Publications

April 1989
Case

New England Brown Egg Council Takes on Salmonella

By: Stephen A. Greyser and Norman Klein

Keywords: Advertising Campaigns; Perception; Agriculture and Agribusiness Industry; New England

28 Aug 2006
Research & Ideas

Online Match-Making with Virtual Dates

current model is artificial and static, and far removed from everyday social interaction," says Jeana H. Frost, who along with Michael I. Norton and Dan Ariely is taking an academic look at online dating and how it can be improved.... View Details

Keywords: by Martha Lagace; Publishing

August 2017 (Revised December 2018)
Case

Tamarin App: Natural Language Processing

By: Srikant M. Datar and Caitlin N. Bowler

In this case, students explore the challenges of using sentiment analysis to monitor and understand public perception around a software application, Tamarin SEO App. Technical topics include building a filtering classifier using naive Bayes and sentiment analysis This... View Details

Keywords: Data Science; Branding; Data Analytics; Analytics and Data Science; Brands and Branding; Analysis; Perception; Planning

Educators

26 Mar 2019
Working Paper Summaries

Mitigating the Negative Effects of Customer Anxiety Through Access to Human Contact

Keywords: by Michelle A. Shell and Ryan W. Buell; Health

09 Jul 2008
Research & Ideas

Starbucks’ Lessons for Premium Brands

broaden its appeal. These new products undercut the integrity of the Starbucks brand for coffee purists. They also challenged the baristas who had to wrestle with an ever-more-complicated menu of drinks. With over half of customers customizing their drinks, baristas,... View Details

Keywords: by John Quelch; Retail

August 2009
Article

Mental Accounting and Small Windfalls: Evidence from an Online Grocer

By: John Beshears and Katherine L. Milkman

We study the effect of small windfalls on consumer spending decisions by comparing the purchases online grocery customers make when redeeming $10-off coupons with the purchases they make without coupons. Controlling for customer fixed effects and other variables, we... View Details

Keywords: Mental Accounting; Windfalls; Marginal Propensity To Consume; Coupons; Marketing Communications; Consumer Behavior; Accounting; Cognition and Thinking; Retail Industry

Read Now

20 Oct 2009
First Look

First Look: October 20

cost, but is also a function of the competitiveness of the upstream economy. Moreover, the presence of a gray market competitor may cause unintended social welfare consequences when domestic governments... View Details

Keywords: Martha Lagace

2010
Other Unpublished Work

Fashioning an Industry: Cognitive Processes and the Construction of Worth in the Institutionalization of a New Industry

By: Mukti Khaire

This inductive study of the high-end fashion industry in India explores how the worth of a new industry is constructed. Interviews with entrepreneurs and constituents of the field revealed that the worth of the industry was constructed through framing by early... View Details

Keywords: Market Design; Framework; Entrepreneurship; Value; Cognition and Thinking; Industry Structures; Fashion Industry; India

05 Dec 2013
What Do You Think?

Is Walmart Defying Economic Gravity?

posed for many years: How much longer will Walmart's business model be sustainable? Will it be endangered by its size, increases in the minimum wage laws, or other business and social trends that have plagued nearly every other large... View Details

Keywords: by James Heskett; Retail

2016
Article

Buying to Blunt Negative Feelings: Materialistic Escape from the Self

By: Grant Edward Donnelly, Masha Ksendzova, Ryan Howell, Kathleen Vohs and Roy F. Baumeister

We propose that escape theory, which describes how individuals seek to free themselves from aversive states of self-awareness, helps explain key patterns of materialistic people’s behavior. As predicted by escape theory, materialistic individuals may feel dissatisfied... View Details

Keywords: Materialism; Escape; Self; Negative Emotions; Self-awareness; Emotions; Consumer Behavior; Identity; Motivation and Incentives

2005
Chapter

Consumer Identity Motives in the Information Age

By: John Deighton

Keywords: Consumer Behavior; Motivation and Incentives; Identity; Behavior

March 2006 (Revised January 2011)
Case

CEMEX: Rewarding the Egyptian Retailers

CEMEX has pursued an aggressive decommoditization strategy focused on its relationship with small Egyptian retailers. In particular, the strategic role and effectiveness of the Rewards Program, a tournament that rewarded the sales performance of the retailers, was... View Details

Keywords: Marketing Strategy; Performance Improvement; Sales; Motivation and Incentives; Construction Industry; Egypt

Educators

05 Jul 2016
Working Paper Summaries

The Impact of Campus Scandals on College Applications

Keywords: by Michael Luca, Patrick Rooney, and Jonathan Smith; Education

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 Excellence in Retailing (COER)... View Details

Keywords: by Carmen Nobel; Health

November–December 2021
Article

Does Gender Matter? The Effect of Management Responses on Reviewing Behavior

By: Davide Proserpio, Isamar Troncoso and Francesca Valsesia

We study the effect of management responses on the reviewing behavior of self-identified female and male reviewers. Using data from Tripadvisor, we show that after hotels begin to respond to reviews, the probability that a negative review comes from a self-identified... View Details

Keywords: Word Of Mouth; Online Reviews; Management Responses; E-commerce; Gender; Prejudice and Bias; Digital Platforms; Customers

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