 2014, Tom Montgomery (SVP of strategic initiatives at the De Beers Group) and his team launched a pilot program in the United States to explore the $1 billion diamond market for pre-owned (recycled) diamonds. According to Montgomery, the motivation for the... View Details
Keywords: Diamonds; Go-to-market Strategy; Secondary Market; Willingness To Pay; Pilot Program; Strategy Development; Strategy Execution; Scope; Marketing; Advertising; Branding; Customer Value; Pawn Shops; Jewelry; Supply And Demand; Corporate Strategy; Business Strategy; Vertical Integration; Advertising Campaigns; Value Creation; Advertising Industry; Advertising Industry; Advertising Industry; Advertising Industry; United States; United Kingdom; Africa; Botswana; South Africa; Namibia
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  • 2009
  • Simulation

Finance Simulation: M&A in Wine Country: No. 3289.

By: Timothy A. Luehrman and W. Carl Kester
In this simulation, students play the role of CEO at one of three publicly-traded wine producers: Starshine, Bel Vino, or International Beverage. Each player evaluates merger and/or acquisition opportunities among the three companies and then determines reservation... View Details
Keywords: Mergers and Acquisitions; Negotiation; Valuation; Value Creation; Food and Beverage Industry; Agriculture and Agribusiness Industry
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  • June 2023
  • Simulation

Artea Dashboard and Targeting Policy Evaluation

By: Ayelet Israeli and Eva Ascarza
Companies deploy A/B experiments to gain valuable insights about their customers in order to answer strategic business problems. In marketing, A/B tests are often used to evaluate marketing interventions intended to generate incremental outcomes for the firm. The Artea... View Details
Keywords: Algorithm Bias; Algorithmic Data; Race And Ethnicity; Experimentation; Promotion; Marketing And Society; Big Data; Privacy; Data-driven Management; Data Analysis; Data Analytics; E-Commerce Strategy; Discrimination; Targeted Advertising; Targeted Policies; Pricing Algorithms; A/B Testing; Ethical Decision Making; Customer Base Analysis; Customer Heterogeneity; Coupons; 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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  • May 1975 (Revised May 1982)
  • Case

Southwest Airlines (C)

Southwest Airlines, a small intrastate carrier, has just completed its first year of operations in June 1972 and management is debating what advertising and promotional strategy to adopt for the future. Southwest has successfully broken into a market dominated by two... View Details
Keywords: Marketing Strategy; Air Transportation; Air Transportation Industry; United States
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  • 10 Dec 2013
  • Working Paper Summaries

Information and Incentives in Online Affiliate Marketing

Keywords: by Benjamin G. Edelman & Wesley Brandi; Publishing; Technology
  • January – February 2009
  • Article

Content vs. Advertising: The Impact of Competition on Media Firm Strategy

By: David Godes, Elie Ofek and Miklos Sarvary
Media firms compete in two connected markets. They face rivalry for the sale of content to consumers, and at the same time, they compete for advertisers seeking access to the attention of these consumers. We explore the implications of such two-sided competition on the... View Details
Keywords: Monopoly; Duopoly and Oligopoly; Business Model; Price; Media; Competitive Strategy; Competitive Advantage; Advertising; Profit; Media and Broadcasting Industry
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  • October 1996 (Revised April 1997)
  • Case

Tweeter etc.

By: John T. Gourville and George Wu
In the early 1990s, Tweeter etc., a small regional retailer of higher-end audio and video equipment, faced increasing competitive pricing pressures from several large regional and national consumer electronics chains. In response, in 1993, they introduced "Automatic... View Details
Keywords: Advertising; Customer Focus and Relationships; Price; Market Entry and Exit; Supply Chain Management; Competition; Electronics Industry; Retail Industry
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  • 29 Jan 2014
  • Working Paper Summaries

The Rising Cost of Consumer Attention: Why You Should Care, and What You Can Do about It

Keywords: by Thales S. Teixeira
  • April 1982 (Revised June 1993)
  • Case

Hart Schaffner & Marx: The Market for Separately Ticketed Suits

By: Richard S. Tedlow
Calls for a decision on whether Hart Schaffner & Marx, the nation's leading manufacturer of high quality, branded suits, should expand its product line by marketing suits that are separately ticketed (i.e., the coat, vest, and slacks are sold from individual hangers... View Details
Keywords: Advertising; Decisions; Price; Markets; Distribution Channels; Production; Mathematical Methods; Competitive Strategy; Apparel and Accessories Industry
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  • March 2019 (Revised July 2020)
  • Case

