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    • All HBS Web  (493)
      • Faculty Publications  (65)

      Dynamic Pricing Remove Dynamic Pricing →

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      • June 2023
      • Case

      Betting on Green Steel

      By: George Serafeim and Sofoklis Melissovas
      'Betting on Green Steel' traces the innovative journey embarked upon by a group of MBA students who have set out to conceive a novel steelmaker that pioneers the production of green steel. The ensemble is confronted with a series of critical choices that will shape the...  View Details
      Keywords: Decarbonization; Sustainability; Sustainability Management; Technology; Technology Adoption; Industrialization; Climate Change; Climate Risk; Innovation; Energy; Entrepreneurship; Steel Industry; Middle East; India
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      Serafeim, George, and Sofoklis Melissovas. "Betting on Green Steel." Harvard Business School Case 123-101, June 2023.
      • May 2023
      • Technical Note

      Dynamic Pricing: Timing is Everything

      By: Elie Ofek
      This note provides a comprehensive exposition to the topic of dynamic pricing (whereby the fee customers are charged is time-dependent). It covers the motivation for firms to engage in dynamic pricing, provides a typology of the main formats dynamic pricing can take,...  View Details
      Keywords: Dynamic Pricing; Price
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      Ofek, Elie. "Dynamic Pricing: Timing is Everything." Harvard Business School Technical Note 523-110, May 2023.
      • 2023
      • Working Paper

      Detecting Structural Breaks in Inflation Trends: A High-Frequency Approach

      By: Alberto Cavallo and Gaston Garcia Zavaleta
      We combine standard structural-break methods with high-frequency data to identify shifts in inflation trends. We use this approach to study the inflation dynamics of 25 countries from January 2022 to April 2023 and find evidence of a broad-based slowdown in about half...  View Details
      Keywords: Inflation and Deflation; Global Range; Economic Slowdown and Stagnation; Analysis; Price
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      Cavallo, Alberto, and Gaston Garcia Zavaleta. "Detecting Structural Breaks in Inflation Trends: A High-Frequency Approach." Working Paper, May 2023. (Preliminary draft.)
      • 2023
      • Working Paper

      Advances in Power-to-Gas Technologies: Cost and Conversion Efficiency

      By: Gunther Glenk, Philip Holler and Stefan Reichelstein
      Widespread adoption of hydrogen as an energy carrier is widely believed to require continued advances in Power-to-Gas (PtG) technologies. Here we provide a comprehensive assessment of the dynamics of system prices and conversion efficiency for three currently prevalent...  View Details
      Keywords: Clean Tech; Decarbonization; Carbon Emissions; Learning By Doing; Environment; Energy; Environmental Management; Sustainable Cities; Price; Energy Industry; Utilities Industry; Industrial Products Industry; Manufacturing Industry; Transportation Industry; Europe; North America; South America; Africa; Asia
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      Glenk, Gunther, Philip Holler, and Stefan Reichelstein. "Advances in Power-to-Gas Technologies: Cost and Conversion Efficiency." TRR 266 Accounting for Transparency Working Paper Series, No. 109, December 2022.
      • 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,...  View Details
      Keywords: Organizational Buying Behavior; Healthcare Marketing; B2B Markets; B2B Innovation; New Product Diffusion; New Product Adoption; Organizations; Acquisition; Behavior; Health Care and Treatment; Marketing; Innovation and Invention
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      Mojir, Navid, and K. Sudhir. "A Structural Model of Organizational Buying for Business-to-Business Markets: Innovation Adoption with Share-of-Wallet Contracts." Journal of Marketing Research (JMR) 59, no. 5 (October 2022): 883–907.
      • October, 2022
      • Article

