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    • All HBS Web  (132)
      • Faculty Publications  (31)

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      • November–December 2022
      • Article

      The Value of Descriptive Analytics: Evidence from Online Retailers

      By: Ron Berman and Ayelet Israeli
      Does the adoption of descriptive analytics impact online retailer performance, and if so, how? We use the synthetic difference-in-differences method to analyze the staggered adoption of a retail analytics dashboard by more than 1,500 e-commerce websites, and we find an...  View Details
      Keywords: Descriptive Analytics; Big Data; Synthetic Control; E-commerce; Online Retail; Difference-in-differences; Martech; Internet and the Web; Analytics and Data Science; Performance; Marketing; Retail Industry
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      Berman, Ron, and Ayelet Israeli. "The Value of Descriptive Analytics: Evidence from Online Retailers." Marketing Science 41, no. 6 (November–December 2022): 1074–1096.
      • May 2022
      • Case

      Rawbank's Illico Cash: Can 'Fast Money' Overcome Cash Dependency in the DRC?

      By: Lauren Cohen and Grace Headinger
      Thomas de Dreux-Brézé, the Head of Strategy and Project Management at Rawbank Congo in the Democratic Republic of the Congo (DRC), was perplexed as he reviewed annual adoption rates for the bank’s launch of Illico Cash 2.0. As the bank’s mobile money app, Illico Cash...  View Details
      Keywords: Fintech; Inflation; Deflation; Rural; Urban; Emerging Market; Mobile Technology; Finance; Money; Inflation and Deflation; Business Growth and Maturation; Decision Choices and Conditions; Demographics; Developing Countries and Economies; Corporate Entrepreneurship; Behavioral Finance; Currency; Banks and Banking; Commercial Banking; Financial Strategy; Rural Scope; Urban Scope; Innovation Strategy; Emerging Markets; Network Effects; Consumer Behavior; Mobile and Wireless Technology; Technology Adoption; Technology Industry; Technology Industry; Technology Industry; Congo, Democratic Republic of the
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      Cohen, Lauren, and Grace Headinger. "Rawbank's Illico Cash: Can 'Fast Money' Overcome Cash Dependency in the DRC?" Harvard Business School Case 222-084, May 2022.
      • Winter 2021
      • Article

      Mobile Internet Usage and Usage-based Pricing

      By: Jeffrey Prince and Shane Greenstein
      Using data on mobile Internet usage of thousands of individuals, we provide some of the first analyses linking mobile usage to key demographics such as income. We find a reverse-U relationship between mobile Internet usage and income—notably different than the...  View Details
      Keywords: Mobile Internet Usage; Pricing Strategy; Internet and the Web; Mobile and Wireless Technology; Demographics; Income; Price; Strategy
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      Prince, Jeffrey, and Shane Greenstein. "Mobile Internet Usage and Usage-based Pricing." Journal of Economics & Management Strategy 30, no. 4 (Winter 2021): 760–783.
      • Article

      Use of Connected Digital Products in Clinical Research Following the COVID-19 Pandemic: A Comprehensive Analysis of Clinical Trials

      By: Caroline Marra, William J. Gordon and Ariel Dora Stern
      Objectives: In an effort to mitigate COVID-19 related challenges for clinical research, the U.S. Food and Drug Administration (FDA) issued new guidance for the conduct of ‘virtual’ clinical trials in late March 2020. This study documents trends in the use of...  View Details
      Keywords: Connected Digital Products; Telehealth; Remote Monitoring; Health Testing and Trials; Research; Governing Rules, Regulations, and Reforms; Information Technology
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      Marra, Caroline, William J. Gordon, and Ariel Dora Stern. "Use of Connected Digital Products in Clinical Research Following the COVID-19 Pandemic: A Comprehensive Analysis of Clinical Trials." BMJ Open 11, no. 6 (2021).
      • May 2021
      • Article

