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  • 01 Sep 2009
  • First Look

First Look: September 1

Case 810-018 This case study provides an overview of Intuit's growth and, in particular, the sales and service initiatives that historically fueled the company's growth from start-up to a corporation. It also outlines certain processes... View Details
Keywords: Martha Lagace
  • 06 Dec 2016
  • Working Paper Summaries

Assortment Rotation and the Value of Concealment

Keywords: by Kris Johnson Ferreira and Joel Goh; Retail
  • 02 Oct 2018
  • First Look

New Research and Ideas, October 2, 2018

Xu Abstract—We investigate how dynamic pricing can lead to more product returns in the online retail industry. Using detailed sales data of more than two million transactions from the Indian View Details
Keywords: Dina Gerdeman
  • 23 Sep 2014
  • First Look

First Look: September 23

http://www.hbs.edu/faculty/Publication%20Files/Kiatpongsan%20Norton%20PPS_31f17547-5033-401c-8ed2-ccc9b6a2b433.pdf   Working Papers Bitcoin By: Böhme, Rainer, Nicolas Christin, Benjamin Edelman, and Tyler Moore Abstract—Bitcoin is an View Details
Keywords: Sean Silverthorne
  • 09 May 2012
  • Research & Ideas

Clayton Christensen’s “How Will You Measure Your Life?”

responded in a 2002 press release. "We have not seen a business model that is financially viable in the long term in this arena. Online rental services are 'serving a niche market.' " Netflix, on the other hand, thought this... View Details
  • August 2016 (Revised August 2017)
  • Case

AnswerDash (Abridged)

By: Elie Ofek and Jeffrey D. Shulman
It is 2014 and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of... View Details
Keywords: Pricing; Economic Value Estimation; Price Metrics; Organizational Selling; Innovation Adoption; Business To Business; Marketing; Customer Lifetime Value; Venture Capital; Customer Relationship Management; Price; Marketing Strategy; Entrepreneurship; Technology Adoption; Business Startups; Sales; Innovation and Invention; Product Marketing; Financial Services Industry
Related
  • June 2016 (Revised August 2017)
  • Case

AnswerDash

By: Elie Ofek and Jeffrey D. Shulman
It is 2014, and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of... View Details
Keywords: Pricing; Economic Value Estimation; Price Metrics; Organizational Selling; Innovation Adoption; Business To Business; Marketing; Customer Lifetime Value; Venture Capital; Customer Relationship Management; Price; Marketing Strategy; Entrepreneurship; Technology Adoption; Business Startups; Sales; Innovation and Invention; Product Marketing; Financial Services Industry
Related
  • 14 Nov 2023
  • Research & Ideas

The Network Effect: Why Companies Should Care About Employees’ LinkedIn Connections

forming tangible real-world connections than it is a clarion call for employees to flock to professional online network sites. It’s just that data from social media offer unique opportunities to measure and study how networks form and to... View Details
Keywords: by Ben Rand
  • Program

Leading and Building a Culture of Innovation

chief technology officers, chief information officers, and chief HR executives Leaders from corporate strategy, finance, legal, human resources, marketing, manufacturing, customer service, and sales Individuals and teams are welcome to... View Details
  • 01 Nov 2011
  • First Look

First Look: Nov. 1

online discount vouchers, a new marketing tool that offers consumers large discounts when they prepay for participating merchants' goods and services. Within a model of repeat experience good purchase, we examine two mechanisms by which a... View Details
Keywords: Sean Silverthorne
  • 26 Apr 2023
  • In Practice

Is AI Coming for Your Job?

example, AI has fundamentally shifted the nature of Wall Street trading. It determines credit scores for existing and potential customers, screens applicants, assists in hiring, responds in real time to queries, and suggests new courses of action. "AI systems help... View Details
Keywords: by Kristen Senz; Technology
  • Program

Transforming Customer Experiences

inside sales teams, or other functions central to service delivery Executives in marketing, data analysis, or operations management Human resources executives concerned with driving internal service culture While individuals are invited... View Details
  • 21 Nov 2022
  • Research & Ideas

Buy Now, Pay Later: How Retail's Hot Feature Hurts Low-Income Shoppers

Online shopping features that let consumers pay for goods in interest-free installments exploded during the pandemic, but new research questions the riskiness of such services: Are people getting in over their heads? Buy now, pay later... View Details
Keywords: by Rachel Layne; Retail; Financial Services; Technology
  • January 2020
  • Case

The June Oven

By: Leonard A. Schlesinger and Christian Godwin
The June Oven was a smart oven which was capable of identifying food and cooking it accordingly. This type of smart oven represented the next step in the long history of oven and stove development. Due to the widespread use of traditional ovens, the market for the June... View Details
Keywords: Business Ventures; Trends; Customers; Design; Entrepreneurship; Food; Goods and Commodities; Innovation and Invention; Marketing; Brands and Branding; Demand and Consumers; Distribution; Product Development; Sales; Information Technology; Internet and the Web; Applications and Software; Consumer Products Industry; Retail Industry; Technology Industry; Electronics Industry; Manufacturing Industry; United States
Related
  • Web

Technology & Operations Management - Faculty & Research

incentives, suggesting internal governance structures shape how suppliers respond to social movement pressures. May–June 2025 Article Algorithmic Assortment Curation: An Empirical Study of Buybox in Online Marketplaces By: Santiago... View Details
  • 10 Jan 2011
  • Research & Ideas

Is Groupon Good for Retailers?

At first blush, the two-year-old online start-up Groupon seems a bit audacious. For starters, there's the news that the deal-of-the-day website turned down a $6 billion acquisition offer from Google last month. Then there's the company's... View Details
Keywords: by Carmen Nobel; Advertising; Technology
  • 14 Feb 2017
  • First Look

First Look at New Research: February 14

the scientists themselves. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=52220 January 2017 American Economic Review Are Online and Offline Prices Similar? Evidence from Large Multi-Channel Retailers By: Cavallo,... View Details
Keywords: Sean Silverthorne
  • 20 Jun 2023
  • Research & Ideas

Looking to Leave a Mark? Memorable Leaders Don't Just Spout Statistics, They Tell Stories

information, they usually understand that statistics tend to be more informative than stories.” In that case, a politician doing last minute campaigning before an election, or a business executive seeking to boost sales or recruitment at... View Details
Keywords: by Scott Van Voorhis
  • 22 Apr 2019
  • Research & Ideas

Why Salespeople Struggle at Leading

times what they spend on online advertising. Sources: SBI Magazine, “The World’s Largest Sales Forces”; Selling Power, “500 Largest Sales Forces 2018”; Interactive Advertising... View Details
Keywords: by Dina Gerdeman
  • 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