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  • 10 Dec 2013
  • First Look

First Look: December 10

affiliate marketing programs in which merchants oversee thousands of affiliates they have never met. Some merchants hire specialist outside advisors to set and enforce policies for affiliates, while other... View Details
Keywords: Sean Silverthorne
  • 18 Oct 2018
  • Research & Ideas

How to Use Free Shipping as a Competitive Weapon

price remains a primary determinant of whether a consumer will buy a product, free shipping provides an added enhancement for online merchants to consider. Shoppers are only one-tenth as sensitive to increases in shipping fees as they are... View Details
Keywords: by Kristen Senz; Retail
  • 26 Sep 2017
  • First Look

First Look at New Research and Ideas, September 26, 2017

and a fast-growing market. There was a growing need to incorporate local relevance into global products and to respond to local competitors. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=53247 Merchants and the... View Details
Keywords: Sean Silverthorne
  • March 1998
  • Teaching Note

Shell Brasil S.A.: Performance Evaluation in the Oil Products Division TN

By: Kenneth A. Merchant and Krishna G. Palepu
Keywords: Performance Evaluation; Energy Industry
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  • March 1998
  • Teaching Note

Provigo, Inc. TN

By: Kenneth A. Merchant and Krishna G. Palepu
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  • March 1998
  • Teaching Note

Chemical Bank: Implementing the Balanced Scorecard TN

By: Krishna G. Palepu and Kenneth A. Merchant
Teaching Note for (9-195-210). (Not listed on case). View Details
Keywords: Banking Industry
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  • November 1997
  • Teaching Note

Macon Prestressed Concrete Co., Inc. (A, B, & C Condensed), Teaching Note

By: Kenneth A. Merchant and Krishna G. Palepu
Keywords: Construction Industry
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  • November 1997
  • Teaching Note

Natomas North America TN

By: Kenneth A. Merchant and Krishna G. Palepu
Keywords: North and Central America
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  • March 1996 (Revised May 1996)
  • Case

Natomas North America

By: Kenneth A. Merchant and Robert S. Kaplan
Keywords: North America
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  • March 1996
  • Case

Graves Industries, Inc.

By: Kenneth A. Merchant and Robert S. Kaplan
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  • September 2011
  • Article

On Testing Business Models

By: D. Huelsbeck, K. Merchant and Tatiana Sandino
This study explored management decisions regarding formal empirical testing of business models. It documented a test of one company's business model under seemingly favorable conditions for such a test – a successful single product firm following a consistent strategy... View Details
Keywords: Performance Measurement; Non-financial Performance Measures; Business Models; Management Control; Decisions; Business Model; Performance Evaluation
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  • February 1981 (Revised January 1984)
  • Case

International Harvester: Purchasing Inflation Offset System

By: Regina E. Herzlinger and Kenneth A. Merchant
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  • 05 Jul 2011
  • First Look

First Look: July 5

valuations of consumers who have access to vouchers must systematically differ from—and typically be lower than—those of consumers who do not have access to vouchers. Offering vouchers is more profitable for merchants that are patient or... View Details
Keywords: Sean Silverthorne
  • 08 Apr 2008
  • First Look

First Look: April 8, 2008

case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=806071   PublicationsMerchants to Multinationals Authors:Geoffrey G. Jones Publication:Athens: Alexandria Publications, 2008, Greek edition Abstract Merchants to... View Details
Keywords: Martha Lagace
  • 01 Nov 2011
  • First Look

First Look: Nov. 1

merchants that are patient or relatively unknown and for merchants with low marginal costs. Extensions to our model accommodate the possibilities of multiple voucher purchases and View Details
Keywords: Sean Silverthorne
  • 22 Sep 2014
  • Op-Ed

Online Banks Fill Funding Needs for Small Business

always been alternative forms of loan capital available, including credit unions, Community Development Financial Institutions (CDFIs), merchant cash advances, equipment leasing and factoring products. “Alternative players have the... View Details
Keywords: by Karen Mills; Banking; Financial Services
  • 29 Mar 2016
  • First Look

March 29, 2016

and chain merchants have more bargaining power than smaller and independent merchants. The difference in bargaining power between different types of merchants, interestingly, is more substantial on LivingSocial than on Groupon. Therefore,... View Details
Keywords: Sean Silverthorne
  • 08 Apr 2014
  • First Look

First Look: April 8

http://ssrn.com/abstract=2414478 Information and Incentives in Online Affiliate Marketing By: Edelman, Benjamin G., and Wesley Brandi Abstract—We examine online affiliate marketing programs in which merchants oversee thousands of... View Details
Keywords: Sean Silverthorne
  • 05 Sep 2017
  • First Look

First Look at New Research and Ideas, September 5, 2017

media to intensify linkages not only with cardholders, but also with Mastercard’s direct bank and merchant stakeholders. Building on its influential but dated “Priceless” advertising campaign, Raja refocused Mastercard on four “Priceless... View Details
Keywords: Sean Silverthorne
  • 03 Mar 2003
  • Research & Ideas

The Basics of Consumer Marketing in Asia

Internet," when he and his partner launched Rakuten in 1997, Mikitani (HBS MBA '93) said. The 9,331 merchants who do a brisk business over the Rakuten site, which Mikitani describes as a cross between eBay and Amazon, are now proving... View Details
Keywords: by Julie Jette

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