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      • Faculty Publications  (367)

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      • November 2022
      • Case

      The Battle Among Channels for Marketing Pharmaceuticals: UpScript, Pharmacy Benefit Managers, and Direct-to-Consumer Sales

      By: Regina E. Herzlinger and Tiffany Farrell
      Can an online pharmacy both improve the quality and speed of care for patients who need branded drugs and stabilize profits for pharmaceutical manufacturers? UpScript, after years spent achieving legal and regulatory compliance and simultaneous technological innovation...  View Details
      Keywords: DTC; Internet and the Web; Marketing Channels; Customer Value and Value Chain; Governing Rules, Regulations, and Reforms; Competitive Strategy; Service Delivery; Growth and Development Strategy; Retail Industry; Retail Industry; Retail Industry
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      Herzlinger, Regina E., and Tiffany Farrell. "The Battle Among Channels for Marketing Pharmaceuticals: UpScript, Pharmacy Benefit Managers, and Direct-to-Consumer Sales." Harvard Business School Case 323-031, November 2022.
      • October 2022 (Revised December 2022)
      • Case

      Aphro Beverages

      By: Frank V. Cespedes and Amram Migdal
      This case focuses on distribution, sales, and product decisions as Aphro Beverages reaches an inflection point in its growth trajectory. In 2020, Aphro Beverages, based in Accra, Ghana, successfully launched its brand and brought two new alcoholic spirits products to...  View Details
      Keywords: Agribusiness; Plant-Based Agribusiness; Business Ventures; Business Growth and Maturation; Entrepreneurship; Food; Geography; Geographic Scope; Management; Growth and Development Strategy; Growth Management; Resource Allocation; Marketing; Brands and Branding; Digital Marketing; Product Marketing; Product Launch; Product Positioning; Social Marketing; Operations; Distribution; Distribution Channels; Product; Product Design; Product Development; Supply Chain; Sales; Salesforce Management; Food and Beverage Industry; Africa; Ghana
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      Cespedes, Frank V., and Amram Migdal. "Aphro Beverages." Harvard Business School Case 823-044, October 2022. (Revised December 2022.)
      • October 2022
      • Case

      Framebridge (A): Reimagining Custom Framing

      By: Rembrand Koning and Alicia Dadlani
      In December 2018, Susan Tynan, founder and CEO of Framebridge, a four-year-old venture-backed startup that sold online custom framing, formulated plans for the future. Her vision was to revolutionize the $4 billion industry by making custom framing easy, transparent,...  View Details
      Keywords: Business Startups; Business Strategy; Entrepreneurship; Operations; Consumer Products Industry; United States; District of Columbia; Kentucky
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      Koning, Rembrand, and Alicia Dadlani. "Framebridge (A): Reimagining Custom Framing." Harvard Business School Case 723-352, October 2022.
      • October 2022
      • Supplement

      Framebridge (B): A New Approach

      By: Rembrand Koning and Alicia Dadlani
      In 2022, after revamping operations and expanding retail stores, Framebridge founder and CEO Susan Tynan is optimistic for the future but realizes changing market dynamics. New competitors are entering the market, and margin pressures remained. This case is part two of...  View Details
      Keywords: Business Startups; Business Strategy; Entrepreneurship; Operations; Market Entry and Exit; Consumer Products Industry; United States; District of Columbia; Kentucky
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      Koning, Rembrand, and Alicia Dadlani. "Framebridge (B): A New Approach." Harvard Business School Supplement 723-353, October 2022.
      • July 2022
      • Teaching Note

      The DivaCup: Navigating Distribution and Growth

      By: Ayelet Israeli
      Teaching Note for HBS Case No. 519-055. When the mother-daughter founders of DivaCup set out with a mission to disrupt the menstrual care industry with an innovative product form, they initially struggled to gain legitimacy and convince retailers to carry their unique...  View Details
      Keywords: Female; Female Ceo; Female Entrepreneur; Female Protagonist; Health & Wellness; Healthcare; Price Policies; Minimum Advertised Price; Differentiation; Positioning; Growth; Health; Health Care and Treatment; Price; Disruption; Distribution; Distribution Channels; Competitive Strategy; Competition; Growth Management; Mission and Purpose; Product Development; Product Marketing; Product Launch; Product Positioning; Advertising; Business Startups; Internet and the Web; Entrepreneurship; Social Entrepreneurship; Social Issues; Social Enterprise; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Canada; United States; United Kingdom
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      Israeli, Ayelet. "The DivaCup: Navigating Distribution and Growth." Harvard Business School Teaching Note 523-008, July 2022.
      • July 2022
      • Teaching Note

      Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience

      By: Ayelet Israeli, Fares Khrais and Menna Hassan
      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 Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; 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; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Retail Industry; Retail Industry; Retail Industry; Turkey
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      Israeli, Ayelet, Fares Khrais, and Menna Hassan. "Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience." Harvard Business School Teaching Note 523-009, July 2022.
      • June 2022 (Revised October 2022)
      • Background Note

      Digital Commerce and Delivery: Preparing Food and Retail Value Chains for a 50-50 World

      By: William R. Kerr, Daniel O'Connor, Paige Boehmcke and Will Ensor
      Increasing digitalization of grocery retail and quick commerce reveals insights about managing complex supply chains at scale and shifting revenue streams from product sales to data monetization. How are the roles of retailers changing? What happens if marginal cost...  View Details
      Keywords: Grocery Delivery; Grocery; Digitalization; Fulfillment; Delivery; Supply Chain; Disruption; Food; Supply Chain Management; Market Design; Trends; Value Creation; Goods and Commodities; Customer Value and Value Chain; Digital Transformation; Retail Industry; Retail Industry; United States; China
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      Kerr, William R., Daniel O'Connor, Paige Boehmcke, and Will Ensor. "Digital Commerce and Delivery: Preparing Food and Retail Value Chains for a 50-50 World." Harvard Business School Background Note 822-108, June 2022. (Revised October 2022.)
      • June 2022
      • Case

      Zalando: Becoming the Starting Point for Fashion

      By: Antonio Moreno, Leela Nageswaran, Emilie Billaud and Federica Gabrieli
      Born in 2008 as a small startup selling flip flops, by mid-2021 Zalando had turned into an online fashion company with an assortment of more than 4,500 international brands, 45 million active customers, and a presence in 23 European markets. An essential component in...  View Details
      Keywords: Transition; Customer Value and Value Chain; Digital Platforms; Distribution; Order Taking and Fulfillment; Infrastructure; Logistics; Service Operations; Strategy; Business Strategy; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Retail Industry; Europe
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      Moreno, Antonio, Leela Nageswaran, Emilie Billaud, and Federica Gabrieli. "Zalando: Becoming the Starting Point for Fashion." Harvard Business School Case 622-070, June 2022.
      • June 2022
      • Case

      Worten Portugal: Becoming a Digital Marketplace

      By: Antonio Moreno, Pedro Amorim and Tonia Labruyere
      With Amazon's entry into Portugal, Miguel Mota Freitas, CEO of Portuguese electronics chain Worten, is reflecting on their strategy of building a competitive marketplace.  View Details
      Keywords: Digital Transformation; Digital Strategy; Digital Platforms; Brands and Branding; E-commerce; Logistics; Service Delivery; Supply Chain; Competitive Strategy; Diversification; Retail Industry; Retail Industry; Retail Industry; Portugal; Spain
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      Moreno, Antonio, Pedro Amorim, and Tonia Labruyere. "Worten Portugal: Becoming a Digital Marketplace." Harvard Business School Case 622-062, June 2022.
      • April 2022
      • Teaching Note

      Tempur Sealy International (A, B & C)

      By: Benjamin C. Esty and Daniel Fisher
      Teaching Note for HBS Case Nos. 718-422, 718-423, and 718-424. The cases explore the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms...  View Details
      Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Retail Industry; Retail Industry; Retail Industry; Retail Industry; United States; South Africa
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      Esty, Benjamin C., and Daniel Fisher. "Tempur Sealy International (A, B & C)." Harvard Business School Teaching Note 722-456, April 2022.
      • April 2022 (Revised August 2022)
      • Case

