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      • Faculty Publications  (325)

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      • 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; Distribution Industry; Distribution Industry; Distribution Industry; Distribution 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.
      • February 2022
      • Case

      US Foods: Driving Post-Pandemic Success?

      By: David E. Bell, Olivia Hull and Amy Klopfenstein
      In November 2021, US Foods CEO Pietro Satriano must decide his company’s trajectory following the COVID-19 pandemic. US Foods suffered due to business closures and social distancing during the height of the pandemic. While the situation improved following the return of...  View Details
      Keywords: COVID-19 Pandemic; Agribusiness; Food; Goods and Commodities; Jobs and Positions; Job Design and Levels; Job Offer; Labor; Employment; Human Capital; Wages; Working Conditions; Operations; Distribution Channels; Order Taking and Fulfillment; Infrastructure; Logistics; Product Development; Diversification; Product Design; Service Delivery; Service Operations; Supply Chain Management; Social Psychology; Motivation and Incentives; Transportation; Truck Transportation; Transportation Networks; Distribution Industry; Distribution Industry; Distribution Industry; Distribution Industry; United States
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      Bell, David E., Olivia Hull, and Amy Klopfenstein. "US Foods: Driving Post-Pandemic Success?" Harvard Business School Case 522-023, February 2022.
      • Article

      Accounting for Climate Change

      By: Robert S. Kaplan and Karthik Ramanna
      Corporations are facing growing pressure—from investors, advocacy groups, politicians, and even business leaders themselves—to reduce greenhouse gas (GHG) emissions from their operations and their supply and distribution chains. About 90% of the companies in the S&P...  View Details
      Keywords: Greenhouse Gas Mitigation; Social Accounting; E-liabilities; Business And The Environment; Climate Change; Corporate Social Responsibility and Impact; Environmental Sustainability
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      Kaplan, Robert S., and Karthik Ramanna. "Accounting for Climate Change." Harvard Business Review 99, no. 6 (November–December 2021): 120–131.
      • November 2021
      • Article

      Ratings, Reviews, and the Marketing of New Products

      By: Itay P. Fainmesser, Dominique Olié Lauga and Elie Ofek
      We study how user-generated content (UGC) about new products impacts a firm's advertising and pricing decisions and the effect on profits and market dynamics. We construct a two-period model where consumers value quality and are heterogeneous in their taste for the new...  View Details
      Keywords: Online Reviews; Product Ratings; Social Networks; Word Of Mouth; Pricing; User-generated Content; Advertising; Product Marketing; Price; Consumer Behavior; Product Positioning
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      Fainmesser, Itay P., Dominique Olié Lauga, and Elie Ofek. "Ratings, Reviews, and the Marketing of New Products." Management Science 67, no. 11 (November 2021): 7023–7045.
      • September 2021 (Revised March 2022)
      • Case

      Katie Couric Media: Landing the First Client

      By: N. Louis Shipley and William R. Kerr
      In May 2018, celebrated journalist Katie Couric and her husband, John Molner, had recently launched a full-service media firm called Katie Couric Media (KCM). Couric treasured the opportunity to address important social issues like gender equality, environmental...  View Details
      Keywords: Customer Acquisition; Subscription Model; Entrepreneurship; Business Startups; Media; Customers; Acquisition; Social Issues; Brands and Branding; Media and Broadcasting Industry
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      Shipley, N. Louis, and William R. Kerr. "Katie Couric Media: Landing the First Client." Harvard Business School Case 822-011, September 2021. (Revised March 2022.)
      • August 2021 (Revised April 2022)
      • Case

      Intenseye: Powering Workplace Health and Safety with AI

      By: Michael W. Toffel and Youssef Abdel Aal
      Intenseye was a Turkey-based technology startup that deployed machine learning algorithms to workplace camera feeds in order to identify unsafe worker actions and unsafe working conditions, in order to help improve worker safety. The case describes how Intenseye’s...  View Details
      Keywords: Privacy; Product Development; Operations; Technological Innovation; Value Creation; Production; Distribution; Safety; Risk and Uncertainty; Distribution Industry; Distribution Industry; Distribution Industry; Turkey; Middle East; United States
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      Toffel, Michael W., and Youssef Abdel Aal. "Intenseye: Powering Workplace Health and Safety with AI." Harvard Business School Case 622-037, August 2021. (Revised April 2022.)
      • April 2021
      • Teaching Note

      Drinkworks: Home Bar by Keurig

      By: Sunil Gupta and Jonathan Levav
      Teaching Note for HBS Case No. 521-010. In the summer of 2018, Drinkworks CEO Nathaniel Davis needed to make a number of go-to-market decisions ahead of his company’s upcoming product launch. Formed through a joint venture between Keurig Dr. Pepper and Anheuser-Busch...  View Details
      Keywords: Marketing; Marketing Strategy; Product Marketing; Product Launch; Product Positioning; Markets; Bids and Bidding; Demand and Consumers; Consumer Behavior; Market Design; Distribution; Distribution Channels; Product; Product Design; Product Development; Business Model; Customers; Customer Value and Value Chain; Decision Making; Decisions; Goods and Commodities; Innovation and Invention; Technological Innovation; Business or Company Management; Growth and Development Strategy; Research; Research and Development; Strategy; Adoption; Competitive Advantage; Segmentation; Information Technology; Information Infrastructure; Value; Value Creation; Consumer Products Industry; Consumer Products Industry; North and Central America; United States
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      Gupta, Sunil, and Jonathan Levav. "Drinkworks: Home Bar by Keurig." Harvard Business School Teaching Note 521-089, April 2021.
      • 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; Software; Data and Data Sets; 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