      Risk-Mitigating Technologies: The Case of Radiation Diagnostic Devices

      By: Alberto Galasso and Hong Luo
      We study the impact of consumers’ risk perception on firm innovation. Our analysis exploits a major surge in the perceived risk of radiation diagnostic devices following extensive media coverage of a set of over-radiation accidents involving CT scanners in late 2009....  View Details
      Keywords: Risk Perception; Innovation; Medical Devices; Liability Risk; Risk and Uncertainty; Perception; Technological Innovation
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      Galasso, Alberto, and Hong Luo. "Risk-Mitigating Technologies: The Case of Radiation Diagnostic Devices." Management Science 67, no. 5 (May 2021): 3022–3040.
      • 2021
      • Working Paper

      Hidden Software and Veiled Value Creation: Illustrations from Server Software Usage

      By: Raviv Murciano-Goroff, Ran Zhuo and Shane Greenstein
      How do you measure the value of a commodity that transacts at a price of zero from an economic standpoint? This study examines the potential for and extent of omission and misattribution in standard approaches to economic accounting with regards to open source...  View Details
      Keywords: Server Software; Open Source Distribution; Applications and Software; Analytics and Data Science; Economics; Value Creation; Measurement and Metrics
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      Murciano-Goroff, Raviv, Ran Zhuo, and Shane Greenstein. "Hidden Software and Veiled Value Creation: Illustrations from Server Software Usage." NBER Working Paper Series, No. 28738, April 2021.
      • March 2021
      • Article

      The Impact of the General Data Protection Regulation on Internet Interconnection

      By: Ran Zhuo, Bradley Huffaker, KC Claffy and Shane Greenstein
      The Internet comprises thousands of independently operated networks, where bilaterally negotiated interconnection agreements determine the flow of data between networks. The European Union’s General Data Protection Regulation (GDPR) imposes strict restrictions on...  View Details
      Keywords: Personal Data; Privacy Regulation; GDPR; Interconnection Agreements; Internet and the Web; Governing Rules, Regulations, and Reforms
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      Zhuo, Ran, Bradley Huffaker, KC Claffy, and Shane Greenstein. "The Impact of the General Data Protection Regulation on Internet Interconnection." Telecommunications Policy 45, no. 2 (March 2021).
      • January 2021
      • Case

      Anodot: Autonomous Business Monitoring

      By: Antonio Moreno and Danielle Golan
      Autonomous business monitoring platform Anodot leveraged machine learning to provide real-time alerts regarding business anomalies. Anodot’s solution was used in various industries in order to primarily monitor business health, such as revenue and payments, product...  View Details
      Keywords: Digital Platforms; Internet and the Web; Knowledge Sharing; Information Management; Sales; Value Creation; Product Positioning; Israel
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      Moreno, Antonio, and Danielle Golan. "Anodot: Autonomous Business Monitoring." Harvard Business School Case 621-084, January 2021.
      • 2021
      • Working Paper

      The Value of Descriptive Analytics: Evidence from Online Retailers

      By: Ron Berman and Ayelet Israeli
      Does the adoption of descriptive analytics impact online retailer performance, and if so, how? We use the synthetic difference-in-differences method to analyze the staggered adoption of a retail analytics dashboard by more than 1,500 e-commerce websites, and we find an...  View Details
      Keywords: Descriptive Analytics; Big Data; Synthetic Control; E-commerce; Online Retail; Difference-in-differences; Martech; Internet and the Web; Analytics and Data Science; Performance; Retail Industry
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      Berman, Ron, and Ayelet Israeli. "The Value of Descriptive Analytics: Evidence from Online Retailers." Harvard Business School Working Paper, No. 21-067, November 2020. (Revised December 2021. Accepted at Marketing Science.)
      • 2019
      • Working Paper

      The Impact of the General Data Protection Regulation on Internet Interconnection

      By: Ran Zhuo, Bradley Huffaker, KC Claffy and Shane Greenstein
      The Internet comprises thousands of independently operated networks, where bilaterally negotiated interconnection agreements determine the flow of data between networks. The European Union’s General Data Protection Regulation (GDPR) imposes strict restrictions on...  View Details
      Keywords: Personal Data; Privacy Regulation; GDPR; Interconnection Agreements; Internet and the Web; Governing Rules, Regulations, and Reforms; European Union
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      Zhuo, Ran, Bradley Huffaker, KC Claffy, and Shane Greenstein. "The Impact of the General Data Protection Regulation on Internet Interconnection." NBER Working Paper Series, No. 26481, November 2019.
      • 2019
      • Working Paper

