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Show Results For
-
All HBS Web
(966)
- People (6)
- News (128)
- Research (607)
- Events (2)
- Multimedia (6)
- Faculty Publications (278)
- February 2008 (Revised May 2009)
- Supplement
Avaya (D): Early Results of the Demand Generation Initiative
Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the...
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Godes, David B. "Avaya (D): Early Results of the Demand Generation Initiative." Harvard Business School Supplement 508-051, February 2008. (Revised May 2009.)
- Forthcoming
- Article
Estimating Models of Supply and Demand: Instruments and Covariance Restrictions
By: Alexander MacKay and Nathan H. Miller
We consider the identification of empirical models of supply and demand with imperfect competition. We show that a restriction on the covariance between unobserved demand and cost shocks can resolve endogeneity and identify the price parameter. We demonstrate how to...
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Keywords:
Demand Estimation;
Identification;
Endogeneity Bias;
Covariance Restrictions;
Ordinary Least Squares;
Instrumental Variables;
Price;
Demand and Consumers;
Competition
MacKay, Alexander, and Nathan H. Miller. "Estimating Models of Supply and Demand: Instruments and Covariance Restrictions." American Economic Journal: Microeconomics (forthcoming). (Direct download.)
- 2024
- Working Paper
Incrementality Representation Learning: Synergizing Past Experiments for Intervention Personalization
This paper introduces Incrementality Representation Learning (IRL), a novel multitask representation learning framework that predicts heterogeneous causal effects of marketing interventions. By leveraging past experiments, IRL efficiently designs and targets...
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Keywords:
Heterogeneous Treatment Effect;
Multi-task Learning;
Representation Learning;
Personalization;
Promotion;
Deep Learning;
Field Experiments;
Customer Focus and Relationships;
Customization and Personalization
Huang, Ta-Wei, Eva Ascarza, and Ayelet Israeli. "Incrementality Representation Learning: Synergizing Past Experiments for Intervention Personalization." Harvard Business School Working Paper, No. 24-076, June 2024.
- July 2011
- Article
Kidney Paired Donation
By: C. Bradley Wallis, Kannan P. Samy, Alvin E. Roth and Michael A. Rees
Kidney paired donation (KPD) was first suggested in 1986, but it was not until 2000 when the first paired donation transplant was performed in the U.S. In the past decade, KPD has become the fastest growing source of transplantable kidneys, overcoming the barrier faced...
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Keywords:
Philanthropy and Charitable Giving;
Health Care and Treatment;
Growth and Development Strategy;
Success;
Problems and Challenges;
Programs;
System;
United States
Wallis, C. Bradley, Kannan P. Samy, Alvin E. Roth, and Michael A. Rees. "Kidney Paired Donation." Nephrology, Dialysis, Transplantation 26, no. 7 (July 2011): 2091–2099.
Jerry R. Green
Jerry R. Green
David A. Wells Professor of Political Economy
John Leverett Professor in the University
Harvard University
Jerry Green is the John Leverett Professor in the University and the David A. Wells... View Details
- 07 Jul 2009
- First Look
First Look: July 7
driven at least partly by career concerns. Download the paper: http://www.hbs.edu/research/pdf/09-014.pdf Policy Bundling to Overcome Loss Aversion: A Method for Improving Legislative Outcomes Authors:Katherine L. Milkman, Mary Carol...
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Keywords:
Martha Lagace
- February 2008 (Revised April 2008)
- Case
Avaya (A)
Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the...
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Keywords:
Marketing;
Demand and Consumers;
Performance Improvement;
Relationships;
Sales;
Cooperation
Godes, David B. "Avaya (A)." Harvard Business School Case 508-048, February 2008. (Revised April 2008.)
- November 1999 (Revised July 2003)
- Case
Pre-Paid Legal Services, Inc.
By: Paul M. Healy and Jacob Cohen
Pre-Paid Legal Services' business model reveals two key issues--managing the sales force and sales growth and managing claims. Students analyze the economics of the business and consider how to measure firm performance, how to evaluate and reward the sales force, and...
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Keywords:
Financial Management;
Financial Strategy;
Salesforce Management;
Marketing Strategy;
Accrual Accounting;
Business Cycles;
Forecasting and Prediction;
Insurance;
Business Growth and Maturation;
Insurance Industry
Healy, Paul M., and Jacob Cohen. "Pre-Paid Legal Services, Inc." Harvard Business School Case 100-037, November 1999. (Revised July 2003.)
- 09 Feb 2004
- Research & Ideas
Got a New Strategy? Now Make it Happen
accountability and speed up decision making—and thus to support the strategy of focusing on a few promising businesses—was to switch to a matrix structure. Members of the senior team strongly disagreed. A matrix would not work, they...
