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  • 14 Jul 2009
  • First Look

First Look: July 14

phenomenological assumptions in negotiation research. Analysis of the citation rates of the articles in our data set by non-negotiation organizational research indicates that more open systems assumptions increase the likelihood that a... View Details
Keywords: Martha Lagace
  • 16 Jan 2006
  • Research & Ideas

What Customers Want from Your Products

understand each of these dimensions, then they can design a product that's precisely targeted to the job. In other words, the job, not the customer, is the fundamental unit of analysis for a marketer who hopes to develop products that... View Details
Keywords: by Clayton M. Christensen, Scott Cook & Taddy Hall; Consumer Products
  • 22 Nov 2011
  • Working Paper Summaries

Carbon Tariffs: Impacts on Technology Choice, Regional Competitiveness, and Global Emissions

Keywords: by David F. Drake; Manufacturing
  • 20 Aug 2013
  • First Look

First Look: August 20

Publications August 2013 Marketing Science Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans By: Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract—We estimate a dynamic... View Details
Keywords: Anna Secino
  • 2011
  • Working Paper

Do Not Trash the Incentive! Monetary Incentives and Waste Sorting

By: Alessandro Bucciol, Natalia Montinari and Marco Piovesan
This paper examines whether monetary incentives are an effective tool for increasing domestic waste sorting. We exploit the exogenous variation in the pricing systems experienced during the 1999-2008 decade by the 95 municipalities in the district of Treviso (Italy).... View Details
Keywords: Household; Cost Management; Consumer Behavior; Wastes and Waste Processing; Motivation and Incentives; Public Administration Industry; Italy
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  • Article

Integration of Online and Offline Channels in Retail: The Impact of Sharing Reliable Inventory Availability Information

By: Santiago Gallino and Antonio Moreno
Using a proprietary data set, we analyze the impact of the implementation of a “buy-online, pick-up-in-store” (BOPS) project. The implementation of this project is associated with a reduction in online sales and an increase in store sales and traffic. These results can... View Details
Keywords: Retail Operations; Inventory Availability; Empirical Operations Management; Business Analytics; Online Retail; Ecommerce; Operations; Management; Distribution Channels; Consumer Behavior; E-commerce; Retail Industry
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  • 08 Apr 2010
  • Working Paper Summaries

Multinational Strategies and Developing Countries in Historical Perspective

Keywords: by Geoffrey Jones
  • Summer 2014
  • Article

When Does a Platform Create Value by Limiting Choice?

By: Ramon Casadesus-Masanell and Hanna Halaburda
We present a theory for why it might be rational for a platform to limit the number of applications available on it. Our model is based on the observation that even if users prefer application variety, applications often also exhibit direct network effects. When there... View Details
Keywords: Platform Governance; Direct Network Effects; Indirect Network Effects; Complements; Tragedy Of The Commons; Equilibrium Selection; Coordination; Foresight; Strategy; Value Creation; Digital Platforms; Balance and Stability; Decision Choices and Conditions; Consumer Behavior; Applications and Software; Network Effects
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  • 2024
  • Working Paper

Using LLMs for Market Research

By: James Brand, Ayelet Israeli and Donald Ngwe
Large language models (LLMs) have rapidly gained popularity as labor-augmenting tools for programming, writing, and many other processes that benefit from quick text generation. In this paper we explore the uses and benefits of LLMs for researchers and practitioners... View Details
Keywords: Large Language Model; Research; AI and Machine Learning; Analysis; Customers; Consumer Behavior; Technology Industry; Information Technology Industry
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  • 2021
  • Working Paper

Closing Costs, Refinancing, and Inefficiencies in the Mortgage Market

By: David Hao Zhang
In the US, borrowers often finance the price of mortgage origination by agreeing to higher mortgage rates for a given principal amount. I show that for standard fixed-rate, prepayable mortgages this contractual feature has two consequences. First, it leads to increased... View Details
Keywords: Mortgage Market; Refinancing; Mortgages; Consumer Behavior
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  • March 17, 2021
  • Other Article

Beyond Pajamas: Sizing Up the Pandemic Shopper

By: Ayelet Israeli, Eva Ascarza and Laura Castrillo
A first look at how the COVID-19 pandemic impacted e-commerce apparel shopping in the US and the UK. Extensive analysis and interactive graphics utilizing millions of transactions.
While the pandemic is still playing out, our preliminary investigations... View Details
Keywords: Retail; Retail Analytics; Consumer; Pandemic; COVID; COVID-19; Apparel; Ecommerce; Online Shopping; Online Apparel; Online Sales; Returns; CRM; Customer Retention; Customer Experience; Customer Value; Digital; Customer Focus and Relationships; Customers; Health Pandemics; Consumer Behavior; Customer Relationship Management; Internet and the Web; Behavior; E-commerce; Retail Industry; Apparel and Accessories Industry; Technology Industry; United States; United Kingdom
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  • 12 Oct 2006
  • First Look

