Customer Specificity - Publications - Faculty & Research

03 Jan 2011
Research & Ideas

Most Popular Articles of 2010

customers on social networks such as Facebook. Professor Mikolaj Jan Piskorski provides a fresh look into the interpersonal dynamics of these sites and offers guidance for approaching these tantalizing markets The 'Luxury Prime': How... View Details

Keywords: by Staff

18 Nov 2015
Research & Ideas

Who Really Determines CEO Salary Packages?

in order for compensation to be effective, you need to create a compensation package in a way that facilitates an alignment between the goals of the executive and the specific goals of the corporation,” Gallani explains. But when Gallani... View Details

Keywords: by Carmen Nobel; Consulting

12 Jun 2018
First Look

New Research and Ideas, June 12, 2018

changes in stockouts or rebalances. We observe no evidence of learning or fatigue. Agent-level heterogeneity in the treatment effects shows that the agents who handle substantially more customer deposits than withdrawals benefit most from... View Details

Keywords: Dina Gerdeman

25 Mar 2015
HBS Case

Tate’s Digital Makeover Transforms the Traditional Museum

can be tracked through clicks, page views, and time on the site, as well as through a host of other metrics. But, says Avery, "there is often still not a direct link to the type of customer behavior we want to measure, such as ticket... View Details

Keywords: by Michael Blanding; Education

14 Jul 2020
Research & Ideas

Restarting Under Uncertainty: Managerial Experiences from Around the World

across a variety of countries and sectors. The results of this exploration show that managers are trying to ensure safety and maintain profitability with tremendous energy and creativity. While specific tactics vary by company, they share... View Details

Keywords: by Raffaella Sadun, Andrea Bertoni, Alexia Delfino, Giovanni Fassio, and Mariapaola Testa

24 Jul 2017
Research & Ideas

People Have an Irrational Need to Complete 'Sets' of Things

things incomplete” Do you want customers to refer more of their friends to your company’s website? Ask them to refer friends in arbitrary “batches” of five at a time. Looking to increase charitable giving to your nonprofit organization?... View Details

Keywords: by Carmen Nobel

02 Apr 2001
Research & Ideas

Not All M&As Are Alike—and That Matters

geographically by rolling up other companies in adjacent territories. Usually, the operating unit remains local if the relationship with local customers is important. What the acquiring company brings is some combination of lower... View Details

Keywords: by Joseph L. Bower

11 Apr 2011
Lessons from the Classroom

Teaching a ‘Lean Startup’ Strategy

can be perceived as something thrown together with shoestring and bubblegum," Eisenmann says. "But through a series of MVPs, a lean startup can validate a specific and comprehensive set of hypotheses about what the business is,... View Details

Keywords: by Carmen Nobel; Technology; Computer

09 Jun 2021
Research & Ideas

How Tennis, Golf, and White Anxiety Block Racial Integration

structure their lives in a fictional, diverse city. They were allowed to customize different aspects of the city layout based on their personal preferences, such as where to locate homes and workplaces. And they were presented with the... View Details

Keywords: by Jay Fitzgerald

16 May 2000
Research & Ideas

The Simple Economics of Open Source

when they derive a net benefit from the work, with net benefit based on both immediate and delayed rewards. Immediate rewards include monetary compensation, as well as the opportunity to fix a bug or customize a program for their own... View Details

Keywords: by Martha Lagace; Technology

02 Oct 2006
Research & Ideas

Negotiating in Three Dimensions

to overcome those specific barriers. A 3-D strategy is an aligned combination of set-up moves away from the table, deal design moves "on the drawing board," and tactics "at the table" all tailored to overcome the... View Details

Keywords: by Martha Lagace

07 Jun 2021
Book

9 Tips from an Expert Fundraiser: Help Donors 'Invest in Their Passion'

and Beyond F. Warren McFarlan Making the Ask One of the hardest questions to address is do you ask a prospective donor for a specific dollar number and if so, how high should that number be? (For the record, professional fundraisers say... View Details

Keywords: by Danielle Kost

13 Jun 2017
First Look

First Look at New Research and Ideas, June 13

Christians and Israeli Jews are more likely to form deontological judgments, they divide between the deontological principles of inaction and indirectness. Using textual analysis, we reveal that specific beliefs regarding divine... View Details

Keywords: Sean Silverthorne

06 Aug 2019
Cold Call Podcast

Super Bowl Ads Sell Products, but Do They Sell Brands?

expand your ROI on the investment. Kenny: Which, obviously, continues to drive the cost up. So, now we're not just talking about advertising. We're talking about the incremental expense of building a social media campaign around this. I've got to engage my View Details

Keywords: Advertising; Sports; Entertainment & Recreation; Media & Broadcasting

20 Jul 2021
Research & Ideas

Bankruptcy Spells Death for Too Many Businesses

which sounds like such a great thing. People get to keep their jobs, the creditors get paid equity, and the customers don't lose this business that they loved,” says Antill, whose article Do the Right Firms Survive Bankruptcy? will appear... View Details

Keywords: by Rachel Layne

22 May 2017
Lessons from the Classroom

A Luxury Industry Veteran Teaches the Importance of Aesthetics to Budding Business Leaders

laundromat called “Linens and Lattes” that would let customers drink coffee, socialize, and surf the web while waiting for their clothes to dry). Well into the night, the judges discussed the presentations over dinner at Harvest... View Details

Keywords: by Carmen Nobel; Beauty & Cosmetics; Apparel & Accessories; Auto; Tourism

02 Apr 2007
Lessons from the Classroom

Making the Move to General Manager

interconnections across the organization. The second is transitioning from the role of a doer to the role of managing through other people—and that's a big change. "As a new GM, you will be one step away from the customers or one... View Details

Keywords: by Martha Lagace

03 Jul 2018
First Look

New Research and Ideas, July 3, 2018

basis of systematic performance. Focusing on relative total shareholder returns (rTSR), the predominant metric specified in these contracts and used by market participants to evaluate managers, we document that 60% of firms—those that choose View Details