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Keywords:
by Michael Beer & Russell A. Eisenstat
- 2018
- Book
Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)
As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a...
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Keywords:
History;
Negotiation Process;
Negotiation Tactics;
Personal Development and Career;
Negotiation Style;
United States
Sebenius, James K., R. Nicholas Burns, and Robert H. Mnookin (with a forward by Henry A. Kissinger). Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level. New York: HarperCollins, 2018.
- Web
Curriculum - MBA
School Fall and Spring of Year 1 is spent at HBS completing the MBA Required Curriculum (RC). January Data Analytics for Life Sciences Joint Course This course will introduce basic concepts in biostatistics, survival analysis, machine learning, and mathematical...
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- January–February 2020
- Article
Are You Undervaluing Your Customers?: It’s Time to Start Measuring and Managing Their Worth
By: Rob Markey
Leaders recognize that they should manage their businesses to maximize the value of the customer base. But too often, earnings pressures result in cost-cutting measures that hurt customers.
Loyalty-leading companies operate differently. They create systems for... View Details
Keywords:
Customer Experience;
Customer Value;
Customer Centric Initiative;
Customer Focused Organization;
Customer Lifetime Value;
Customer Focus and Relationships;
Customer Value and Value Chain;
Operations;
Business Strategy
Markey, Rob. "Are You Undervaluing Your Customers? It’s Time to Start Measuring and Managing Their Worth." Harvard Business Review 98, no. 1 (January–February 2020): 42–50.
- 15 Jul 2002
- Research & Ideas
Going Green Makes Good Business Sense
costs even further, said Reinhardt. While this method is "anecdotally successful," raising your own costs and those of others around you is not easy. The forest products and chemical industries have attempted this View Details
Keywords:
by Martha Lagace
- Web
Featured Topics - Faculty & Research
History Case Method Project Creating Emerging Markets Digital Data Design Institute at Harvard Entrepreneurship Global Health Care Impact Investments Impact-Weighted Accounts Institute for Business in Global Society Institute for View Details
- July 1989 (Revised June 1993)
- Case
American Airlines, Inc.: Revenue Management
Begins with a description of the elements of post-deregulation competition in the commercial airline industry. This should facilitate a discussion of the use of quantitative methods to support a broad range of tactical and strategic airline decisions. The principal...
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Brandenburger, Adam M., and Anirudh S. Dhebar. "American Airlines, Inc.: Revenue Management." Harvard Business School Case 190-029, July 1989. (Revised June 1993.)
- April 2019 (Revised April 2021)
- Case
Wayfair
By: Jeffrey F. Rayport, Susie L. Ma and Matthew G. Preble
In 2016 Niraj Shah and Steve Conine, founders of online home goods retailer Wayfair, are faced with a decision about how to improve user experience on their e-commerce sites. A key driver of consumer interest and conversion to purchase in the home category is visual...
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Keywords:
Visual Assets;
Corporate Entrepreneurship;
Decision Making;
Business or Company Management;
Growth Management;
Innovation and Invention;
Operations;
Strategy;
Technology;
Retail Industry;
Service Industry;
United States;
Massachusetts
Rayport, Jeffrey F., Susie L. Ma, and Matthew G. Preble. "Wayfair." Harvard Business School Case 819-045, April 2019. (Revised April 2021.)
- Article
Wealth-Making in Nineteenth and Early Twentieth Century Britain: Industry v. Commerce and Finance
By: Tom Nicholas
This paper refutes the hypothesis put forward by W.D. Rubinstein that a disproportionately large share of Britain's wealth makers were active in commercial and financial trades in London. We use a data set of businessmen active in nineteenth- and early...
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Keywords:
Trade;
Finance;
Commercialization;
Mathematical Methods;
Wealth and Poverty;
Great Britain;
London
Nicholas, Tom. "Wealth-Making in Nineteenth and Early Twentieth Century Britain: Industry v. Commerce and Finance." Business History 41, no. 1 (January 1999).
- February 2008
- Supplement
Avaya (C): Implementing Demand Generation in Brazil
Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the...
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Godes, David B. "Avaya (C): Implementing Demand Generation in Brazil." Harvard Business School Supplement 508-050, February 2008.
- February 2008
- Supplement
Avaya (B)
Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the...
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Godes, David B. "Avaya (B)." Harvard Business School Supplement 508-049, February 2008.
- 30 Oct 2012
- First Look
First Look: October 30
note describes the Congruence Model, a method by which an organization can assess whether its building blocks (critical tasks, formal organizational arrangements, people, and culture) are aligned (congruent) with its strategy. The model...
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Keywords:
Sean Silverthorne