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  • December 2020 (Revised March 2021)
  • Case

eXp Realty and the Virbela Platform
By: Prithwiraj Choudhury, Jan Bena, David Rowat and Emma Salomon
As he considered his plans for the future, Glenn Sanford, CEO of eXp World Holdings, Inc., faced an exciting conundrum. He had built the first all-remote real estate brokerage firm, eXp Realty, which had been growing exponentially and was thriving, even amidst the...  View Details
Keywords: Real Estate; All Remote; Virtual Platform; Online Technology; Strategy; Decision Making; Resource Allocation; Real Estate Industry; Technology Industry
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  • May 2020
  • Teaching Note

Edward Jones: Implementing the Solutions Approach
By: David J. Collis
Teaching Note for HBS Case No. 719-411.Updates the classic Edward Jones strategy case as the firm shifts to a new "Solutions" business model from its previous "product" model in response to changes in the brokerage industry, technology and demographics, and its own...  View Details
Keywords: Management; Strategy; Value; Business Model; Financial Services Industry; North and Central America
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  • August 2019 (Revised December 2019)
  • Case

Zillow Offers: Winning Online Real Estate 2.0
By: Luis Viceira, Marco Di Maggio and Allison Ciechanover
Founded in 2005, Zillow had become the leading online real estate and home-related marketplace. The brand was recognized as a trusted resource for players in the real estate market, providing information and transparency on home prices. Revenue, which was historically...  View Details
Keywords: Real Estate; Corporate Culture; Intermediation; Brokerage; Startup; Evaluating Business Investments; Property; Technology; Business Model; Expansion; Business Startups; Real Estate Industry; Media and Broadcasting Industry; United States
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  • 2019
  • Article

Brokerage and Brokering: An Integrative Review and Organizing Framework for Third Party Influence
By: Nir Halevy, Eliran Halali and Julian Zlatev
Brokerage and brokering are pervasive and consequential organizational phenomena. Prevailing models underscore social structure and focus on the consequences that come from brokerage—occupying a bridging position between disconnected others in a network. By contrast,...  View Details
Keywords: Brokerage; Brokering; Social Interactions; Organizations; Relationships; Power and Influence; Framework
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  • August 2018
  • Case

Edward Jones: Implementing the Solutions Approach
By: David Collis and Ashley Hartman
In 2017 Edward Jones, the largest brokerage firm in the U.S., is deciding whether and how to implement a new "solutions" business model to replace its traditional "product" or "transactional" approach. Many of the required changes appeared to violate some of the...  View Details
Keywords: Strategy Formulation; Strategic Change; ＂brokerage Industry; ＂solutions Approach; Strategy Implementation; ＂usa,＂; Business Model Innovation; Change; Strategy; Business Model; Financial Services Industry; North and Central America; United States
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  • 2018
  • Working Paper

Intra-Organizational Brokerage Ability and Motivation: Inter-Board-Committee Coordination after Peer Restatement Events
By: Shelby Gai, J. Yo-Jud Cheng and Andy Wu
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  • 2019
  • Working Paper

Market Advisor or Government Mouthpiece: The Role of Sell-Side Analysts in Emerging Markets
By: Sheng Cao, Xianjie He, Charles C.Y. Wang and Huifang Yin
During times when the Chinese government wished to prop up the market, sell-side analysts from brokerages with significant government ownership issued relatively less pessimistic (or more optimistic) earnings forecasts, earnings-forecast revisions, and stock...  View Details
Keywords: Sell-side Analysts; Forecast Optimism; Forecast Accuracy; Government Incentives; Stocks; Forecasting and Prediction; Business and Government Relations; Emerging Markets
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  • February 2018
  • Case

Redfin
By: Marco Di Maggio and Julia Kelley
Redfin, a technology-powered residential real estate brokerage, was founded in 2002 with the intention of using technology to disrupt the real estate industry. Over the next 15 years, Redfin made several changes to its business model. Initially, the company provided...  View Details
Keywords: Business Model; Strategy; Decision Making; Real Estate Industry
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  • July 2015
  • Article

The Impact of Corporate Social Responsibility on Investment Recommendations: Analysts' Perceptions and Shifting Institutional Logics
By: Ioannis Ioannou and George Serafeim
We explore the impact of corporate social responsibility (CSR) ratings on sell-side analysts' assessments of firms' future financial performance. We suggest that when analysts perceive CSR as an agency cost, due to the prevalence of an agency logic, they produce...  View Details
Keywords: Corporate Social Responsibility; Analysts; Investment Recommendations; Sustainability; Institutional Logics; Environment; Corporate Social Responsibility and Impact; Investment; Corporate Governance; United States
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  • June 2015 (Revised January 2016)
  • Case

To Buy or What to Buy: Your First Home
By: Charles F. Wu, Steven Hirsch, Beatrice Liem, Kevin Ryan and Derrick Snyder
Peter and Kate Rose are a young couple looking to buy their first home in the Boston area. They have narrowed down a target list to three homes, but are also considering whether it makes sense to buy a home in the first place. They must make decisions regarding which...  View Details
Keywords: Real Estate; Real Assets; Investing; Personal Investing; Brokerage; Housing; Property; Private Ownership; Investment; Real Estate Industry; United States; Boston; New England; Massachusetts; North America
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  • June 2014 (Revised January 2017)
  • Case