      Assortment Rotation and the Value of Concealment

      By: Kris J. Ferreira and Joel Goh
      Assortment rotation—the retailing practice of changing the assortment of products offered to customers—has recently been used as a competitive advantage for both brick-and-mortar and online retailers. We focus on product categories where consumers may purchase multiple...  View Details
      Keywords: Assortment Optimization; Retailing; Imperfect Information; Sales; Strategy; Consumer Behavior
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      Ferreira, Kris J., and Joel Goh. "Assortment Rotation and the Value of Concealment." Management Science 67, no. 3 (March 2021): 1489–1507.
      • February 2021
      • Case

      Threadless: The Renewal of an Online Community

      By: Shane Greenstein, Karim Lakhani and Christian Godwin
      Threadless, an online apparel company and artist community which Jake Nickell founded in 2000, continued to maintain its status as a top company in the online apparel industry during its second decade. From 2010 to 2020, Threadless continued to operate its...  View Details
      Keywords: Business Model; Decision Making; Entrepreneurship; Innovation and Invention; Leading Change; Management; Marketing; Product Launch; Operations; Supply Chain; Distribution; Networks; Sales; Strategy; Adaptation; Information Technology; Applications and Software; Digital Platforms; Apparel and Accessories Industry; Technology Industry; North America
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      Greenstein, Shane, Karim Lakhani, and Christian Godwin. "Threadless: The Renewal of an Online Community." Harvard Business School Case 621-056, February 2021.
      • January 2021
      • Case

      Toyota and Its Labor Union in Argentina (A)

      By: Jorge Tamayo, Erik Snowberg and Jenyfeer Martinez Buitrago
      In 2011, Daniel Herrero, CEO of Toyota Argentina (TASA) since 2010, was about to meet with the Secretary-General of the union representing automotive industry workers in the country. The company produced vehicles in Argentina since 1997 at their plant at Zárate, and,...  View Details
      Keywords: Manufacturing Performance; Bargaining; Production; Performance; Labor Unions; Labor and Management Relations; Fairness; Auto Industry; Argentina
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      Tamayo, Jorge, Erik Snowberg, and Jenyfeer Martinez Buitrago. "Toyota and Its Labor Union in Argentina (A)." Harvard Business School Case 721-394, January 2021.
      • January 2021 (Revised March 2022)
      • Case

      Arçelik: From a Dealer Network to an Omnichannel Experience

      By: Ayelet Israeli and Fares Khrais
      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; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; Turkey
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      Israeli, Ayelet, and Fares Khrais. "Arçelik: From a Dealer Network to an Omnichannel Experience." Harvard Business School Case 521-067, January 2021. (Revised March 2022.)
      • December 2020
      • Case

      Château Margaux: Serving Up the Third Wine

      By: Elie Ofek
      In fall 2019, Corinne Mentzelopoulos, owner of the famous first-growth Château Margaux, is pondering a series of decisions with respect to the chateau's third wine. Margaux du Château Marguax, as this wine was called, was launched in 2013 with a particular goal in mind...  View Details
      Keywords: Brand Management; Pricing; Wine Industry; Marketing Strategy; Product Marketing; Performance Evaluation; Price; Distribution Channels; Growth and Development Strategy; France
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      Ofek, Elie. "Château Margaux: Serving Up the Third Wine." Harvard Business School Case 521-054, December 2020.
      • November 2020
      • Teaching Note

      DayTwo: Going to Market with Gut Microbiome

      By: Ayelet Israeli
      Teaching Note for HBS Case No. 519-010. DayTwo is a young Israeli startup that applies research on the gut microbiome and machine learning algorithms to deliver personalized nutritional recommendations to its users in order to minimize blood sugar spikes after meals....  View Details
      Keywords: Start-up Growth; Startup; Positioning; Targeting; Go To Market Strategy; B2B Vs. B2C; B2B2C; Health & Wellness; AI; Machine Learning; Female Ceo; Female Protagonist; Science-based; Science And Technology Studies; Ecommerce; Applications; DTC; Direct To Consumer Marketing; US Health Care; "USA,"; Innovation; Pricing; Business Growth; Segmentation; Distribution Channels; Growth and Development Strategy; Business Startups; Science-Based Business; Health; Innovation and Invention; Marketing; Information Technology; Business Growth and Maturation; Health Industry; Technology Industry; Insurance Industry; Information Technology Industry; Food and Beverage Industry; Israel; United States
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      Israeli, Ayelet. "DayTwo: Going to Market with Gut Microbiome." Harvard Business School Teaching Note 521-052, November 2020.
      • September 2020 (Revised March 2022)
      • Case

