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- September 2020 (Revised January 2021)
- Case
Comviva: Exploring New Frontiers (A)
By: Dante Roscini and Mahima Rao-Kachroo
Comviva, a mobile solutions provider active in India and 94 other countries, has had a rich history and been successful across many emerging and complex markets: Latin America, South-East Asia, Africa. What are the lessons learnt from expansion, cultural fits, and...
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Keywords:
Internet;
Acquisition;
Emerging Markets;
Cross-cultural And Cross-border Issues;
Mobile Technology;
Growth And Development Strategy;
Telecommunications Industry;
India;
South Asia
Roscini, Dante, and Mahima Rao-Kachroo. "Comviva: Exploring New Frontiers (A)." Harvard Business School Case 721-006, September 2020. (Revised January 2021.)
- September 2020 (Revised November 2020)
- Case
d.light
By: Michael Chu, Krishna G. Palepu and Dilyana Karadzhova Botha
Kenyan off-grid-solar pioneer d.light can power entire homes in rural Africa but must now decide how to fund the growth of its asset-heavy business model. Ned Tozun and Sam Goldman founded d.light in 2006 to transform lives through solar solutions enabling access to...
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Keywords:
Alternative Energy;
Business model;
Capital;
Emerging Markets;
Expansion;
Financial Strategy;
Renewable Energy;
Strategy;
Social Entrepreneurship;
Energy Industry;
Africa;
Kenya;
India
Chu, Michael, Krishna G. Palepu, and Dilyana Karadzhova Botha. "d.light." Harvard Business School Case 321-069, September 2020. (Revised November 2020.)
- September 2020
- Case
Uber at a Crossroads (2017)
By: Ramon Casadesus-Masanell and Karen Elterman
This case describes the history of Uber, its business model—including the ways it differed from that of the traditional taxi industry—and its competition with Lyft. The case is set in 2017, a year in which Uber was plagued by even more scandals than usual, though its...
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Keywords:
Business Startups;
Business model;
Customer Satisfaction;
Fairness;
Values And Beliefs;
Price;
Profit;
revenue;
Investment;
Government Legislation;
Business History;
Compensation And Benefits;
Resignation And Termination;
Employment;
Wages;
Lawfulness;
Leadership Style;
Leading Change;
Management Style;
Market Entry And Exit;
Two-sided Platforms;
Product Design;
Organizational Culture;
Problems And Challenges;
Attitudes;
Strategy;
Competitive Strategy;
Expansion;
Transportation Networks;
Mobile Technology;
Technology Platform;
Valuation;
Transportation Industry;
Technology Industry;
United States
- Fall 2020
- Article
Competing on Customer Outcomes
By: Marco Bertini and Oded Koenigsberg
Customers ultimately want to pay for meaningful outcomes, not the products and services that presumably deliver them. Today, companies can be increasingly accountable for those outcomes with three kinds of technologically-enhanced revenue models. Adopt one to better...
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Keywords:
Market Positioning;
Revenue Strategy;
Customer Satisfaction;
Marketing Strategy;
Business model;
Value Creation
Bertini, Marco, and Oded Koenigsberg. "Competing on Customer Outcomes." MIT Sloan Management Review 62, no. 1 (Fall 2020).
- August 2020
- Case
Luckin Coffee (A): Caffeine-fueled Growth?
By: Ramon Casadesus-Masanell and Karen Elterman
This case describes the founding of Chinese coffee chain Luckin Coffee in 2017 and its path to surpassing Starbucks as the largest coffee chain in China (by number of stores) in 2019. Unlike Starbucks stores, which were designed to be welcoming “third places” for...
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Keywords:
Business model;
Business Earnings;
Cost;
Cost Management;
Financial Statements;
Financial Condition;
Financial Management;
Stocks;
Profit;
revenue;
Price;
Food;
Business History;
Employment;
Brands And Branding;
Product Positioning;
Marketing Strategy;
Business Strategy;
Expansion;
Competitive Strategy;
Food And Beverage Industry;
Technology Industry;
Asia;
China
- July–August 2020
- Article
Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market
By: Lingling Zhang and Doug J. Chung
The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform choice in a setting where prices are determined by negotiations between platforms and businesses. We compile a unique...
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Keywords:
Business-to-business Marketing;
Platform Competition;
Two-sided Markets;
Price Bargaining;
Daily Deals;
Structural Model;
Two-sided Platforms;
Competition;
Price;
Negotiation
Zhang, Lingling, and Doug J. Chung. "Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market." Marketing Science 39, no. 4 (July–August 2020): 687–706.
- July 2020 (Revised September 2020)
- Case
Property Finder's Strategy for Online Classifieds in the MENA Region
By: Krishna G. Palepu, Gamze Yucaoglu and Fares Khrais
The case opens in 2020 as Michael Lahyani, founder and CEO of Property Finder, Dubai’s leading online real estate classifieds portal, contemplates the company’s five-year growth strategy.
