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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

May–June 2025
Article

Algorithmic Assortment Curation: An Empirical Study of Buybox in Online Marketplaces

By: Santiago Gallino, Nil Karacaoglu and Antonio Moreno

Most online sales worldwide take place in marketplaces that connect sellers and buyers. The presence of numerous third-party sellers leads to a proliferation of listings for each product, making it difficult for customers to choose between the available options. Online... View Details

Keywords: Algorithms; Marketplaces; Marketplace Matching; E-commerce; Demand and Consumers; Customer Focus and Relationships; Market Participation; Technology Adoption

June 2025
Article

Collusion in Brokered Markets

By: John William Hatfield, Scott Duke Kominers and Richard Lowery

High commissions in the U.S. residential real estate agency market present a puzzle for economic theory because brokerage is not a concentrated industry. We model brokered markets as a game in which agents post prices for customers and then choose which other agents to... View Details

Summer 2025
Article

Dynamic Competition for Customer Memberships

By: Cristian Chica, Julian Jimenez-Cardenas and Jorge Tamayo

A competitive two-period membership (subscription) market is analyzed. Two symmetric firms charge a “membership” fee that allows consumers to buy products or services at a given unit price for both periods. Firms can choose between long- or short-term memberships. When... View Details

Keywords: Competitive Price Discrimination; Membership; Dynamic Competition; Competition; Price; Consumer Behavior; Business Model

June 2025
Case

Vail Resorts: Responding to Activist Pressure (A)

By: Benjamin C. Esty and Edward A. Meyer

On January 27, 2025, the head of a relatively small hedge fund named Late Apex Partners sent a highly critical letter to the board of directors of Vail Resorts, the world’s largest ski resort operator. In his letter, and the 88-slide presentation that accompanied his... View Details

Keywords: Corporate Finance; Capital Budgeting; Corporate Governance; Competitive Advantage; Competitive Strategy; Leading Change; Valuation; Investment Activism; Climate Change; Management Succession; Financial Management; Risk Management; Business and Shareholder Relations; Sports Industry; Entertainment and Recreation Industry; Travel Industry; United States; Australia; Canada

May 2025
Case

stc Group: DARE to Transform

By: Sunil Gupta and Sadika El Hariri

Established as a government-owned entity in 1998, stc Group was the sole telecommunications operator in the Kingdom of Saudi Arabia (KSA). Soon after it was privatized in 2003, regional players started entering the Saudi market. To deal with the competition and to... View Details

April 2025
Case

Salesforce Agentforce: The Limitless Workforce

By: Suraj Srinivasan, Allison Ciechanover and George Gonzalez

In early 2025, Salesforce was a global leader in cloud-based enterprise software, best known for pioneering customer relationship management (CRM) delivered as a service. Over the past two decades, the company had expanded into marketing, customer service, analytics,... View Details

Keywords: Business Model; Customer Relationship Management; Price; AI and Machine Learning; Technology Adoption; Organizational Change and Adaptation; Sales; Business Strategy; Ethics; Product Launch; Technology Industry; United States

2025
Working Paper

Tracking the Short-Run Price Impact of U.S. Tariffs

By: Alberto Cavallo, Paola Llamas and Franco Vazquez

This paper examines the short-run impact of the 2025 U.S. tariffs on consumer prices using a unique integration of high-frequency retail pricing data, product-level country-of-origin information, and detailed tariff classifications. By linking daily prices from major... View Details

Keywords: Tariffs; Trade; Price; Inflation and Deflation

September 2024
Case

Nvidia, Inc. in 2024 and the Future of AI

By: David B. Yoffie and Sarah von Bargen

Nvidia was one of the most successful companies in the world, reaching $3.4 trillion in valuation on June 18th, 2024. While Microsoft and Apple quickly recaptured the value crown, some analysts forecasted that Nvidia was so strongly positioned that it might become the... View Details

Keywords: Customer Value and Value Chain; Price; Technological Innovation; Competition; Vertical Integration; Valuation; Technology Industry

September–October 2024
Article

How AI Can Power Brand Management

By: Julian De Freitas and Elie Ofek

Marketers have begun experimenting with AI to improve their brand-management efforts. But unlike other marketing tasks, brand management involves more than just repeatedly executing one specialized function. Long considered the exclusive domain of creative talent, it... View Details

Keywords: Creativity; AI and Machine Learning; Brands and Branding; Product Positioning; Customer Focus and Relationships

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July 2024 (Revised January 2025)
Case

Dynamic Pricing at Wendy's: Where's the Beef?

