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All HBS Web
(731)
- Faculty Publications (100)
- August 2016 (Revised August 2017)
- Case
AnswerDash (Abridged)
By: Elie Ofek and Jeffrey D. Shulman
It is 2014 and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of...
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Keywords:
Pricing;
Economic Value Estimation;
Price Metrics;
Organizational Selling;
Innovation Adoption;
Business To Business;
Marketing;
Customer Lifetime Value;
Venture Capital;
Customer Relationship Management;
Price;
Marketing Strategy;
Entrepreneurship;
Technology Adoption;
Business Startups;
Sales;
Innovation and Invention;
Product Marketing;
Financial Services Industry
Ofek, Elie, and Jeffrey D. Shulman. "AnswerDash (Abridged)." Harvard Business School Case 517-020, August 2016. (Revised August 2017.)
- Article
Distance and Political Boundaries: Estimating Border Effects under Inequality Constraints
By: Fernando Borraz, Alberto Cavallo, Roberto Rigobon and Leandro Zipitria
The border effects literature finds that political boundaries have a large impact on relative prices across locations. In this paper we show that the standard empirical specification suffers from selection bias, and propose a new methodology based on binned-quantile...
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Borraz, Fernando, Alberto Cavallo, Roberto Rigobon, and Leandro Zipitria. "Distance and Political Boundaries: Estimating Border Effects under Inequality Constraints." International Journal of Finance & Economics 21, no. 1 (January 2016): 3–35.
- June 2016 (Revised August 2017)
- Case
AnswerDash
By: Elie Ofek and Jeffrey D. Shulman
It is 2014, and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of...
View Details
Keywords:
Pricing;
Economic Value Estimation;
Price Metrics;
Organizational Selling;
Innovation Adoption;
Business To Business;
Marketing;
Customer Lifetime Value;
Venture Capital;
Customer Relationship Management;
Price;
Marketing Strategy;
Entrepreneurship;
Technology Adoption;
Business Startups;
Sales;
Innovation and Invention;
Product Marketing;
Financial Services Industry
Ofek, Elie, and Jeffrey D. Shulman. "AnswerDash." Harvard Business School Case 516-106, June 2016. (Revised August 2017.)
- Spring 2016
- Article
The Billion Prices Project: Using Online Prices for Inflation Measurement and Research
By: Alberto Cavallo and Roberto Rigobon
New data-gathering techniques, often referred to as “Big Data” have the potential to improve statistics and empirical research in economics. In this paper we describe our work with online data at the Billion Prices Project at MIT and discuss key lessons for both...
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Keywords:
Billion Prices Project;
Online Scraped Data;
Online Price Index;
Economics;
Research;
Price;
Analytics and Data Science
Cavallo, Alberto, and Roberto Rigobon. "The Billion Prices Project: Using Online Prices for Inflation Measurement and Research." Journal of Economic Perspectives 30, no. 2 (Spring 2016): 151–178.
- Other Article
Online Discounting: Who is Leading the Race to the Bottom?
By: Ayelet Israeli, Eric Anderson and Anne Coughlan
A short review of the finidings in: Israeli, Ayelet, Eric Anderson, and Anne Coughlan. "Minimum Advertised Pricing: Patterns of Violation in Competitive Retail Markets." Marketing Science 35, no. 4 (July–August 2016): 539–564.
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Keywords:
Pricing;
Price Policies;
Pricing Policies;
Discounting;
Retailing;
Retailing Industry;
Minimum Advertised Price;
Ecommerce;
E-Commerce Strategy;
Price;
Distribution Channels;
Distribution;
Digital Marketing;
E-commerce;
Retail Industry;
Technology Industry;
Advertising Industry;
United States
- March 2016
- Article
To Groupon or Not to Groupon: The Profitability of Deep Discounts
By: Benjamin Edelman, Sonia Jaffe and Scott Duke Kominers
We examine the profitability and implications of online discount vouchers, a relatively new marketing tool that offers consumers large discounts when they prepay for participating firms' goods and services. Within a model of repeat experience good purchase, we examine...
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Keywords:
Voucher Discounts;
Groupon;
Experience Goods;
Repeat Purchase;
Internet and the Web;
Marketing Strategy;
Marketing Communications
Edelman, Benjamin, Sonia Jaffe, and Scott Duke Kominers. "To Groupon or Not to Groupon: The Profitability of Deep Discounts." Marketing Letters 27, no. 1 (March 2016): 39–53. (First circulated in June 2011. Featured in Working Knowledge: Is Groupon Good for Retailers? Excerpted in HBR Blogs: To Groupon or Not To Groupon: New Research on Voucher Profitability.)