      Restaurant Brands International: Version 2.0

      By: Boris Groysberg and Sarah L. Abbott
      In 2010, 3G Capital acquired Burger King, the second largest burger chain globally. 3G expanded Burger King’s operations via acquisitions into a multi-brand business, renamed Restaurant Brands International. The acquisition had been a financial success story for 3G....  View Details
      Keywords: Leadership; Growth and Development; Performance Evaluation; Private Equity; Franchise Ownership; Culture; Change Management; Strategy; Human Resources; Information Technology; Competition; Retail Industry; United States
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      Groysberg, Boris, and Sarah L. Abbott. "Restaurant Brands International: Version 2.0." Harvard Business School Case 422-047, April 2022. (Revised August 2022.)
      • March 2022
      • Case

      Pakistan Rising: Bazaar's Growth Story (A)

      By: Paul A. Gompers and Gamze Yucaoglu
      The case opens in September 2021 as Hamza Jawaid and Saad Jangda, co-founders of Bazaar technologies (Bazaar), the Pakistani high growth B2B e-commerce marketplace, are contemplating whether the year-and-a half old startup should also venture into offering financing to...  View Details
      Keywords: B2B; Business Model; Emerging Markets; For-Profit Firms; Strategy; Digital Platforms; Information Technology; Value Creation; Globalization; Competition; Expansion; Profit; Resource Allocation; Diversification; Corporate Strategy; Pakistan
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      Gompers, Paul A., and Gamze Yucaoglu. "Pakistan Rising: Bazaar's Growth Story (A)." Harvard Business School Case 822-098, March 2022.
      • March 2022 (Revised December 2022)
      • Case

      Perch

      By: Jeffrey F. Rayport, Stacy Straaberg and Julia Kelley
      In May 2021, Perch CEO Chris Bell needed to decide whether his e-commerce aggregator company, which bought and scaled Amazon Marketplace brands, should acquire up to three acquisition targets. The prospective acquisitions, Web Deals Direct, HomeCo, and Future Brands,...  View Details
      Keywords: Business Ventures; Acquisition; Business Growth and Maturation; Decision Making; Cost vs Benefits; Decision Choices and Conditions; Decisions; Management; Growth and Development Strategy; Strategy; Business Strategy; Integration; E-commerce; Retail Industry; Retail Industry; Retail Industry; North America; United States; Massachusetts; Boston; California; Asia; Philippines
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      Rayport, Jeffrey F., Stacy Straaberg, and Julia Kelley. "Perch." Harvard Business School Case 822-087, March 2022. (Revised December 2022.)
      • February 2022 (Revised October 2022)
      • Case

      Ample Hills Creamery

      By: Tom Eisenmann, Lindsay N. Hyde and Tom Quinn
      Ample Hills Creamery started in 2010 as a temporary ice cream pushcart in Brooklyn, New York City. On the strength of inventive flavors and clever marketing, husband-and-wife founders Brian Smith and Jackie Cuscuna built a premium, artisanal dessert empire of 16 retail...  View Details
      Keywords: Brands and Branding; Business Growth and Maturation; Partners and Partnerships; Logistics; Profit; Insolvency and Bankruptcy; Food and Beverage Industry
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      Eisenmann, Tom, Lindsay N. Hyde, and Tom Quinn. "Ample Hills Creamery." Harvard Business School Case 822-073, February 2022. (Revised October 2022.)
      • December 2021
      • Case

      Green Monday

      By: José B. Alvarez, Billy Chan and Dawn H. Lau
      This case describes the entrepreneurial journey of David Yeung, from campaigning for plant-based diets to building Green Monday, a purpose-driven business and an ecosystem based in Hong Kong comprising a retail platform, an alternative meat brand (“OmniPork”), a...  View Details
      Keywords: Agribusiness; Plant-Based Agribusiness; Social Enterprise; Entrepreneurship; Business Startups; Business Model; Mission and Purpose; Growth and Development Strategy; Retail Industry; Retail Industry; Retail Industry; Hong Kong; China; Asia
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      Alvarez, José B., Billy Chan, and Dawn H. Lau. "Green Monday." Harvard Business School Case 522-056, December 2021.
      • December 2021 (Revised September 2022)
      • Case

