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    Joseph B. Fuller

    Joseph Fuller is a Professor of Management Practice in General Management and Entrepreneurship. He founded and co-leads the school’s project, Managing the Future of Work, as well as the Harvard Project on the Workforce. He currently leads the FIELD Global Capstone... View Details

    • January 2016
    • Case

    Sentient Jet: The Uber of Private Jets

    By: Anat Keinan and Sandrine Crener
    Founded in 1999 in the Boston area, Sentient Jet had become a leading private aviation company in the United States. Its success was built on the introduction of a groundbreaking membership program that offered business travelers the flexibility and convenience of... View Details
    Keywords: Private Jets; Private Aviation; Luxury; Luxury Service; Uber; Branding; Growth Strategy; Client Acquisition; Innovative Business Model; Disruptive Innovation; Collaborative Consumption; Disruption; Disruptive Business Model; Travel; Reputation Management; Sharing Economy; Word Of Mouth; Customer Engagement; Aircraft; Membership Programs; Loyalty Program; Brand Positioning; Brand Building; Brand Differentiation; Customer Service; Exceeding Consumer Expectations; 2-way Business Model; Marketing Partnerships; Netjet; Air Transportation; Entrepreneurship; Growth and Development Strategy; Air Transportation Industry
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    • April 18, 2023
    • Article

    The Rebirth of Software as a Service

    By: Frank V. Cespedes and Jacco van der Kooij
    Traditional sales models focus on customer acquisition and the “funnel” or “pipeline” metrics that dominate talk about sales. But this approach falls short when applied to a recurring revenue business, where the customer life cycle looks more like a bowtie, not a... View Details
    Keywords: Customers; Sales; Technology Industry
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    • February 2003 (Revised May 2003)
    • Case

    Mobile Energy Services Company

    By: Benjamin C. Esty and Aldo Sesia
    When Al "Chainsaw" Dunlap became CEO of the Scott Paper Co., the company owned a large, vertically integrated production facility in Mobile, Alabama. Dunlap sold part of the production facility, a cogeneration power plant (later known as Mobile Energy Services Co.), to... View Details
    Keywords: Mergers and Acquisitions; Risk and Uncertainty; Contracts; Agreements and Arrangements; Investment; Projects; Vertical Integration; Energy Sources; Bonds; Ownership; Restructuring; Energy Industry; Alabama
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    • May 2016 (Revised January 2018)
    • Case

    Improving Repurchase Rates at zulily

    By: Thales Teixeira and Sarah McAra
    In February 2015, zulily cofounder and CEO Darrell Cavens faced a major challenge in his business, a Seattle-based daily deals site that catered to moms. The more he spent to acquire new customers, the less he retained them in the form of repeat purchases. This was an... View Details
    Keywords: Zulily; Repurchase; E-commerce; Online Shopping; Fashion; Customer Relationship Management; Internet and the Web; Digital Marketing; Customer Satisfaction; Fashion Industry; Retail Industry; Seattle
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    • January 2000 (Revised March 2004)
    • Case

    Officenet (A): Making Entrepreneurship Work in Argentina

    Describes the creation and financing of Officenet, an office supply distributor in Argentina. The company serves the business-to-business market through a catalog (combined with phone orders) and also through an Internet-based catalog. Officenet is a pioneer in both... View Details
    Keywords: Internet and the Web; Entrepreneurship; Business Startups; Growth and Development Strategy; Consumer Products Industry; Distribution Industry; Argentina
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    • August 2003 (Revised March 2004)
    • Case

    Waltz on the Danube

    By: Arthur I Segel, Vincent Dessain and Anais Loizillon
    Describes the intricate parts of an early real estate deal from the standpoint of the developer including feasibility analysis, market choice, acquisition of land, project development, design and construction issues, investment returns, and equity financing issues.... View Details
    Keywords: Joint Ventures; Management; Property; Project Finance; Real Estate Industry; Germany; Hungary
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    • 2017
    • Article

    Handgun Waiting Periods Reduce Gun Deaths

    By: Michael Luca, Deepak Malhotra and Christopher Poliquin
    Handgun waiting periods are laws that impose a delay between the initiation of a purchase and final acquisition of a firearm. We show that waiting periods, which create a “cooling off” period among buyers, significantly reduce the incidence of gun violence. We estimate... View Details
    Keywords: Gun Policy; Gun Violence; Waiting Period; Injury Prevention; Policy; Safety; Governing Rules, Regulations, and Reforms; United States
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      Leemore S. Dafny