By: Elie Ofek, Alicia Dadlani and Martha Hostetter

In early 2024, Wendy’s new CEO announced on an earnings call that the company would install digital menus in its US locations so it could begin testing dynamic pricing—changing prices up or down in response to shifts in supply and demand – as well as allow engaging in... View Details

Keywords: Dynamic Pricing; Marketing Strategy; Price; Technology Adoption; Consumer Behavior; AI and Machine Learning; Customer Focus and Relationships; Policy; Food and Beverage Industry

June 2024
Article

Real Growth in Space Manufacturing Output Substantially Exceeds Growth in the Overall Space Economy

By: Tina Highfill and Matthew Weinzierl

Accurately measuring real economic output in the space economy is made difficult by the rapid increase in capabilities and decrease in prices of launch and satellite technologies achieved over the past two decades. Nominal measures of output in space will tend to... View Details

Keywords: Technological Innovation; Economic Growth; Price; Production; Aerospace Industry

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May 2024
Supplement

gWorks (A)

By: Richard S. Ruback and Royce Yudkoff

In January of 2019, Joe Heieck, CEO of gWorks, was deciding whether to proceed with his acquisition of Data Tech, that was a business roughly the same size as gWorks. gWorks, which provided geospatial software to small city and rural county governments, was acquired by... View Details

May 2024
Supplement

gWorks (B)

By: Richard S. Ruback and Royce Yudkoff

In January of 2019, Joe Heieck, CEO of gWorks, was deciding whether to proceed with his acquisition of Data Tech, that was a business roughly the same size as gWorks. gWorks, which provided geospatial software to small city and rural county governments, was acquired by... View Details

May 2024
Background Note

Pricing Strategy and Channels of Distribution: Where Value Delivery and Value Capture Intersect

Channels of distribution are a critical component of a firm’s go-to-market strategy. A company may elect to sell its products directly to customers (DTC) without the assistance of any intermediaries or, alternatively, it may seek several channel partners to help it... View Details

Keywords: Price; Distribution Channels; Business Strategy; Markets

April 8, 2024
Article

Loyalty Programs May Limit Competition, and They Could Be Pushing Prices up for Everyone

By: Alexandru Nichifor and Scott Duke Kominers

Keywords: Customer Focus and Relationships; Competitive Strategy; Consumer Behavior; Brands and Branding

April 2024 (Revised July 2024)
Case

Unleashing Human Magic at Best Buy

By: Leonard A. Schlesinger, Sunil Gupta and Amram Migdal

The case examines the transformation of Best Buy under CEO Hubert Joly's leadership from 2012. Facing significant business challenges, including competition from online and physical retailers, Joly implemented the "Renew Blue" turnaround strategy, which focused on... View Details

March 2024 (Revised May 2024)
Case

Amperity: First-Party Data at a Crossroads

By: Elie Ofek, Hema Yoganarasimhan and Alexis Lefort

In the summer of 2023, Amperity management was facing a critical decision on its future direction. Given the dramatic changes occurring within the digital advertising ecosystem, as concerns over consumer privacy placed limits on the ability to engage in third-party... View Details

Keywords: AI and Machine Learning; Technology Adoption; Business Strategy; Digital Marketing; Price; Product; Business or Company Management; Advertising Industry

March 2024 (Revised June 2025)
Teaching Note

CoPilot(s): Generative AI at Microsoft and GitHub

By: Frank Nagle and Maria P. Roche

This teaching note is the companion to case N9-624-010 CoPilot(s): Generative AI at Microsoft and GitHub, which takes place in late 2021. The case briefly describes the history of both GitHub and Microsoft with a particular focus on open source software (OSS)—software... View Details

Keywords: Mergers and Acquisitions; AI and Machine Learning; Applications and Software; Technological Innovation; Product Launch; Open Source Distribution; Product Development; Commercialization; Competition; Resource Allocation; Technology Industry

February 2024
Case

Tabby: Winning Consumers' Digital Wallets

By: Eva Ascarza and Fares Khrais

Hosam Arab (MBA 2009), cofounder and CEO of Tabby, a Saudi-based fintech startup, raised its Series D funding round in October 2023, four years after its inception, valuing it as a regional unicorn. Tabby's core product, a buy-now-pay-later (BNPL) service, allowed... View Details

Keywords: Business Model; Business Startups; Risk Management; Competitive Strategy; Expansion; Financial Services Industry; Technology Industry; Saudi Arabia

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