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(382)
- News (85)
- Research (227)
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- Faculty Publications (77)
Show Results For
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All HBS Web
(382)
- News (85)
- Research (227)
- Events (1)
- Multimedia (1)
- Faculty Publications (77)
- Forthcoming
- Article
Canary Categories
By: Eric Anderson, Chaoqun Chen, Ayelet Israeli and Duncan Simester
Past customer spending in a category is generally a positive signal of future customer spending. We show that there exist “canary categories” for which the reverse is true. Purchases in these categories are a signal that customers are less likely to return to that...
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Keywords:
Churn;
Churn Management;
Churn/retention;
Assortment Planning;
Retail;
Retailing;
Retailing Industry;
Preference Heterogeneity;
Assortment Optimization;
Customers;
Retention;
Consumer Behavior;
Forecasting and Prediction;
Retail Industry
Anderson, Eric, Chaoqun Chen, Ayelet Israeli, and Duncan Simester. "Canary Categories." Journal of Marketing Research (JMR) (forthcoming). (Pre-published online November 29, 2023.)
- January–February 2018
- Article
Some Customers Would Rather Leave Without Saying Goodbye
By: Eva Ascarza, Oded Netzer and Bruce G.S. Hardie
We investigate the increasingly common business setting in which companies face the possibility of both observed and unobserved customer attrition (i.e., “overt” and “silent” churn) in the same pool of customers. This is the case for many online-based services where...
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Keywords:
Churn;
Retention;
Attrition;
Customer Base Analysis;
Hidden Markov Models;
Latent Variable Models;
Customer Relationship Management;
Consumer Behavior
Ascarza, Eva, Oded Netzer, and Bruce G.S. Hardie. "Some Customers Would Rather Leave Without Saying Goodbye." Marketing Science 37, no. 1 (January–February 2018): 54–77.
- August 2017
- Article
Relationship Between Labor and Delivery Unit Management Practices and Maternal Outcomes
By: Avery C. Plough, Grace Galwin, Zhonghe Li, Stuart R. Lipsitz, Shehnaz Alidina, Natalie J. Henrich, Lisa R. Hirschhorn, William R. Berry, Atul A. Gawande, Doris Peter, Rory McDonald, Donna L. Caldwell, Janet H. Muri, Debra Bingham, Aaron B. Caughey, Eugene R. Declercq and Neel T. Shah
OBJECTIVE: To define, measure, and characterize key competencies of managing labor and delivery units in the United States and assess the associations between unit management and maternal outcomes.
METHODS: We developed and administered a management measurement...
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Keywords:
Health Care and Treatment;
Management Practices and Processes;
Performance Evaluation;
Outcome or Result;
United States
Plough, Avery C., Grace Galwin, Zhonghe Li, Stuart R. Lipsitz, Shehnaz Alidina, Natalie J. Henrich, Lisa R. Hirschhorn, William R. Berry, Atul A. Gawande, Doris Peter, Rory McDonald, Donna L. Caldwell, Janet H. Muri, Debra Bingham, Aaron B. Caughey, Eugene R. Declercq, and Neel T. Shah. "Relationship Between Labor and Delivery Unit Management Practices and Maternal Outcomes." Obstetrics & Gynecology 130, no. 2 (August 2017): 358–365.
- 13 Mar 2012
- News
Pepsi Chief Shuffles Management to Soothe Investors
- March 2006 (Revised March 2007)
- Background Note
Winning Legally: Using the Law to Create Value, Marshal Resources, and Manage Risk
Describes the four components of legal astuteness: the attitudes, proactive approach, judgment, and knowledge necessary to manage the legal aspects of business effectively. Identifies a number of legal tools legally astute managers can use during different phases of...
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Bagley, Constance E. "Winning Legally: Using the Law to Create Value, Marshal Resources, and Manage Risk." Harvard Business School Background Note 806-138, March 2006. (Revised March 2007.)
- September 2009
- Case
The Risk Management Foundation of the Harvard Medical Institutions, Inc.
By: Richard M.J. Bohmer, Stephen P. Bradley and Natalie Kindred
Through its uniquely proactive approach to medical malpractice risk management, the Risk Management Foundation (RMF) has decreased claims—and premiums—for the Harvard hospitals it insures. The RMF is the captive medico-legal insurer of the Harvard medical institutions...
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Keywords:
Cost Management;
Insurance;
Health Care and Treatment;
Risk Management;
Performance Improvement;
Safety;
Health Industry;
Insurance Industry;
Boston
Bohmer, Richard M.J., Stephen P. Bradley, and Natalie Kindred. "The Risk Management Foundation of the Harvard Medical Institutions, Inc." Harvard Business School Case 610-014, September 2009.
- 30 Apr 2008
- Sharpening Your Skills
Sharpening Your Skills: Brand Management
disagrees. Key concepts include: Most B2B marketers cannot economically address thousands of small businesses using the traditional direct sales force. If left unattended, individual managers will each do their own ad hoc marketing. B2B...
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- 06 Oct 2016
- HBS Seminar
John Van Reenen, MIT Sloan School of Management
- 04 May 2007
- What Do You Think?
How Do Managers Think?
proactively seek out the doctor . A good manager needs to get more involved in 'preventative medicine .'" Akhil Mehta, before observing similarities, pointed out that " human life is almost never...
