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    • All HBS Web  (2,823)
      • Faculty Publications  (307)

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      Sinopec: Refining its Strategy
      Lotus MarketPlace: Households
      → Search All HBS Web
      • February 2021
      • Case

      AptDeco: Circular Economy Furniture Marketplace

      By: Ayelet Israeli and Jamie Merkrebs
      AptDeco, a used furniture marketplace was growing rapidly in the tri-state area. The Co-Founders were confident that the business model, financial position, and unit economics positioned AptDeco for scaling in the massive $120 billion furniture market, despite its...  View Details
      Keywords: E-commerce; E-commerce Strategy; Mobile; Digital Marketing; Word-of-mouth; Word-of-mouth Marketing; Word Of Mouth; Internet Marketing; Growth And Development Strategy; Growth Strategy; Platform; Platforms; Two Sided Markets; Two-sided Market; Two-sided Marketplace; Two-sided Markets; Two-sided Platforms; Two-sided Network; Black Entrepreneurs; Black Leadership; African Americans; Circular; Peer-to-peer Markets; Furniture Industry; Furniture; Growth Hacking; Monetization Strategy; Growth Management; Marketing Strategy; Entrepreneurship; Market Platforms; Marketing Channels; Online Advertising; Consumer Behavior; Acquisition; Growth And Development Strategy; Customer Focus And Relationships; Retail Industry; Consumer Products Industry; Technology Industry; Web Services Industry; United States; North America; New York (city, Ny); New York (state, Us)
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      Israeli, Ayelet, and Jamie Merkrebs. "AptDeco: Circular Economy Furniture Marketplace." Harvard Business School Case 521-069, February 2021.
      • February 2021
      • Article

      Trust and Disintermediation: Evidence from an Online Freelance Marketplace

      By: Grace Gu and Feng Zhu
      As an intermediary improves trust between the two sides of its market to facilitate matching and transactions, it faces an increased risk of disintermediation: with sufficient trust, the two sides may circumvent the intermediary to avoid the intermediary’s fees. In...  View Details
      Keywords: Disintermediation; Intermediaries; Online Marketplace; Platform Strategy; Trust; marketplace Matching
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      Gu, Grace, and Feng Zhu. "Trust and Disintermediation: Evidence from an Online Freelance Marketplace." Management Science 67, no. 2 (February 2021): 794–807.
      • January 2021
      • Teaching Note

      Ureed.com: The Marketplace for Language

      By: Ashley V. Whillans
      This case explores the growth of Ureed, an online marketplace for translation services that is powered by a workforce consisting of remote freelancers who are based in the United Arab Emirates. Nour Al Hassan, the founder and CEO faced the challenge of how best to...  View Details
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      Whillans, Ashley V. "Ureed.com: The Marketplace for Language." Harvard Business School Teaching Note 921-028, January 2021.
      • January 2021
      • Case

      Arçelik: From a Dealer Network to an Omnichannel Experience

      By: Ayelet Israeli and Fares Khrais
      Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in...  View Details
      Keywords: Digital Transformation; Digital Marketing; Disruption; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; Sales; B2b; B2b2c; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Consumer Behavior; Conflict Management; Platforms; Collaboration; Partners And Partnerships; Marketing Strategy; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners And Partnerships; Consumer Behavior; Online Technology; Marketing Strategy; Conflict And Resolution; Conflict Management; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
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      Israeli, Ayelet, and Fares Khrais. "Arçelik: From a Dealer Network to an Omnichannel Experience." Harvard Business School Case 521-067, January 2021.
      • January 2021
      • Case

      Jumia's Path to Profitability

      By: Ramon Casadesus-Masanell, Pippa Tubman Armerding and Gamze Yucaoglu
      The case opens in September 2019 as Sacha Poignonnec and Jeremy Hodara, co-founders and co-CEOs of Jumia, the leading Pan-African e-commerce platform, are contemplating the company’s path to profitability in the aftermath of a fragile investor sentiment, as the company...  View Details
      Keywords: Retail; Business Models; Business Model; Business Startups; Emerging Markets; For-profit Firms; Strategy; Technology Platform; Information Technology; Technology Adoption; Value Creation; Globalization; Entrepreneurship; Competition; Expansion; Logistics; Profit; Resource Allocation; Diversification; Corporate Strategy; Retail Industry; Technology Industry; Africa
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      Casadesus-Masanell, Ramon, Pippa Tubman Armerding, and Gamze Yucaoglu. "Jumia's Path to Profitability." Harvard Business School Case 721-355, January 2021.
      • January 2021
      • Case

