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- All HBS Web (43)
- Faculty Publications (10)
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- November 1996 (Revised October 1998)
- Case
Reynolds Metals Company: Consumer Products Division
Reynolds Consumer Products Division must decide whether to discontinue its program of case allowances in favor of discretionary trade dollars targeted for market development. View Details
Chun, Samuel S. "Reynolds Metals Company: Consumer Products Division." Harvard Business School Case 597-045, November 1996. (Revised October 1998.)
- September 2017 (Revised April 2022)
- Case
Tempur Sealy International (A)
By: Benjamin C. Esty and Lauren G. Pickle
This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous... View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Customers; Relationships; Leadership; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; United States; South Africa
Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (A)." Harvard Business School Case 718-422, September 2017. (Revised April 2022.)
- September 2017 (Revised June 2021)
- Supplement
Tempur Sealy International (C)
By: Benjamin C. Esty and Lauren G. Pickle
Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (B) case. View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Leadership; Customers; Relationships; Distribution Industry; Manufacturing Industry; United States; South Africa
Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (C)." Harvard Business School Supplement 718-424, September 2017. (Revised June 2021.)
- September 2017 (Revised June 2021)
- Supplement
Tempur Sealy International (B)
By: Benjamin C. Esty and Lauren G. Pickle
Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (A) case. View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Customers; Relationships; Leadership; Distribution Industry; Manufacturing Industry
Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (B)." Harvard Business School Supplement 718-423, September 2017. (Revised June 2021.)
- April 2022
- Teaching Note
Tempur Sealy International (A, B & C)
By: Benjamin C. Esty and Daniel Fisher
Teaching Note for HBS Case Nos. 718-422, 718-423, and 718-424. The cases explore the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms... View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; United States; South Africa
- September 2017 (Revised April 2022)
- Supplement
Tempur Sealy International (A)
By: Benjamin C. Esty
This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous... View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; United States; South Africa
- 2023
- Working Paper
The Effects of Cryptocurrency Wealth on Household Consumption and Investment
By: Darren Aiello, Scott R. Baker, Tetyana Balyuk, Marco Di Maggio, Mark J. Johnson and Jason Kotter
This paper uses transaction-level data across millions of accounts to identify cryptocurrency investors and evaluate how fluctuations in individual crypto wealth affect household consumption, equity investment, and local real estate markets. We estimate an MPC out of... View Details
Keywords: Cryptocurrency; Marginal Propensity To Consume; Household Balance Sheet; Real Estate; Etherium; Bitcoin; Investment; Housing; Spending
Aiello, Darren, Scott R. Baker, Tetyana Balyuk, Marco Di Maggio, Mark J. Johnson, and Jason Kotter. "The Effects of Cryptocurrency Wealth on Household Consumption and Investment." Harvard Business School Working Paper, No. 23-077, June 2023.
- April 2006
- Background Note
Designing Sustainable Service Models
By: Frances X. Frei
Taught as the second module in a Harvard Business School course on Managing Service Operations. Addresses the challenge of designing service models that effectively incorporate a customer operating role, as well as how to align operations to deliver value to both the... View Details
Keywords: Business Model; Customers; Design; Managerial Roles; Consumer Behavior; Service Operations; Power and Influence; Value
Frei, Frances X. "Designing Sustainable Service Models." Harvard Business School Background Note 606-031, April 2006.
- 07 Nov 2005
- What Do You Think?
Is Less Becoming More?
