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All HBS Web
(1,363)
- Faculty Publications (114)
- November 2021
- Article
Ratings, Reviews, and the Marketing of New Products
By: Itay P. Fainmesser, Dominique Olié Lauga and Elie Ofek
We study how user-generated content (UGC) about new products impacts a firm's advertising and pricing decisions and the effect on profits and market dynamics. We construct a two-period model where consumers value quality and are heterogeneous in their taste for the new...
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Keywords:
Online Reviews;
Product Ratings;
Social Networks;
Word Of Mouth;
Pricing;
User-generated Content;
Advertising;
Product Marketing;
Price;
Consumer Behavior;
Product Positioning;
Social Media
Fainmesser, Itay P., Dominique Olié Lauga, and Elie Ofek. "Ratings, Reviews, and the Marketing of New Products." Management Science 67, no. 11 (November 2021): 7023–7045.
- October 2021
- Teaching Note
Threadless: The Renewal of an Online Community
By: Shane Greenstein, Karim Lakhani and Christian Godwin
Teaching Note for HBS Case No. 621-056.
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- July 2021 (Revised January 2024)
- Case
Fynd
By: Ranjay Gulati, Kairavi Dey and Rachna Tahilyani
Fynd is a fast-growing venture that in 7 years since its founding has become India's largest omnichannel retail company with real-time access to over 9,000 stores' offline inventory. It started as a B2B business supporting retailers who didn’t have an online business,...
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- 2023
- Working Paper
Virtual Water Coolers: A Field Experiment on the Role of Virtual Interactions on Organizational Newcomer Performance
Designing management practices to better onboard organizational newcomers working remotely is a key priority for firms. We report results from a randomized field experiment conducted at a large global firm that estimates the performance effects of different types of...
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Keywords:
Remote Work;
Virtual Water Coolers;
Social Interactions;
Careers;
Field Experiment;
Employees;
Interpersonal Communication;
Internet and the Web;
Performance;
Personal Development and Career
Choudhury, Prithwiraj, Jacqueline N. Lane, and Iavor Bojinov. "Virtual Water Coolers: A Field Experiment on the Role of Virtual Interactions on Organizational Newcomer Performance." Harvard Business School Working Paper, No. 21-125, May 2021. (Revised February 2023.)
- 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;
Communications Industry;
Communications Industry;
Communications Industry;
United States;
North America;
United Kingdom
Israeli, Ayelet, and Anne Wilson. "Headspace vs. Calm: A Mindful Competition." Harvard Business School Case 521-102, May 2021. (Revised May 2022.)
- May 2021
- Article
Choice Architecture in Physician–patient Communication: A Mixed-methods Assessment of Physicians' Competency
By: J. Hart, K. Yadav, S. Szymanski, A. Summer, A. Tannenbaum, J. Zlatev, D. Daniels and S.D. Halpern
Background: Clinicians’ use of choice architecture, or how they present options, systematically influences the choices made by patients and their surrogate decision makers. However, clinicians may incompletely understand this influence....
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Keywords:
Choice Architecture;
Health Care and Treatment;
Interpersonal Communication;
Decision Choices and Conditions;
Competency and Skills
Hart, J., K. Yadav, S. Szymanski, A. Summer, A. Tannenbaum, J. Zlatev, D. Daniels, and S.D. Halpern. "Choice Architecture in Physician–patient Communication: A Mixed-methods Assessment of Physicians' Competency." BMJ Quality & Safety 30, no. 5 (May 2021).
- May 2021
- Article
Ideology and Composition Among an Online Crowd: Evidence From Wikipedians
By: Shane Greenstein, Grace Gu and Feng Zhu
Online communities bring together participants from diverse backgrounds and often face challenges in aggregating their opinions. We infer lessons from the experience of individual contributors to Wikipedia articles about U.S. politics. We identify two factors that...
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Keywords:
User Segregation;
Online Community;
Contested Knowledge;
Collective Intelligence;
Ideology;
Bias;
Wikipedia;
Knowledge Sharing;
Perspective;
Government and Politics
Greenstein, Shane, Grace Gu, and Feng Zhu. "Ideology and Composition Among an Online Crowd: Evidence From Wikipedians." Management Science 67, no. 5 (May 2021): 3067–3086.
- February 2021
- Case
Threadless: The Renewal of an Online Community
By: Shane Greenstein, Karim Lakhani and Christian Godwin
Threadless, an online apparel company and artist community which Jake Nickell founded in 2000, continued to maintain its status as a top company in the online apparel industry during its second decade. From 2010 to 2020, Threadless continued to operate its...
