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      • Faculty Publications  (940)

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      • September 2023
      • Case

      The Meteoric Rise of Skims

      By: Ayelet Israeli, Jill Avery and Leonard A. Schlesinger
      Since its founding in 2019 by Kim Kardashian and Jens Grede, Skims, a solutions-oriented brand creating the next generation of underwear, loungewear, and shapewear with an eye toward body-type and skin-tone inclusivity, has experienced a meteoric rise. Kardashian, who...  View Details
      Keywords: Brand; Branding; Direct-to-consumer; DTC; Influencers; Influencer Marketing; Fashion; Growth; Direct Marketing; Influence; Reputation; Social Inference; Consumer Goods; Consumer Products; Female Entrepreneur; Female Protagonist; Entrepreneurship And Strategy; Brand & Product Management; Competitive Advantage; Online Followers; Retail; Retail Formats; Retailing; Online Retail; Celebrities; Celebrity; Celebrity Endorsement; Go To Market Strategy; Apparel; Startup Marketing; Startups; Brands and Branding; Growth and Development Strategy; Growth Management; Distribution Channels; Digital Marketing; Advertising; Power and Influence; Apparel and Accessories Industry; Apparel and Accessories Industry; Apparel and Accessories Industry; United States
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      Israeli, Ayelet, Jill Avery, and Leonard A. Schlesinger. "The Meteoric Rise of Skims." Harvard Business School Case 524-023, September 2023.
      • August 2023
      • Supplement

      Arla Foods: Data-Driven Decarbonization (A)

      By: Michael Parzen, Michael W. Toffel, Amram Migdal and Susan Pinckney
      Arla implemented a data based price incentive systems to measure, track, and influence climate friendly changes to reduce CO2 emissions across the world’s fourth largest dairy cooperative.  View Details
      Keywords: Dairy Industry; Business Earnings; Earnings Management; Environmental Accounting; Agribusiness; Animal-Based Agribusiness; Acquisition; Mergers and Acquisitions; Decision Making; Decisions; Voting; Environmental Management; Climate Change; Environmental Regulation; Environmental Sustainability; Green Technology; Pollution; Moral Sensibility; Values and Beliefs; Financial Strategy; Price; Profit; Revenue; Food; Geopolitical Units; Global Strategy; Ownership Type; Cooperative Ownership; Performance Efficiency; Performance Evaluation; Problems and Challenges; Natural Environment; Science-Based Business; Business Strategy; Commercialization; Cooperation; Corporate Strategy; Food and Beverage Industry; Europe; United Kingdom; European Union; Germany; Denmark; Sweden; Luxembourg; Belgium
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      Parzen, Michael, Michael W. Toffel, Amram Migdal, and Susan Pinckney. "Arla Foods: Data-Driven Decarbonization (A)." Harvard Business School Spreadsheet Supplement 624-031, August 2023.
      • August 2023
      • Case

      Arla Foods: Data-Driven Decarbonization (A)

      By: Michael Parzen, Michael W. Toffel, Susan Pinckney and Amram Migdal
      Arla implemented a data based price incentive systems to measure, track, and influence climate friendly changes to reduce CO2 emissions across the world’s fourth largest dairy cooperative.  View Details
      Keywords: Dairy Industry; Business Earnings; Agribusiness; Animal-Based Agribusiness; Acquisition; Mergers and Acquisitions; Decision Making; Decisions; Voting; Environmental Management; Climate Change; Environmental Regulation; Environmental Sustainability; Green Technology; Pollution; Moral Sensibility; Values and Beliefs; Financial Strategy; Price; Profit; Revenue; Food; Geopolitical Units; Global Strategy; Ownership Type; Cooperative Ownership; Performance Efficiency; Performance Evaluation; Problems and Challenges; Natural Environment; Science-Based Business; Business Strategy; Commercialization; Cooperation; Corporate Strategy; Food and Beverage Industry; Europe; United Kingdom; European Union; Germany; Denmark; Sweden; Luxembourg; Belgium
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      Parzen, Michael, Michael W. Toffel, Susan Pinckney, and Amram Migdal. "Arla Foods: Data-Driven Decarbonization (A)." Harvard Business School Case 624-003, August 2023.
      • August 2023
      • Case