      The Economic Dynamics of Competing Power Generation Sources

      By: Gunther Glenk and Stefan Reichelstein
      Competing power generation sources have experienced considerable shifts in both their revenue potential and their costs in recent years. Here we introduce the concept of Levelized Profit Margins (LPM) to capture the changing unit economics of both intermittent and...  View Details
      Keywords: Renewable Energy; Intermittant; Cost Accounting; Profitability Analysis; Learning-by-doing; Cannibalization Effect; Energy; Environmental Management; Investment; Operations; Technological Innovation; Energy Industry; Utilities Industry; Industrial Products Industry; Manufacturing Industry; Europe; North America; South America; Africa; Asia
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      Glenk, Gunther, and Stefan Reichelstein. "The Economic Dynamics of Competing Power Generation Sources." Art. 112758. Renewable and Sustainable Energy Reviews 168 (October, 2022).
      • 2022
      • Article

      Dynamic Pricing Algorithms, Consumer Harm, and Regulatory Response

      By: Alexander MacKay and Samuel N. Weinstein
      Pricing algorithms are rapidly transforming markets, from ride-sharing apps, to air travel, to online retail. Regulators and scholars have watched this development with a wary eye. Their focus so far has been on the potential for pricing algorithms to facilitate...  View Details
      Keywords: Competition Policy; Regulation; Algorithmic Pricing; Dynamic Pricing; Economics; Law And Economics; Law And Regulation; Consumer Protection; Antitrust Law; Industrial Organization; Antitrust Issues And Policies; Technological Change: Choices And Consequences; Competition; Policy; Price; Governing Rules, Regulations, and Reforms; Microeconomics; Duopoly and Oligopoly; Law
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      MacKay, Alexander, and Samuel N. Weinstein. "Dynamic Pricing Algorithms, Consumer Harm, and Regulatory Response." Washington University Law Review 100, no. 1 (2022): 111–174. (Direct download.)
      • August 2022
      • Supplement

      Zalora: Data-Driven Pricing Recommendations

      By: Ayelet Israeli
      This exercise can be used in conjunction with the main case "Zalora: Data-Driven Pricing" to facilitate class discussion without requiring data analysis from the students. Instead, the exercise presents reports that were created by the data science team to answer the...  View Details
      Keywords: Pricing; Pricing Algorithms; Dynamic Pricing; Ecommerce; Pricing Strategy; Pricing And Revenue Management; Apparel; Singapore; Startup; Demand Estimation; Data Analysis; Data Analytics; Exercise; Price; Internet and the Web; Apparel and Accessories Industry; Retail Industry; Fashion Industry; Singapore
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      Israeli, Ayelet. "Zalora: Data-Driven Pricing Recommendations." Harvard Business School Supplement 523-032, August 2022.
      • 2023
      • Working Paper

      Dynamic Pricing and Demand Volatility: Evidence from Restaurant Food Delivery

      By: Alexander J. MacKay, Dennis Svartbäck and Anders G. Ekholm
      Pricing technology that allows firms to rapidly adjust prices has two potential benefits. Prices can respond more rapidly to demand shocks, leading to higher revenues. On the other hand, time-varying prices can be used to smooth out demand across periods, reducing...  View Details
      Keywords: Price; Consumer Behavior; Applications and Software; Volatility
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      MacKay, Alexander J., Dennis Svartbäck, and Anders G. Ekholm. "Dynamic Pricing and Demand Volatility: Evidence from Restaurant Food Delivery." Harvard Business School Working Paper, No. 23-007, July 2022. (Revised March 2023.)
      • Article

      How Market Power Affects Dynamic Pricing: Evidence from Inventory Fluctuations at Car Dealerships

