Publications

August 1993 (Revised May 1994)
Case

American Airlines' Value Pricing (A)

By: Alvin J. Silk

In April 1992, American Airlines launched "Value Pricing" -- a radical simplification of the complex pricing structure that had evolved over more than a decade following deregulation of the U.S. domestic airline industry. American expected that the new pricing... View Details

Keywords: Price; Marketing Channels; Consumer Behavior; Performance Expectations; Value Creation; Aerospace Industry

May 1984 (Revised August 1987)
Case

Raymond Mushroom Corp.

By: Benson P. Shapiro

In April 1984 Deborah Raymond, president of Raymond Mushrooms was deciding whether or not to raise prices on Raymond canned mushrooms in conjunction with an advertising promotional program to build consumer preference. View Details

Keywords: Product Positioning; Advertising; Decisions; Price; Management Teams; Food and Beverage Industry

21 Mar 2014
Blog Post

East Asia MBA Market Update

retail, consumer goods, and technology companies. Private equity opportunities have generally decreased and although a lot of money has been raised in Asia, much has yet to be invested. According to Private Equity International there’s... View Details

Keywords: Consumer Products / Retail; Consumer Products / Retail

October 1981 (Revised August 1985)
Case

Vicks Health Care Division: Project Scorpio (C)

Reveals that the new products executives have decided to recommend national expansion. They have to develop a justification and preliminary marketing plan. Emphasizes consumer and trade promotion options. Students have to complete a five-year projected P&L statement. View Details

Keywords: Product Positioning; Health Care and Treatment; Product Launch; Health Industry

20 Nov 2019
Video

Shinta Widjaja Kamdani

Shinta Widjaja Kamdani, owner of Indonesian-based consumer products and energy company Sintesa Group, discusses her challenges after inheriting leadership of her father's business. She describes herself as a... View Details

05 Jul 2006
First Look

First Look: July 5, 2006

Working PapersThe Framing Effect of Price Format Marco Bertini and Luc Wathieu Existing evidence suggests that preferences are affected by whether a price is presented as one all-inclusive expense or partitioned into a series of charges. To explain this phenomenon,... View Details

Keywords: Sean Silverthorne

2024
Working Paper

How Inflation Expectations De-Anchor: The Role of Selective Memory Cues

By: Nicola Gennaioli, Marta Leva, Raphael Schoenle and Andrei Shleifer

In a model of memory and selective recall, household inflation expectations remain rigid when inflation is anchored but exhibit sharp instability during inflation surges, as similarity prompts retrieval of forgotten high-inflation experiences. Using data from the New... View Details

Keywords: Cognition and Thinking; Inflation and Deflation; Personal Finance

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2023
Working Paper

The Economic and Environmental Effects of Making Electricity Infrastructure Excludable

By: Husnain Fateh Ahmad, Ayesha Ali, Robyn C. Meeks, Zhenxuan Wang and Javed Younas

Electricity theft occurs when individuals cannot be excluded from accessing services. We study the impacts of an infrastructure upgrade in Karachi, Pakistan -- converting bare distribution wires to aerial bundled cables (ABCs) -- that was intended to prevent illegal... View Details

Keywords: Infrastructure; Energy; Environmental Sustainability; Utilities Industry; Pakistan

SSRN

June 2019
Case

Monetizing Insurance at Trov

By: Thales Teixeira, Samy Dana and Leandro A Guissoni

Trov is a disruptive startup in the insurance space (“insurtech”). It allows consumers to simply turn on and turn off insurance for each of their possessions on a mobile app with the swipe of a finger. Consumers love the simple, on-demand, single-item coverage product.... View Details

Keywords: Monetization; Decoupling; Business Startups; Insurance; Disruption; Mobile and Wireless Technology; Strategy; Insurance Industry

March 2003 (Revised August 2005)
Case

Making SMaL Big: SMaL Camera Technologies

By: Clayton M. Christensen and Scott Duncan Anthony

SMaL Camera Technologies CEO Maurizio Arienzo was trying to decide what market opportunities SMaL should target. The company had developed a revolutionary imaging technology that powered small digital still and video cameras. Its first-generation product--a kit to... View Details

Keywords: Product Development; Decision Making; Disruptive Innovation; Market Entry and Exit; Electronics Industry; Computer Industry; Massachusetts

Research Summary

Overview

Professor Israeli utilizes econometric methods and field experiments to study pricing and channel management. Her current research examines how the prevalence of the online channel affects both the interactions between manufacturers and their downstream channel... View Details

Keywords: Pricing; Pricing Policies; Channel Management; Online Marketing; Online Retail; Field Experiment; Analytics; Econometric Analysis

June 2008
Case

Mattel's Long Hot Summer

In the summer of 2007, Mattel performed three major recalls of toys, mostly due to lead paint and other manufacturing issues in China. This case examines specifically how those recalls were perceived by consumers, and responded to by Mattel, as well as what effect they... View Details

Keywords: Safety; Quality; Production; Price; Consumer Products Industry; Consumer Products Industry; China