Since its founding in 2005 in the United Arab Emirates (UAE), Property... View Details
Since its founding in 2005 in the United Arab Emirates (UAE), Property... View Details
- March 2020 (Revised April 2020)
- Case
CarTrade
By: Rajiv Lal and Shreya Ramachandran
Vinay Sanghi, the founder and CEO of CarTrade, had been trying different business strategies to keep the company, which he founded in 2010 as an online marketplace for used and new cars, profitable and on track for growth. In a crowded and disorganized dealer...
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Keywords:
Online Marketplace;
Automobiles;
Customer Base;
Online Technology;
Growth And Development Strategy;
Business model;
Financing And Loans;
Auto Industry;
Retail Industry;
India;
Mumbai
Lal, Rajiv, and Shreya Ramachandran. "CarTrade." Harvard Business School Case 520-088, March 2020. (Revised April 2020.)
- February 2020 (Revised August 2020)
- Case
San Francisco Ballet: On 'Pointe' for the Future
By: Rohit Deshpandé and Nicole Tempest Keller
The SF Ballet was regarded as one of the top ballet companies in the world. It had an enviable earned revenue percentage of almost 50% and had an internationally recognized ballet school. However, by 2019 the Ballet faced a number of challenges. Ballet was a European...
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Keywords:
Arts;
Business And Stakeholder Relations;
Demographics;
Organizational Change And Adaptation;
Strategic Planning;
Social Enterprise;
Cultural Entrepreneurship;
United States;
San Francisco
Deshpandé, Rohit, and Nicole Tempest Keller. "San Francisco Ballet: On 'Pointe' for the Future." Harvard Business School Case 520-054, February 2020. (Revised August 2020.)
- February 2020
- Case
Seso Global: Building a Blockchain-enabled Property Marketplace in Nigeria
By: Boris Vallee and Yang (Dolly) Yu
The mutual aspiration of addressing the housing shortage and improving real estate market efficiency led Daniel and Phillip to co-found Seso Global in 2017. Seso Global developed a unique integrated platform to streamline and rationalize the process of acquiring and...
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Keywords:
Fintech;
Blockchain;
Developing Markets;
Entrepreneurial Management;
Financing And Loans;
Online Technology;
Business model;
Property;
Growth And Development Strategy;
Developing Countries And Economies;
Real Estate Industry;
Africa;
Nigeria
Vallee, Boris, and Yang (Dolly) Yu. "Seso Global: Building a Blockchain-enabled Property Marketplace in Nigeria." Harvard Business School Case 220-055, February 2020.
- January 2020 (Revised July 2020)
- Supplement
MoviePass: The 'Get Big Fast' Strategy
By: Benjamin C. Esty and Daniel Fisher
In August 2017, MoviePass dramatically lowered its subscription price from $50 per month to just $10 for up to one movie per day. The idea was to rapidly scale the business to the point where they could generate incremental revenue streams form related businesses...
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Keywords:
Market Entry;
Growth Strategy;
Profit Vs. Growth;
Subscription Business;
Cash Burn;
Data Analytics;
Get-big-fast;
Buyer Power;
Strategy Implementation;
Movie Industry;
Racing;
Business Strategy;
Value Creation;
Consolidation;
Cash Flow;
Growth Management;
Business Startups;
Entrepreneurship;
Disruptive Innovation;
Mobile Technology;
Motion Pictures And Video Industry;
Entertainment And Recreation Industry;
Advertising Industry;
Information Industry;
United States
- December 2019
- Case
Noiler
By: José B. Alvarez and Natalie Kindred
In 2019, Nigerian entrepreneur Dr. Ayoola (Ayo) Oduntan is accelerating distribution of Noiler, a genetically optimized breed of poultry, to smallholder farmers across Nigeria. The bird was bred to be productive as a source of both meat and eggs and to thrive in the...
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- October 2019
- Case
Feeling Machines: Emotion AI at Affectiva
By: Shane Greenstein and John Masko
In 2016, Affectiva—a Boston-based emotion AI software company with a long track record of building emotion-sensing software for market research—had attempted to expand into new verticals by releasing a mobile software development kit (SDK) that downloaders could adapt...
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Keywords:
Artificial Intelligence;
Market Research;
Business model;
Finance;
revenue;
Decision Making;
Risk And Uncertainty;
Market Entry And Exit;
Software;
Information Technology Industry;
Auto Industry;
United States
Greenstein, Shane, and John Masko. "Feeling Machines: Emotion AI at Affectiva." Harvard Business School Case 620-058, October 2019.
- August 2019
- Case
Humanistic Capitalism at Brunello Cucinelli
By: Francesca Gino and Gary Pisano
This case explores one company’s attempt to experiment with a different underlying model for a capitalist enterprise. Brunello Cucinelli, S.p.A. is a leading manufacturer of luxury fashion apparel. Despite being a publicly traded enterprise with annual revenues...
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Keywords:
Corporate Culture;
Human Resource Practices;
Growth;
Growth Strategy;
Motivation;
Values;
Fashion;
Capitalism;
Organizational Culture;
Values And Beliefs;
Human Resources;
Management;
Business model;
Policy;
Behavior;
Growth And Development Strategy;
Luxury;
Italy
Gino, Francesca, and Gary Pisano. "Humanistic Capitalism at Brunello Cucinelli." Harvard Business School Case 920-007, August 2019.
