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      Skip to Main Content Cold Call A podcast featuring faculty discussing cases they've written and the lessons they impart. Subscribe on iTunes 29 Sep...
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      • January 2021 (Revised January 2021)
      • Case

      Juno (A): Leveraging Student Power

      By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
      In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power...  View Details
      Keywords: Decision Making; Decision Choices And Conditions; Decisions; Cost Vs Benefits; Education; Higher Education; Finance; Borrowing And Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements And Arrangements; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Deal; Negotiation Offer; Negotiation Types; Financial Services Industry; Education Industry; North And Central America; United States; Massachusetts; Boston
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      Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (A): Leveraging Student Power." Harvard Business School Case 921-032, January 2021. (Revised January 2021.)
      • January 2021 (Revised January 2021)
      • Supplement

      Juno (B): Leveraging Student Power

      By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
      In March 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to pitch banks in anticipation of their annual auction while negotiating directly with private lender Eager. Responses from the majority of private lenders—including Juno’s 2019 partner—were not...  View Details
      Keywords: Decision Making; Decision Choices And Conditions; Decisions; Cost Vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing And Debt; Strategy; Adaptation; Alignment; Negotiation; Negotiation Deal; Negotiation Offer; Negotiation Participants; Negotiation Process; Negotiation Types; Financial Services Industry; Education Industry; North And Central America; United States; Massachusetts; Boston
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      Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (B): Leveraging Student Power." Harvard Business School Supplement 921-033, January 2021. (Revised January 2021.)
      • January 2021 (Revised January 2021)
      • Supplement

      Juno (C): Leveraging Student Power

      By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
      In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021...  View Details
      Keywords: Decision Making; Decision Choices And Conditions; Decisions; Cost Vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing And Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements And Arrangements; Negotiation Deal; Negotiation Offer; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Types; Financial Services Industry; Education Industry; North And Central America; United States; Massachusetts; Boston
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      Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (C): Leveraging Student Power." Harvard Business School Supplement 921-034, January 2021. (Revised January 2021.)
      • December 2020
      • Article

      The Parable of the Auctioneer: Complexity in Paul R. Milgrom's Discovering Prices

      By: Scott Duke Kominers and Alexander Teytelboym
      Designing marketplaces in complex settings requires both novel economic theory and real-world engineering, often drawing upon ideas from fields such as computer science and operations research. In Discovering Prices, Milgrom (2017) explains the theory and design...  View Details
      Keywords: Pricing; Design; auctions; Market Design; Complexity
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      Kominers, Scott Duke, and Alexander Teytelboym. "The Parable of the Auctioneer: Complexity in Paul R. Milgrom's Discovering Prices." Journal of Economic Literature 58, no. 4 (December 2020): 1180–1196.
      • Article

      Making Auctions Work in Practice Is Worth a Nobel

      By: Scott Duke Kominers
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      Kominers, Scott Duke. "Making Auctions Work in Practice Is Worth a Nobel." Bloomberg Opinion (October 12, 2020).
      • March 2020 (Revised April 2020)
      • Case

      CarTrade

      By: Rajiv Lal and Shreya Ramachandran
      Vinay Sanghi, the founder and CEO of CarTrade, had been trying different business strategies to keep the company, which he founded in 2010 as an online marketplace for used and new cars, profitable and on track for growth. In a crowded and disorganized dealer...  View Details
      Keywords: Online Marketplace; Automobiles; Customer Base; Online Technology; Growth And Development Strategy; Business Model; Financing And Loans; Auto Industry; Retail Industry; India; Mumbai
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      Lal, Rajiv, and Shreya Ramachandran. "CarTrade." Harvard Business School Case 520-088, March 2020. (Revised April 2020.)
      • February 2020
      • Case

      StockX: The Stock Market of Things

      By: Chiara Farronato, John J. Horton, Annelena Lobb and Julia Kelley
      Founded in 2015 by Dan Gilbert, Josh Luber, and Greg Schwartz, StockX was an online platform where users could buy and sell unworn luxury and limited-edition sneakers. Sneaker resale prices often fluctuated over time based on supply and demand, creating a robust...  View Details
      Keywords: Markets; auctions; Bids And Bidding; Demand And Consumers; Consumer Behavior; Data And Data Sets; Market Design; Market Platforms; Two-sided Platforms; Multi-sided Platforms; Market Transactions; Marketplace Matching; Supply And Industry; Analysis; Price; Product Marketing; Product Launch; Apparel And Accessories Industry; Fashion Industry; North And Central America; United States; Michigan; Detroit
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      Farronato, Chiara, John J. Horton, Annelena Lobb, and Julia Kelley. "StockX: The Stock Market of Things." Harvard Business School Case 620-062, February 2020.
      • November 2019
      • Article