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Keywords:
Business Model;
Decision Making;
Entrepreneurship;
Innovation and Invention;
Leading Change;
Management;
Marketing;
Product Launch;
Operations;
Supply Chain;
Distribution;
Networks;
Sales;
Strategy;
Adaptation;
Information Technology;
Applications and Software;
Digital Platforms;
Apparel and Accessories Industry;
Technology Industry;
North America
Greenstein, Shane, Karim Lakhani, and Christian Godwin. "Threadless: The Renewal of an Online Community." Harvard Business School Case 621-056, February 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...
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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
Ascarza, Eva, and Ayelet Israeli. "Amazon Shopper Panel: Paying Customers for Their Data." Harvard Business School Case 521-058, January 2021. (Revised May 2021.)
- Winter 2021
- Article
Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation
By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy
While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding...
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Sebenius, James K., Ben Cook, David A. Lax, Isaac Silberberg, and Paul Levy. "Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 97–141.
- November–December 2021
- Article
Does Gender Matter? The Effect of Management Responses on Reviewing Behavior
By: Davide Proserpio, Isamar Troncoso and Francesca Valsesia
We study the effect of management responses on the reviewing behavior of self-identified female and male reviewers. Using data from Tripadvisor, we show that after hotels begin to respond to reviews, the probability that a negative review comes from a self-identified...
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Keywords:
Word Of Mouth;
Online Reviews;
Management Responses;
E-commerce;
Gender;
Prejudice and Bias;
Digital Platforms;
Customers
Proserpio, Davide, Isamar Troncoso, and Francesca Valsesia. "Does Gender Matter? The Effect of Management Responses on Reviewing Behavior." Marketing Science 40, no. 6 (November–December 2021): 1199–1213.
- October 2020
- Supplement
OpenIDEO (B)
By: Karim R. Lakhani, Anne-Laure Fayard, Manos Gkeredakis and Jin Hyun Paik
In the midst of 2020, as the coronavirus pandemic was unfolding, OpenIDEO—an online open innovation platform focused on design-driven solutions to social issues—rapidly launched a new challenge to improve access to health information, empower communities to stay safe...
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Keywords:
Innovation Competitions;
IDEO;
Contests;
Contest Design;
Platforms And Ecosystems;
Open Innovation;
Open And User Innovation Strategy;
Diversity;
Design;
Social Entrepreneurship;
Global Range;
Collaborative Innovation and Invention;
Innovation Strategy;
Organizational Change and Adaptation;
Social and Collaborative Networks;
Health Pandemics;
Health;
Information;
Business and Community Relations;
Digital Platforms
Lakhani, Karim R., Anne-Laure Fayard, Manos Gkeredakis, and Jin Hyun Paik. "OpenIDEO (B)." Harvard Business School Supplement 621-058, October 2020.
- August 2020 (Revised May 2021)
- Case
PayPal: The Next Chapter
By: Michael Porter, Mark Kramer and Annelena Lobb
Can a social purpose and stakeholder capitalism confer a powerful competitive advantage in the age of COVID-19? For PayPal, the answer is yes. After spinning off from eBay in a 2015 IPO, the company declared its purpose as "democratizing financial services" by ensuring...
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Keywords:
Mission and Purpose;
Finance;
Business and Stakeholder Relations;
Social Entrepreneurship;
Competitive Advantage;
Financial Services Industry
Porter, Michael, Mark Kramer, and Annelena Lobb. "PayPal: The Next Chapter." Harvard Business School Case 721-378, August 2020. (Revised May 2021.)
- 2021
- Working Paper
Does Who Helps You Impact Your Behavior? Examining the Effects of Social Interactions on Knowledge Sharing in Online Communities
By: Eunkwang Seo, Frank Nagle and Sonali K. Shah
Online communities provide vibrant forums for knowledge sharing and are increasingly being used by individual users and firms to source knowledge and create and capture value. Yet, there is much to learn about how the actions of community members affect other members,...
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Keywords:
Online Communities;
Knowledge Development;
Innovation;
Reciprocity;
Knowledge Sharing;
Networks;
Innovation and Invention;
Interpersonal Communication
Seo, Eunkwang, Frank Nagle, and Sonali K. Shah. "Does Who Helps You Impact Your Behavior? Examining the Effects of Social Interactions on Knowledge Sharing in Online Communities." Harvard Business School Working Paper, No. 21-026, August 2020. (Revised July 2021.)