      Pearson: Efficacy 2.0

      By: Elie Ofek, Marco Bertini, Oded Koenigsberg and James Weber
      Pearson, that billed itself as the "world's learning company," faced a host of critical decisions in mid-2020. Several years prior, it had embarked on a new path that put the learner at the heart of the business and committed to a new strategic orientation. The new...  View Details
      Keywords: Efficacy; Learning; Outcome Or Result; Measurement And Metrics; Brands And Branding; Marketing Communications; Strategic Planning; Education Industry
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      Ofek, Elie, Marco Bertini, Oded Koenigsberg, and James Weber. "Pearson: Efficacy 2.0." Harvard Business School Case 521-012, January 2021.
      • January 2021 (Revised February 2021)
      • Technical Note

      A Three-Part Framework for Entrepreneurial Marketplace Design

      By: Scott Kominers
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      Kominers, Scott. "A Three-Part Framework for Entrepreneurial Marketplace Design." Harvard Business School Technical Note 821-065, January 2021. (Revised February 2021.)
      • December 2020
      • Case

      Urban Company

      By: Krishna G. Palepu
      Urban Company is an India-based market platform that helps customers book home services and at home beauty services. The company differentiated itself by investing heavily in building customer trust. Rather than merely positioning itself as a lead generating...  View Details
      Keywords: Entrepreneurship; Market Platforms; Emerging Markets; Strategy; Service Delivery; Trust; Technology Industry; Service Industry; India
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      Palepu, Krishna G. "Urban Company." Harvard Business School Case 121-041, December 2020.
      • 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.
      • November 2020
      • Case

      Guild Education: Unlocking Opportunity for America's Workforce

      By: William A. Sahlman, Michael D. Smith, Nicole Tempest Keller and Alpana Thapar
      Founded in 2015, Guild Education is an education marketplace that connects employers and universities to provide employees with ‘education as a benefit.’ The Denver-based company is transforming traditional tuition assistance programs by facilitating direct payment by...  View Details
      Keywords: Education; Market Platforms; Technology; Employees; Social Enterprise; Education Industry; Technology Industry; Colorado
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      Sahlman, William A., Michael D. Smith, Nicole Tempest Keller, and Alpana Thapar. "Guild Education: Unlocking Opportunity for America's Workforce." Harvard Business School Case 821-050, November 2020.
      • November–December 2020
      • Article

      Rethinking the On-Demand Workforce

      By: Joseph B. Fuller, Manjari Raman, Allison Bailey and Nithya Vaduganathan
      As companies struggle with chronic skills shortages and changing labor demographics, a new generation of talent platforms, offering on-demand access to highly trained workers, has begun to help. These platforms include marketplaces for premium expertise (such as Toptal...  View Details
      Keywords: Talent Acquisition; Platforms; Skilled Labor Recruitment; Gig Economy; Talent And Talent Management; Selection And Staffing; Online Technology; Strategy
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      Fuller, Joseph B., Manjari Raman, Allison Bailey, and Nithya Vaduganathan. "Rethinking the On-Demand Workforce." Harvard Business Review 98, no. 6 (November–December 2020): 96–103.
      • October 2020
      • Case

      Epic Games: Nineteen Eighty-Fortnight

      By: Andy Wu, Miaomiao Zhang and Christopher Zhang
      In the midst of intensifying public and political attention towards the market power of big technology, Epic Games in 2020 challenged the status quo that has existed for years in the Apple iOS and Google Android mobile application marketplaces and payment systems....  View Details
      Keywords: Mobile Platforms; Mobile App Industry; Mobile Payment Systems; Antitrust; Games, Gaming, And Gambling; Mobile Technology; Lawsuits And Litigation; Entrepreneurship; Competitive Strategy; United States
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      Wu, Andy, Miaomiao Zhang, and Christopher Zhang. "Epic Games: Nineteen Eighty-Fortnight." Harvard Business School Case 721-395, October 2020.
      • August 2020
      • Case

      Skillz: Esports and Skill-Based Mobile Gaming

      By: Andy Wu, David B. Yoffie and George Gonzalez
      Founded in 2012, Skillz offered a platform for mobile app developers to monetize skill-based games via prized tournaments. Skillz had over 20,000 registered developers that had created thousands of Skillz-powered games played by over 30 million registered users...  View Details
      Keywords: Video Games; Mobile; Esports; Software; Games, Gaming, And Gambling; Mobile Technology; Growth And Development Strategy; Technology; Multi-sided Platforms; United States
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      Wu, Andy, David B. Yoffie, and George Gonzalez. "Skillz: Esports and Skill-Based Mobile Gaming." Harvard Business School Case 721-358, August 2020.
      • August 2020
      • Article

