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November 2015
Article

Cannibalization and Option Value Effects of Secondary Markets: Evidence from the U.S. Concert Industry

By: Victor Manuel Bennett, Robert Seamans and Feng Zhu

We examine how reducing search frictions in secondary markets affects the value appropriated by firms in primary markets. We characterize two effects on primary market firms caused by intermediaries entering secondary markets: the "cannibalization" and "option value"... View Details

Keywords: Cannibalization Effect; Option Value Effect; Secondary Markets; Concert Industry; Craigslist; Competition; Distribution Channels; Entertainment and Recreation Industry

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February 2021
Case

Digital Manufacturing at Amgen

By: Shane Greenstein, Kyle R. Myers and Sarah Mehta

This case discusses efforts made by biotechnology (biotech) company Amgen to introduce digital technologies into its manufacturing processes. Doing so is complicated by the fact that the process for manufacturing biologics—or therapeutics made from living cells—is... View Details

Program

Competing in the Age of Digital Platforms

platform businesses and markets, this program will help you maximize the value and minimize the costs of creating, managing, or engaging with digital platforms. Details Compete in the age of digital platforms Develop global strategies for... View Details

July – August 2008
Article

When Virtue Is a Vice

By: Anat Keinan and Ran Kivetz

Choosing duty over pleasure today can cause regret down the road—whereas regret over the reverse is fleeting. Marketers of luxury products and services should consider prompting customers to predict their future feelings about choices made now. View Details

Keywords: Decision Choices and Conditions; Forecasting and Prediction; Moral Sensibility; Marketing Strategy; Consumer Behavior; Emotions; Luxury

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2007
Other Unpublished Work

Implementing Technology

By: Diego Comin and Bart Hobijn

We introduce a tractable model of endogenous growth in which the returns to innovation are determined by the technology adoption decisions of the users of new technologies. Technology adoption involves an implementation investment that determines the initial... View Details

Keywords: Learning; Investment; Investment Return; Innovation and Invention; Growth and Development Strategy; Performance Productivity; Technology Adoption

Article

Highways and Spatial Location within Cities: Evidence from India

By: Ejaz Ghani, Arti Grover Goswami and William R. Kerr

We investigate the impact of the Golden Quadrilateral (GQ) highway project on the spatial organization and efficiency of manufacturing activity. The GQ project upgraded the quality and width of 3,633 miles of road in India. We use a difference-in-difference estimation... View Details

Keywords: Infrastructure; Transportation; India

May 2016
Case

AbbVie

By: Kevin Schulman, Laura Little, Samyukta Mullangi and Stephen Schleicher

This case focuses on the impact of a novel regulatory pathway, the biosimilars pathway, on the strategy of a major pharmaceutical firm that finds its largest product (60% of revenue) at risk. The case reviews the rationale for the pathway, the emerging biosimilars... View Details

Keywords: Pharmaceutical Company; M＆A Valuation; AbbVie; Health Care; Health Care and Treatment; Pharmaceutical Industry; Health Industry; United States

2015
Chapter

Negotiations: Statistical Aspects

By: James K. Sebenius

'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension... View Details

Keywords: Negotiation Preparation; Negotiation Tactics; Negotiation Participants

January 2004 (Revised February 2006)
Case

Raymond James Financial

Raymond James Financial (RJF) currently sells financial services through two channels. It is considering adding a third in the "middle" of the other two. The current strategy has one channel with employees and another with independent contractors. These attract very... View Details

Keywords: Organizational Change and Adaptation; Salesforce Management; Marketing; Distribution Channels; Human Resources; Financial Services Industry; Service Industry

October 2001 (Revised December 2004)
Case

Chiang-Sho Ltd.

Chiang-Sho Ltd. is a joint venture producing agricultural machinery in China. The CEO must decide how to respond to pressure from the Chinese partner--also the joint venture's largest customer--to increase production and lower prices. The CEO must choose either a... View Details

Keywords: Joint Ventures; Business Strategy; Manufacturing Industry; China

January 2007 (Revised October 2008)
Case

H&R Block 2006

By: Peter Tufano

Mark Ernst, the Chairman, CEO and President of H&R Block, has to decide how to respond to a competitive threat posed by a competitor's refund-lending product. Block is the largest U.S. tax preparation firm, which competes not only on its tax preparation services, but... View Details

Keywords: Ethics; Financing and Loans; Personal Finance; Taxation; Corporate Social Responsibility and Impact; Competition; Financial Services Industry

