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HBS Working Knowledge is a forum for innovation in business practice, offering readers
a first look at cutting-edge thinking and the...
The Business History Review is a scholarly journal that seeks to publish articles
with rigorous primary research that address major topics...
- April 2021
- Article
Homing and Platform Responses to Entry: Historical Evidence from the U.S. Newspaper Industry
By: K. Francis Park, Robert Seamans and Feng Zhu
We examine how heterogeneity in customers’ tendencies to single-home or multi-home affects a platform’s competitive responses to new entrants in the market. We first develop a formal model to generate predictions about how a platform will respond. We then empirically...
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- 2021
- Working Paper
Dynamic Competition for Customer Memberships
By: Cristian Chica and Jorge Tamayo
A competitive two-period membership (subscription) market is analyzed. Two symmetric firms charge a “membership” fee that allows consumers to buy products or services at a given unit price for both periods. Firms can choose between long- or short-term memberships. When...
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- 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
- June 2020
- Supplement
Comcast Corporation (B)
The (B) case, set in the summer of 2020, highlights the concern of Comcast CEO Brian Roberts, as the streaming war intensifies. In a short period of time several new streaming services, such as Disney+, Apple TV+, Quibi, and HBO Max were launched and cable subscription...
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- April 2020
- Teaching Note
Tailor Brands: Artificial Intelligence-Driven Branding
By: Jill Avery
Using proprietary artificial intelligence technology, startup Tailor Brands set out to democratize branding by allowing small businesses to create their brand identities by automatically generating logos in just minutes at minimal cost with no branding or design skills...
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- March 2020
- Case
Hotstar
By: Krishna G. Palepu and Kairavi Dey
Hotstar was an online video streaming platform owned by Star India Private Limited, a wholly owned subsidiary of the Walt Disney Corporation. Since its launch in 2015, the platform had grown to offer over 100,000 hours of TV content, movies in nine Indian languages...
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- March 2020
- Case
Minneapolis Star Tribune
By: Joseph L. Bower, Elizabeth Hansen and Michael Norris
In the summer of 2019, Mike Klingensmith, CEO of the Minneapolis Star Tribune, the Twin Cities metro region’s largest newspaper, reviewed subscription trends and plans for future experimentation. The newspaper industry across the U.S. had suffered a steep decline for...
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- March 2020
- Case
Aereo
By: Thomas R. Eisenmann and Jacey Taft
Aereo aimed to disrupt television program distribution by providing consumers access to local broadcast TV programming using offsite antennas, cloud-based DVRs, and an Internet connection. With Aereo, consumers could “cut the cord” and avoid the high cost of a cable TV...
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- 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
- January 2020 (Revised March 2020)
- Case
LOLA: Do You Know What's in Your Tampon?
By: Leonard A. Schlesinger and Aldo Sesia
LOLA is a direct-to-consumer (DTC) business launched in 2015. What started as a company to provide women with organic and transparent material-labeled tampons via a subscription model, had, by 2019 evolved to include additional menstrual and sexual wellness products....
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- November 2019 (Revised November 2019)
- Supplement
eSig: Growth Analysis
By: Mark N. Roberge and Thomas R. Eisenmann
eSig, an early-stage startup, offers an electronic signature application as a "freemium" product, i.e., users can upgrade from a free basic version to a premium version by paying a subscription fee. Using 9 months of data from 50,000 user activations, available as a...
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- August 2019
- Case
Subscription Lines Dilemma
By: Victoria Ivashina and Terrence Shu
This case follows a fictional managing partner of a private equity firm, as she contemplates whether to utilize subscription lines of credit in her firm’s funds. Subscription lines are revolving lines of credit secured by commitments from a fund’s investors. Private...
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- 2019
- Working Paper
The Comprehensive Effects of a Digital Paywall Sales Strategy
By: Doug J. Chung, Ho Kim and Reo Song
This paper explores the multiple and comprehensive effects of a digital paywall sales strategy, an increasingly common means of go-to-market for media firms. Specifically, we examine the effects of a digital paywall on a media firm’s two sources of income—subscription...
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- May 2019 (Revised January 2020)
- Case
The Video-Streaming Wars in 2019: Can Disney Catch Netflix?