      Lone Wolves in Competitive Equilibria

      By: Ravi Jagadeesan, Scott Duke Kominers and Ross Rheingans-Yoo
      This paper develops a class of equilibrium-independent predictions of competitive equilibrium with indivisibilities. Specifically, we prove an analogue of the “Lone Wolf Theorem” of classical matching theory, showing that when utility is perfectly transferable, any...  View Details
      Keywords: Indivisibilities; Matching; Lone Wolf Theorem; marketplace Matching; Theory
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      Jagadeesan, Ravi, Scott Duke Kominers, and Ross Rheingans-Yoo. "Lone Wolves in Competitive Equilibria." Social Choice and Welfare 55, no. 2 (August 2020): 215–228.
      • July 2020
      • Teaching Note

      Shindigz

      By: Frank Cespedes
      Teaching Note for HBS Case No. 819-010. Shindigz sells party and celebratory items through its branded direct online channel, third-party retail and wholesale channels, and online marketplaces. Shindigz has for decades successfully executed a premium-priced branded...  View Details
      Keywords: Ecommerce; E-commerce; Pricing; Price; Strategy; Decision Making; Distribution Channels; Brands And Branding; Consumer Products Industry
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      Cespedes, Frank. "Shindigz." Harvard Business School Teaching Note 821-024, July 2020.
      • July 3, 2020
      • Article

      Delivery Apps Need to Start Treating Suppliers As Partners

      By: Scott Duke Kominers and Ian Macomber
      Home delivery has shifted from a luxury service aimed at young urban professionals to a core part of many businesses, which is used by almost everyone. That upheaval has strained capacity of many delivery services and changed how they relate to the suppliers that they...  View Details
      Keywords: Service Delivery; Supply Chain; Performance Capacity; Performance Efficiency; Entrepreneurship
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      Kominers, Scott Duke, and Ian Macomber. "Delivery Apps Need to Start Treating Suppliers As Partners." Harvard Business Review (website) (July 3, 2020).
      • June 2020
      • Teaching Note

      Catalant's Operating System for the Future of Work

      By: Christopher Stanton, William R. Kerr, James Palano and Kendall Smith
      This case touches on the topics of project-based work, agile methodology, and skill and talent management through Catalant's evolution as a company. Catalant’s journey to becoming a software platform and talent marketplace provides context for students to explore new...  View Details
      Keywords: Talent And Talent Management; Transformation; Business Startups
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      Stanton, Christopher, William R. Kerr, James Palano, and Kendall Smith. "Catalant's Operating System for the Future of Work." Harvard Business School Teaching Note 820-105, June 2020.
      • June 2020
      • Background Note

      Customer Management Dynamics and Cohort Analysis

      By: Elie Ofek, Barak Libai and Eitan Muller
      The digital revolution has allowed companies to amass considerable amounts of data on their customers. Using this information to generate actionable insights is fast becoming a critical skill that firms must master if they wish to effectively compete and win in today’s...  View Details
      Keywords: Cohort Analysis; Customers; Data And Data Sets; Segmentation; Analysis; Customer Value And Value Chain
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      Ofek, Elie, Barak Libai, and Eitan Muller. "Customer Management Dynamics and Cohort Analysis." Harvard Business School Background Note 520-122, June 2020.
      • June 2020
      • Article

      In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors

      By: M. Jeong, J. Minson and F. Gino
      Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identify a surprising consequence to this common prescription....  View Details
      Keywords: Attribution; Interpersonal Interaction; Judgment; Social Interaction; Inference; Open Data; Open Materials; Preregistered; Negotiation Offer; Strategy; Behavior; Interpersonal Communication; Trust; Outcome Or Result
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      Jeong, M., J. Minson, and F. Gino. "In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors." Psychological Science 31, no. 6 (June 2020): 644–653.
      • May 2020 (Revised July 2020)
      • Teaching Note

      Brand Activism: Nike and Colin Kaepernick

      By: Jill Avery and Koen Pauwels
      Teaching Note for HBS Case No. 519-046. Nike’s selection of politically polarizing Colin Kaepernick as the spokesperson for the thirtieth anniversary of its iconic “Just Do It” campaign catapulted the brand into the media spotlight and made it a political flashpoint...  View Details
      Keywords: Marketing; Brands And Branding; Advertising; Advertising Campaigns; Marketing Strategy; Marketing Communications; Corporate Social Responsibility And Impact; Consumer Products Industry; Sports Industry; United States; North America
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      Avery, Jill, and Koen Pauwels. "Brand Activism: Nike and Colin Kaepernick." Harvard Business School Teaching Note 520-104, May 2020. (Revised July 2020.)
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