PayPal Merchant Services

Case Solution

Thomas R. Eisenmann, Lauren Barley
Harvard Business School ()

In early 2006, PayPal management decided how to react to Google’s entry into online payments. EBay-owned PayPal is targeting online retailers outside of the eBay auction community for its next wave of expansion. Google poses a potential threat to PayPal’s “Off eBay” strategy, as do established credit card companies. PayPal management has to decide whether to increase their investment in their “off Ebay” strategy; how to divide investments between the two sides of your payment network (i.e. consumer and merchant); which consumer segments to target (eg, existing PayPal account holders vs. new users); what types of merchants to hire (for example, large vs. small); and what changes to make to pricing terms and product features.

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