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  • 05 May 2008
  • Research & Ideas

Connecting with Consumers Using Deep Metaphors

powerful predictors of what customers think and how they react to new or existing goods and services. It was as if we had identified a secret code of thought, one that customers were unaware they were using.... View Details
Keywords: by Martha Lagace; Consumer Products
  • 14 Feb 2018
  • HBS Seminar

Ruomeng Cui, Emory University

  • 05 Dec 2023
  • Cold Call Podcast

Tommy Hilfiger’s Adaptive Clothing Line: Making Fashion Inclusive

Keywords: Fashion; Consumer Products; Apparel & Accessories; Retail
  • 09 May 2018
  • Research & Ideas

A Simple Way for Restaurant Inspectors to Improve Food Safety

and the less energy you’re going to have to discover violations” “This study brought together Maria’s interest in how scheduling affects workers’ behavior and how that affects quality or productivity, and my interest in studying the... View Details
Keywords: by Carmen Nobel; Food & Beverage; Service
  • 16 Jul 2007
  • Research & Ideas

Understanding the ‘Want’ vs. ’Should’ Decision

options, which is in their long-term best interest to do? For the first project we obtained access (with the help of HBS professor Anita Elberse) to a data set containing information about the film rental and return behaviors of a sample... View Details
Keywords: by Sarah Jane Gilbert; Retail; Entertainment & Recreation
  • 2024
  • Working Paper

Using LLMs for Market Research

By: James Brand, Ayelet Israeli and Donald Ngwe
Large language models (LLMs) have rapidly gained popularity as labor-augmenting tools for programming, writing, and many other processes that benefit from quick text generation. In this paper we explore the uses and benefits of LLMs for researchers and practitioners... View Details
Keywords: Large Language Model; Research; AI and Machine Learning; Analysis; Customers; Consumer Behavior; Technology Industry; Information Technology Industry
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  • 22 Jan 2014
  • Working Paper Summaries

Separating Homophily and Peer Influence with Latent Space

Keywords: by Joseph P. Davin, Sunil Gupta & Mikołaj Jan Piskorski
  • June 2020
  • Case

Agile Consumer Product Innovation with Alibaba's Tmall Innovation Center

By: William R. Kerr, Daniel O'Connor and James Palano
Consumer products companies were beset by changes on all sides during the 2010s. Customers were increasingly turning to ecommerce platforms rather than shopping in-store. Meanwhile, nimble, digitally-savvy competitors were gaining market share by capitalizing on the... View Details
Keywords: Future Of Work; Retail; Ecommerce; Alibaba; Consumer Products; Innovation; Innovation and Invention; Product Development; Consumer Behavior; E-commerce; Consumer Products Industry; Retail Industry; China
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  • February 2019 (Revised July 2019)
  • Case

Sales Force Management at Nobel Ilac

By: Doug J. Chung and Gamze Yucaoglu
Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details
Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey
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    Ranjay Gulati

    Ranjay Gulati is the Paul R. Lawrence MBA Class of 1942 Professor of Business Administration and the former Unit Head of the Organizational Behavior Unit at Harvard Business School. His pathbreaking research, which focuses on unlocking organizational and unleashing... View Details

    Keywords: biotechnology; computer; financial services; industrial goods; information technology industry; pharmaceuticals; professional services; retailing
    • 23 Jan 2012
    • Research & Ideas

    Break Your Addiction to Service Heroes

    In their new book, Uncommon Service: How to Win by Putting Customers at the Core of Your Business, coauthors Frances Frei and Anne Morriss maintain that it is possible for organizations to reduce costs while dramatically enhancing View Details
    Keywords: by Deborah Blagg; Service
    • February 22, 2023
    • Article