- August 2019
- Case
The Allstate Corporation, 2019
By: John R. Wells and Benjamin Weinstock
In July 2019, Allstate, the United States’ number-three property and casualty (P/C) insurer, released its second-quarter earnings, which reported first-half revenues of $22.1 billion, up 11.4% year-over-year. Shareholders cheered the top-line growth, but P/C premiums...
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Keywords:
Insurance Companies;
Strategic Analysis;
Strategic Change;
Insurance;
Strategy;
Strategic Planning;
Organizational Change And Adaptation;
Competitive Strategy;
Insurance Industry;
North America
Wells, John R., and Benjamin Weinstock. "The Allstate Corporation, 2019." Harvard Business School Case 720-366, August 2019.
- August 2019 (Revised December 2019)
- Case
Zillow Offers: Winning Online Real Estate 2.0
By: Luis Viceira, Marco Di Maggio and Allison Ciechanover
Founded in 2005, Zillow had become the leading online real estate and home-related marketplace. The brand was recognized as a trusted resource for players in the real estate market, providing information and transparency on home prices. Revenue, which was historically...
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Keywords:
Real Estate;
Corporate Culture;
Intermediation;
Brokerage;
Startup;
Evaluating Business Investments;
Property;
Technology;
Business model;
Expansion;
Business Startups;
Real Estate Industry;
Media And Broadcasting Industry;
United States
Viceira, Luis, Marco Di Maggio, and Allison Ciechanover. "Zillow Offers: Winning Online Real Estate 2.0." Harvard Business School Case 220-021, August 2019. (Revised December 2019.)
- August 2019
- Case
Twiggle: E-commerce with Semantic Search
By: Shane Greenstein and Danielle Golan
Four years after being founded, in 2014, by former Google executives Amir Konigsberg (CEO) and Adi Avidor (CTO), Twiggle had developed a search enhancement that plugged into an online merchant’s existing framework. The company utilized advanced structuring and...
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Keywords:
E-commerce;
Search Technology;
Customer Acquisition;
Online Technology;
Technological Innovation;
Commercialization;
Growth And Development Strategy;
Technology Industry;
Israel
Greenstein, Shane, and Danielle Golan. "Twiggle: E-commerce with Semantic Search." Harvard Business School Case 620-025, August 2019.
- August 2019
- Article
When and How to Diversify—A Multicategory Utility Model for Personalized Content Recommendation
By: Yicheng Song, Nachiketa Sahoo and Elie Ofek
Sometimes we desire change, a break from the same or an opportunity to fulfill different aspects of our needs. Noting that consumers seek variety, several approaches have been developed to diversify items recommended by personalized recommender systems. However,...
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Keywords:
Recommender Systems;
Personalization;
Recommendation Diversity;
Variety Seeking;
Collaborative Filtering;
Consumer Utility Models;
Digital Media;
Clickstream Analysis;
Learning-to-rank;
Consumer Behavior;
Media;
Customization And Personalization;
Strategy;
Mathematical Methods
Song, Yicheng, Nachiketa Sahoo, and Elie Ofek. "When and How to Diversify—A Multicategory Utility Model for Personalized Content Recommendation." Management Science 65, no. 8 (August 2019): 3737–3757.
- 2019
- Article
Ridesharing with Driver Location Preferences
By: Duncan Rheingans-Yoo, Scott Duke Kominers, Hongyao Ma and David C. Parkes
We study revenue-optimal pricing and driver compensation in ridesharing platforms when drivers have heterogeneous preferences over locations. If a platform ignores drivers' location preferences, it may make inefficient trip dispatches; moreover, drivers may strategize...
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Keywords:
Ridesharing;
Pricing;
Compensation And Benefits;
Geographic Location;
Market Design;
Mathematical Methods
Rheingans-Yoo, Duncan, Scott Duke Kominers, Hongyao Ma, and David C. Parkes. "Ridesharing with Driver Location Preferences." Proceedings of the International Joint Conference on Artificial Intelligence (2019): 557–564.
- March 2019
- Case
HOPI: Turkey's Shopping Companion
By: Sunil Gupta, Donald Ngwe and Gamze Yucaoglu
The case opens in 2017 as Onur Erbay, CEO of HOPI, a multi-vendor loyalty platform, is contemplating a critical decision. The case chronicles the origins of Boyner Group, the parent company of HOPI and a major retailer in Turkey, and development of retail and customer...
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Keywords:
Loyalty Programs;
Multi-vendor Platform;
Retail;
Big Data;
Customer Relationship Management;
Mobile Technology;
Business model;
Data And Data Sets;
Competitive Strategy;
Decision Making;
Technology Industry;
Retail Industry;
Turkey
Gupta, Sunil, Donald Ngwe, and Gamze Yucaoglu. "HOPI: Turkey's Shopping Companion." Harvard Business School Case 519-057, March 2019.
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