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    John T. Gourville

    John Gourville is the Albert J. Weatherhead, Jr. Professor of Business Administration at the Harvard Business School.  He joined the HBS Marketing Unit in 1995 after receiving his Ph.D. at the University of Chicago in marketing and behavioral research.  His most... View Details

    Keywords: agribusiness; biotechnology; consumer products; health care; high technology; medical supplies; pharmaceuticals; retailing
    • 17 May 2022
    • Cold Call Podcast

    Delivering a Personalized Shopping Experience with AI

    Keywords: Re: Jill J. Avery
    • 2010
    • Chapter

    Utilizing Team Member Expertise Under Pressure

    By: Heidi K. Gardner and Erin McFee
    Pressure intensifies on a strategy consulting team as they deliver a critical project, and the team manager faces a dilemma about her changing role on the team. Although she had been the key decision-maker in the early weeks of the project, Julia Narino now finds that... View Details
    Keywords: Experience and Expertise; Managerial Roles; Organizational Culture; Projects; Groups and Teams; Behavior; Customization and Personalization; Consulting Industry
    Related
    • 21 Jan 2014
    • First Look

    First Look: January 21

    Publications August 2013 Journal of Economic Behavior & Organization Awards Unbundled: Evidence from a Natural Field Experiment By: Ashraf, Nava, Oriana Bandiera, and Scott Lee Abstract—Organizations often use non-monetary awards to... View Details
    Keywords: Sean Silverthorne
    • 12 Nov 2013
    • First Look

    First Look: November 12

    observers. We identify boundary conditions and demonstrate that the positive inferences disappear when the observer is unfamiliar with the environment, when the nonconforming behavior is depicted as unintentional, and in the absence of... View Details
    Keywords: Sean Silverthorne
    • 26 Apr 2011
    • First Look

    First Look: April 26

    April 2002, started providing its branch managers with customer lifetime value (CLV) information about mortgage applicants. The data allow us to gauge the effects of enriching the information set of these employees in an environment where... View Details
    Keywords: Sean Silverthorne

      Jeremy Yang

      Jeremy Yang is an Assistant Professor of Business Administration in the Marketing Unit at Harvard Business School. He teaches Marketing in the MBA required curriculum. He develops data products for... View Details
      Keywords: advertising; media; entertainment; information; consumer products
      • 2022
      • Book

      Purpose + Profit: How Business Can Lift Up the World

      By: George Serafeim
      The roadmap and best practices to reap the enormous value that can emerge when your business prioritizes social and environmental goals—such as climate change, diversity and inclusion, and sustainability—right alongside the pursuit of profit.

      We not only... View Details
      Keywords: ESG (Environmental, Social, Governance) Performance; Profitability; Business And Society; Organizations; Mission and Purpose; Goals and Objectives; Social Issues; Environmental Sustainability; Value Creation; Organizational Change and Adaptation
      Related
      • 29 Apr 2015
      • HBS Seminar

      Jason Jay, MIT Sloan School of Management

      • August 2019 (Revised March 2022)
      • Case

      Lemonade: Disrupting Insurance with Instant Everything, Killer Prices, and a Big Heart

      By: Elie Ofek and Danielle Golan
      Launching its first products in the fall of 2016 in New York, insurtech startup Lemonade was on a mission to disrupt the insurance market by using AI and behavioral economics principles. The company offered renters, homeowners, and condo insurance and mainly targeted... View Details
      Keywords: AI; Business Startups; Insurance; Technological Innovation; Business Model; Disruption; Brands and Branding; Growth and Development Strategy; Global Strategy; Decision Making; Insurance Industry; Technology Industry
      Related
      • December 15, 2015
      • Article

      Don't Turn Your Sales Team Loose Without a Strategy

      By: Frank V. Cespedes and Steve Thompson
      When formulating a strategy, markets and segments are typically important categories. But only customers buy. Hence, for most firms, de facto strategy and much resource allocation are the aggregate result of the deals their salespeople close. However, few firms clarify... View Details
      Keywords: Strategy; Salesforce Management
      Related

        John A. Deighton

        John Deighton is The Harold M. Brierley Professor of Business Administration Emeritus at Harvard Business School. He is an authority on consumer behavior and marketing, with a focus on digital and direct marketing. He teaches in the area of Big Data in Marketing,... View Details

        Keywords: advertising; banking; beverage; communications; computer; consumer products; credit card; e-commerce industry; financial services; grocery; hotels ＆ motels; information technology industry; marketing industry; music; pharmaceuticals; professional services
        • August 2013
        • Article

        Customer-Driven Misconduct: How Competition Corrupts Business Practices

        By: Victor Manuel Bennett, Lamar Pierce, Jason A. Snyder and Michael W. Toffel
        Competition among firms yields many benefits but can also encourage firms to engage in corrupt or unethical activities. We argue that competition can lead organizations to provide services that customers demand but that violate government regulations, especially when... View Details
        Keywords: Competition; Crime and Corruption; Management Practices and Processes; Ethics; Consumer Behavior; Customer Satisfaction; Auto Industry; Service Industry
        Related
        • November 2015 (Revised May 2016)
        • Case

        Aspiring Minds

        By: Karim R. Lakhani, Marco Iansiti and Christine Snively
        By 2015, India-based employment assessment and certification provider Aspiring Minds had helped facilitate over 300,000 job matches through its assessment tools. Aspiring Minds' flagship product, the Aspiring Minds Computer Adaptive Test (AMCAT), used machine learning... View Details
        Keywords: Information Technology; Strategy; Higher Education; Technological Innovation; Employment; Technology Industry; India; China
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          Anthony Mayo

          Tony Mayo is the Thomas S. Murphy Senior Lecturer of Business Administration and C. Roland Christensen Distinguished Management Educator in the Organizational Behavior Unit of Harvard Business School (HBS).  He currently teaches and serves as the course head for... View Details

          Keywords: advertising; airline; education industry; nonprofit industry; publishing industry; service industry
          • 19 Jul 2004
          • Research & Ideas

          Your Customers: Use Them or Lose Them

          Frei. Their customers are better off and the organizations earn a disproportionate share of the profits over their competitors. Frei, who spoke with HBS alumni on June 4 in a session titled "Capitalizing on the Power of the... View Details
          Keywords: by Martha Lagace
          • Research Summary

          Research

          Professor Karmarkar's research in consumer behavior develops theory-driven frameworks “from the brain up”. In particular, using a combination of consumer psychology, behavioral economics, and insights from neuroscience, she investigates the factors that consciously... View Details

          • 19 May 2011
          • Research & Ideas

          Empathy: The Brand Equity of Retail

          difference between a customer's decision to shop in a store rather than online. This is a key issue at a time when many potential customers will walk into a store, use their smartphone to snap a photo of a product they like, then return... View Details
          Keywords: by Carmen Nobel; Health

            Kris Johnson Ferreira

            Kris Ferreira is the Edgerley Family Associate Professor of Business Administration in the Technology and Operations Management (TOM) Unit. She teaches the Supply Chain Management course in the MBA elective curriculum and analytics in numerous Executive Education... View Details

            Keywords: retailing
            • 10 Nov 2008
            • What Do You Think?

            How Much Can You Ask of Your Customers?

            referrals of new customers, ideas for new products or processes, or even help in the selection of its frontline employees. Of greater significance than satisfaction or even the willingness to recommend the organization to others, these "ownership" View Details
            Keywords: by Jim Heskett