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  • Article

Unconscious Bias Training That Works

By: Francesca Gino and Katherine Coffman
To become more diverse, equitable, and inclusive, many companies have turned to unconscious bias (UB) training. By raising awareness of the mental shortcuts that lead to snap judgments—often based on race and gender—about people’s talents or character, it strives to... View Details
Keywords: Implicit Bias; Social Integration; Empathy; Prejudice and Bias; Employees; Training; Attitudes; Behavior; Organizational Change and Adaptation
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  • 12 Oct 2007
  • Working Paper Summaries

Mental Accounting and Small Windfalls: Evidence from an Online Grocer

Keywords: by Katherine L. Milkman, John Beshears, Todd Rogers & Max H. Bazerman
  • March 7, 2024
  • Article

Integrating Digital Tools into Every Stage of Your Sales Strategy

By: Frank V. Cespedes and Georg Krentzel
In their growth and customer-acquisition activities, most companies now face twin challenges: understanding and responding to omni-channel buying behavior and doing that without inadvertently decreasing sales productivity. Thirty years ago, Peter Drucker noted that... View Details
Keywords: Sales Management; Digital Tools; Sales; Marketing Channels; Technology Adoption; Brands and Branding
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  • March 2016 (Revised May 2018)
  • Case

Reinventing Best Buy

By: John R. Wells and Gabriel Ellsworth
On March 1, 2017, Best Buy Company, Inc., North America’s largest retailer of consumer electronics and appliances, announced a third year of comparable-store sales increases and a 20.8% increase in domestic comparable online sales. These results were in marked contrast... View Details
Keywords: Best Buy; Hubert Joly; Renew Blue; Showrooming; Webrooming; E-commerce; E-Commerce Strategy; Online Retail; Multichannel Retailing; Omnichannel; Marketplaces; Turnaround; Consumer Electronics; Consumer Electronics Accessories; Appliances; Stores-within-stores; Store Experience; Store Size; Store Pickup; Store Management; Delivery; Delivery Models; Amazon; Amazon.com; Pricing Strategy; Business Subsidiaries; Business Units; Business Growth and Maturation; Business Model; For-Profit Firms; Customer Focus and Relationships; Customer Satisfaction; Entertainment; Film Entertainment; Games, Gaming, and Gambling; Music Entertainment; Television Entertainment; Theater Entertainment; Price; Profit; Revenue; Geographic Scope; Multinational Firms and Management; Business History; Cost; Selection and Staffing; Reports; Technological Innovation; Job Cuts and Outsourcing; Human Capital; Leading Change; Business or Company Management; Goals and Objectives; Growth and Development; Growth and Development Strategy; Management Teams; Brands and Branding; Product Marketing; Consumer Behavior; Demand and Consumers; Media; Distribution; Order Taking and Fulfillment; Distribution Channels; Infrastructure; Product; Service Delivery; Service Operations; Organizational Change and Adaptation; Public Ownership; Problems and Challenges; Programs; Groups and Teams; Sales; Salesforce Management; Strategy; Adaptation; Business Strategy; Competition; Competitive Advantage; Competitive Strategy; Corporate Strategy; Expansion; Information Technology; Information Infrastructure; Information Technology; Internet and the Web; Mobile and Wireless Technology; Internet and the Web; Applications and Software; Internet and the Web; Mobile and Wireless Technology; Resource Allocation; Computer Industry; Electronics Industry; Entertainment and Recreation Industry; Information Technology Industry; Retail Industry; Service Industry; Technology Industry; Telecommunications Industry; Video Game Industry; United States; Minnesota; Minneapolis; Saint Paul; St. Paul
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  • July – August 2008
  • Article

When Virtue Is a Vice

By: Anat Keinan and Ran Kivetz
Choosing duty over pleasure today can cause regret down the road—whereas regret over the reverse is fleeting. Marketers of luxury products and services should consider prompting customers to predict their future feelings about choices made now. View Details
Keywords: Decision Choices and Conditions; Forecasting and Prediction; Moral Sensibility; Marketing Strategy; Consumer Behavior; Emotions; Luxury
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  • Article

Faithful and Customizable Explanations of Black Box Models

By: Himabindu Lakkaraju, Ece Kamar, Rich Caruana and Jure Leskovec
As predictive models increasingly assist human experts (e.g., doctors) in day-to-day decision making, it is crucial for experts to be able to explore and understand how such models behave in different feature subspaces in order to know if and when to trust them. To... View Details
Keywords: Interpretable Machine Learning; Black Box Models; Decision Making; Framework
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  • 12 Oct 1999
  • Research & Ideas

A Perfect Fit: Aligning Organization & Strategy

professor Michael Beer says companies should do on a regular basis. "Business success is a function of fit between a host of key variables within an organization," he says. "Strategy, values, culture, employees, systems, organizational design, and the... View Details
Keywords: by Judith A. Ross
  • November 2016
  • Case

Pete & Gerry's

By: Jose Alvarez and Natalie Kindred
Keywords: ＂Pete ＆ Gerry's; ＂ Eggs; Egg Industry; Avian Flu; Cage Free; Free Range; Agribusiness; Agriculture; Industry Structure; Industry Evolution; Price Volatility; Small Business; Strategy Formulation; Branding; Marketing; Premium Brand; Growth; Consumer; Consumer Behavior; Animal Welfare; Retail; Grocery; Food Labeling; Animal-Based Agribusiness; Advertising Campaigns; Business Model; Change; Change Management; Disruption; Transition; Trends; Volatility; Customer Value and Value Chain; Entrepreneurship; Food; Ethics; Health; Problems and Challenges; Operations; Sales; Risk and Uncertainty; Quality; Public Opinion; Value; Strategy; Agriculture and Agribusiness Industry; Retail Industry; United States
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  • 05 Mar 2019
  • First Look

