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- All HBS Web (416)
- Faculty Publications (135)
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- 16 Jul 2013
- First Look
First Look: July 16
dynamic consumer segmentation, which operates independent of the homogenization effect, and can in fact be stronger when the homogenization effect is weaker. We also find that bundles are treated as separate products (distinct from component products) by consumers.... View Details
Keywords: Anna Secino
- 27 Jul 2011
- Research & Ideas
Customer Loyalty Programs That Work
consumer." The Personal Book software program is one tool that helps Nordstrom's sales staff do this. In it, they can record personal information about their customers, including size and color... View Details
- 24 Jul 2000
- Research & Ideas
Linking the Globe: The Role of Media and Communications
information, the provision of information, the sale of information." This juncture, added Spar, raises several key questions: Is selling information different from selling other kinds of goods and services and, if so, how? Is selling... View Details
- 02 Mar 2015
- Research & Ideas
Retail Reaches a Tipping Point—Which Stores Will Survive?
then need to consider one of three strategies: Enhance the Value of the Box, Shrink and Transform the Format, or Wind Down. Sean Silverthorne: Why do you think we are at an inflection point? Ecommerce has been around for several decades, yet still accounts for just 6... View Details
- 08 Jul 2008
- First Look
First Look: July 8, 2008
Long Tail: Why the Future of Business Is Selling Less of More, Chris Anderson, editor of Wired magazine, argues that the sudden availability of niche offerings more closely tailored to their tastes will lure consumers away from homogenized hits. The "tail" of... View Details
Keywords: Martha Lagace
- 28 May 2012
- Research & Ideas
A Pragmatic Alternative for Creating a Corporate Social Responsibility Strategy
environmental, educational, and humanitarian organizations. Microsoft donates almost $300 million annually in software products to nongovernmental organizations around the world. There has to be an internal logic for how these efforts... View Details
Keywords: by Dina Gerdeman
- 13 May 2014
- First Look
First Look: May 13
eligible for a discount on the purchase price conditional on their achieving the sales targets set by the franchisor. We show that car dealers (franchisees) who exclusively deal in cars of the brand offered by the franchisor receive... View Details
Keywords: Sean Silverthorne
- 16 Feb 2016
- First Look
February 16, 2016
on average, the implementation of the preferential incentive plan was associated with improvements in sales. Also, we find that this plan was associated with greater improvements in sales and gross profits as well as reductions in the... View Details
Keywords: Sean Silverthorne
- 12 Oct 2011
- Research & Ideas
Creating Online Ads We Want to Watch
unobtrusively measured their eye movements. The researchers parsed the camera data with the help of computer vision software that evaluated emotional response based on variations in facial features. Click to watch. Meanwhile, the eye... View Details
- 16 Sep 2008
- First Look
First Look: September 16, 2008
launched, especially so that it is not overly dependent on sales of a particular business like LCD glass. Purchase this case: http://harvardbusinessonline.hbsp.harvard.edu/ b01/en/common/item_detail.jhtml?id=608108 ghSMART & Co.,... View Details
- 08 Oct 2013
- First Look
First Look: October 8
Triandiflou and Ken Burows worked resolutely to plan for the launch of their sales management software company. Soon they recruited a third member, Mike Meisenheimer, to lead product development. Each... View Details
Keywords: Sean Silverthorne
- 08 Jul 2014
- First Look
First Look: July 8
across their organizations. Publisher's link: http://hbr.org/2014/07/becoming-a-first-class-noticer/ar/1 July-August 2014 Harvard Business Review How 'Brand Tourists' Can Grow Sales By: Bellezza, Silvia, and Anat Keinan Abstract—The... View Details
Keywords: Carmen Nobel
- 05 Feb 2013
- First Look
First Look: Feb. 5
impacts applications even among academically stronger students. Finally, athletic success effects are greater at public schools than at private schools. Download the paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=44101 Do Bonuses Enhance Sales... View Details
Keywords: Sean Silverthorne
- 17 May 2016
- First Look
May 17, 2016
based on the color of a person's skin through its “Dark is Beautiful” campaign—endorsed by well-known actor-director Nandita Das. However, despite the recent guidelines on advertising of skin-lightening products, many Indians still aspire to have fair skin. The View Details
Keywords: Sean Silverthorne
- 18 Feb 2015
- First Look
First Look: February 18
System Architecture By: Baldwin, Carliss Y., Alan MacCormack, and John Rusnak Abstract—In this paper, we describe an operational methodology for characterizing the architecture of complex technical systems and demonstrate its application to a large sample of View Details
Keywords: Sean Silverthorne
- 22 Sep 2009
- First Look
First Look: September 22
Working PapersMixed Source Authors:Ramon Casadesus-Masanell and Gastón Llanes Abstract We study competitive interaction between profit-maximizing firms that sell software and complementary goods or services. In addition to tactical... View Details
Keywords: Martha Lagace
- 12 Aug 2008
- Op-Ed
Google-Yahoo Ad Deal is Bad for Online Advertising
Yahoo is unlikely to exercise its right to sell search ads through other providers, for no such sale is likely to yield revenues comparable to what Yahoo can obtain from Google. Google's Opaque Approach Hinders Detection Of Abuses Of... View Details
- 20 Nov 2012
- First Look
First Look: November 20
through a third previously unexamined effect: dynamic consumer segmentation. Our results, therefore, contradict prior static models: bundling can be profitable even when consumer valuations for components are highly correlated. In the absence of bundling, both hardware... View Details
Keywords: Sean Silverthorne
- 20 May 2014
- First Look
First Look: May 20
of product development, felt that a substantial portion of the new funding was needed to rework Open English's platform to enable the additional growth. She was concerned that the company's learning platform (LP)-the core set of software... View Details
Keywords: Sean Silverthorne
- 19 Jun 2007
- First Look
First Look: June 19, 2007
alignment in supply/demand planning. We model the interaction between a sales and a manufacturing function within a firm, or between an upstream and downstream firm. We claim that misalignment is costly both to the involved... View Details
Keywords: Martha Lagace