Publications
Publications
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- Faculty Publications (12)
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- October 2022
- Case
Volt Lines: Leading a B2B Service Provider through a Crisis (A)
By: Navid Mojir and Gamze Yucaoglu
Volt Lines was a next-generation transportation service in Istanbul, Turkey. The company was trying to disrupt the traditional corporate transportation market by developing software that allowed it to offer subscription-based transportation. Under the subscription...
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Keywords:
Business To Business Marketing;
B2B Marketing;
B2B Pricing;
Subscription Model;
Crisis Marketing;
Startup;
Service Management;
Information Technology;
Transportation;
COVID-19 Pandemic;
Disruptive Innovation;
Digital Platforms;
Business Model;
Price;
Crisis Management;
Opportunities;
Transportation Industry;
Technology Industry;
Turkey
- October 2022
- Article
A Structural Model of Organizational Buying for Business-to-Business Markets: Innovation Adoption with Share-of-Wallet Contracts
By: Navid Mojir and K. Sudhir
The paper develops the first structural model of organizational buying to study innovation diffusion in a B2B market. Our model is particularly applicable for routinized exchange relationships, whereby centralized buyers periodically evaluate and choose contracts,...
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- August 2022
- Exercise
Joy4Home Brands: Pricing Matters
By: Elie Ofek, Oded Koenigsberg and Marco Bertini
Joy4Home Brands, the maker of novel houseware items, was gearing up for its launch. The company would be introducing two lines: kitchenware products and storage containers. The initial go-to-market plan called for a direct to consumer (DTC) channel strategy. While...
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- March 2022 (Revised July 2022)
- Teaching Note
Camera IQ and the Metaverse: Building Augmented Reality Brand Experiences
By: Jill Avery
Camera IQ, a camera marketing software company that empowered brands to create and launch augmented reality experiences (AREs) across social platforms, had just raised an additional $5 million to fund further product development and expand its marketing and sales...
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Keywords:
Brand Management;
Virtual Reality;
Augmented Reality;
B2B;
E-commerce;
Technology Platform;
Marketing;
Marketing Communications;
Marketing Strategy;
Brands and Branding;
Digital Marketing;
Internet and the Web;
Growth Management;
Customer Relationship Management;
Customer Value and Value Chain;
Social Media;
Applications and Software;
Digital Platforms;
Advertising Industry;
United States
- 2022
- Working Paper
The Value of Professional Ties in B2B Markets
By: Navid Mojir and Sriya Anbil
We study how a particular form of social ties (i.e., professional ties proxied by past employment) affect price and profitability in business-to-business (B2B) markets. While most of the work on social ties focuses on information diffusion in business-to-consumer...
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- May 2021 (Revised May 2022)
- Case
Headspace vs. Calm: A Mindful Competition
By: Ayelet Israeli and Anne Wilson
By 2021, the mindfulness app wars reached their apex. Over 2,000 meditation apps were available to consumers, but two apps, Headspace and Calm, dominated the space, jointly holding about 70% of the total market. Headspace had established itself as the approachable...
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Keywords:
Marketing Communication;
Integrated Strategy;
Brand;
Brand ＆ Product Management;
Brand Communication;
Brand Differentiation;
Brand Building;
Brand Management;
E-Commerce Strategy;
Ecommerce;
App;
App Development;
Applications;
COVID;
COVID-19;
Pandemic;
Pricing;
Pricing Strategy;
Subscription Model;
Subscription;
Partnerships;
Strategic Partnerships;
B2B Vs. B2C;
B2B;
Health ＆ Wellness;
Wellbeing;
Digitization;
Commoditization;
Mobile App;
Mobile App Industry;
Mobile Healthcare;
Mobile Marketing;
Digital Brand;
Digital Health;
Consumer Health;
Apps;
Online Business;
Online Competition;
Online Community;
Online Entertainment;
Entertainment And Leisure;
Meditation;
Marketing;
Marketing Communications;
Brands and Branding;
Price;
Strategy;
Competition;
Competitive Strategy;
Competitive Advantage;
Partners and Partnerships;
Health;
Well-being;
Mobile and Wireless Technology;
Communication;
Communication Strategy;
Disruption;
Consumer Behavior;
Digital Marketing;
E-commerce;
Applications and Software;
Health Industry;
Technology Industry;
Communications Industry;
United States;
North America;
United Kingdom
- November 2020
- Teaching Note
DayTwo: Going to Market with Gut Microbiome
By: Ayelet Israeli
Teaching Note for HBS Case No. 519-010. DayTwo is a young Israeli startup that applies research on the gut microbiome and machine learning algorithms to deliver personalized nutritional recommendations to its users in order to minimize blood sugar spikes after meals....