Summing Up Less is increasingly more, at least in the minds of customers, according to nearly every respondent to this month's column. However, some cite product complexity as the cause of rising real and psychological consumer... View Details
- 28 Feb 2012
- First Look
First Look: Feb. 28
Goldberg, Carin-Isabel Knoop, and Matthew PrebleHarvard Business School Case 912-402 George Weston, CEO of Associated British Foods, and his top executives are deciding how to position the company, a major agribusiness involved in a range of food and processed food... View Details
Keywords: Sean Silverthorne
- 2008
- Working Paper
An Investigation of Earnings Management through Marketing Actions
By: Craig James Chapman and Thomas J. Steenburgh
Prior research hypothesizes managers use "real actions," including the reduction of discretionary expenditures, to manage earnings to meet or beat key benchmarks. This paper examines this hypothesis by testing how different types of marketing expenditures are used... View Details
Keywords: Performance Expectations; Earnings Management; Marketing Strategy; Financial Reporting; Brands and Branding; Food and Beverage Industry
Chapman, Craig James, and Thomas J. Steenburgh. "An Investigation of Earnings Management through Marketing Actions." Harvard Business School Working Paper, No. 08-073, February 2008. (Revised February 2009, December 2009, June 2010, July 2010.)
- 03 Mar 2008
- Research & Ideas
Marketing Your Way Through a Recession
weakening both consumer confidence and the consumer spending—much of it on credit—that has been buoying the U.S. economy. Companies should bear eight factors in mind when making their marketing plans for... View Details
Keywords: by John Quelch
- 2013
- Working Paper
Increased Speed Equals Increased Wait: The Impact of a Reduction in Emergency Department Ultrasound Order Processing Time
By: Jillian Berry Jaeker, Anita L. Tucker and Michael H. Lee
We exploit an exogenous process change at two emergency departments (EDs) within a health system to test the theory that increasing capacity in a discretionary work setting increases wait times due to additional services being provided to customers as a consequence of... View Details
Keywords: Technology; Demand and Consumers; Service Delivery; Health Care and Treatment; Business Processes; Health Industry
Berry Jaeker, Jillian, Anita L. Tucker, and Michael H. Lee. "Increased Speed Equals Increased Wait: The Impact of a Reduction in Emergency Department Ultrasound Order Processing Time." Harvard Business School Working Paper, No. 14-033, October 2013.
- 23 Aug 2016
- First Look
August 23, 2016
authors discuss how these new digital disruptors allow consumers to benefit from one activity (e.g., watching shows) without incurring the cost of the other (e.g., watching ads) and offer strategies for established businesses to respond... View Details
Keywords: Sean Silverthorne
- 30 Jun 2022
- HBS Case
Peloton Changed the Exercise Game. Can the Company Push Through the Pain?
Few companies create an entirely new consumer market and reach icon status—and then set out to reinvent themselves. But that’s the hill the at-home, interactive-exercise firm Peloton is now climbing. Peloton was one of the freewheeling... View Details
- 16 Jul 2020
- Research & Ideas
Restaurant Revolution: How the Industry Is Fighting to Stay Alive
their real disposable income severely impacted, discretionary purchases from restaurants may be reduced. Moreover, when employed, consumers have less time for meal preparation and turn to away-from-home... View Details
- 25 Apr 2017
- First Look
First Look at New Research, April 25
implications are discussed. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=51617 forthcoming Management Science Discretionary Task Ordering: Queue Management in Radiological Services By: Ibanez, Maria, Jonathan R. Clark,... View Details
Keywords: Sean Silverthorne
- 16 Sep 2014
- Research & Ideas
Has Apple Reinvented the Watch?
especially from a consumer health and wellness standpoint. It's where we know the health care industry is moving. Q: Apple has always been known for innovative design. Have they succeeded to do that with the Apple Watch? A: Several of the... View Details
- 01 Aug 2016
- Research & Ideas
Retail Execs Underplay Current Performance to Investors--but Why?
of their biggest research challenges was how to determine whether a manager’s guidance was on target or misleading. They did so by constructing their own estimates of how a company was doing in real time by using data collected from a variety of View Details
- 05 Nov 2013
- First Look
First Look: November 5
http://www.hbs.edu/faculty/Publication%20Files/kuziemko%20buell%20reich%20norton_3e675fb6-f83c-47fc-912d-e0c0b383e56d.pdf Working Papers Competing with Privacy By: Casadesus-Masanell, Ramon, and Andres Hervas-Drane Abstract—We analyze the implications of View Details
Keywords: Sean Silverthorne