      By: Ayelet Israeli, Fiona Scott-Morton, Jorge Silva-Risso and Florian Zettelmeyer
      This paper investigates empirically the effect of market power on dynamic pricing in the presence of inventories. Our setting is the auto retail industry; we analyze how automotive dealerships adjust prices to inventory levels under varying degrees of market power. We...  View Details
      Keywords: Dynamic Pricing; Market Power; Pricing; Price Discrimination; Inventory Production; Marketing; Price; Competitive Strategy; Auto Industry; Retail Industry
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      Israeli, Ayelet, Fiona Scott-Morton, Jorge Silva-Risso, and Florian Zettelmeyer. "How Market Power Affects Dynamic Pricing: Evidence from Inventory Fluctuations at Car Dealerships." Management Science 68, no. 2 (February 2022): 895–916.
      • 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...  View Details
      Keywords: Professional Ties; Social Ties; Business-to-business Marketing; B2B Marketing; Repo; Individual Connections; B2B Pricing; Pricing; Decision-making In Financial Markets; Marketing; Relationships; Price; Financial Markets; Decision Making
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      Mojir, Navid, and Sriya Anbil. "The Value of Professional Ties in B2B Markets." Harvard Business School Working Paper, No. 22-037, November 2021. (Revised August 2022.)
      • 2021
      • Working Paper

      Which Markets (Don't) Drive Pharmaceutical Innovation? Evidence From U.S. Medicaid Expansions

      By: Craig Garthwaite, Rebecca Sachs and Ariel Dora Stern
      Pharmaceutical innovation policy involves managing a tradeoff between high prices for new products in the short-term and stronger incentives to develop products for the future. Prior research has documented a causal relationship between market size and pharmaceutical...  View Details
      Keywords: Pharmaceuticals; Medicaid; Innovation and Invention; Policy; Markets; Research and Development; Pharmaceutical Industry
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      Garthwaite, Craig, Rebecca Sachs, and Ariel Dora Stern. "Which Markets (Don't) Drive Pharmaceutical Innovation? Evidence From U.S. Medicaid Expansions." NBER Working Paper Series, No. 28755, May 2021.
      • April 2021
      • Article

      A Model of Multi-Pass Search: Price Search Across Stores and Time

      By: Navid Mojir and K. Sudhir
      In retail settings with price promotions, consumers often search across stores and time. However, the search literature typically only models one pass search across stores, ignoring revisits to stores; the choice literature using scanner data has modeled search across...  View Details
      Keywords: Consumer Search; Multi-pass Search; Price Search; Store Search; Spatial Search; Temporal Search; Spatiotemporal Search; Dynamic Structural Models; MPEC; Price Promotions; Store Loyalty; Consumer Behavior; Price; Spending; Marketing; Mathematical Methods
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      Mojir, Navid, and K. Sudhir. "A Model of Multi-Pass Search: Price Search Across Stores and Time." Management Science 67, no. 4 (April 2021): 2126–2150.
      • 2021
      • Working Paper

      Hidden Software and Veiled Value Creation: Illustrations from Server Software Usage

      By: Raviv Murciano-Goroff, Ran Zhuo and Shane Greenstein
      How do you measure the value of a commodity that transacts at a price of zero from an economic standpoint? This study examines the potential for and extent of omission and misattribution in standard approaches to economic accounting with regards to open source...  View Details
      Keywords: Server Software; Open Source Distribution; Applications and Software; Analytics and Data Science; Economics; Value Creation; Measurement and Metrics
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      Murciano-Goroff, Raviv, Ran Zhuo, and Shane Greenstein. "Hidden Software and Veiled Value Creation: Illustrations from Server Software Usage." NBER Working Paper Series, No. 28738, April 2021.
      • April 2021
      • Case

      Zeynep Ton: The Good Jobs Strategy

      By: Francesca Gino and Frances X. Frei
      The link to this multimedia case should be provided to students in advance as preparation for classroom case discussion.