      Leemore Dafny is the Bruce V. Rauner Professor of Business Administration and the Mary Ellen Jay and Jeffrey Jay Fellow at the Harvard Business School, and Professor of Public Policy at the Harvard Kennedy School. Dafny is an applied microeconomist whose... View Details

      Keywords: health care
      • June 2016
      • Teaching Note

      Relating to Peapod

      By: Jill Avery and Susan Fournier
      This case concerns the topics of relationship marketing, customer acquisition and retention, brand loyalty, service failure and recovery, new product introduction, and the use of consumer ethnography to study consumer behavior. Specifically, the case explores the... View Details
      Keywords: Brand Management; Customer Relationship Management; CRM; Customer Behavior; Consumer Behavior; Retailing; Marketing; Marketing Strategy; Brands and Branding; Marketing Channels; E-commerce; Retail Industry; United States
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      • October 2016
      • Case

      Supercell

      By: William R. Kerr, Benjamin F. Jones and Alexis Brownell
      Supercell is a young Finnish smartphone game company with an unusual team structure and company philosophy. It is already one of Finland’s most valuable companies, and despite being only six years old, it has put up some impressive numbers: as of 2016, it has released... View Details
      Keywords: Supercell; Finland; Video Games; Firm Structure; Startups; Games, Gaming, and Gambling; Groups and Teams; Video Game Industry; Finland
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      • Program

      Investment Management Workshop

      endowments, and investment consulting firms Individuals involved in areas related to capital markets, such as corporate finance, brokerage, and mergers View Details
      • December 2024
      • Supplement

      Core Innovation Capital: Investing in Fintech for Good (B)

      By: Ray Kluender, Natalia Rigol, Benjamin Roth and Nicole Tempest Keller
      In 2017, Core Innovation Capital invested $725,000 in Hugo Insurance, a pay-as-you-drive auto insurance startup targeting the non-standard market. Core followed with $300,000 in 2019 during a Seed II round. By 2022, Hugo founder, David Bergendahl, sought $10 million in... View Details
      Keywords: Fintech; Venture Capital; Social Entrepreneurship; Insurance; Measurement and Metrics; Investment; Financial Services Industry; Technology Industry; Insurance Industry; United States
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      • Web

      Faculty & Research

      how providing transparency into an offering’s tradeoffs affects subsequent rates of customer acquisition and long-run engagement. Although we find tradeoff transparency to have an insignificant effect on... View Details

        The Value of Advice: Evidence from Mobile-Phone Based Agricultural Extension

        This paper evaluates the role of mobile phone-based advice in improving managerial practices of small-scale cotton farmers in Gujarat, India.  Demand for the service, “Avaaj Otalo,” is strong, even among farmers with very low levels of education. The service... View Details

        • Research Summary

        Non-Financial Incentives

        My research shows how firms combine many facets of internal governance to motivate managers. A perspective that underlies much of my research is that managers are not motivated by financial rewards alone: “it’s not just about the... View Details

        • July 3, 2020
        • Article

        Delivery Apps Need to Start Treating Suppliers As Partners

        By: Scott Duke Kominers and Ian Macomber
        Home delivery has shifted from a luxury service aimed at young urban professionals to a core part of many businesses, which is used by almost everyone. That upheaval has strained capacity of many delivery services and changed how they relate to the suppliers that they... View Details
        Keywords: Service Delivery; Supply Chain; Performance Capacity; Performance Efficiency; Entrepreneurship
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        • December 1998 (Revised June 1999)
        • Case

        STT Aerospace

        By: Richard G. Hamermesh and Jeremy Dann
        Experienced entrepreneur Charles Damon conducted a "roll-up" from 1987-1994 within the commercial airliner interior products industry. Damon's company, STT Aerospace, took advantage of an industry-wide recession in the early 1990s by buying when asset prices were low.... View Details
        Keywords: Retention; Business Strategy; Selection and Staffing; Entrepreneurship; Financial Crisis; Growth and Development Strategy; Compensation and Benefits; Employee Stock Ownership Plan; Acquisition; Product Development; Aerospace Industry
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        • July 2010
        • Supplement

        Marketing Analysis Toolkit: Customer Lifetime Value Analysis (CW)

        By: Thomas J. Steenburgh and Jill Avery
        Customers are increasingly being viewed as assets that bring value to the firm. Customer lifetime value is a metric which allows managers to understand the overall value of their customer base and relate it to three customer strategies firms employ: asset acquisition -... View Details
        Keywords: Competency and Skills; Customer Relationship Management; Customer Value and Value Chain; Decisions; Framework; Management Practices and Processes; Marketing; Marketing Strategy; Strategic Planning; Mathematical Methods; Value
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        • 03 May 2016
        • News

        Henry McGee