Zalora: Data-Driven Pricing

Sunil  Gupta; Pavel  Kireyev; Srinivas  Reddy

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Case | HBS Case Collection | October 2018

Zalora: Data-Driven Pricing

by Sunil Gupta, Pavel Kireyev and Srinivas Reddy

Keywords: marketing; data; pricing;

Language: English

Format: Print

10 pages

Educators

Citation:

Gupta, Sunil, Pavel Kireyev, and Srinivas Reddy. "Zalora: Data-Driven Pricing." Harvard Business School Case 519-021, October 2018.

About the Author

Sunil Gupta

Edward W. Carter Professor of Business Administration

Marketing

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Case | HBS Case Collection | September 2019

Othellonia: Growing a Mobile Game

Eva Ascarza, Tomomichi Amano and Sunil Gupta

Othellonia surprised the Japan’s mobile game market by supporting the launch of the game with an unusual approach: Offline community management. The management team favored a slow and steady launch entirely focused on bringing very loyal users instead of attracting too many users at once. Doing so had positioned Othellonia among the mobile games with the most loyal customer base and with monetization rates above the levels usually observed in the industry. However, after a few years of steady growth, strong loyalty from its users and healthy monetization, recent acquisition, engagement and retention metrics were worrisome for Yu Sasaki and Taku Kojo (KJ). Should the team invest in the promotional activities that drove acquisition in the past? Should they rely on the loyal base of players to keep growing the game? How could they increase user engagement without hurting monetization?

Keywords: Games, Gaming, and Gambling; Mobile Technology; Growth and Development Strategy; Marketing; Japan;

Citation:
Ascarza, Eva, Tomomichi Amano, and Sunil Gupta. "Othellonia: Growing a Mobile Game." Harvard Business School Case 520-016, September 2019. View Details

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Teaching Note | HBS Case Collection | July 2019

Miroglio Fashion

Sunil Gupta

Teaching Note for HBS Nos. 519-053, 519-070, and 519-072.

Keywords: Inventory management; demand forecasting; artificial intelligence; Machine learning; Forecasting and Prediction; Operations; Management; Decision Making; Marketing; Apparel and Accessories Industry; Fashion Industry;

Citation:
Gupta, Sunil. "Miroglio Fashion." Harvard Business School Teaching Note 520-007, July 2019. View Details

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Teaching Note | HBS Case Collection | October 2013 (Revised June 2019)

Amazon in 2019

Sunil Gupta

By 2018, Amazon had become one of the world’s largest e-commerce players with over $233 billion in annual sales. Although its profitability had been uneven even after 23 years of its inception, its stock price had risen almost 130,000% since the company went public. During this time Amazon has spread its business across a variety of products and services that some saw as unrelated. Was Amazon spreading itself too thin or were its investments positioning the company for the future?

Keywords: Online Technology; Marketing Strategy; Competitive Advantage; Business Model; Retail Industry;

Citation:
Gupta, Sunil. "Amazon in 2019." Harvard Business School Teaching Note 514-056, October 2013. (Revised June 2019.) View Details

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Zalora: Data-Driven Pricing

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