      JOANN: Joannalytics Inventory Allocation Tool

      By: Kris Ferreira and Srikanth Jagabathula
      Michael Joyce, Vice President of Inventory Management at JOANN, championed an effort to develop and implement an inventory allocation analytics tool that used advanced analytics to predict in-season demand of seasonal items for each of JOANN’s nearly 900 stores and...  View Details
      Keywords: Analytics; Machine Learning; Optimization; Inventory Management; Mathematical Methods; Decision Making; Operations; Supply Chain Management; Resource Allocation; Distribution; Technology Adoption; Applications and Software; Change Management; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; United States; Ohio
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      Ferreira, Kris, and Srikanth Jagabathula. "JOANN: Joannalytics Inventory Allocation Tool." Harvard Business School Case 621-055, September 2020. (Revised March 2022.)
      • 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...  View Details
      Keywords: Alternative Energy; Business Model; Capital; Emerging Markets; Expansion; Financial Strategy; Renewable Energy; Strategy; Social Entrepreneurship; Energy Industry; Africa; Kenya; India
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      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

      Drinkworks: Home Bar by Keurig

      By: Sunil Gupta, Jonathan Levav and Julia Kelley
      In the summer of 2018, Drinkworks CEO Nathaniel Davis needed to make a number of go-to-market decisions ahead of his company’s upcoming product launch. Formed through a joint venture between Keurig Dr. Pepper and Anheuser-Busch InBev, Drinkworks had developed an...  View Details
      Keywords: Marketing; Marketing Strategy; Product Marketing; Product Launch; Product Positioning; Markets; Bids and Bidding; Demand and Consumers; Consumer Behavior; Market Design; Distribution; Distribution Channels; Product; Product Design; Product Development; Business Model; Customers; Customer Value and Value Chain; Decision Making; Decisions; Goods and Commodities; Innovation and Invention; Technological Innovation; Business or Company Management; Growth and Development Strategy; Research; Research and Development; Strategy; Adoption; Competitive Advantage; Segmentation; Information Technology; Information Infrastructure; Value; Value Creation; Consumer Products Industry; Consumer Products Industry; North and Central America; United States
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      Gupta, Sunil, Jonathan Levav, and Julia Kelley. "Drinkworks: Home Bar by Keurig." Harvard Business School Case 521-010, September 2020.
      • July 2020
      • Teaching Note

      Shindigz

      By: Frank Cespedes
      Teaching Note for HBS Case No. 819-010. Shindigz sells party and celebratory items through its branded direct online channel, third-party retail and wholesale channels, and online marketplaces. Shindigz has for decades successfully executed a premium-priced branded...  View Details
      Keywords: Ecommerce; E-commerce; Pricing; Price; Strategy; Decision Making; Distribution Channels; Brands and Branding; Consumer Products Industry
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      Cespedes, Frank. "Shindigz." Harvard Business School Teaching Note 821-024, July 2020.
      • July 2020
      • Case

      Amanda and Kristen: Mented Cosmetics

      By: Steven Rogers, Jeffrey J. Bussgang and Alterrell Mills
      The co-founders (Black HBS alumnae) of an e-commerce beauty startup explore the unmet needs within the beauty industry. This case study examines the entrepreneurial opportunities that come from identifying an underserved market, specifically within the Black community...  View Details
      Keywords: Brands and Branding; Competition; Customers; Disruption; Disruptive Innovation; Distribution Channels; Entrepreneurship; Finance; Macroeconomics; Marketing; Marketing Channels; Marketing Communications; Marketing Strategy; Mission and Purpose; Organizational Culture; Product Design; Product Development; Product Positioning; Sales; Social Issues; Social Marketing; Business Startups; Strategic Planning; Strategy; Supply Chain Management; Venture Capital; Beauty and Cosmetics Industry; Advertising Industry; Public Relations Industry; Chemical Industry; Manufacturing Industry; Retail Industry; North and Central America; United States; New York (city, NY); New York (state, US)
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      Rogers, Steven, Jeffrey J. Bussgang, and Alterrell Mills. "Amanda and Kristen: Mented Cosmetics." Harvard Business School Case 321-002, July 2020.
      • June 2020
      • Teaching Note

      Armarium: Luxury Fashion Brands for Rent

      By: Jill Avery and David Fubini
      Armarium, a two-sided digital platform that offered consumers the opportunity to rent the most coveted, current season high fashion clothing and accessories from the top global luxury brands, had emerged from its first sales season with two distinct customer segments:...  View Details
      Keywords: Luxury Brand; Fashion; Sharing Economy; Two-sided Marketplace; Target Market; Customer Selection; Marketing; Brands and Branding; Luxury; Two-Sided Platforms; Business Model; Growth and Development Strategy; Customer Value and Value Chain; Consumer Products Industry; Consumer Products Industry; United States; North America
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      Avery, Jill, and David Fubini. "Armarium: Luxury Fashion Brands for Rent." Harvard Business School Teaching Note 520-108, June 2020.
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