      The Effect of Payment Choices on Online Retail: Evidence from the 2016 Indian Demonetization

      By: Chaithanya Bandi, Antonio Moreno, Donald Ngwe and Zhiji Xu
      The Indian banknote demonetization in 2016 was one of the most significant international events of that year. Overnight, 86% of Indian currency in circulation was declared invalid unless exchanged for new bills. The sudden and unexpected demonetization constituted a...  View Details
      Keywords: Cash On Delivery; Online Retail; Product Returns; Payment Methods; Digitization; Emerging Markets; Currency; Internet and the Web; Demand and Consumers; Retail Industry; India
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      Bandi, Chaithanya, Antonio Moreno, Donald Ngwe, and Zhiji Xu. "The Effect of Payment Choices on Online Retail: Evidence from the 2016 Indian Demonetization." Harvard Business School Working Paper, No. 19-123, June 2019.
      • July–August 2018
      • Article

      Learning by Contributing: Gaining Competitive Advantage Through Contribution to Crowdsourced Public Goods

      By: Frank Nagle
      As the economy becomes more information based, firms are increasingly using crowdsourced public goods as inputs for innovation and production. Counterintuitively, some firms pay their employees to contribute to the creation of these goods, which can be used freely by...  View Details
      Keywords: Open Source Distribution; Applications and Software; Competitive Strategy; Learning; Competitive Advantage
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      Nagle, Frank. "Learning by Contributing: Gaining Competitive Advantage Through Contribution to Crowdsourced Public Goods." Organization Science 29, no. 4 (July–August 2018): 569–587.
      • June 2018
      • Article

      Personal and Social Usage: The Origins of Active Customers and Ways to Keep Them Engaged

      By: Clarence Lee, Elie Ofek and Thomas Steenburgh
      We study how digital service firms can develop an active customer base, focusing on two questions. First, how does the way that customers use the service postadoption to meet their own needs (personal usage) and to interact with one another (social usage) vary across...  View Details
      Keywords: Customer Engagement; Adoption Routes; Word-of-Mouth; Digital Marketing; Bayesian Estimation; Customers; Communication; Consumer Behavior; Marketing; Internet and the Web; Analytics and Data Science
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      Lee, Clarence, Elie Ofek, and Thomas Steenburgh. "Personal and Social Usage: The Origins of Active Customers and Ways to Keep Them Engaged." Management Science 64, no. 6 (June 2018): 2473–2495. (Lead Article.)
      • September 2017
      • Teaching Note

      The Productivity Decline: Demographics, Robots, or Globalization?

      By: Laura Alfaro and Hayley Pallan
      In the early 21st century, there was a noticeable trend of declining productivity growth. Despite the persistent decline in productivity growth, a consensus on its explanation had not been reached. Some of the debate focused on the technicalities of productivity...  View Details
      Keywords: Performance Productivity; Measurement and Metrics; Technological Innovation; Economic Slowdown and Stagnation; Globalization; Business and Government Relations
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      Alfaro, Laura, and Hayley Pallan. "The Productivity Decline: Demographics, Robots, or Globalization?" Harvard Business School Teaching Note 718-014, September 2017.
      • September 2017 (Revised August 2018)
      • Case

      The Productivity Decline: Demographics, Robots, or Globalization?

