Publications

June 2007 (Revised April 2010)
Case

Comcast Corporation

By: Anita Elberse and Jason Schreiber

In October 2006, Comcast executives had entered negotiations with broadcast networks to broaden the selection of free network content distributed via its video-on-demand (VOD) service. The major broadcast networks, however, were unsure of the effect it would have on... View Details

Keywords: Marketing Strategy; Product Launch; Consumer Behavior; Competitive Strategy; Technology Adoption; Media and Broadcasting Industry; Motion Pictures and Video Industry

September 2022 (Revised November 2023)
Case

Wordle

By: Karen G. Mills, Christina Wallace, Ebehi Iyoha, Gabriella Elanbeck and Morgane Herculano

After sourdough bread, countertop chive gardens, and vaccine selfies came a pandemic-era trend that everyone seemed to be in on: one daily chance to guess a five-letter word and crow about your success on social media via little green and yellow squares. From a... View Details

Keywords: Games; Innovation; General Management; Mergers and Acquisitions; Trends; Entrepreneurship; Bids and Bidding; Consumer Behavior; Entertainment and Recreation Industry; Technology Industry

September 2008
Case

Harrington Collection: Sizing Up the Active-Wear Market

By: Richard S. Tedlow and Heather Beckham

In the wake of slumping sales and sagging profit margins, a leading manufacturer and retailer of high-end women's apparel, Harrington Collection, must evaluate an opportunity to expand into the high-growth active-wear market. Sara Huey, Vice President of Strategic... View Details

Keywords: Breakeven Analysis; Product Introduction; Expansion; Consumer Behavior; Supply and Industry; Product Launch; Apparel and Accessories Industry

October 2022
Exercise

Shanty Real Estate: Confidential Information for Homebuyer 1

By: Michael Luca, Jesse M. Shapiro and Nathan Sun

Shanty is a simulation in which students inhabit the role of either a traditional home buyer or an iBuyer, both bidding on the same condo. The traditional home buyer has access to a “comp sheet” of similar properties that have recently sold, and has done a walkthrough.... View Details

Keywords: Data-driven Decision-making; Decisions; Negotiation; Bids and Bidding; Valuation; Consumer Behavior; Real Estate Industry

2019
Working Paper

Managing Churn to Maximize Profits

By: Aurelie Lemmens and Sunil Gupta

Customer defection threatens many industries, prompting companies to deploy targeted, proactive customer retention programs and offers. A conventional approach has been to target customers either based on their predicted churn probability, or their responsiveness to a... View Details

Keywords: Churn Management; Defection Prediction; Loss Function; Stochastic Gradient Boosting; Customer Relationship Management; Consumer Behavior; Profit

SSRN

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March 2011
Supplement

Cree, Inc.: An Update

By: David J. Collis and Mary Furey

An update to "Cree Inc.: Which Bright Future?" View Details

Keywords: Disruptive Innovation; Consumer Behavior; Strategy; Technology Adoption; Electronics Industry

08 Jun 2021
Research & Ideas

Tell Me What to Do: When Bad News Is a Big Relief

Barasz’s new paper, “Hoping for the Worst? A Paradoxical Preference for Bad News,” which recently appeared in the Journal of Consumer Research, documents this peculiar preference for worse-case scenarios in a variety of medical... View Details

Keywords: by Michael Blanding

November 2024
Article

Price Discounts and Cheapflation During the Post-Pandemic Inflation Surge

By: Alberto Cavallo and Oleksiy Kryvtsov

We study how within-store price variation changes with inflation, and whether households exploit it to attenuate the inflation burden. We use micro price data for food products sold by 91 large multi-channel retailers in ten countries between 2018 and 2024. Measuring... View Details

Keywords: Macroeconomics; Inflation and Deflation; Price; Consumer Behavior; Personal Finance; Product Positioning

Read Now

01 Jun 2004
News

Luxe Redux

Cashing in on the $60 billion global luxury goods market has never been tougher — or more rewarding. Competition is keen. And consumer preferences are constantly shifting, causing the concept of luxury itself to change over time. As a... View Details

Keywords: Julia Hanna; luxury; Retail Trade

01 Apr 2000
News

Strike Up the Broad(band)

telephone-television-Internet system." Given the success of the Internet, which the authors liken to "a kind of broadband on training wheels," they predict that as broadband technology evolves during the coming years, its power to revolutionize View Details

01 Dec 2007
News

Where Are the Innovators in Health Care?

providers, abetted by legislators and insurance companies, have made it virtually impossible for them to succeed. Unlike any other U.S. industry, consumers do not set prices, yet they provide all the money through taxes for government... View Details

Keywords: Regina E. Herzlinger; Health, Social Assistance; Management

15 Oct 2014
News

The Dark Side of Efficient Markets

Keywords: financial markets; efficiency; futures

August 2002 (Revised February 2003)
Case

Siebel Systems: Anatomy of a Sale, Part 2

By: John A. Deighton and Das Narayandas

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details

Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry

September 2006 (Revised March 2007)
Case

QuickBase

By: Clayton M. Christensen and Mark Szigety

Describes the challenge that engineers and marketing executives at Intuit Corp. faced when finding markets and applications for their QuickBase product. The breakthrough occurred when they abandoned their conventional modes of market segmentation, and instead strove to... View Details

Keywords: Applications and Software; Engineering; Product Marketing; Segmentation; Jobs and Positions; Consumer Behavior; Information Technology Industry