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Keywords:
Start-up Growth;
Startup;
Positioning;
Targeting;
Go To Market Strategy;
B2B Vs. B2C;
B2B2C;
Health ＆ Wellness;
AI;
Machine Learning;
Female Ceo;
Female Protagonist;
Science-based;
Science And Technology Studies;
Ecommerce;
Applications;
DTC;
Direct To Consumer Marketing;
US Health Care;
＂USA,＂;
Innovation;
Pricing;
Business Growth;
Segmentation;
Distribution Channels;
Growth and Development Strategy;
Business Startups;
Science-Based Business;
Health;
Innovation and Invention;
Marketing;
Information Technology;
Business Growth and Maturation;
E-commerce;
Applications and Software;
Health Industry;
Technology Industry;
Insurance Industry;
Information Technology Industry;
Food and Beverage Industry;
Israel;
United States
- March 2019
- Case
DayTwo: Going to Market with Gut Microbiome
By: Ayelet Israeli and David Lane
DayTwo is a young Israeli startup that applies research on the gut microbiome and machine learning algorithms to deliver personalized nutritional recommendations to its users in order to minimize blood sugar spikes after meals. After a first year of trial rollout in...
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Keywords:
Start-up Growth;
Startup;
Positioning;
Targeting;
Go To Market Strategy;
B2B2C;
B2B Vs. B2C;
Health ＆ Wellness;
AI;
Machine Learning;
Female Ceo;
Female Protagonist;
Science-based;
Science And Technology Studies;
Ecommerce;
Applications;
DTC;
Direct To Consumer Marketing;
US Health Care;
＂USA,＂;
Innovation;
Pricing;
Business Growth;
Segmentation;
Distribution Channels;
Growth and Development Strategy;
Business Startups;
Science-Based Business;
Health;
Innovation and Invention;
Marketing;
Information Technology;
Business Growth and Maturation;
E-commerce;
Applications and Software;
Health Industry;
Technology Industry;
Insurance Industry;
Information Technology Industry;
Food and Beverage Industry;
Israel;
United States
- August 2016 (Revised August 2017)
- Case
AnswerDash (Abridged)
By: Elie Ofek and Jeffrey D. Shulman
It is 2014 and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of...
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Keywords:
Pricing;
Economic Value Estimation;
Price Metrics;
Organizational Selling;
Innovation Adoption;
Business To Business;
Marketing;
Customer Lifetime Value;
Venture Capital;
Customer Relationship Management;
Price;
Marketing Strategy;
Entrepreneurship;
Technology Adoption;
Business Startups;
Sales;
Innovation and Invention;
Product Marketing;
Financial Services Industry
- June 2016 (Revised August 2017)
- Case
AnswerDash
By: Elie Ofek and Jeffrey D. Shulman
It is 2014, and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of...
View Details
Keywords:
Pricing;
Economic Value Estimation;
Price Metrics;
Organizational Selling;
Innovation Adoption;
Business To Business;
Marketing;
Customer Lifetime Value;
Venture Capital;
Customer Relationship Management;
Price;
Marketing Strategy;
Entrepreneurship;
Technology Adoption;
Business Startups;
Sales;
Innovation and Invention;
Product Marketing;
Financial Services Industry
- April 2010 (Revised November 2011)
- Case
Soren Chemical: Why Is the New Swimming Pool Product Sinking?
By: V. Kasturi Rangan and Sunru Yong
Topics include distribution channels, pricing, and new product marketing. Jen Moritz, the marketing manager for Soren Chemical Co. is struggling with the poor sales performance of Coracle, a new clarifier for residential swimming pools. The performance is puzzling...
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- Research Summary
Overview
By: Navid Mojir
Navid has worked with different organizations across various industries, from the Federal Reserve to medical device manufacturers, heavy construction equipment sellers, and B2B software providers, to assemble proprietary datasets in studying organizational buying.... View Details