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      • March 2022
      • Case

      In Data We Trust: Be Mobile Africa and Furthering Financial Inclusion Across the African Continent

      By: Lauren Cohen, Grace Headinger and Pierre Marchesseault
      To Cédric Jeannot, leveraging technology to promote financial inclusion was personal. After no established financial institution would accept his technology platform to lower transaction costs for free, Jeannot launched FinTech company Be Mobile Africa in May 2020....  View Details
      Keywords: Finance; Fintech; Emerging Market; Fundraising; Financial Inclusion; Strategy; Expansion; Management; Entrepreneurship; Personal Finance; Corporate Social Responsibility and Impact; Growth and Development Strategy; Financial Services Industry; Banking Industry; Africa; Togo; Nigeria; Ghana
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      Cohen, Lauren, Grace Headinger, and Pierre Marchesseault. "In Data We Trust: Be Mobile Africa and Furthering Financial Inclusion Across the African Continent." Harvard Business School Case 222-073, March 2022.
      • February 2022
      • Supplement

      SpartanNash Company: The Amazon Warrants (A)

      By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
      As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants almost 20...  View Details
      Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States
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      Esty, Benjamin C., E. Scott Mayfield, and Daniel Fisher. "SpartanNash Company: The Amazon Warrants (A)." Harvard Business School Spreadsheet Supplement 222-704, February 2022.
      • 2022
      • Working Paper

      E-commerce During COVID: Stylized Facts from 47 Economies

      By: Joel Alcedo, Alberto Cavallo, Bricklin Dwyer, Prachi Mishra and Antonio Spilimbergo
      We study e-commerce across 47 economies and 26 industries during the COVID-19 pandemic using aggregated and anonymized transaction-level data from Mastercard, scaled to represent total consumer spending. The share of online transactions in total consumption increased...  View Details
      Keywords: COVID-19 Pandemic; Health Pandemics; Spending; Internet and the Web; Global Range; Analysis; E-commerce
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      Alcedo, Joel, Alberto Cavallo, Bricklin Dwyer, Prachi Mishra, and Antonio Spilimbergo. "E-commerce During COVID: Stylized Facts from 47 Economies." NBER Working Paper Series, No. 29729, February 2022.
      • 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.
      • January 2022
      • Supplement

      Kornit Digital: The Amazon Warrants (C)

      By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
      As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants almost 20...  View Details
      Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States
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      Esty, Benjamin C., E. Scott Mayfield, and Daniel Fisher. "Kornit Digital: The Amazon Warrants (C)." Harvard Business School Supplement 222-045, January 2022.
      • January 2022
      • Case

      SpartanNash Company: The Amazon Warrants (A)

      By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
      As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants in almost 20...  View Details
      Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States
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      Esty, Benjamin C., E. Scott Mayfield, and Daniel Fisher. "SpartanNash Company: The Amazon Warrants (A)." Harvard Business School Case 222-022, January 2022.
      • January 2022
      • Case

      TotalEnergies’ Investment in Hyzon Motors

      By: Vikram S Gandhi and David Lane
      In November 2021, Girish Nadkarni, the head of TotalEnergies’ corporate venture capital arm (TEV) was considering whether, and on what terms, to exit an investment in Hyzon Motors, a start-up supplier of hydrogen-powered trucks. TEV had invested $4 million in Hyzon,...  View Details
      Keywords: Business Units; Communication Intention and Meaning; Renewable Energy; Venture Capital; Growth and Development Strategy; Market Design; Standards; Commercialization; Investment Portfolio; Market Transactions; Energy Industry; Financial Services Industry; Transportation Industry; Europe; New York (city, NY)
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      Gandhi, Vikram S., and David Lane. "TotalEnergies’ Investment in Hyzon Motors." Harvard Business School Case 822-019, January 2022.
      • 2021
      • 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.
      • October 2021
      • Article

      Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach

      By: Nicolas Padilla and Eva Ascarza
      The success of Customer Relationship Management (CRM) programs ultimately depends on the firm's ability to understand consumers' preferences and precisely capture how these preferences may differ across customers. Only by understanding customer heterogeneity, firms can...  View Details
      Keywords: Customer Management; Targeting; Deep Exponential Families; Probabilistic Machine Learning; Cold Start Problem; Customer Relationship Management; Programs; Consumer Behavior; Analysis
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      Padilla, Nicolas, and Eva Ascarza. "Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach." Journal of Marketing Research (JMR) 58, no. 5 (October 2021): 981–1006.
      • August 2021 (Revised November 2021)
      • Case

      The NCB Capital Turnaround: Waking the Sleeping Giant

      By: Sandra J. Sucher, Gamze Yucaoglu, Shalene Gupta and Fares Khrais
      The case opens in 2019, five years after, Sarah Al Suhaimi, CEO of NCB Capital (NCBC), the investment arm of Saudi’s largest bank, NCB, took the helm. Having successfully turned the business to make it the market leader, she was contemplating her next steps as...  View Details
      Keywords: Turnaround; Investment Banking; Financial Institutions; Change Management; Leadership; Business Model; Strategy; Business and Stakeholder Relations; Management Teams; Asset Management; Growth and Development Strategy; Saudi Arabia
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      Sucher, Sandra J., Gamze Yucaoglu, Shalene Gupta, and Fares Khrais. "The NCB Capital Turnaround: Waking the Sleeping Giant." Harvard Business School Case 322-043, August 2021. (Revised November 2021.)
      • August 2021
      • Case

      Wymsee

      By: Julia Austin, Sarah Mehta and Tom Quinn
      Wymsee was a company that aimed to develop a mobile application (app) that would allow television audience members to identify and purchase clothing or accessories worn by characters in the program they were watching, with the Wymsee founders taking a percentage of...  View Details
      Keywords: Business Model; Business Plan; Business Startups; Film Entertainment; Television Entertainment; Technological Innovation; Knowledge Acquisition; Product Positioning; Opportunities; Adaptation; Mobile Technology; Entertainment and Recreation Industry; Motion Pictures and Video Industry; Technology Industry; United States; New York (city, NY)
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      Austin, Julia, Sarah Mehta, and Tom Quinn. "Wymsee." Harvard Business School Case 822-002, August 2021.
      • 2021
      • Working Paper

      Customer Churn and Intangible Capital

      By: Scott Baker, Brian Baugh and Marco Sammon
      Intangible capital is a crucial and growing piece of firms’ capital structure and helps to explain long run trends in concentration and markups. We develop new firm level metrics regarding a key component of intangible capital—customer churn—using a class of household...  View Details
      Keywords: Customer Base; Transaction Data; Customer Churn; Intangible Capital; Capital; Capital Structure; Customers
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      Baker, Scott, Brian Baugh, and Marco Sammon. "Customer Churn and Intangible Capital." Working Paper, December 2021.
      • 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...  View Details
      Keywords: Payment Systems; B2B; Pricing; Software; Marketing Strategy; Nigeria
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      Bertini, Marco, and Oded Koenigsberg. "NiPay's Pricing Conundrum." London Business School Case, 2021. Electronic.
      • 2021
      • Working Paper

      Currency Hedging: Managing Cash Flow Exposure

      By: Laura Alfaro, Maurici Mauricio and Liliana Varela
      Foreign currency derivative markets are among the largest in the world, yet their role in emerging markets is relatively understudied. We study firms' currency risk exposure and their hedging choices by employing a unique dataset covering the universe of FX derivatives...  View Details
      Keywords: FX Derivatives; Hedging; Currency; Cash Flow; Emerging Markets; Chile
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      Alfaro, Laura, Maurici Mauricio, and Liliana Varela. "Currency Hedging: Managing Cash Flow Exposure." NBER Working Paper Series, No. 28910, June 2021.
      • May 24, 2021
      • Article

      What Makes an Online Marketplace Disruptive?