      Moleskine: Daniela Riccardi Turns the Page

      By: Ryan Raffaelli and Sarah Gulick
      Newly appointed CEO Daniela Riccardi needed to develop and present an action plan to the board of the company that owned Moleskine. Riccardi was hired because Moleskine had recently overextended its reach and needed more focus and discipline. Having previously served...  View Details
      Keywords: Rebranding; Brands and Branding; Organizational Change and Adaptation; Operations; Planning; Retail Industry; Italy
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      Raffaelli, Ryan, and Sarah Gulick. "Moleskine: Daniela Riccardi Turns the Page." Harvard Business School Case 422-044, December 2021. (Revised September 2022.)
      • November 2021
      • Case

      Hitting Home: Amazon and Mary's Place

      By: Paul M. Healy, Debora L. Spar and Amy Klopfenstein
      In 2020, Amazon, the $386 billion online retail behemoth, built an eight-story shelter for women and families experiencing homelessness on its expanding headquarters in Seattle, Washington. The shelter, operated in partnership with a non-profit organization known as...  View Details
      Keywords: Business Ethics; Homelessness; Business And Society; Corporate Social Responsibility and Impact; Social Issues; Corporate Accountability; Urban Development; Society; Information Technology; Ethics; Technology Industry; Seattle; United States; North America
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      Healy, Paul M., Debora L. Spar, and Amy Klopfenstein. "Hitting Home: Amazon and Mary's Place." Harvard Business School Case 122-017, November 2021.
      • October 2021
      • Case

      Yildiz Holding's Corporate Strategy: Managing Diversification for Growth

      By: Juan Alcácer and Esel Çekin
      The case opens in May 2018 with Nurtaç Ziyal Afridi, chief strategy and growth officer of Yıldız Holding, a Turkish conglomerate, reflecting on the group’s diversification journey. In ten years, the group had achieved a remarkable growth through diversification: seven...  View Details
      Keywords: Strategy; Diversification; Growth Management; Mergers and Acquisitions; Global Strategy; Restructuring; Food and Beverage Industry; North America; United Kingdom; Turkey; Asia
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      Alcácer, Juan, and Esel Çekin. "Yildiz Holding's Corporate Strategy: Managing Diversification for Growth." Harvard Business School Case 722-366, October 2021.
      • 2022
      • Working Paper

      Rising Markups and the Role of Consumer Preferences

      By: Hendrik Döpper, Alexander MacKay, Nathan H. Miller and Joel Stiebale
      We characterize the evolution of markups for consumer products in the United States from 2006 to 2019. We use detailed data on prices and quantities for products in more than 100 distinct product categories to estimate demand systems with flexible consumer preferences....  View Details
      Keywords: Market Power; Markups; Demand Estimation; Consumer Products; Retailers; Product; Price; Demand and Consumers; Consumer Behavior
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      Döpper, Hendrik, Alexander MacKay, Nathan H. Miller, and Joel Stiebale. "Rising Markups and the Role of Consumer Preferences." Harvard Business School Working Paper, No. 22-025, October 2021. (Revised October 2022. Direct download.)
      • October 2021 (Revised December 2021)
      • Case

      Customer-Centric Design with Artificial Intelligence: Commonwealth Bank

      By: Karim R. Lakhani, Yael Grushka-Cockayne, Jin Hyun Paik and Steven Randazzo
      As Commonwealth Bank (CommBank) CEO Matt Comyn delivered the full financial year results in August 2021 over videoconference, it took less than two minutes for him to make his first mention of the organization's Customer Engagement Engine (CEE), the AI-driven customer...  View Details
      Keywords: Artificial Intelligence; Customer-centricity; Banks and Banking; Customer Focus and Relationships; Technological Innovation; Transformation; Organizational Change and Adaptation; Performance; AI and Machine Learning; Financial Services Industry; Australia
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      Lakhani, Karim R., Yael Grushka-Cockayne, Jin Hyun Paik, and Steven Randazzo. "Customer-Centric Design with Artificial Intelligence: Commonwealth Bank." Harvard Business School Case 622-065, October 2021. (Revised December 2021.)
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