- Winter 2016
- Article
Analytics for an Online Retailer: Demand Forecasting and Price Optimization
By: Kris J. Ferreira, Bin Hong Alex Lee and David Simchi-Levi
We present our work with an online retailer, Rue La La, as an example of how a retailer can use its wealth of data to optimize pricing decisions on a daily basis. Rue La La is in the online fashion sample sales industry, where they offer extremely limited-time...
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Ferreira, Kris J., Bin Hong Alex Lee, and David Simchi-Levi. "Analytics for an Online Retailer: Demand Forecasting and Price Optimization." Manufacturing & Service Operations Management 18, no. 1 (Winter 2016): 69–88.
- May 2015
- Case
Pricing in a Digital World (2015)
By: John Gourville
Dynamic pricing, especially as practiced by Uber and Lift, seems to be all the rage. In this case, we look at five interesting applications of dynamic price and price customization, each made possible by advances in digital technology. These range from the online...
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- April 2015 (Revised March 2017)
- Case
Instacart and the New Wave of Grocery Startups
By: John Deighton and Leora Kornfeld
Instacart is testing an Uber-style solution to the challenge of building a home-delivered grocery business. It is backed by $220 million of venture funding. Will this model succeed where businessses like Webvan failed? What are the questions that this exploratory...
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Keywords:
Food Retailing;
Outsourced Grocery Delivery;
Online Ordering;
Dynamic Pricing;
Data Analytics;
Marketing Strategy;
Food;
Distribution Channels;
Business Startups;
Food and Beverage Industry;
California
Deighton, John, and Leora Kornfeld. "Instacart and the New Wave of Grocery Startups." Harvard Business School Case 515-089, April 2015. (Revised March 2017.)
- 2015
- Working Paper
Match Your Own Price? Self-Matching as a Retailer's Multichannel Pricing Strategy
By: Pavel Kireyev, Vineet Kumar and Elie Ofek
Multichannel retailing has created several new strategic choices for firms. With respect to pricing, an important decision is whether to offer a "self-matching policy." Self-matching allows a multichannel retailer to offer the lowest of its online and in-store prices...
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Keywords:
Price Self-matching;
Multichannel Retailing;
Pricing Strategy;
Marketing Strategy;
Price;
Distribution Channels;
Supply and Industry;
Retail Industry
Kireyev, Pavel, Vineet Kumar, and Elie Ofek. "Match Your Own Price? Self-Matching as a Retailer's Multichannel Pricing Strategy." Harvard Business School Working Paper, No. 15-058, January 2015.
- January 2015
- Article
Competing with Privacy
By: Ramon Casadesus-Masanell and Andres Hervas-Drane
We analyze the implications of consumer privacy for competition in the marketplace. We consider a market where firms set prices and disclosure levels for consumer information, and consumers observe both before deciding which firm to patronize and how much information...
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Keywords:
Information Acquisition;
Information Disclosure;
Online Privacy;
Privacy Regulation;
Information;
Rights;
Internet and the Web;
Competition;
Internet and the Web;
Corporate Disclosure;
Ethics;
Knowledge Acquisition
Casadesus-Masanell, Ramon, and Andres Hervas-Drane. "Competing with Privacy." Management Science 61, no. 1 (January 2015): 229–246.
- Article
Doing Business with Strangers: Reputation in Online Service Marketplaces
By: Antonio Moreno and Christian Terwiesch
Online service marketplaces allow service buyers to post their project requests and service providers to bid for them. To reduce the transactional risks, marketplaces typically track and publish previous seller performance. By analyzing a detailed transactional data...
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Moreno, Antonio, and Christian Terwiesch. "Doing Business with Strangers: Reputation in Online Service Marketplaces." Information Systems Research 25, no. 4 (December 2014): 865–886.
- August 2014
- Case
Netflix in 2011
By: Willy Shih and Stephen Kaufman
Reed Hastings founded Netflix to provide a home movie service that would do a better job satisfying customers than the traditional retail rental model. But as it encountered challenges it underwent several major strategy shifts, ultimately developing a business model...
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Keywords:
Netflix;
DVD;
DVD-by-mail;
Streaming;
Online Entertainment;
Online Video;
Disruptive Innovation;
Innovation and Management;
Innovation Strategy;
Business Model;
Disruption;
Operations;
Service Operations;
Entertainment;
Film Entertainment;
Television Entertainment;
Media;
Strategy;
Business or Company Management;
Competitive Strategy;
Competitive Advantage;
Corporate Strategy;
Expansion;
Technology;
Technology Adoption;
Technology Platform;
Web;
Entertainment and Recreation Industry;
United States
Shih, Willy, and Stephen Kaufman. "Netflix in 2011." Harvard Business School Case 615-007, August 2014.