      By: Clifford Maxwell and Scott Duke Kominers
      Platforms like Airbnb, eBay, and Angie’s List have changed how markets work. But while many are innovative and make life easier for consumers, which are truly disruptive? Hewing to Clay Christensen’s theory of disruption, platforms—which operate as online...  View Details
      Keywords: Digital Platforms; Disruption; Framework
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      Maxwell, Clifford, and Scott Duke Kominers. "What Makes an Online Marketplace Disruptive?" Harvard Business Review Digital Articles (May 24, 2021).
      • April 2021 (Revised July 2021)
      • Case

      StockX: The Stock Market of Things (Abridged)

      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; Analytics and Data Science; Market Design; Digital 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 (Abridged)." Harvard Business School Case 621-107, April 2021. (Revised July 2021.)
      • 2021
      • Working Paper

      Deregulation, Market Power, and Prices: Evidence from the Electricity Sector

      By: Alexander MacKay and Ignacia Mercadal
      When deciding whether to introduce market competition in a regulated industry, a regulator faces an important tradeoff. Market-based prices can provide incentives to allocate resources more efficiently and reduce costs, but the presence of market power may lead to...  View Details
      Keywords: Deregulation; Market Power; Markups; Prices; Electricity; Energy; Markets; Governing Rules, Regulations, and Reforms; Price
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      MacKay, Alexander, and Ignacia Mercadal. "Deregulation, Market Power, and Prices: Evidence from the Electricity Sector." Harvard Business School Working Paper, No. 21-095, February 2021. (Revised January 2022. Direct download.)
      • 2020
      • Working Paper

      Currency Hedging in Emerging Markets: Managing Cash Flow Exposure

      By: Laura Alfaro, Mauricio Calani and Liliana Varela
      Foreign currency derivative markets are among the largest in the world, yet their role in emerging markets in particular, is relatively understudied. We study firms' currency risk exposure and their hedging choices by employing a unique dataset covering the universe of...  View Details
      Keywords: Foreign Currency Hedging; FX Derivatives; Foreign Currency Debt; Currency Mismatch; Trade Credit; Currency; Cash Flow; Emerging Markets
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      Alfaro, Laura, Mauricio Calani, and Liliana Varela. "Currency Hedging in Emerging Markets: Managing Cash Flow Exposure." Harvard Business School Working Paper, No. 21-096, March 2021.
      • January 2021 (Revised May 2021)
      • Case

      Amazon Shopper Panel: Paying Customers for Their Data

      By: Eva Ascarza and Ayelet Israeli
      This case introduces a new Amazon program that has consumers upload their receipts from transactions outside of Amazon, in exchange for money. Through the discussion, the case aims to explore issues in customers’ privacy in the digital age, the value of customers’ own...  View Details
      Keywords: Data Analytics; Data Privacy; Data Management; "Marketing Analytics"; Marketing Communication; Marketing Research; Data-driven Management; E-Commerce Strategy; Ethical Decision Making; CRM; Consumer Protection; Targeted Advertising; Targeted Policies; Data Ownership; Marketing; Research; Marketing Communications; Analytics and Data Science; Management; Customer Relationship Management; Ethics; E-commerce; Retail Industry; Technology Industry; United States
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      Ascarza, Eva, and Ayelet Israeli. "Amazon Shopper Panel: Paying Customers for Their Data." Harvard Business School Case 521-058, January 2021. (Revised May 2021.)
      • 2020
      • Working Paper

      Transaction Cost Economics in the Digital Economy: A Research Agenda

      By: Frank Nagle, Robert Seamans and Steve Tadelis
      Transaction Cost Economics (TCE) theory has played an important role in understanding when it is more efficient for a transaction between two parties to occur within the market or within an organization. However, as more transactions occur in a digitally-mediated...  View Details
      Keywords: Transaction Cost Economics; Digital Economy; Economics; Cost; Markets; Research; Digital Transformation
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      Nagle, Frank, Robert Seamans, and Steve Tadelis. "Transaction Cost Economics in the Digital Economy: A Research Agenda." Harvard Business School Working Paper, No. 21-009, July 2020.
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