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Publications

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  • November 2019
  • Article

How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework

By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details
Keywords: Nerlove-Arrow Framework; Stock-of-goodwill; Dynamic Panel Data; Serial Correlation; Instrumental Variables; Sales Effectiveness; Detailing; Analytics and Data Science; Sales; Analysis; Performance Effectiveness; Pharmaceutical Industry
Related

    How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework

    This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details
    • November 2021
    • Article

    Panel Experiments and Dynamic Causal Effects: A Finite Population Perspective

    By: Iavor Bojinov, Ashesh Rambachan and Neil Shephard
    In panel experiments, we randomly assign units to different interventions, measuring their outcomes, and repeating the procedure in several periods. Using the potential outcomes framework, we define finite population dynamic causal effects that capture the relative... View Details
    Keywords: Panel Data; Dynamic Causal Effects; Potential Outcomes; Finite Population; Nonparametric; Mathematical Methods
    Related
    • 12 Oct 2022
    • Video

    Laura N Montoya: The Global Cultural Lens of AI

    • 21 Nov 2006
    • First Look

    First Look: November 21, 2006

    previous work that beliefs are also correlated with several features of the economic system (taxation, social insurance, etc.). Our objective is to study the joint determination of these three features (beliefs, punitiveness and economic... View Details
    Keywords: Sean Silverthorne
    • 13 Jun 2017
    • First Look

    First Look at New Research and Ideas, June 13

    higher for generalists. Free samples have little effect on any type of physician. We also introduce a key methodological innovation to the marketing and economics literature. We show that moment conditions—typically used in traditional dynamic panel data methods—are... View Details
    Keywords: Sean Silverthorne
    • Web

    2015 Symposium - Race, Gender & Equity

    of Technology, Sloan School of Management Don Tomaskovic-Devey University of Massachusetts, Amherst Shelley Correll Stanford University Susan Sturm Columbia Law School Sarah Cliffe Harvard Business Review Maria Konnikova The New Yorker... View Details
    • 28 Aug 2007
    • First Look

    First Look: August 28, 2007

    been hired as the first non-founding CEO, taking over from the founder-CEO of a tight-knit founding team. Trachtman had first taken over from a mother and son team, then from two brothers, then from a wife and husband team, and now from View Details
    Keywords: Martha Lagace
    • 28 Aug 2018
    • First Look

    New Research and Ideas, August 28, 2018

    vulnerable to serial correlation in the error structure. We discuss the associated biases and present a robust set of moment conditions for both lagged dependent and predetermined explanatory variables.... View Details
    Keywords: Dina Gerdeman
    • 10 Apr 2018
    • First Look

    First Look at New Research, April 10, 2018

    the marketing and economics literature. We show that in the Nerlove-Arrow framework, moment conditions typically used in conventional dynamic panel data methods become vulnerable to serial correlation in the... View Details
    Keywords: Sean Silverthorne
    • 18 Aug 2011
    • Lessons from the Classroom

    Business Plan Contest: 15 Years of Building Better Entrepreneurs

    the Aldrich classrooms on the Harvard Business School campus where other people's ventures are the usual topic of discussion. Judges—a mix of angel investors, VCs, serial entrepreneurs, and industry executives—score the plans on criteria... View Details
    Keywords: by Julia Hanna; Education
    • 01 Jun 2011
    • News

    The Best-Laid Plans

    morning known as “Super Saturday,” 63 student teams present these and other ideas in the Aldrich classrooms where other people’s ventures are the usual topic of discussion. Judges — a mix of angel investors, VCs, serial entrepreneurs, and... View Details
    Keywords: Julia Hanna; contests; Health, Social Assistance; Architectural, Engineering, and Related Services; Professional Services; Management, Scientific, and Technical Consulting Services; Professional Services
    • 22 May 2007
    • First Look

    First Look: May 22, 2007

    yield spreads have offsetting effects in each component. A widening yield spread is correlated with reduced cash-flow (or inflationary) risk for bonds, but it is also correlated with larger discount rate... View Details
    Keywords: Martha Lagace
    • 21 May 2019
    • Blog Post

    Asian Pacific American Heritage Month at HBS

    up in a traditional Chinese family. Prior to HBS, I worked at Unilever in both the Shanghai and Tokyo offices. I am also a failed serial entrepreneur, with my first company founded while I worked at Unilever, and the subsequent three... View Details