By: Anita Elberse and Monica Cody
Bob Iger, CEO of entertainment conglomerate Disney, thrilled investors with details about Disney’s upcoming foray into video streaming in April 2019. Disney’s move was only the latest in a series of actions taken by new and established entertainment companies in a...
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- March 2019 (Revised July 2020)
- Case
MoviePass: The 'Get Big Fast' Strategy
By: Benjamin C. Esty and Daniel W. 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 from related businesses...
View Details
Keywords:
Market Entry;
Growth Strategy;
Profit Vs. Growth;
Subscription Business;
Cash Burn;
Data Analytics;
Get-big-fast;
Buyer Power;
Strategy Implementation;
Movie Industry;
Racing;
Entrepreneurship;
Market Entry and Exit;
Growth and Development Strategy;
Business Strategy;
Value Creation;
Disruption;
Motion Pictures and Video Industry;
United States
- March 2019 (Revised January 2021)
- Case
HelloSelf: Foundation
By: John R. Wells and Benjamin Weinstock
On January 6, 2019, HelloSelf, a London-based “BrainTech” company, founded a year earlier by Charles Wells, soft launched. The proposition was simply to help its members “Be your Best Self.” The company provided its registered members with access to a clinical...
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Keywords:
Startup;
Start-up;
Startup Management;
Startup Marketing;
Startups;
Start-ups;
Braintech;
Marketing Research;
Strategic Decision Making;
Strategy Development;
Strategy Dynamics;
Neuroscience;
Cognition;
Cognitive Psychology;
Health ＆ Wellness;
Health Care;
Health Care Reform;
Health Care Outcomes;
Self-awareness;
Mental Health;
Wellbeing;
Wellness;
Funding;
Equity Financing;
Raising Capital;
Synergies;
Team Building;
National Health Insurance;
Artificial Intelligence;
Mvp;
Business Startups;
Health;
Health Care and Treatment;
Management;
Well-being;
Marketing Channels;
Decision Making;
Strategy;
Technology;
United Kingdom;
London
- January 2019
- Teaching Note
Hubble Contact Lenses: Data Driven Direct-to-Consumer Marketing
By: Ayelet Israeli
Teaching Note for HBS No. 519-011. As its Series A extension round approaches, the founders of Hubble, a subscription-based, social-media fueled, direct-to-consumer (DTC) brand of contact lenses, are reflecting on the marketing strategies that have taken them to a...
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Keywords:
Dtc;
Direct To Consumer Marketing;
Health Care;
E-commerce;
Mobile;
Digital Marketing;
Attribution;
Experimentation;
Experiments;
Churn/retention;
Customer Lifetime Value;
Internet Marketing;
Big Data;
Analytics;
Social Media;
A/b Testing;
Crm;
Advertising;
Marketing;
Marketing Channels;
Marketing Strategy;
Media;
Brands and Branding;
Marketing Communications;
Online Advertising;
Acquisition;
Growth and Development Strategy;
Customer Focus and Relationships;
Consumer Behavior
- January 2019 (Revised March 2021)
- Case
SoundCloud: Subscription Streaming?
Established in 2007, SoundCloud already boasted the second largest number of active music listeners among all streaming services and was recognized as the go-to platform for new artists by early 2014. Yet, its founders were questioning the robustness of the firm’s...
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Keywords:
Audio;
Recording;
Artist;
Music;
Music Downloads;
Streaming;
Radio;
Subscription;
Subscription Model;
Mainstream;
Growth;
Lawsuit;
Licensing;
Customers;
Platform;
Pivot;
Music Entertainment;
Strategy;
Leadership;
Business Model;
Decision Making;
Advertising;
Music Industry;
Europe;
Germany;
Sweden;
United States
- September 2018 (Revised April 2019)
- Case
AMC Entertainment: Creating a Spectacular Moviegoing Experience (A)
By: Henry McGee and Aldo Sesia
In 2018, the Hollywood film industry is facing tough headwinds. Fewer and fewer Americans are going to movie theaters, opting instead to watch movies on demand in the comfort of their own homes or on portable devices. Adam Aron, the head of the world’s largest movie...
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- September 2018
- Supplement
AMC Entertainment: Creating a Spectacular Moviegoing Experience (B)
By: Henry McGee and Aldo Sesia
The (B) case describes how AMC reacted to the threat from the subscription service MoviePass and provides AMC’s second quarter fiscal year 2018 results.
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