    How to Seed Organic Marketing in a Video-First World

    By: Ayelet Israeli, Leonard A. Schlesinger and Matt Higgins
    Early direct-to-consumer (DTC) companies relied on plentiful capital and low-cost digital marketing to power growth. But as this sector has matured, capital is more constrained, social media is more cluttered, and customer acquisition costs are rising. DTC companies... View Details
    Keywords: Online Business; Ecommerce; E-commerce; E-Commerce Strategy; Omnichannel Retail; Omnichannel Retailing; Influencer Marketing; Consumer; Organic Growth; Video Advertising; Promotion; Celebrities; Online Advertising; Online Channel; Online Communities; Online Community; Go To Market Strategy; Platform; Media; Media Content; Digital; Digital Culture; Digital Influencers; Direct To Consumer Marketing; Direct-to-consumer; Innovation ＆ Entrepreneurship; Innovation; Sales; Digital Platforms; Digital Marketing; Digital Strategy; Consumer Behavior; Internet and the Web; Advertising; Business Model; Growth Management; Marketing; Marketing Strategy; Marketing Channels; Marketing Communications; Communication Strategy; Innovation Strategy; Retail Industry; Consumer Products Industry; Fashion Industry; Advertising Industry; Apparel and Accessories Industry; Beauty and Cosmetics Industry; Food and Beverage Industry; Media and Broadcasting Industry; United States; North America
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    • Article

    Financial Shame Spirals: How Shame Intensifies Financial Hardship

    By: Joe J. Gladstone, Jon M. Jachimowicz, Adam Eric Greenberg and Adam D. Galinsky
    Financial hardship is an established source of shame. This research explores whether shame is also a driver and exacerbator of financial hardship. Six experimental, archival, and correlational studies (N = 9,110)—including data from customer bank account histories and... View Details
    Keywords: Financial Hardship; Financial Decision-making; Shame; Guilt; Personal Finance; Financial Condition; Decision Making; Emotions
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    • 06 Mar 2017
    • Research & Ideas

    Why Comparing Apples to Apples Online Leads To More Fruitful Sales

    display Apples to Apples and other board games, rather than attempting a cross-promotion with, say, Halloween costumes. The study results are outlined in a forthcoming Journal of Behavioral Decision Making article, The Impact of... View Details
    Keywords: by Dina Gerdeman; Retail; Advertising
    • 26 Jan 2021
    • Research & Ideas

    A New Way to Cut Credit Card Debt: Pay Off One Purchase at a Time

    have a list of purchases, and you can decide which ones you want to get rid of,” says Norton, the Harold M. Brierley Professor of Business Administration at HBS, and a member of Harvard’s Behavioral Insights Group. In their working paper,... View Details
    Keywords: by Kristen Senz; Financial Services
    • 03 Mar 2008
    • Research & Ideas

    Marketing Your Way Through a Recession

    Industrial customers prefer to see products and services unbundled and priced separately. Gimmicks are out; reliability, durability, safety, and performance are in. New products, especially those that address the new consumer reality and... View Details
    Keywords: by John Quelch
    • November 2009
    • Article

    Organizational Design and Control across Multiple Markets: The Case of Franchising in the Convenience Store Industry

    By: Dennis Campbell, Srikant M. Datar and Tatiana Sandino
    Many companies operate units that are dispersed across different types of markets, and thus serve significantly diverging customer bases. Such market-type dispersion is likely to compromise the headquarter's ability to control its local managers' behavior and satisfy... View Details
    Keywords: Market Dispersion; Decentralization; Incentives; Business Headquarters; Geographic Location; Governance Controls; Distribution; Organizational Design; Franchise Ownership; Retail Industry
    Related
    • 22 Jul 2015
    • Research & Ideas

    Name Your Price. Really.

    of experiments—including a field experiment where she posed with students as snack bar employees—Santana found that by subtly manipulating the environment, sellers can dramatically change what some buyers are willing to pay. Retailers are experimenting with allowing... View Details
    Keywords: by Michael Blanding; Consumer Products
    • 18 Feb 2013
    • Research & Ideas

    Breaking Through a Growth Stall

    the best understanding of the behavior that distinguishes customers are in sales, marketing, and service; however, the cost implications of customer View Details
    Keywords: by Sean Silverthorne

      Jill J. Avery

      Dr. Jill Avery is a Senior Lecturer of Business Administration and C. Roland Christensen Distinguished Management Educator in the marketing unit at Harvard Business School. She is a respected authority on branding and brand management, customer relationship... View Details

      Keywords: consumer products; arts; advertising; automobiles; retailing; fashion; hotels ＆ motels; food; beverage