      In Zeynop Ton’s 2014 book The Good Jobs Strategy: How the Smartest Companies Invest in Employees to Lower Costs and Boost...  View Details
      Keywords: Organizations; Selection and Staffing; Compensation and Benefits; Operations; Performance Effectiveness
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      Gino, Francesca, and Frances X. Frei. "Zeynep Ton: The Good Jobs Strategy." Harvard Business School Multimedia/Video Case 921-703, April 2021.
      • Article

      CDS Trading and Nonrelationship Lending Dynamics

      By: Jung Koo Kang, Christopher Williams and Regina Wittenberg-Moerman
      We investigate how credit default swaps (CDSs) affect lenders’ incentives to initiate new lending relationships. We predict that CDSs reduce adverse selection that nonrelationship lead arrangers face when competing for loans. Consistently, we find that a loan is...  View Details
      Keywords: Credit Default Swaps; CDS Market; Non-relationship Lending; Debt Contracts; Adverse Selection; Lending Monitoring; Cross-selling
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      Kang, Jung Koo, Christopher Williams, and Regina Wittenberg-Moerman. "CDS Trading and Nonrelationship Lending Dynamics." Review of Accounting Studies 26, no. 1 (March 2021): 258–292.
      • 2021
      • Working Paper

      Dynamic Competition for Customer Memberships

      By: Cristian Chica and Jorge Tamayo
      A competitive two-period membership (subscription) market is analyzed. Two symmetric firms charge a “membership” fee that allows consumers to buy products or services at a given unit price for both periods. Firms can choose between long- or short-term memberships. When...  View Details
      Keywords: Competitive Price Discrimination; Membership; Dynamic Competition; Customers; Markets; Competition
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      Chica, Cristian, and Jorge Tamayo. "Dynamic Competition for Customer Memberships." Harvard Business School Working Paper, No. 21-091, March 2021. (R&R Journal of Economics & Management Strategy.)
      • January 2021
      • Article

      The Effects of Menu Costs on Retail Performance: Evidence from Adoption of the Electronic Shelf Label Technology

      By: Ioannis Stamatopoulos, Achal Bassamboo and Antonio Moreno
      We use the adoption of electronic shelf labels (ESLs) by an international grocery retailer in 2015 to identify the effects of physical menu costs (i.e., labor and material costs of price adjustment) on retail performance. We find that the installation of ESLs increased...  View Details
      Keywords: Retail Operations; Dynamic Pricing; Revenue Management; Operations; Price; Revenue; Management; Retail Industry
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      Stamatopoulos, Ioannis, Achal Bassamboo, and Antonio Moreno. "The Effects of Menu Costs on Retail Performance: Evidence from Adoption of the Electronic Shelf Label Technology." Management Science 67, no. 1 (January 2021): 242–256.
      • Oct 2020
      • Conference Presentation

      Optimal, Truthful, and Private Securities Lending

      By: Emily Diana, Michael J. Kearns, Seth Neel and Aaron Leon Roth
      We consider a fundamental dynamic allocation problem motivated by the problem of securities lending in financial markets, the mechanism underlying the short selling of stocks. A lender would like to distribute a finite number of identical copies of some scarce resource...  View Details
      Keywords: Differential Privacy; Mechanism Design; Finance; Mathematical Methods
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      Diana, Emily, Michael J. Kearns, Seth Neel, and Aaron Leon Roth. "Optimal, Truthful, and Private Securities Lending." Paper presented at the 1st Association for Computing Machinery (ACM) International Conference on AI in Finance (ICAIF), October 2020.
      • 2021
      • Working Paper

      Corporate Environmental Impact: Measurement, Data and Information

      By: David Freiberg, DG Park, George Serafeim and T. Robert Zochowski
      As an organization’s environmental impact has become a central societal consideration, thereby affecting industry and organizational competitiveness, interest in measuring and analyzing environmental impact has increased. We develop a methodology to derive comparable...  View Details
      Keywords: Environment; Impact; Measurement; Environmental Ratings; Corporate Valuation; Financial Materiality; Sustainability; Environmental Impact; Environmental Strategy; Impact-Weighted Accounts; IWAI; Environmental Sustainability; Corporate Social Responsibility and Impact; Measurement and Metrics; Valuation
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      Freiberg, David, DG Park, George Serafeim, and T. Robert Zochowski. "Corporate Environmental Impact: Measurement, Data and Information." Harvard Business School Working Paper, No. 20-098, March 2020. (Revised February 2021.)
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