      Kariyer.net: Recruiting AI

      By: Shunyuan Zhang, Fares Khrais and Namrata Arora
      In 2017, Fatih Uysal (AMP 2021) became CEO of Kariyer.net. By then, the business was already the industry leading online job board in Turkey. However, faced with stalling growth, a turbulent macroenvironment, and growing competition from international players, Uysal...  View Details
      Keywords: Online Technology; Marketing; Websites; Artificial Intelligence; Innovation; Two-sided Platforms; Internet and the Web; Product Launch; Product Positioning; Job Search; Employment; Transformation; Volatility; Innovation and Invention; Disruptive Innovation; Management Practices and Processes; Business Growth and Maturation; Competitive Strategy; Business Startups; Talent and Talent Management; Cost vs Benefits; Macroeconomics; Corporate Entrepreneurship; Emerging Markets; Digital Platforms; Employment Industry; Information Technology Industry; Technology Industry; Middle East; Turkey
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      Zhang, Shunyuan, Fares Khrais, and Namrata Arora. "Kariyer.net: Recruiting AI." Harvard Business School Case 524-014, August 2023.
      • July–August 2023
      • Article

      Demand Learning and Pricing for Varying Assortments

      By: Kris Ferreira and Emily Mower
      Problem Definition: We consider the problem of demand learning and pricing for retailers who offer assortments of substitutable products that change frequently, e.g., due to limited inventory, perishable or time-sensitive products, or the retailer’s desire to...  View Details
      Keywords: Experiments; Pricing And Revenue Management; Retailing; Demand Estimation; Pricing Algorithm; Marketing; Price; Demand and Consumers; Mathematical Methods
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      Ferreira, Kris, and Emily Mower. "Demand Learning and Pricing for Varying Assortments." Manufacturing & Service Operations Management 25, no. 4 (July–August 2023): 1227–1244. (Finalist, Practice-Based Research Competition, MSOM (2021) and Finalist, Revenue Management & Pricing Section Practice Award, INFORMS (2019).)
      • 2023
      • Working Paper

      Residential Battery Storage - Reshaping The Way We Do Electricity

      By: Christian Kaps and Serguei Netessine
      In this paper, we aim to understand when private households invest in rooftop solar installations and battery storage, and how these investment decisions affect their electricity usage patterns as well as the market structure overall. We answer three main research...  View Details
      Keywords: Solar Power; Energy Storage; Technology And Innovation Management; Energy; Energy Policy; Renewable Energy; Technological Innovation; Innovation and Management; Energy Industry
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      Kaps, Christian, and Serguei Netessine. "Residential Battery Storage - Reshaping The Way We Do Electricity." Working Paper, August 2023.
      • July 2023 (Revised August 2023)
      • Case

      Revenue Recognition at Stride Funding: Making Sense of Revenues for a Fintech Startup

      By: Paul M. Healy and Jung Koo Kang
      The case explores the challenges of revenue recognition and financial reporting for Stride Funding (Stride), a fintech startup that has disrupted the student loan market. Stride leveraged proprietary machine learning and financial models to underwrite alternative...  View Details
      Keywords: Financial Services Industry; United States
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      Healy, Paul M., and Jung Koo Kang. "Revenue Recognition at Stride Funding: Making Sense of Revenues for a Fintech Startup." Harvard Business School Case 124-015, July 2023. (Revised August 2023.)
      • July 2023
      • Case

      Schuberg Philis: From Success to Significance

      By: Thomas J. DeLong and Daniela Beyersdorfer
      The founders of Dutch professional services firm Schuberg Philis, and the new leadership team entrusted with the day-to-day management, must set the path forward in 2019. The company has grown into a €70 million revenue strong IT provider with top ranks in the...  View Details
      Keywords: Management Succession; Growth Management; Change Management; Transformation; Mission and Purpose; Leadership; Leading Change; Information Technology Industry; Consulting Industry; Europe; Netherlands
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      DeLong, Thomas J., and Daniela Beyersdorfer. "Schuberg Philis: From Success to Significance." Harvard Business School Case 424-012, July 2023.
      • June 2023
      • Supplement

      Clash of Two Giants Simulation Exercise

      By: Feng Zhu and Marco Iansiti
      Many markets are organized around platforms that connect consumers with complementary applications and services. These platforms are two-sided because both sides - consumers and those providing applications or services - need access to the same platform to interact. A...  View Details
      Keywords: Customer Acquisition; Network Effects; Platform Strategy; Technology Platform; Digital Platforms; Competitive Strategy
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      Zhu, Feng, and Marco Iansiti. "Clash of Two Giants Simulation Exercise." Harvard Business School PowerPoint Supplement 623-717, June 2023.
      • June 2023
      • Exercise

