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- July 2022 (Revised July 2022)
- Case
A Soul and a Service: North Carolina Mutual Life Insurance
By: Tom Nicholas and John Masko
The North Carolina Mutual and Provident Association (the Mutual) was founded in 1898 as a for-profit entity selling life insurance catering to the Black community. The Mutual was entering a field crowded with established White-owned competitors that largely refused to... View Details
- August 2021
- Supplement
The London 2012 Olympic Games Video Supplement
- August 2019
- Case
Apex Ski Boots
By: Kate Barasz and John T. Gourville
Apex Ski Boots has introduced a new ski boot that, due to its radical design, is meeting resistance in the marketplace from many retailers, ski experts, and consumers. The company must decide how best to drive sales in the face of this resistance. View Details
- August 2018 (Revised July 2019)
- Case
Idle Hands Craft Ales
- July 31, 2017
- Article
A Commitment Contract to Achieve Virologic Suppression in Poorly Adherent Patients with HIV/AIDS
By: Marcella Alsan, John Beshears, Wendy S. Armstrong, James J. Choi, Brigitte C. Madrian, Minh Ly T. Nguyen, Carlos Del Rio, David Laibson and Vincent C. Marconi
Objective: Assess whether a commitment contract informed by behavioral economics leads to persistent virologic suppression among HIV-positive patients with poor antiretroviral therapy (ART) adherence.
Design: Single-center pilot randomized clinical trial and a... View Details
- February 2017 (Revised September 2017)
- Case
Bringing Digital to Wimbledon
By: John T. Gourville and David Arnold
It was mid-December 2016 as Alexandra (Alex) Willis read with satisfaction that The All England Lawn Tennis & Croquet Club (AELTC) had won yet another award for its use of social media to reach its fan base. As the organizer and host of “The Championships, Wimbledon,”... View Details
- May 2016
- Teaching Plan
Lomography: Analog in a Digital World
This teaching plan is designed to be used in conjunction with the case “Lomography: Analog in a Digital World,” HBS No. 516-006 and its related products to help faculty deepen students’ comprehension of business issues and energize classroom discussion. View Details
- May 2015
- Case
Pricing in a Digital World (2015)
By: John Gourville
Dynamic pricing, especially as practiced by Uber and Lift, seems to be all the rage. In this case, we look at five interesting applications of dynamic price and price customization, each made possible by advances in digital technology. These range from the online... View Details
- March 2013
- Case
Singapore Metals Limited
Singapore Metals Limited (SML) has declining sales but has developed a new product (curled metal pile driver pads) that, in field tests, delivers customer benefits that are many times SML's manufacturing costs. Jonathan Lee and Alex Tan of SML's Engineered Products... View Details
- June 19, 2012
- Article
Pricing Lessons from the London Olympics
By: Marco Bertini and John T. Gourville
- June 2012
- Article
Pricing to Create Shared Value
By: Marco Bertini and John T. Gourville
Many companies are in competition with their customers to extract as much value as possible from every transaction. Pricing is their weapon of choice, and consumers fight back by rooting out and disseminating pricing policies that seem unfair. The problem is that... View Details
- November 2011
- Case
Four Products: Predicting Diffusion (2011)
An updated "Four Products" case. This 2011 version includes: sliced peanut butter, artificial dirt for thoroughbred race tracks, interactive tombstones, and stride-changing running shoes. These four products form the basis to assess the drivers of new product adoption.... View Details
- May 2011
- Supplement
Hybrid Electric Vehicles: A 2011 Update
This case is an addendum that updates HBS Case No. 502-025, "The Future of Hybrid Electric Cars." It covers the 10 years, 2001 to 2011. View Details
- February 2011
- Case
Barceló Hotels and Resorts (A)
By: John T. Gourville and Marco Bertini
Barcelo Hotels and Resorts must decide whether to allow its many hotels to continue to undertake separate promotional campaigns or to run, for the first time, a broad corporate-level promotion. Complicating the decision is the fact that the many hotels in its portfolio... View Details
- 2011
- Article
The Consumer Psychology of Mail-in Rebates
By: John T. Gourville and Dilip Soman
Consumers who buy a product intending to use an accompanying mail-in rebate often do not redeem the rebate. To explain this behavior, we argue that consumers use an anchoring and adjustment approach to predicting the likelihood of redeeming a rebate. In keeping with... View Details
- August 2010
- Teaching Note
The London 2012 Olympic Games (TN)
By: John T. Gourville and Marco Bertini
Teaching Note for 510039. View Details
- April 2010
- Teaching Note
Four Products (2008): Predicting Diffusion (TN)
Teaching Note for 508103. View Details