Focus Financial Partners and the U.S. RIA Industry in 2014
By: Luis Viceira and Emily A. Chien
In the Spring of 2014, Rudy Adolf, CEO and founder of Focus Financial, and the two other co-founders of the firm are considering alternative growth strategies to solidify Focus Financial's position as a leading aggregator of independent wealth management firms in the...  View Details
Keywords: Financial Management; Growth and Development Strategy; Business Model; Financial Services Industry
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  • May 2014
  • Case

Building a High Performance Culture at IDFC
By: V.G. Narayanan and Vidhya Muthuram
IDFC was set up in 1997 to direct private finance to infrastructure projects in India. Over the years, it expanded its capabilities to become a 'complete solutions provider' offering financing solutions including debt and equity, investment banking, brokerage and asset...  View Details
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  • January 2014
  • Case

Steven Carpenter at Cake Financial (Abridged)
By: Thomas R. Eisenmann, Joseph B. Fuller and Shikhar Ghosh
Steven Carpenter reflects on the successes and failures of his recent venture, Cake Financial. Carpenter had just sold the four-year-old startup and was at work on a new business plan. But first, he wanted to understand why Cake Financial, a service that allowed users...  View Details
Keywords: Corporate Entrepreneurship; Business or Company Management; Business Model; Growth and Development Strategy; Business Strategy; Internet; Financial Services Industry; Web Services Industry
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  • May 2013
  • Article

The Stock Selection and Performance of Buy-Side Analysts
By: Boris Groysberg, Paul Healy, George Serafeim and Devin Shanthikumar
Prior research on equity analysts focuses almost exclusively on those employed by sell-side investment banks and brokerage houses. Yet investment firms undertake their own buy-side research and their analysts face different stock selection and recommendation incentives...  View Details
Keywords: Buy-side Analysts; Sell-side Analysts; Stock Recommendations; Recommendation Optimism; Recommendation Performance; Investment Recommendations; Conflicts Of Interest; Financial Markets; Financial Institutions; Financial Services Industry; United States
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  • March 2013 (Revised October 2013)
  • Supplement

Growing Integrated Services at Jones Lang LaSalle (2008) (C)
By: Ranjay Gulati and Luciana Silvestri
This case describes the strategic and organizational challenges that Jones Lang LaSalle (JLL) faced between 2005 and 2008. Having dismantled its long-standing service-line-oriented structure, JLL created two interdependent groups: Accounts and Markets. Accounts housed...  View Details
Keywords: Organizational Structure; Strategy; Integration; Real Estate Industry; North America; South America; Central America
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  • March 2013 (Revised October 2013)
  • Supplement

Jones Lang LaSalle (2012): Integrated Services and the Architecture of Complexity (D)
By: Ranjay Gulati and Luciana Silvestri
This case describes the strategic and organizational challenges that Jones Lang LaSalle (JLL) faced between 2008 and 2012. In 2008, in order to strengthen the firm's brokerage team, JLL merged with The Staubach Company, a real estate services provider with a first-rate...  View Details
Keywords: Organizational Structure; Strategy; Integration; Real Estate Industry; North America; South America; Central America
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  • 2013
  • Conference Presentation

Brokerage Spaces: How Informal Networks Transform Formal Structure In The Pursuit Of Complex Tasks
By: Ranjay Gulati and Luciana Silvestri
Keywords: Cognition; Collaboration; Networks; Organizational Structure; Cognition and Thinking
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  • Aug 2013
  • Conference Presentation

Brokerage Spaces: How Informal Networks Transform Formal Structure In The Pursuit Of Complex Tasks
By: Ranjay Gulati and Luciana Silvestri
Keywords: Ambiguity; Cognition; Collaboration; Networks; Organizational Design; Cognition and Thinking
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  • June 2011 (Revised October 2012)
  • Case

Patagonia Sur: For-Profit Land Conservation in Chile
By: Arthur I Segel, Nicolas Ibanez and Jay Verjee
Warren Adams founded Patagonia Sur in 2007 as one of the world's first for-profit land conservation businesses. His goal was to purchase over 100,000 acres of land in southern Chile and to run a variety of sustainable businesses to generate annual returns for...  View Details
Keywords: Business Model; Environmental Sustainability; Profit; Investment; For-Profit Firms; Entrepreneurship; Investment Return; Revenue; Risk and Uncertainty; Capital; SWOT Analysis; Real Estate Industry; Chile
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  • January 2011
  • Case

Sidoti & Company: Launching a Micro-Cap Product
By: Boris Groysberg, Paul M. Healy and Sarah Abbott
It is 2010 and Sidoti & Company, a New York-based brokerage firm specializing in small capitalization stocks, has just launched a new product- micro cap stock research. The firm has hired a group of five analysts who will produce written research reports on micro-cap...  View Details
Keywords: Business Model; Financial Strategy; Product Launch; Strategic Planning; Corporate Strategy; Financial Services Industry; New York (city, NY)
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