September 2023 (Revised November 2023)
Case

Seeds of Innovation: GALY's Quest to Cultivate the Future of Agriculture in the Lab

By: George Serafeim and Michael Norris

In 2023, Luciano Bueno, CEO and founder of plant cell culture agriculture company GALY, was considering the best path forward for his company as he planned to pitch Series B investors. GALY, founded in 2019, aimed to produce cotton and other crops from cells grown in... View Details

Keywords: Business Model; Green Technology; Goods and Commodities; Growth and Development Strategy; Science-Based Business; Entrepreneurship; Plant-Based Agribusiness; Business Startups; Decisions; Technological Innovation; Production; Agriculture and Agribusiness Industry; Technology Industry; Boston; Sao Paulo

Web

Podcast - Business & Environment

Rising In this sixth episode in our series on climate change and artificial intelligence (AI), Paul McDonald, Senior Director, Opower Product Strategy & Marketing at Oracle Energy and Water, discusses how... View Details

2007
Working Paper

Intra-Industry Foreign Direct Investment

By: Laura Alfaro and Andrew Charlton

We use a new firm level data set that establishes the location, ownership, and activity of 650,000 multinational subsidiaries -- close to a comprehensive picture of global multinational activity. A number of patterns emerge from the data. Most foreign direct investment... View Details

Keywords: Multinational Firms and Management; Business Subsidiaries; Foreign Direct Investment; Geographic Location; Supply and Industry; Vertical Integration

October 2014 (Revised October 2014)
Case

RedBrick Health: How to Fatten the Company That Slims...

By: Robert F. Higgins and Robert M. Greenglass

The case describes this health and wellness service company and poses the question: should RedBrick stay on the path of building out its product platform, or should the RedBrick platform be launched directly to health insurers, ACOs, or directly to customers? View Details

Keywords: ACOs; Accountable Care Organization; Healthcare; Health Services; Healthcare Industry; Health Engagement Company; Entrepreneurship; Health Care and Treatment; Growth and Development Strategy; Health Industry; United States

May 2014
Case

Groupon, Inc.

By: Krishna G. Palepu, Blythe J. McGarvie and James Weber

Internet coupon site "Groupon" grew revenues rapidly and went public, but struggled to impress investors or operate profitably. Did it have a sustainable business model? Groupon sold coupons called Groupons which purchasers used to acquire goods or services at... View Details

Keywords: Accounting; Corporate Governance; Entrepreneurship; Financial Management; Financial Reporting; Financial Statements; Organizational Culture; Strategy; Web Services Industry; United States

August 2001 (Revised April 2005)
Case

Surface Logix

By: Joseph B. Lassiter III, Michael J. Roberts and Kim Slack

Describes a start-up in the field of nano technology--very small physical structures measured in the billionths of a meter. The company, Surface Logix, has assembled a portfolio of intellectual property and completed some of the R&D work required to develop actual... View Details

Keywords: Business Startups; Research and Development; Marketing Strategy; Product Marketing; Product Development; Intellectual Property; Investment Portfolio

November 2019 (Revised September 2022)
Case

TripAdvisor: An Itinerary for Growth

By: Jeffrey F. Rayport, Spencer Rascoff and Susie L. Ma

In 2019, TripAdvisor was one of the best-known and most-trafficked online travel sites. For nearly 20 years, its founder and CEO Steve Kaufer had steered TripAdvisor through many phases of growth and profitability, but recently the company’s growth had started to slow.... View Details

Keywords: Business Growth and Maturation; Decision Making; Business or Company Management; Growth Management; Innovation and Invention; Brands and Branding; Operations; Customer Value and Value Chain; Information Technology; Travel Industry; Massachusetts

06 Oct 2014
Blog Post

Leveraging LinkedIn to Recruit Candidates

It is no surprise that recruiters are turning to social media, and particularly LinkedIn, to source prospective employees. Here are 5 tips for using LinkedIn as part of your recruiting strategy (whether or not you pay for a recruiting... View Details

December 1998 (Revised May 2000)
Case

Lebenthal and Co., Inc.

By: Thomas J. DeLong and Susan Harmeling

Lebenthal and Co. has prospered in the bond business since 1924. Alexandra Lebenthal, granddaughter of the founders, has stepped up to lead the firm. She faces many challenges as the nature of the financial services business changes in dramatic ways. Can this firm... View Details

Keywords: Transformation; Talent and Talent Management; Bonds; Leadership Development; Service Operations; Problems and Challenges; Competition; Financial Services Industry

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