      By: Laura Alfaro, Hayley Pallan and Sarah Jeong
      In the early 21st century, there was a noticeable trend of declining productivity growth. Despite the persistent decline in productivity growth, a consensus on its explanation had not been reached. Some of the debate focused on the technicalities of productivity...  View Details
      Keywords: Productivity; Performance Productivity; Measurement and Metrics; Technological Innovation; Economic Slowdown and Stagnation; Globalization; Business and Government Relations
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      Alfaro, Laura, Hayley Pallan, and Sarah Jeong. "The Productivity Decline: Demographics, Robots, or Globalization?" Harvard Business School Case 718-013, September 2017. (Revised August 2018.)
      • June 2016
      • Teaching Note

      HubSpot: Lower Churn through Greater CHI

      By: Jill Avery, Asis Martinez Jerez and Thomas Steenburgh
      HubSpot, a web marketing startup selling inbound marketing software to small- and medium-sized businesses, is under pressure from its venture capital partners to rapidly acquire new customers and to maintain a low level of customer churn. The B2B SaaS company is in the...  View Details
      Keywords: CRM; Customer Acquisition; Customer Retention; Churn Management; SaaS Business Models; Customer Lifetime Value; Venture Capital; Startup; Software; Monitoring And Control; Marketing; Customer Relationship Management; Marketing Strategy; Accounting; Technology Industry; United States
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      Avery, Jill, Asis Martinez Jerez, and Thomas Steenburgh. "HubSpot: Lower Churn through Greater CHI." Harvard Business School Teaching Note 116-051, June 2016.
      • February 2015 (Revised December 2016)
      • Case

      Poseidon Carlsbad: Desalination and the San Diego County Water Authority

      By: John Macomber
      Extreme drought conditions in California have significant impacts on the ability of the San Diego County Water Authority to provide adequate water for current users. Water shortfalls also could curtail the economic development of one of the fastest growing regions in...  View Details
      Keywords: Risk Management; Partners and Partnerships; Resource Allocation; Public Sector; Private Sector; Environmental Sustainability; Policy; Infrastructure; Green Technology Industry; Green Technology Industry; California
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      Macomber, John. "Poseidon Carlsbad: Desalination and the San Diego County Water Authority." Harvard Business School Case 215-057, February 2015. (Revised December 2016.)
      • September 2013 (Revised March 2022)
      • Case

      Olam: Building a Sustainable Supply Chain in Côte d'Ivoire

      By: V. Kasturi Rangan and Nina Ann George
      Describes Olam's development of a sustainable cotton supply chain in Côte d'Ivoire, West Africa. Key dilemma for its managers: feasibility of introducing tractor technology for improving yield.  View Details
      Keywords: Economic Development; Technology Usage; Development Economics; Agribusiness; Technology Adoption; Supply Chain; Agriculture and Agribusiness Industry; Africa; Côte d'Ivoire
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      Rangan, V. Kasturi, and Nina Ann George. "Olam: Building a Sustainable Supply Chain in Côte d'Ivoire." Harvard Business School Case 514-018, September 2013. (Revised March 2022.)
      • 2013
      • Working Paper

      Where do the Most Active Customers Originate and How Can Firms Keep Them Engaged?

      By: Clarence Lee, E. Ofek and Thomas Steenburgh
      In this paper, we study how firms offering Web services can acquire and develop an active customer base. We focus on two basic questions. First, how does the method of customer acquisition affect the way customers use the service to meet their own needs and to interact...  View Details
      Keywords: Customer Engagement; Adoption Routes; Hidden Markov Models; Search; Word-of-Mouth; Digital Media; Customer Relationship Management; Internet and the Web; Mathematical Methods; Consumer Behavior; Entrepreneurship; Marketing Reference Programs; Web Services Industry
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      Lee, Clarence, E. Ofek, and Thomas Steenburgh. "Where do the Most Active Customers Originate and How Can Firms Keep Them Engaged?" Working Paper, 2013. (Revise and Resubmit at Management Science.)
      • Article

      Exclusivity, Contingent Control Rights, and the Design of Internet Portal Alliances

      By: Josh Lerner and Dan Elfenbein
      We explore the relationship between exclusivity and state-contingent control rights using a sample of over 100 Internet portal alliance contracts. We find that stronger exclusivity arrangements are associated with more frequent usage of contingent control rights. For...  View Details
      Keywords: Risk and Uncertainty; Contracts; Governance Controls; Internet and the Web; Ownership
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      Lerner, Josh, and Dan Elfenbein. "Exclusivity, Contingent Control Rights, and the Design of Internet Portal Alliances." Journal of Law, Economics & Organization 28, no. 1 (April 2012): 45–76.
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