      Clash of Two Giants Simulation Exercise Instructions

      By: Feng Zhu and Marco Iansiti
      Many markets are organized around platforms that connect consumers with complimentary applications and services. These platforms are two-sided because both sides - consumers and those providing applications or services - need access to the same platform to interact. ...  View Details
      Keywords: Platform Strategies; Network Effects; Technology Platform; Customer Acquisition
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      Zhu, Feng, and Marco Iansiti. "Clash of Two Giants Simulation Exercise Instructions." Harvard Business School Exercise 623-092, June 2023.
      • June 2023 (Revised August 2023)
      • Teaching Note

      Clash of Two Giants Simulation Exercise Teaching Note

      By: Feng Zhu
      Teaching Note for HBS Case No. 623-092. Many markets are organized around platforms that connect consumers with complimentary applications and services. These platforms are two-sided because both sides - consumers and those providing applications or services - need...  View Details
      Keywords: Platform Strategy; Customer Acquisition; Network Effects; Technology Platform; Competitive Strategy
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      Zhu, Feng. "Clash of Two Giants Simulation Exercise Teaching Note." Harvard Business School Teaching Note 623-093, June 2023. (Revised August 2023.)
      • June 2023
      • Simulation

      Artea Dashboard and Targeting Policy Evaluation

      By: Ayelet Israeli and Eva Ascarza
      Companies deploy A/B experiments to gain valuable insights about their customers in order to answer strategic business problems. In marketing, A/B tests are often used to evaluate marketing interventions intended to generate incremental outcomes for the firm. The Artea...  View Details
      Keywords: Algorithm Bias; Algorithmic Data; Race And Ethnicity; Experimentation; Promotion; Marketing And Society; Big Data; Privacy; Data-driven Management; Data Analysis; Data Analytics; E-Commerce Strategy; Discrimination; Targeted Advertising; Targeted Policies; Pricing Algorithms; A/B Testing; Ethical Decision Making; Customer Base Analysis; Customer Heterogeneity; Coupons; Marketing; Race; Gender; Diversity; Customer Relationship Management; Marketing Communications; Advertising; Decision Making; Ethics; E-commerce; Analytics and Data Science; Apparel and Accessories Industry; Apparel and Accessories Industry; United States
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      Israeli, Ayelet, and Eva Ascarza. "Artea Dashboard and Targeting Policy Evaluation." Harvard Business School Simulation 523-707, June 2023.
      • June 2023
      • Case

      Optimalen Capital

      By: Malcolm Baker, Elisabeth Kempf and Jonathan Wallen
      A new client portfolio manager at a quantitative investment management firm must explain why her firm, Optimalen Capital, has rebalanced a client portfolio with a set of trades that seem unintuitive. In particular, Optimalen has added to its position of Walmart (ticker...  View Details
      Keywords: Investments; CAPM; Capital Asset Pricing Model
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      Baker, Malcolm, Elisabeth Kempf, and Jonathan Wallen. "Optimalen Capital." Harvard Business School Case 223-099, June 2023.
      • June 2023 (Revised September 2023)
      • Simulation

      Managing the Customer Journey Marketing Simulation: Adobe's Data-Driven Operating Model (DDOM)

      By: Sunil Gupta, Rajiv Lal and Celine Chammas
      Adobe started monitoring Annual Recurring Revenue (ARR), one of its primary metrics, when it shifted from selling its software in a box to selling the software as a subscription-based cloud service. They wanted to know when, where, and how much to invest in marketing....  View Details
      Keywords: Budgeting; Customer Acquisition; Customer Journey; Marketing Strategy; Marketing
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      Gupta, Sunil, Rajiv Lal, and Celine Chammas. "Managing the Customer Journey Marketing Simulation: Adobe's Data-Driven Operating Model (DDOM)." Harvard Business School Simulation 523-714, June 2023. (Revised September 2023.)
      • June 2023
      • Case

      Grittiness at Convene

      By: Boris Groysberg and Sarah L. Abbott
      Based in New York, Convene was founded in 2009 by Ryan Simonetti and Chris Kelly. Convene was founded on the question: “What if you ran an office building like a hotel?” The company offered a premium corporate events and workspace product. Convene initially took a...  View Details
      Keywords: Leadership; Entrepreneur; Hospitality Industry; Growth; Culture; Entrepreneurship; Change Management; Growth Management; Strategy; Service Industry; United States
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      Groysberg, Boris, and Sarah L. Abbott. "Grittiness at Convene." Harvard Business School Case 423-090, June 2023.
      • June 2023
      • Case