- Article
Currency Unions, Product Introductions, and the Real Exchange Rate
By: Alberto Cavallo, Brent Neiman and Roberto Rigobon
We use a novel dataset of online prices of identical goods sold by four large global retailers in dozens of countries to study good-level real exchange rates and their aggregated behavior. First, in contrast to the prior literature, we demonstrate that the law of one...
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Keywords:
Currency Union;
Law Of One Price;
International Prices;
Global Firm;
Currency Exchange Rate;
Price;
International Finance
Cavallo, Alberto, Brent Neiman, and Roberto Rigobon. "Currency Unions, Product Introductions, and the Real Exchange Rate." Quarterly Journal of Economics 129, no. 2 (May 2014): 529–595.
- April 2014
- Tutorial
Conjoint Analysis: Online Tutorial
By: Elie Ofek and Olivier Toubia
The Conjoint Analysis: Online Tutorial is an interactive pedagogical vehicle intended to facilitate understanding of one of the most popular market research methods in academia and practice, namely conjoint analysis. The aim is to provide students or executives going...
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- 2014
- Working Paper
Digital Discrimination: The Case of Airbnb.com
By: Benjamin Edelman and Michael Luca
Online marketplaces often contain information not only about products, but also about the people selling the products. In an effort to facilitate trust, many platforms encourage sellers to provide personal profiles and even to post pictures of themselves. However,...
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Keywords:
Prejudice and Bias;
Internet and the Web;
Race;
Trust;
Renting or Rental;
Accommodations Industry;
Real Estate Industry
Edelman, Benjamin, and Michael Luca. "Digital Discrimination: The Case of Airbnb.com." Harvard Business School Working Paper, No. 14-054, January 2014.
- January 2014 (Revised December 2014)
- Case
GenapSys: Business Models for the Genome
By: Richard G. Hamermesh, Joseph B. Fuller and Matthew Preble
GenapSys, a California-based startup, was soon to release a new DNA sequencer that the company's founder, Hesaam Esfandyarpour, believed was truly revolutionary. The sequencer would be substantially less expensive—potentially costing just a few thousand dollars—and... View Details
Keywords:
DNA Sequencing;
Life Sciences;
Business Model;
Innovation & Entrepreneurship;
Health Care and Treatment;
Genetics;
Business Strategy;
Biotechnology Industry;
Pharmaceutical Industry;
Technology Industry;
Health Industry;
Medical Devices and Supplies Industry;
United States
Hamermesh, Richard G., Joseph B. Fuller, and Matthew Preble. "GenapSys: Business Models for the Genome." Harvard Business School Case 814-050, January 2014. (Revised December 2014.)
- Article
Online and Official Price Indexes: Measuring Argentina's Inflation
By: Alberto Cavallo
Prices collected from online retailers can be used to construct daily price indexes that complement official statistics. This paper studies their ability to match official inflation estimates in five Latin American countries, with a focus on Argentina, where official...
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Keywords:
Inflation;
Online Price Index;
Economics;
Macroeconomics;
Inflation and Deflation;
Price;
Latin America;
Argentina
Cavallo, Alberto. "Online and Official Price Indexes: Measuring Argentina's Inflation." Journal of Monetary Economics 60, no. 2 (March 2013): 152–165.
- Winter 2013
- Article
The New Patent Intermediaries: Platforms, Defensive Aggregators and Super-Aggregators
By: Andrei Hagiu and David B. Yoffie
The patent market consists mainly of privately negotiated, bilateral transactions, either sales or cross-licenses, between large companies. There is no eBay, Amazon, New York Stock Exchange, or Kelley's Blue Book equivalent for patents, and when buyers and sellers do...
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Keywords:
Intellectual Property;
Platforms;
Intermediaries;
Aggregator;
Patents;
Digital Platforms;
Marketplace Matching;
Distribution Channels
Hagiu, Andrei, and David B. Yoffie. "The New Patent Intermediaries: Platforms, Defensive Aggregators and Super-Aggregators." Journal of Economic Perspectives 27, no. 1 (Winter 2013): 45–66.
- August 2012 (Revised July 2017)
- Case
Netflix: Valuing a New Business Model
By: Francois Brochet, Suraj Srinivasan and Michael Norris
In autumn 2011, Netflix was working to right the ship after publicly stumbling through a price hike and strategic shift and then retreat. The company was changing its business model to focus on streaming video service rather than the DVDs by mail that had brought the...
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Keywords:
Performance Measurement;
Online Business;
Asset Recognition;
Accounting;
Performance Evaluation;
Online Technology;
Motion Pictures and Video Industry;
United States;
Canada;
Latin America;
West Indies
Brochet, Francois, Suraj Srinivasan, and Michael Norris. "Netflix: Valuing a New Business Model." Harvard Business School Case 113-018, August 2012. (Revised July 2017.)