MoviePass: The 'Get Big Fast' Strategy

By: Benjamin C. Esty and Daniel W. Fisher
In August 2017, MoviePass dramatically lowered its subscription price from $50 per month to just $10 for up to one movie per day. The idea was to rapidly scale the business to the point where they could generate incremental revenue streams from related businesses... View Details
Keywords: Market Entry; Growth Strategy; Profit Vs. Growth; Subscription Business; Cash Burn; Data Analytics; Get-big-fast; Buyer Power; Strategy Implementation; Movie Industry; Racing; Entrepreneurship; Market Entry and Exit; Growth and Development Strategy; Business Strategy; Value Creation; Disruption; Motion Pictures and Video Industry; United States
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  • 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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  • Article

Brand Values and Capital Market Valuation

By: Mary Barth, Michael B. Clement, George Foster and Ron Kasznik
Brand value estimates are significantly positively related to prices and returns, incremental to accounting variables. Questionable brand value estimate reliability underlies lack of financial statement recognition for brands. Findings suggest estimates are relevant... View Details
Keywords: Brands and Branding; Valuation
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  • 2006
  • Article

Measuring the Effect of Multimarket Contact on Competition: Evidence from Mergers Following Radio Broadcast Ownership Deregulation

By: Joel Waldfogel and Julie Wulf
This paper examines the effects of multimarket contact on advertising prices in the U.S. radio broadcasting industry. While it is in general difficult to measure the effect of multimarket contact on competition, the 1996 Telecommunications Act substantially relaxed... View Details
Keywords: Marketing Communications; Markets; Geographic Location; Advertising; Ownership; Price; Telecommunications Industry; Media and Broadcasting Industry; United States
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  • April 1993 (Revised July 1994)
  • Case

MathSoft, Inc. (A)

By: V. Kasturi Rangan
MathSoft's VP of sales has doubled the size of the company's direct field sales force to support the launch of a new, high-end workstation software product priced at almost $9,000. However, sales of the new product are far below plan. At the same time, the VP of... View Details
Keywords: Information Technology; Corporate Entrepreneurship; Applications and Software; Communication Strategy; Salesforce Management; Marketing Channels; Advertising; Product Launch; Information Technology Industry; Industrial Products Industry; United States
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  • Awards

Sigecom Test of Time Award

Winner of the 2018 SIGecom Test of Time Award from the Association for Computing Machinery (ACM) Special Interest Group on E-Commerce for “Internet Advertising and the Generalized Second Price Auction: Selling Billions of Dollars Worth of Keywords” with Michael... View Details
  • 25 Apr 2017
  • First Look

First Look at New Research, April 25

the disinterested shares. This article also identifies ways that the Delaware courts can encourage the use of these more potent devices when appropriate: through the threat of entire fairness review, the application of Revlon duties, and the weight given to the deal... View Details
Keywords: Sean Silverthorne
  • 2018
  • Working Paper

Shipping Fees and Product Assortment in Online Retail

By: Chaoqun Chen and Donald Ngwe
Shipping fees are an important aspect of online retail for both consumers and sellers. A common fee structure is contingent free shipping, in which consumers are granted free shipping for basket sizes above a minimum value and are charged a flat fee for orders below... View Details
Keywords: Shpping Fee; E-commerce; Multi-category Demand; Search Costs; Shipping Membership; Spending; Consumer Behavior; Retail Industry
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  • 03 Mar 2008
  • Research & Ideas

Marketing Your Way Through a Recession

advertising should stress superior price performance, not corporate image. When economic hard times loom, we tend to retreat to our village. 5. Support distributors. In uncertain times, no one wants to tie... View Details
Keywords: by John Quelch
  • 14 Oct 2009
  • First Look

First Look: October 14

capita. Our instrumental variable estimates confirm our results that states with commodities that had higher price increases had lower risk premia. Download the paper: http://www.hbs.edu/research/pdf/10-027.pdf   PublicationsWho Owns... View Details
Keywords: Martha Lagace
  • 22 Aug 2012
  • Research & Ideas

Advertising: It’s Not ‘Mad Men’ Anymore

commission rate paid by magazine and newspaper publishers to agencies. These practices served to discourage price competition among agencies and facilitated the bundling of services by full-service View Details
Keywords: by Michael Blanding; Advertising