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- All HBS Web (118)
- Faculty Publications (15)
- 26 Feb 2008
- First Look
First Look: February 26, 2008
way for higher rates of customer acquisition and higher rates of repeat purchasing among existing customers in the direct channels in the long term. Our results are based on intervention analysis with a...
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Martha Lagace
- Web
Latin America - Global
Our analyses show that customers farther from their assigned FCs purchase less frequently and have higher service abandonment rates. We also observe that these location-dependent behaviors lead to a higher proportion of first orders than...
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- 07 Jul 2022
- HBS Case
How a Multimillion-Dollar Ice Cream Startup Melted Down (and Bounced Back)
heights of dealing with Disney, to all the troubles that befell us years later, and ultimately to the bankruptcy. It comes from chasing that star and flying too close to the sun,” recalled Smith. A machine parts company from Oregon View Details
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by Pamela Reynolds
- Web
Cross-Registration Policies and FAQ - MBA
take the final examination repeated absence from class repeated failure to prepare for class In such a circumstance, the instructor reports to the Registrar that a student has not performed adequate work and...
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- 01 Dec 2023
- News
Thinking Ahead
cost-effective behaviors in the insurance company’s subscribers. The effort involved machine learning, with a team of engineers writing algorithms that spotted patterns in customer behavior—for example, a member with repeated ER...
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- 01 Jun 2023
- News
Pet Project
distribution, a new brand must have high velocity (i.e., unit sales per store), which comes from frequent repeat purchases by loyal customers. Converting retail shoppers to DTC—if Maev could figure out how...
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- 27 Jun 2019
- Research & Ideas
Rituals Strengthen Couples. Here’s Why They’re Good for Business, Too
says. "If they know people are going to a certain restaurant every week or using a certain product at home regularly, they could find ways to promote repeated purchases by sending coupons, subscription...
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by Dina Gerdeman
- 12 Mar 2021
- News
My Favorite Case
manager, but it was a good thing for me to brush up on while managing a diverse team. —Alterrell Mills (MBA 2016) Back to top “Fenchel Lampshade Co.” Steven Rogers (MBA 1985) and Michele Rogers (MBA 1986) propose purchasing a lampshade...
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- 23 Oct 2013
- Research & Ideas
Overcoming Nervous Nelly
instance. In buying a house or a car, a disparity in knowledge can cause purchasers to feel anxious over bargaining for the best price. In the study Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low Frst Offers, Exit...
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by Michael Blanding
- 02 Jul 2013
- First Look
First Look: July 2
from other religious groups. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=45023 Is a VC Partnership Greater Than the Sum of Its Partners? By: Ewens, Michael, and Matthew Rhodes-Kropf Abstract—This paper investigates whether individual venture capitalists...
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Anna Secino
- 13 Sep 2010
- Research & Ideas
The Consumer Appeal of Underdog Branding
succeed when the odds are against them." Marketers can use underdog narratives to positively affect consumers' perceptions of and purchase of brands, she says. "Underdog narratives are often delivered to consumers through the...
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by Martha Lagace
- 16 Aug 2004
- Research & Ideas
Luxury Isn’t What It Used to Be
things to make us feel better. Part of the experience is finding and purchasing that just-right something, but an equally important component is the thrill of the chase—the sensory experience of entering a store and being surrounded by...
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- 17 Mar 2021
- Research & Ideas
Beyond Pajamas: Sizing Up the Pandemic Shopper
their loyalty patterns by looking at the repeat purchase rate of these new customers compared with those of existing users. To do that, we calculated the portion of consumers who bought again within 60 days...
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- 05 Jun 2019
- Research & Ideas
If Your Customers Don't Care What You Charge, What Should You Charge?
customers,” MacKay says. ‘Shoppers’ are extremely sensitive to price and compare prices every time they go to buy gasoline, MacKay says. ‘Affiliated’ customers, by contrast, are more locked in to repeating a previous View Details
- 09 Sep 2008
- First Look
First Look: September 9, 2008
Working PapersHow Firms Respond to Being Rated Authors:Aaron K. Chatterji, Michael W. Toffel Abstract While many independent rating systems are designed primarily to help buyers overcome information asymmetries when making purchasing...
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Sean Silverthorne
- 19 May 2011
- Research & Ideas
Empathy: The Brand Equity of Retail
There's a famous line from the movie The Godfather, which is often repeated in corporate settings: "This is business, not personal." Ironically, though, that statement is actually bad business advice. During the Consortium for Operational...
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- 05 Jul 2011
- First Look
First Look: July 5
prepay for participating merchants' goods and services. Within a model of repeat experience good purchase, we examine two mechanisms by which a discount voucher service can benefit affiliated merchants: price discrimination and...
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Sean Silverthorne
- 13 Nov 2018
- News
Building a New Real Estate Investment Model
investors—they require houses be purchased one at a time and often have complicated tax codes—but Davis, who served as vice president of real estate for the New York City Economic Development Corporation under Mayor Michael Bloomberg (MBA...
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- 15 Apr 2002
- Research & Ideas
In the Virtual Dressing Room Returns Are A Real Problem
comparisons based on independent performance evaluations. (Although for online purchases, as for catalog purchases, brand names help consumers infer certain aspects of quality or fit, especially for consumers making repeat purchases.)...
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- 02 Aug 2016
- First Look
August 2, 2016
he retained them in the form of repeat purchases. This was an entirely new conundrum in the company. Up to that point, customer repeat purchase rates had been incredibly...
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Sean Silverthorne