New Research and Ideas, March 5, 2019

firms attempt to manage recently acquired customers for whom only the first purchase has been observed. We propose a model that allows marketers to form “first impressions" of customers right after having... View Details
Keywords: Dina Gerdeman
  • November 2021
  • Case

Tommy Hilfiger Adaptive: Fashion for All

By: Elizabeth A. Keenan, Sandra J. Sucher and Shalene Gupta
In Fall 2017, Tommy Hilfiger launched Tommy Hilfiger Adaptive, a line of adaptive and inclusive fashion apparel intended to make dressing easier. Now, Tommy Hilfiger is planning to launch Tommy Hilfiger Adaptive internationally in early 2020. The prospect of making... View Details
Keywords: Marketing And Society; Brands; Fashion; Inclusion; Consumer; Corporate Social Responsibility; Retail; Apparel; Disability; Accessibility; Marketing; Brands and Branding; Marketing Communications; Product Marketing; Social Marketing; Product Launch; Product Positioning; Marketing Strategy; Social Enterprise; Society; Corporate Social Responsibility and Impact; Social Issues; Consumer Behavior; Fashion Industry; Consumer Products Industry; Apparel and Accessories Industry; Retail Industry; United States; North America
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    Lauren H. Cohen

    Lauren Cohen is the L.E. Simmons Professor in the Finance & Entrepreneurial Management Units at Harvard Business School and a Research Associate at the National Bureau of Economic Research. He is an Editor of the Review of Financial... View Details

    Keywords: asset management; brokerage; financial services; federal government; investment banking industry; state government
    • 06 May 2014
    • First Look

    First Look: May 6

    help customers identify and trace meat products), were discussing the company's future. The recent crisis over beef products being contaminated with horsemeat in Europe had generated strong demand for IdentiGEN's services. But more than... View Details
    Keywords: Sean Silverthorne

      Sandra J. Sucher

      Sandra Sucher, professor of management practice at Harvard Business School, is an internationally recognized trust researcher. The Power of Trust, her third book, is based on two decades of global research on how companies build stakeholder trust and how,... View Details

      Keywords: apparel; banking; brokerage; clothing; fashion; financial services; furniture; hotels ＆ motels; retail financial services; retailing; service industry
      • 17 May 2016
      • First Look

      May 17, 2016

      2016 New York: Oxford University Press Consumers, Corporations, and Public Health: A Case-Based Approach to Sustainable Business By: John A. Quelch. Abstract—The public health footprint associated with corporate behavior has come under... View Details
      Keywords: Sean Silverthorne
      • 13 Jan 2003
      • Research & Ideas

      The Subconscious Mind of the Consumer (And How To Reach It)

      Harvard Business School professor Gerald Zaltman's latest book, How Customers Think: Essential Insights into the Mind of the Market, delves into the subconscious mind of the consumer—the place where most purchasing decisions are made. The... View Details
      Keywords: by Manda Mahoney
      • 06 Mar 2020
      • Working Paper Summaries

      Consumer Protection in an Online World: An Analysis of Occupational Licensing

      Keywords: by Chiara Farronato, Andrey Fradkin, Bradley Larsen, and Erik Brynjolfsson; Service
      • September–October 2018
      • Article

      Online MAP Enforcement: Evidence from a Quasi-Experiment

      By: Ayelet Israeli
      This paper investigates a manufacturer’s ability to influence compliance rates among its authorized online retailers by exploiting changes in the Minimum Advertised Price (MAP) policy and in dealer agreements. MAP is a pricing policy widely used by manufacturers to... View Details
      Keywords: Pricing Policies; Pricing; Channel Management; Legal Aspects Of Business; Retail; Price; Policy; Governance Compliance; Distribution Channels; Management; Retail Industry
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      • Web

      Faculty & Research

      conversations with consumers. Due to the ‘black box’ nature of the algorithms, it is impossible to predict in advance how these conversations will unfold. Behavioral research provides little insight into potential safety issues emerging... View Details
      • July 2021
      • Article

      Information Transparency, Multihoming, and Platform Competition: A Natural Experiment in the Daily Deals Market

      By: Hui Li and Feng Zhu
      Platform competition is shaped by the likelihood of multi-homing (i.e., complementors or consumers adopt more than one platform). To take advantage of multi-homing, platform firms often attempt to motivate their rivals’ high-performing complementors to adopt their own... View Details
      Keywords: Platform Competition; Multi-homing; Information Transparency; Daily Deals; Groupon; LivingSocial; Digital Platforms; Information; Competition
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      • March 2022
      • Article

      Learning to Rank an Assortment of Products

      By: Kris Ferreira, Sunanda Parthasarathy and Shreyas Sekar
      We consider the product ranking challenge that online retailers face when their customers typically behave as “window shoppers”: they form an impression of the assortment after browsing products ranked in the initial positions and then decide whether to continue... View Details
      Keywords: Online Learning; Product Ranking; Assortment Optimization; Learning; Internet and the Web; Product Marketing; Consumer Behavior; E-commerce
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