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    Detecting Routines: Applications to Ridesharing CRM

    Routines shape many aspects of day-to-day consumption. While prior work has established the importance of habits in consumer behavior, little work has been done to understand the implications of routines--which we define as repeated behaviors with recurring, temporal... View Details
    • Program

    Aligning Strategy and Sales

    well as implement the infrastructure, processes, and cultural values critical to profitable growth. Details Develop a strategic sales approach optimized for your business Define your target customers and the best methods for reaching them Develop account management and... View Details
    • Web

    Social Enterprise | Harvard Business School

    Rockefeller Philanthropy Advisors (RPA), evaluated her client’s philanthropy project and its mediocre performance. RPA was a segment of the Rockefeller Family Office’s Philanthropy Department, becoming an independent charity in 2002.... View Details
    • June 2020 (Revised May 2022)
    • Case

    Vanguard Retail Operations (A)

    By: Willy C. Shih and Antonio Moreno
    The first two cases in this series are set in the financial services industry, and explore whether it is better for back-office workers to be generalists who provide the flexibility of being able to handle the complete range of transactions that the company faces or... View Details
    Keywords: Pooling; Generalist Model; Specialist Model; Operations; Service Operations; Management; Job Design and Levels; Financial Services Industry; United States
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    • July–August 2015
    • Article

    Engineering Reverse Innovations: Principles for Creating Successful Products for Emerging Markets

    By: Amos Winter and Vijay Govindarajan
    Multinationals are starting to catch on to the logic of reverse innovation, in which products are designed first for consumers in low-income countries and then adapted into disruptive offerings for developed economies. But only a handful of companies have managed to do... View Details
    Keywords: Innovation Strategy; Emerging Markets
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    • Web

    Unique Value Proposition - Institute For Strategy And Competitiveness

    Value Chain Continuity of Strategic Direction Unique Value Proposition Unique Value Proposition A value proposition defines the kind of value a company will create for its customers. Finding a unique value proposition usually involves a new way of View Details
    • 31 Mar 2009
    • First Look

    First Look: March 31, 2009

      Working PapersCorporate Social Entrepreneurship Authors:James Austin and Ezequiel Reficco Abstract Corporate Social Entrepreneurship (CSE) is a process aimed at enabling business to develop more advanced and powerful forms of Corporate Social Responsibility (CSR).... View Details
    Keywords: Martha Lagace
    • 2024
    • Working Paper

    Incrementality Representation Learning: Synergizing Past Experiments for Intervention Personalization

    By: Ta-Wei Huang, Eva Ascarza and Ayelet Israeli
    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... View Details
    Keywords: Heterogeneous Treatment Effect; Multi-task Learning; Representation Learning; Personalization; Promotion; Deep Learning; Field Experiments; Customer Focus and Relationships; Customization and Personalization
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    • December 2022
    • Article

    When and How Should Firms Differentiate? Quality and Advertising Decisions in a Duopoly

    By: Dominique Olié Lauga, Elie Ofek and Zsolt Katona
    A prominent hallmark of competitive interaction is the desire to differentiate from rivals. In this article, the authors examine under what conditions firms will differentiate through product quality versus advertising intensity. Firms select quality in a first stage,... View Details
    Keywords: Competition; Advertising; Product Positioning
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    • 2023
    • Working Paper

    The Market for Sharing Interest Rate Risk: Quantities and Asset Prices

    By: Umang Khetan, Jane Li, Ioana Neamtu and Ishita Sen
    We study the extent of interest rate risk sharing across the financial system using granular positions and transactions data in interest rate swaps. We show that pension and insurance (PF&I) sector emerges as a natural counterparty to banks and corporations: overall,... View Details
    Keywords: Interest Rates; Investment Funds; Banks and Banking; Insurance; Investment Banking; Risk and Uncertainty
    Related
    • 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; Fashion Industry; Consumer Products Industry; United States; North America
    Related
    • 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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    • 05 Sep 2017
    • News

    Narrow Networks On The Health Insurance Marketplaces: Prevalence, Pricing, And The Cost Of Network Breadth

      Digital Ubiquity: How Connections, Sensors, and Data Are Revolutionizing Business

      When Google bought Nest, a maker of digital thermostats, for $3.2 billion just a few months ago, it was a clear indication that digital transformation and connection are spreading across even the most traditional industrial segments and creating a staggering array... View Details

      • August 2024
      • Article

      How Do Copayment Coupons Affect Branded Drug Prices and Quantities Purchased?

      By: Leemore S. Dafny, Kate Ho and Edward Kong
      Drug copayment coupons to reduce patient cost-sharing have become nearly ubiquitous for high-priced brand-name prescription drugs. Medicare bans such coupons on the grounds that they are kickbacks that induce utilization, but they are commonly used by... View Details
      Keywords: Prescription Drugs; Coupons; Impact; Health Care and Treatment; Markets; Price; Spending; Pharmaceutical Industry; United States
      Related
      • August 2022
      • Background Note

      Retail Media Networks

      By: Eva Ascarza, Ayelet Israeli and Celine Chammas
      In 2022, retail media was one of the fastest growing segments in digital advertising. A retail media network (RMN) allows a retailer to use its assets for advertising. Retailers set up an advertising business by allowing marketers to buy advertising space across their... View Details
      Keywords: Advertisers; Advertising Media; Media And Broadcasting Industry; Retail; Retail Analytics; Retail Promotion; Retailing; Ecommerce; E-Commerce Strategy; E-commerce; Marketing Communication; Targeting; Targeted Advertising; Targeted Marketing; Advertising; Marketing; Marketing Communications; Marketing Strategy; Brands and Branding; Media; Marketing Channels; Retail Industry; Consumer Products Industry; Advertising Industry; United States
      Related
      • March 2007 (Revised April 2007)
      • Case

      Micro Insurance Agency: Helping the Poor Manage Risk

      By: Michael Chu and Jean Hazell
      The notable success of insurance products for low-income clients of its microfinance network leads Opportunity International to launch the first global specialized microinsurance company, the Micro Insurance Agency (MIA). Building on the experience in 10 countries... View Details
      Keywords: Developing Countries and Economies; Cost Management; Microfinance; Globalization; Growth and Development Strategy; Risk Management; Infrastructure; Nonprofit Organizations; Competition; Financial Services Industry; Africa; Asia; Latin America
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        Innovating in Healthcare: Creating Breakthrough Services, Products, and Business Models

        Innovating in Healthcare offers effective approaches for designing, reworking, and implementing innovative healthcare services, products, and business models. It will help anyone working in healthcare service or product development, from hospitals to... View Details

          How Do Drug Copayment Coupons Affect Branded Drug Prices and Quantities Purchased?

          Drug copayment coupons to reduce patient cost-sharing have become nearly ubiquitous for high-priced brand-name prescription drugs. Medicare bans such coupons on the grounds that they are kickbacks that induce utilization, but they are commonly used by... View Details
          • Web

          Value-Based Health Care - Institute For Strategy And Competitiveness

          the outcomes that matter to patients and the costs to achieve those outcomes. Read More There are six major elements that are necessary in a truly value-based system Organize Care Around Medical Conditions Care delivery is organized around patients' medical conditions... View Details