First Look: October 12, 2006

worldwide for exquisite design of consumer electronics products, strives to better integrate software design into its traditional physical product design processes to meet the demands of a post-iPod world. Details the Bang & Olufsen... View Details
Keywords: Sean Silverthorne
  • 01 Apr 2008
  • First Look

First Look: April 1, 2008

found that when a star switched companies, not only did his performance plunge, so did the effectiveness of the group he joined and the market value of his new company. But further analysis of the data reveals that it's not that simple.... View Details
Keywords: Martha Lagace
  • 18 Oct 2011
  • First Look

First Look: October 18

giving a subsidy as a lump sum to offset capital costs is more effective. This has different regulatory implications for urban and rural settings where the environmental objectives may differ. Bouncing Out of the Banking System: An Empirical View Details
Keywords: Sean Silverthorne
  • January 2024 (Revised February 2024)
  • Exercise

Travelogo: Understanding Customer Journeys

By: Eva Ascarza, Nicolas Padilla and Oded Netzer
In late May 2023, Sarah Merino, the newly appointed manager of the Customer Insights group at Travelogo—an online travel booking platform—initiates a comprehensive analysis of clickstream data to understand the varied behaviors and needs of their users. In preparation... View Details
Keywords: Customer Relationship Management; Analysis; Analytics and Data Science; Marketing Strategy; Segmentation; Consumer Behavior; Travel Industry; United States
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  • 24 Jan 2005
  • Research & Ideas

Rethinking Activity-Based Costing

now possible through an approach that we call time-driven ABC, which we have successfully helped more than 100 client companies implement, including those described in this article. In the revised approach, managers directly estimate the resource View Details
Keywords: by Robert S. Kaplan & Steven R. Anderson
  • September–October 2017
  • Article

The Surprising Power of Online Experiments: Getting the Most Out of A/B and Other Controlled Tests

By: Ron Kohavi and Stefan Thomke
In the fast-moving digital world, even experts have a hard time assessing new ideas. Case in point: At Bing, a small headline change an employee proposed was deemed a low priority and shelved for months until one engineer decided to do a quick online controlled... View Details
Keywords: Experiments; A/B Testing; Research; Consumer Behavior
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  • January 2021 (Revised March 2021)
  • Case

THE YES: Reimagining the Future of E-Commerce with Artificial Intelligence (AI)

By: Jill Avery, Ayelet Israeli and Emma von Maur
THE YES, a multi-brand shopping app launched in May 2020 offered a new type of buying experience for women’s fashion, driven by a sophisticated algorithm that used data science and machine learning to create and deliver a personalized store for every shopper, based on... View Details
Keywords: Data; Data Analytics; Artificial Intelligence; AI; AI Algorithms; AI Creativity; Fashion; Retail; Retail Analytics; E-Commerce Strategy; Platform; Platforms; Big Data; Preference Elicitation; Preference Prediction; Predictive Analytics; App Development; ＂Marketing Analytics＂; Advertising; Mobile App; Mobile Marketing; Apparel; Online Advertising; Referral Rewards; Referrals; Female Ceo; Female Entrepreneur; Female Protagonist; Analytics and Data Science; Analysis; Creativity; Marketing Strategy; Brands and Branding; Consumer Behavior; Demand and Consumers; Forecasting and Prediction; Marketing Channels; Digital Marketing; Internet and the Web; Mobile and Wireless Technology; AI and Machine Learning; E-commerce; Digital Platforms; Fashion Industry; Retail Industry; Apparel and Accessories Industry; Consumer Products Industry; United States
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  • Teaching Interest

Decision Making Under Uncertainty

By: David E. Bell

Many of the decisions we face are made complicated by having uncertain consequences: how should I set my inventory when I don’t know what demand will be, should I refinance my mortgage when rates might go lower, how big a bet shall I make in a new business, and so... View Details

  • 22 Jul 2008
  • First Look

First Look: July 22, 2008

a non-manufacturing setting we move beyond the artifacts and gain insight into the principles that may lead to improved performance. Combining a detailed case study and empirical analysis we document the internal processes that the lean... View Details
Keywords: Martha Lagace

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