      Full Substitutability

      By: John William Hatfield, Scott Duke Kominers, Alexandru Nichifor, Michael Ostrovsky and Alexander Westkamp
      Various forms of substitutability are essential for establishing the existence of equilibria and other useful properties in diverse settings such as matching, auctions, and exchange economies with indivisible goods. We extend earlier models’ definitions of...  View Details
      Keywords: Substitutability; Mathematical Methods; auctions; Market Design
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      Hatfield, John William, Scott Duke Kominers, Alexandru Nichifor, Michael Ostrovsky, and Alexander Westkamp. "Full Substitutability." Theoretical Economics 14, no. 4 (November 2019): 1535–1590.
      • 2018
      • Working Paper

      Full Substitutability

      By: John William Hatfield, Scott Duke Kominers, Alexandru Nichifor, Michael Ostrovsky and Alexander Westkamp
      Various forms of substitutability are essential for establishing the existence of equilibria and other useful properties in diverse settings such as matching, auctions, and exchange economies with indivisible goods. We extend earlier models’ definitions of...  View Details
      Keywords: Substitutability; Mathematical Methods; auctions; Market Design
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      Hatfield, John William, Scott Duke Kominers, Alexandru Nichifor, Michael Ostrovsky, and Alexander Westkamp. "Full Substitutability." Harvard Business School Working Paper, No. 19-016.
      • February 2018
      • Article

      Auctions versus Posted Prices in Online Markets

      By: Liran Einav, Chiara Farronato, Jonathan Levin and Neel Sundaresan
      Auctions were very popular in the early days of internet commerce, but today online sellers mostly use posted prices. We model the choice between auctions and posted prices as a trade-off between competitive price discovery and convenience. Evidence from eBay fits the...  View Details
      Keywords: Online Technology; auctions; Price
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      Einav, Liran, Chiara Farronato, Jonathan Levin, and Neel Sundaresan. "Auctions versus Posted Prices in Online Markets." Journal of Political Economy 126, no. 1 (February 2018): 178–215.
      • January 2018 (Revised February 2018)
      • Technical Note

      Making Markets

      By: Thomas R. Eisenmann and Scott Duke Kominers
      Explains how to identify and capitalize on marketplace design opportunities. Defines markets and marketplaces and describes the basic functions of each. Discusses attributes (e.g., heterogeneity of participants' preferences and asymmetry in available information) that...  View Details
      Keywords: Marketplaces; Two-sided Markets; Entrepreneurship; Market Design; Multi-sided Platforms; Marketplace Matching; Market Participation; Market Transactions; Market Entry And Exit; Market Platforms; auctions
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      Eisenmann, Thomas R., and Scott Duke Kominers. "Making Markets." Harvard Business School Technical Note 818-096, January 2018. (Revised February 2018.)
      • January 2018 (Revised October 2019)
      • Case

      Christie's and Leonardo da Vinci's Salvator Mundi: The Value of a Brand

      By: Jill Avery
      A 16th century Renaissance masterpiece, missing for 137 years, believed by many to have been destroyed and then rediscovered less than a decade ago, becomes the most expensive painting ever sold, all the while surrounded by controversy. Did the buyer of Leonardo da...  View Details
      Keywords: Brands; Brand Valuation; Art Collector; Arts Marketing; Auction House; auctions; Luxury Brand; Luxury Consumers; Luxury Goods; Marketing; Valuation; Marketing Strategy; Arts; Luxury; Value; Brands And Branding; Fine Arts Industry; Italy; United Kingdom; Europe; United States; United Arab Emirates
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      Avery, Jill. "Christie's and Leonardo da Vinci's Salvator Mundi: The Value of a Brand." Harvard Business School Case 518-066, January 2018. (Revised October 2019.)
      • 2020
      • Working Paper

      Contract Duration and the Costs of Market Transactions

      By: Alexander MacKay
      The optimal duration of a supply contract balances the costs of reselecting a supplier against the costs of being matched to an inefficient supplier when the contract lasts too long. I develop a structural model of contract duration that captures this tradeoff and...  View Details
      Keywords: Vertical Relationships; Transaction Costs; Contract Duration; auctions; Identification; Supply Chain; Cost; Contracts; auctions; Mathematical Methods
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      MacKay, Alexander. "Contract Duration and the Costs of Market Transactions." Harvard Business School Working Paper, No. 18-058, December 2017. (Revised May 2020. Direct download.)
      • November 2017
      • Case

