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  • 12 Mar 2006
  • Research & Ideas

New Research Explores Multi-Sided Markets

selling them to consumers. Take Wal-Mart, for instance. Is it a two-sided platform? Not in its "classic version." If it functions like your average village merchant who wakes up early to acquire produce from suppliers and then... View Details
Keywords: by Sean Silverthorne; Technology
  • Web

Team - Case Method Project

curriculum development for the Case Method Project. He received his Ph.D. in history from Columbia University and is author of Birth of a Salesman: The Transformation of Selling in America (2004) and Fortune Tellers: The Story of... View Details
  • 07 Jul 2021
  • Book

Good News for Disgraced Companies: You Can Regain Trust

providing a warm, welcoming, personalized experience at every level, from executives and managers to housekeeping and wait staff. And Patagonia has demonstrated its pro-environment stance by continually re-examining its practices—from View Details
Keywords: by Lane Lambert
  • Web

Health Care - Faculty & Research

in which agents recruited by a public health organization to sell condoms are randomly allocated to four groups. Agents in the control group are hired as volunteers, whereas agents in the three treatment groups receive, respectively, a... View Details
  • 21 Aug 2013
  • Research & Ideas

What Went Wrong at J.C. Penney?

what we often call high-low pricing. When Johnson took over J.C. Penney, 50 to 70 percent of all sales were at discounted prices. Here's how it works. You start off pricing something at $100, but you end up selling it at, say, $50. All... View Details
Keywords: by Jim Aisner; Retail
  • 12 Aug 2019
  • Research & Ideas

How Scale Changes a Manager's Responsibilities

decision, but to guide and mentor the team through the decision process. You may interview candidates at this stage, too, but I suggest this be to help a junior manager resolve concerns they have about the candidate or probe more deeply on areas in which they feel less... View Details
Keywords: by Julia Austin
  • 25 Jun 2012
  • Research & Ideas

Collaborating Across Cultures

This can help people see patterns in their interactions with culturally dissimilar colleagues, eventually leading to more mindful interactions. That, in turn, can lead to enhanced affective trust that makes cross-cultural creative collaboration more effective, whether... View Details
Keywords: by Michael Blanding
  • 15 Nov 2022
  • Op-Ed

Why TikTok Is Beating YouTube for Eyeball Time (It’s Not Just the Dance Videos)

their own versions of it. Rethinking the discovery problem The rise of the internet democratized the publishing and distribution of information and entertainment. In the process, it created an enormous discovery problem. Those with an idea or product to View Details
Keywords: by John Deighton and Leora Kornfeld
  • July–August 2013
  • Article

Building Sustainable Cities

By: John D. Macomber
By 2050 the number of people living in cities will have nearly doubled, to 6 billion, and the problems created by this rampant urbanization are among the most important challenges of our time. Of all resource-management issues, the author argues, water, electricity,... View Details
Keywords: Growth Management; Urban Development; Entrepreneurship; Infrastructure; City
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  • Research Summary

Overview

Navid has worked with different organizations across various industries, from the Federal Reserve to medical device manufacturers, heavy construction equipment sellers, and B2B software providers, to assemble proprietary datasets in studying organizational buying.... View Details

  • December 2024
  • Case

Enerjisa Üretim: The Digital Era of Electricity Generation

By: Prithwiraj Choudhury and Sadika El Hariri
Launched in 2017, Enerjisa Üretim was one of Türkiye’s largest private sector electricity companies. In its early days, the company faced some financial and operational troubles. When İhsan Erbil Bayçöl, the current CEO of Enerjisa Üretim, joined the business in 2018,... View Details
Keywords: Private Sector; Performance Improvement; Renewable Energy; Growth and Development Strategy; Business Units; Partners and Partnerships; Leadership; Energy Industry; Utilities Industry; Turkey
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  • 01 Sep 2023
  • News

Wheel Change

A serial entrepreneur, Paris Wallace (MBA 2007/MPA 2008) is founder of Ovia Health and Good Start Genetics. But he started his first business—an online store selling bike parts and accessories—at age 16. With his launch this year of the... View Details
Keywords: Julia Hanna; cycling; entrepreneurship; leadership; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment
  • June 2025
  • Case

TagHive: Edtech Pricing and Distributor Decisions

By: Isamar Troncoso, Frank V. Cespedes and Stacy Straaberg
Education technology (edtech) company TagHive, founded in 2017, used a direct sales team and third-party distributors to sell its Class Saathi hardware and software solution to 300 clients, mainly primary and secondary schools in India. The product aimed to improve... View Details
Keywords: Business Model; Marketing Channels; Marketing Strategy; Product Marketing; Social Marketing; Information Infrastructure; Information Technology; Internet and the Web; Mobile and Wireless Technology; Technology Adoption; Education; Teaching; Price; Customer Relationship Management; Customer Satisfaction; Growth and Development; Technological Innovation; Education Industry; Technology Industry; India; South Korea
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  • 21 Sep 2022
  • Research & Ideas

You Don’t Have to Quit Your Job to Find More Meaning in Life

us happy and creates positive impact, each on its own still helps toward making your life seem more meaningful." “If you’re selling an electric car, make it a pleasure to ride in,” De Freitas says. On a more personal level, De Freitas... View Details
Keywords: by Shalene Gupta
  • July – August 2008
  • Article

Should You Invest in the Long Tail?

By: Anita Elberse
The blockbuster strategy is a time-honored approach, particularly in media and entertainment. When space is limited on store shelves and in traditional distribution channels, producers tend to focus on a few likely best sellers, hoping that one or two big hits will... View Details
Keywords: Demand and Consumers; Distribution Channels; Sales; Marketing Strategy; Online Technology; Motion Pictures and Video Industry; Music Industry; Retail Industry
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  • 22 Feb 2024
  • News

Combat-Tested Cancer Coaching

amazing. I did it all perfectly. No regrets." And it was not the case. I read those journals and I could constantly read between the lines and see things I was missing, things I wasn't picking up on that were probably bothering my kids, not realizing how much it meant... View Details
  • Web

Advisory Board - Entrepreneurship

company Excara and switched to selling enterprise software for managing product content. In 2002, he started two nonprofits in response to the sexual abuse crisis in the Catholic Church. He is currently acting VP of Product Strategy for... View Details
  • 22 Nov 2023
  • News

So You Want to Join a Startup

portfolio of one stock, which in effect is what working for a company is, right? If you're working full time for a company, you're holding a portfolio of one stock. And if someone calls you up and says, Hey, why don't you sell that stock... View Details
  • 19 Jan 2023
  • Research & Ideas

What Makes Employees Trust (vs. Second-Guess) AI?

tries to put the right number of products in the right stores at the right time, so it sells as much as possible and doesn’t lose track of stock. As part of the study, Tapestry managers who oversee shelf stocking provided employees called... View Details
Keywords: by Rachel Layne
  • 01 Nov 2016
  • First Look

First Look - November 1, 2016

2016 Random House The Content Trap: A Strategist's Guide to Digital Change By: Anand, Bharat Abstract—Companies everywhere face two major challenges today: getting noticed and getting paid. To confront these obstacles, I examine a range of businesses around the world,... View Details
Keywords: Sean Silverthorne