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- September–October 2017
- Article
When It's Time to Expand Beyond the Base
By: Marco Bertini and Nader Tavassoli
- September 2021
- Case
STARZPLAY: Shooting for the Stars
By: Elie Ofek, Marco Bertini and Alpana Thapar
In mid-2021, Maaz Sheikh, cofounder and CEO of STARZPLAY, a Dubai-based subscription video on demand (SVOD) provider that catered to the Middle East and North Africa region, was wrestling with how to find the right balance between continued subscriber growth and...
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- September 2021
- Case
Worldreader: Helping Readers Build a Better World
By: Marco Bertini, Elie Ofek and Julia Kelley
Founded in 2010, Worldreader was an international nonprofit organization that promoted reading to children around the world. For many years, Worldreader distributed e-readers to under-resourced communities and funded its operations primarily through philanthropic...
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Keywords:
Price;
Financial Strategy;
Education;
Early Childhood Education;
Learning;
Geography;
Geographic Scope;
Global Range;
Goals and Objectives;
Marketing;
Marketing Strategy;
Markets;
Organizations;
Mission and Purpose;
Social Enterprise;
Non-Governmental Organizations;
Nonprofit Organizations;
Society;
Social Issues;
Strategy;
Commercialization;
Expansion;
Segmentation;
Education Industry;
Africa;
Asia;
Latin America;
Europe;
North and Central America;
South America
- Fall 2021
- Article
Can We Afford Sustainable Business? Taking a Creative Approach to Pricing Can Benefit Society, the Environment—and Your Company
By: Marco Bertini, John Pineda, Amadeus Petzke and Jean-Manuel Izaret
- Article
The Pitfalls of Pricing Algorithms: Be Mindful of How They Can Hurt Your Brand
By: Marco Bertini and Oded Koenigsberg
More and more companies are relying on pricing algorithms to maximize profits. The use of artificial intelligence and machine learning enables real-time price adjustments based on supply and demand, competitors’ activities, delivery schedules, and so forth. But...
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- 2021
- Case
NiPay's Pricing Conundrum
By: Marco Bertini and Oded Koenigsberg
NiPay is a software provider competing in the Nigerian business-to-business payments market. Founded by Idaku Ibrahim nearly 20 years ago, NiPay sells two products to retailers and other merchants, which enable individual shoppers to transact either online or via a...
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- 2021
- Working Paper
Does Cash Really Mean Trash? An Empirical Investigation into the Effect of Retailer Price Promotions on Household Food Waste
By: Arjen van Lin, Aylin Aydinli, Marco Bertini, Erica van Herpen and Julia von Schuckmann
- 2021
- Working Paper
Pricing and Supply Chain Transparency to Conscientious Consumers
By: Marco Bertini, Stefan Buehler and Daniel Halbheer
- 2021
- Working Paper
The Situational Samaritan: How and Why Marketplace Conditions Shape Prosocial Consumer Behaviors
By: Julia von Schuckmann, Lucia S.G. Barrios, Grant E. Donnelly and Marco Bertini
- 2021
- Working Paper
Timing the Disclosure of Prices: Should Firms Delay the Inevitable?
By: Diego Aparicio and Marco Bertini
- June 2021
- Teaching Note
Pearson: Efficacy 2.0
By: Elie Ofek and Marco Bertini
Teaching Note for HBS Case No. 521-012.
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- February 2021
- Teaching Note
HP Instant Ink: (Self) Disrupting the Consumer Printing Market
By: Elie Ofek and Marco Bertini
- January 2021
- Case
Pearson: Efficacy 2.0
By: Elie Ofek, Marco Bertini, Oded Koenigsberg and James Weber
Pearson, which billed itself as the "world's learning company," faced a host of critical decisions in mid-2020. Several years prior, it had embarked on a new path that put the learner at the heart of the business and committed to a new strategic orientation. The new...
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- December 2020
- Article
Consumer Reactance to Promotional Favors
By: Marco Bertini and Aylin Aydinli
Promotional favors are an increasingly popular but seldom researched form of price promotion where the receipt of the saving by consumers depends on an action on their part that is nonmonetary in nature, such as completing a questionnaire, posting a review, or making a...
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- November 2020
- Case
Holaluz: Taking on the Spanish Energy Market
By: Elie Ofek, Marco Bertini, Oded Koenigsberg, Elena Corsi and Emer Moloney
In 2020, the three cofounders of Holaluz, a newcomer to Spain’s electricity retail market, are preparing to launch a new offering: installing and managing solar panels on households' roofs at no extra cost for the consumer, who would still benefit from the energy...
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- October 2020 (Revised February 2021)
- Exercise
SenseAim Technologies: Pricing to Win
By: Elie Ofek, Eyal Biyalogorsky, Marco Bertini and Oded Koenigsberg
This exercise serves to help students understand the proper role and use of costs in a firm’s pricing decisions. The exercise is designed such that the learning of students evolves across a classroom session, starting from understanding which costs are relevant when...
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- October 15, 2020
- Article
Selling Value, Not Subscriptions, Is the Future of Business
By: Marco Bertini
- Fall 2020
- Article
Competing on Customer Outcomes
By: Marco Bertini and Oded Koenigsberg
Customers ultimately want to pay for meaningful outcomes, not the products and services that presumably deliver them. Today, companies can be increasingly accountable for those outcomes with three kinds of technologically-enhanced revenue models. Adopt one to better...
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- 2020
- Book
The Ends Game: How Smart Companies Stop Selling Products and Start Delivering Value
By: Marco Bertini and Oded Koenigsberg
How some firms are rewriting the rules of commerce by pursuing “ends”—actual outcomes—rather than selling “means”—their products and services.
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