      Third Point Paints a Target on Sotheby's

      By: Lena G. Goldberg
      When faced with the increasing accumulation of its stock by activist investors led by Daniel Loeb’s Third Point LLC and the activists’ stated objective to replace management and at least some Sotheby’s Board members, Sotheby’s, the world’s oldest auction house,...  View Details
      Keywords: Fiduciary Duties; Activists; Activist Investors; Rights Plan; Poison Pills; Takeover Defenses; Corporate Governance; Laws And Statutes; Lawsuits And Litigation; Ownership Stake; Value Creation; Crisis Management
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      Goldberg, Lena G. "Third Point Paints a Target on Sotheby's." Harvard Business School Case 318-086, November 2017.
      • Article

      An Invitation to Market Design

      By: Scott Duke Kominers, Alexander Teytelboym and Vincent P. Crawford
      Market design seeks to translate economic theory and analysis into practical solutions to real-world problems. By redesigning both the rules that guide market transactions and the infrastructure that enables those transactions to take place, market designers can...  View Details
      Keywords: Matching; auctions; Trading; Scrip; Liquidity; Efficiency; Equity; Allocation Rules; Marketplaces; Market Design; Market Design; Marketplace Matching; auctions
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      Kominers, Scott Duke, Alexander Teytelboym, and Vincent P. Crawford. "An Invitation to Market Design." Oxford Review of Economic Policy 33, no. 4 (Winter 2017): 541–571.
      • 2017
      • Working Paper

      Intermediation in the Supply of Agricultural Products in Developing Economies

      By: Kris J. Ferreira, Joel Goh and Ehsan Valavi
      Problem Definition: Farmers face several challenges in agricultural supply chains in emerging economies that contribute to extreme levels of poverty. One common challenge is that farmers only have access to one channel, often an auction, for which to sell their crops....  View Details
      Keywords: Developing Countries; Agricultural Supply Chain; Intermediation; Multiple Cahnels; Walrasian Auction; Developing Countries And Economies; Supply Chain; Distribution Channels; Profit; Agriculture And Agribusiness Industry
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      Ferreira, Kris J., Joel Goh, and Ehsan Valavi. "Intermediation in the Supply of Agricultural Products in Developing Economies." Harvard Business School Working Paper, No. 18-033, October 2017.
      • Article

      Fans Watch Taylor Swift. Economists Watch the Fans

      By: Scott Duke Kominers
      The star will sell tickets first to fans who "boost" her work online. It's an auction, but the currency is not money.  View Details
      Keywords: auctions
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      Kominers, Scott Duke. "Fans Watch Taylor Swift. Economists Watch the Fans." Bloomberg View (August 29, 2017).
      • July 24, 2017
      • Article

      To Improve Wireless Networks, Auction the Airwaves

      By: Scott Duke Kominers
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      Kominers, Scott Duke. "To Improve Wireless Networks, Auction the Airwaves." Bloomberg View (July 24, 2017).
      • January 2017 (Revised April 2019)
      • Case

      The Olmos Project: Value Creation and Value Capture

      By: John Macomber, Fernanda Miguel, Laura Urdapilleta and Valeria Moy
      Private investment in public infrastructure can be encouraged when there are multiple avenues to capture and to share the value created by such a project. Gains in the market value of land adjacent to projects are not customarily channeled back into defraying the...  View Details
      Keywords: Value Capture; Infrastructure; Decision Making; Agribusiness; Value Creation; South America; Peru
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      Macomber, John, Fernanda Miguel, Laura Urdapilleta, and Valeria Moy. "The Olmos Project: Value Creation and Value Capture." Harvard Business School Case 217-052, January 2017. (Revised April 2019.)
      • January 2017 (Revised August 2017)
      • Case

      Mexico's Energy Reform

      By: Richard H.K. Vietor and Haviland Sheldahl-Thomason
      Energy—both petroleum and electricity—had been terribly managed for decades in Mexico. The two national monopolies—PEMEX and CFE—were inefficient, overstaffed, corrupt, rife with subsidies, and losing money. Finally, in 2012, President Enrique Peña Nieto announced his...  View Details
      Keywords: Energy; Governing Rules, Regulations, And Reforms; Performance Improvement; Energy Industry; Mexico
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      Vietor, Richard H.K., and Haviland Sheldahl-Thomason. "Mexico's Energy Reform." Harvard Business School Case 717-027, January 2017. (Revised August 2017.)
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      Skip to Main Content Cold Call A podcast featuring faculty discussing cases they've written and the lessons they impart. Subscribe on iTunes 29 Sep...
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