- 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....
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Keywords:
Attribution;
Interpersonal Interaction;
Judgment;
Social Interaction;
Inference;
Open Data;
Open Materials;
Preregistered;
Negotiation Offer;
Strategy;
Behavior;
Interpersonal Communication;
Trust;
Outcome or Result
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.
- 2020
- Working Paper
Working (From Home) During a Crisis: Online Social Contributions by Workers During the Coronavirus Shock
By: Prithwiraj Choudhury, Wesley W. Koo and Xina Li
Prior research has documented that during mortality-related crises workers face psychic costs and are motivated to make social contributions. In addition, management practices that encourage workers to make social contributions during a crisis create value for firms....
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Keywords:
Crisis;
Social Contributions;
Work From Home (WFH);
Cannot Work From Home (CWFH);
Social Distancing;
Online Communities;
Coronavirus;
COVID-19;
Health Pandemics;
Employees;
Working Conditions;
Internet and the Web;
Crisis Management
Choudhury, Prithwiraj, Wesley W. Koo, and Xina Li. "Working (From Home) During a Crisis: Online Social Contributions by Workers During the Coronavirus Shock." Harvard Business School Working Paper, No. 20-096, March 2020. (Revised April 2020.)
- March 2020
- Case
Thingtesting: Launching a Brand Discovery and Testing Digital Community
By: Ayelet Israeli and Jill Avery
Thingtesting, a brand discovery and testing digital community devoted to uncovering and exploring direct-to-consumer brands, had just received seed funding and was contemplating a second year of growth. The new year brought many challenges, as founder Jenny Gyllander...
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Keywords:
Influencer Marketing;
Monetization;
Female Ceo;
Female Entrepreneur;
Female Protagonist;
Influencers;
Influencer;
Direct-to-consumer;
Marketing;
Brands and Branding;
Marketing Strategy;
Venture Capital;
Entrepreneurship;
Marketing Communications;
Consumer Products Industry;
Financial Services Industry;
Advertising Industry;
London;
United Kingdom;
United States;
Europe;
North America
Israeli, Ayelet, and Jill Avery. "Thingtesting: Launching a Brand Discovery and Testing Digital Community." Harvard Business School Case 520-086, March 2020.
- March–April 2020
- Article
Avoid the Pitfalls of A/B Testing
By: Iavor I. Bojinov, Guillaume Sait-Jacques and Martin Tingley
Online experiments measuring whether “A,” usually the current approach, is inferior to “B,” a proposed improvement, have become integral to the product-development cycle, especially at digital enterprises. But often firms make serious mistakes in conducting these...
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Keywords:
A/B Testing;
Experiment Design;
Social Networks;
Product Development;
Performance Improvement;
Measurement and Metrics;
Social Media
Bojinov, Iavor I., Guillaume Sait-Jacques, and Martin Tingley. "Avoid the Pitfalls of A/B Testing." Harvard Business Review 98, no. 2 (March–April 2020): 48–53.
- 2020
- Working Paper
Reinventing Retail: The Novel Resurgence of Independent Bookstores
By: Ryan Raffaelli
This study examines how community-based brick-and-mortar retailers can achieve sustained market growth in the face of online and big box retail competition. The appearance of Amazon.com in 1995 led to a significant decline in the number of independent bookstores in the...
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Keywords:
Bookstores;
Competitive Strategy;
Business and Community Relations;
Customization and Personalization;
Growth and Development;
Retail Industry;
United States
Raffaelli, Ryan. "Reinventing Retail: The Novel Resurgence of Independent Bookstores." Harvard Business School Working Paper, No. 20-068, January 2020.
- November 2019 (Revised April 2020)
- Case
Purple Innovation, Inc.: The Online to Offline Marketing Challenge
By: Elie Ofek and Nakisha Williams
This case focuses on Purple Innovation Inc. (Purple), a company that started out in the Direct to Consumer (DTC) mattress space. In late 2018, after a successful launch and IPO with sales predominantly originating from its website, Purple was looking to sustain its...
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Keywords:
Offline Sales;
Marketing Strategy;
Digital Marketing;
Growth and Development Strategy;
Consumer Products Industry;
Retail Industry
Ofek, Elie, and Nakisha Williams. "Purple Innovation, Inc.: The Online to Offline Marketing Challenge." Harvard Business School Case 520-040, November 2019. (Revised April 2020.)