      Creating World-Class Board Governance at SECO

      By: Krishna G. Palepu and Emer Moloney
      In Spring 2023, SECO CEO Massimo Mauri had the ambition to grow the €200 million revenue technology company to a €1 billion company by 2030. Founded in Italy in the 1970s, the family-owned company had gone through a period of growth and internationalization,...  View Details
      Keywords: Family Business; Business Model; Acquisition; Business Growth and Maturation; Talent and Talent Management; Customer Focus and Relationships; Engineering; Governance; Corporate Governance; Governing and Advisory Boards; Growth and Development Strategy; Compensation and Benefits; Retention; Innovation and Invention; Technological Innovation; Going Public; Strategic Planning; Business and Shareholder Relations; Business Strategy; Information Infrastructure; Information Technology; Value Creation; Organizational Change and Adaptation; Computer Industry; Electronics Industry; Industrial Products Industry; Information Technology Industry; Technology Industry; Italy; Europe; Germany; United States; China
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      Palepu, Krishna G., and Emer Moloney. "Creating World-Class Board Governance at SECO." Harvard Business School Case 123-082, June 2023.
      • 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.
      • June 2023
      • Article

      National Customer Orientation: An Empirical Test across 112 Countries

      By: Ofer Mintz, Imran S. Currim and Rohit Deshpandé
      Customer orientation is a central tenet of marketing. However, less is known about how customer orientation varies across countries and time. Mintz, Currim, and Deshpandé (Eur. J. Mark., 56: 1014–1041, 2022) propose a country-level construct, national customer...  View Details
      Keywords: Global Range; Customer Focus and Relationships
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      Mintz, Ofer, Imran S. Currim, and Rohit Deshpandé. "National Customer Orientation: An Empirical Test across 112 Countries." Marketing Letters 34, no. 2 (June 2023): 189–204.
      • May 2023
      • Case

      IBM’s Ginni Rometty: Leading with Good Power

      By: Hubert Joly, Leonard A. Schlesinger and Stacy Straaberg
      In March 2023, Virginia (Ginni) Rometty published Good Power: Leading Positive Change in our Lives, Work, and World, which covered her personal history and career at International Business Machines (IBM). Rometty was IBM’s ninth and first woman CEO from 2012–2020. Her...  View Details
      Keywords: Transformation; Acquisition; Trends; Gender; Diversity; Education; Training; Values and Beliefs; Profit; Revenue; Leadership Style; Leading Change; Business or Company Management; Negotiation; Corporate Social Responsibility and Impact; Mission and Purpose; Organizational Change and Adaptation; Organizational Culture; Family and Family Relationships; Business and Community Relations; Business and Government Relations; Business and Shareholder Relations; Business and Stakeholder Relations; Personal Characteristics; Perspective; Social Issues; Adaptation; Business Strategy; Commercialization; Competition; Corporate Strategy; Information Infrastructure; Information Technology; Health Industry; Information Technology Industry; Manufacturing Industry; Service Industry; Technology Industry; New York (city, NY); United States
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      Joly, Hubert, Leonard A. Schlesinger, and Stacy Straaberg. "IBM’s Ginni Rometty: Leading with Good Power." Harvard Business School Case 323-114, May 2023.
      • 2023
      • Working Paper

      Cost-Efficient Decarbonization of Portland Cement Production

      By: Gunther Glenk, Anton Kelnhofer, Rebecca Meier and Stefan Reichelstein
      Accounting for nearly 8% of global annual carbon dioxide (CO2) emissions, the cement industry is considered difficult to decarbonize. While a sizeable number of abatement levers for Portland cement production is becoming technologically ready for deployment, many are...  View Details
      Keywords: Decarbonization; Carbon Abatement; Carbon Accounting; Carbon Emissions; Carbon Regulation; Carbon Tax; Net-zero Emissions; Management; Environmental Management; Sustainable Cities; Accounting; Management Analysis, Tools, and Techniques; Environmental Accounting; Energy; Environmental Sustainability; Pulp and Paper Industry; Pulp and Paper Industry; Pulp and Paper Industry; Pulp and Paper Industry; Pulp and Paper Industry; Pulp and Paper Industry; Pulp and Paper Industry; Pulp and Paper Industry; Pulp and Paper Industry; Pulp and Paper Industry; Europe; North America; South America; Africa; Asia
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      Glenk, Gunther, Anton Kelnhofer, Rebecca Meier, and Stefan Reichelstein. "Cost-Efficient Decarbonization of Portland Cement Production." TRR 266 Accounting for Transparency Working Paper Series, No. 120, May 2023.
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