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Keywords:
by Jim Heskett
- 06 Mar 2013
- What Do You Think?
Who Should Manage Our Work Time?
stuff." In much more detail Pozen advises us on such things as creating and following standard routines so that part of our working life is on "automatic" as well as proactively managing the...
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Keywords:
by James Heskett
- 13 Apr 2021
- Book
How Inclusive Managers Create Glass-Shattering Organizations
most influence on group deliberation, even when white women or people of color in the group have more expertise. Making a proactive effort to tap into the knowledge of others, as these managers did, can...
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Keywords:
by Kristen Senz
- Web
Product Management - Course Catalog
HBS Course Catalog Product Management Course Number 1765 Senior Lecturer Sara McKinley Torti Spring; Q3; 1.5 credits Career Focus: This half course provides an introduction to product management, focused primarily on improving and scaling...
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- July 2010 (Revised January 2017)
- Background Note
Marketing Analysis Toolkit: Customer Lifetime Value Analysis
By: Thomas Steenburgh and Jill Avery
Customers are increasingly being viewed as assets that bring value to the firm. Customer lifetime value is a metric that allows managers to understand the overall value of their customer base and relate it to three customer strategies firms employ: asset...
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Keywords:
Customer Lifetime Value;
Return On Investment;
Customer Acquisition;
Customer Retention;
Customer Churn;
"Marketing Analytics";
Marketing;
Customer Relationship Management;
Customer Focus and Relationships;
Customer Value and Value Chain;
Management Analysis, Tools, and Techniques;
Marketing Strategy;
Measurement and Metrics;
Strategic Planning;
Value
Steenburgh, Thomas, and Jill Avery. "Marketing Analysis Toolkit: Customer Lifetime Value Analysis." Harvard Business School Background Note 511-029, July 2010. (Revised January 2017.)
- January – February 2012
- Article
How Managers Use Multiple Media: Discrepant Events, Power, and Timing in Redundant Communication
By: Paul Leonardi, Tsedal Neeley and Elizabeth M. Gerber
Several recent studies have found that managers engage in redundant communication; that is, they send the same message to the same recipient through two or more unique media sequentially. Given how busy most managers are, and how much information their subordinates...
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Keywords:
Communication;
Media;
Information;
Groups and Teams;
Projects;
Management Style;
Power and Influence;
Motivation and Incentives;
Technology
Leonardi, Paul, Tsedal Neeley, and Elizabeth M. Gerber. "How Managers Use Multiple Media: Discrepant Events, Power, and Timing in Redundant Communication." Organization Science 23, no. 1 (January–February 2012): 98–117.
- October 2016 (Revised October 2020)
- Case
Essent: From a State-Owned Utility to a Commercial Company
By: Ananth Raman and Elena Corsi
Patrick Lammers, Chief Commercial Officer (CCO) for the Dutch energy company Essent NV, once a state-owned company, was pleased with the progress Essent’s consumer (“B2C”) business had made: Earnings Before Income Tax (EBIT) for B2C had gone from a loss of €18 million...
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Keywords:
Lean Management;
Operation Management;
Service Management;
Commercialization;
Operations;
Management;
Energy;
Organizational Change and Adaptation;
Service Operations;
Performance;
Energy Industry;
Europe
Raman, Ananth, and Elena Corsi. "Essent: From a State-Owned Utility to a Commercial Company." Harvard Business School Case 617-026, October 2016. (Revised October 2020.)
- 06 Oct 2020
- Sharpening Your Skills
18 Tips Managers Can Use to Lead Through COVID's Rising Waters
Since March, Harvard Business School Working Knowledge has posted more than 80 stories and research papers on the topic of COVID-19, most targeted at managers and the new challenges they face. That's a lot of information to digest. To...
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Keywords:
by Sean Silverthorne
- Web
Research - Managing the Future of Work
example, Koreans are 34 times more concentrated in self-employment for dry cleaning than other... 13 Apr 2022 Podcast Managing the Future of Work Micha Kaufman on the new terms of the talent bargain Joe Fuller 30 Mar 2022 Podcast View Details
- Web
Podcast - Managing the Future of Work
Podcast Podcast Harvard Business School Professors Bill Kerr and Joe Fuller talk to leaders grappling with the forces reshaping the nature of work. Apple Podcasts Spotify Amazon More Ways to Listen iHeartRadioPlayer.fmAudacyCastboxPocket Casts 06 Oct 2021 View Details
- Awards
Finalist, Weitz-Winer-O'Dell Award
By: Eva Ascarza
Finalist for the 2021 Weitz-Winer-O'Dell Award for “The Perils of Proactive Churn Prevention Using Plan Recommendations: Evidence from a Field Experiment” (Journal of Marketing Research (JMR), 2016) with Raghuram Iyengar and Martin Schleicher.
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- Web
Podcast - Managing the Future of Work
Podcast Podcast Harvard Business School Professors Bill Kerr and Joe Fuller talk to leaders grappling with the forces reshaping the nature of work. Apple Podcasts Spotify Amazon More Ways to Listen iHeartRadioPlayer.fmAudacyCastboxPocket Casts 09 Feb 2022 View Details