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October 2021
Article

Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach

By: Nicolas Padilla and Eva Ascarza

The success of Customer Relationship Management (CRM) programs ultimately depends on the firm's ability to understand consumers' preferences and precisely capture how these preferences may differ across customers. Only by understanding customer heterogeneity, firms can... View Details

Keywords: Customer Management; Targeting; Deep Exponential Families; Probabilistic Machine Learning; Cold Start Problem; Customer Relationship Management; Programs; Consumer Behavior; Analysis

Research Summary

Overview

By: Ayelet Israeli

Professor Israeli utilizes econometric methods and field experiments to study data driven decision making in marketing context. Her research focuses on data-driven marketing, with an emphasis on how businesses can leverage their own data, customer data, and market data... View Details

Keywords: Channel Management; Pricing; Pricing Policies; Online Marketing; E-commerce; Analytics; Econometrics; Field Experiments; Data Analytics; Artificial Intelligence; Value Of Data

August 2021 (Revised March 2022)
Case

Camera IQ and the Metaverse: Building Augmented Reality Brand Experiences

By: Jill Avery and Rayan Nahas

Camera IQ, a camera marketing software company that empowered brands to create and launch augmented reality experiences (AREs) across social platforms, had just raised an additional $5 million to fund further product development and expand its marketing and sales... View Details

2023
Working Paper

Coordinated R&D Programs and the Creation of New Industries

By: Daniel P. Gross and Maria P. Roche

Complex systems technologies—including “deep tech”—are prone to numerous frictions that stymie commercial development. Yet technologies with these features underpin some of the most valuable industries of the past century. We examine how large, mission-oriented... View Details

Keywords: Research and Development; Policy; Business and Government Relations; Technological Innovation; Collaborative Innovation and Invention

SSRN

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16 Oct 2018
First Look

New Research and Ideas, October 16, 2018

Complementary goods have more value when used together than separately. Complementarity may be strong or weak. Strong complements are specific and unique goods that have no View Details

Keywords: Dina Gerdeman

January 2021 (Revised March 2021)
Exercise

E-Commerce Analytics for CPG Firms (C): Free Delivery Terms

By: Ayelet Israeli and Fedor (Ted) Lisitsyn

The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for... View Details

Fall 2014
Article

Seesaws and Social Security Benefits Indexing

By: Matthew Weinzierl

The price indexation of Social Security benefit payments has emerged in recent years as a flashpoint of debate in the United States. I characterize the direct effects that changes in that price index would have on retirees who differ in their initial wealth at... View Details

Keywords: Retirement; Compensation and Benefits; United States

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February 2018
Case

Rosslyn Resource: Monetization and Sales Strategy

By: Robert J. Dolan and Sunru Yong

Rosslyn Resource identifies exploration targets (potential mineral deposits) in the mining industry and advances them until the project can be monetized, usually through sale to a larger mining company, in return for an upfront fee and a royalty on future revenues.... View Details

Keywords: Strategy; Decision Choices and Conditions; Business Model; Organizational Change and Adaptation; Mining Industry

March 2017 (Revised February 2025)
Case

Edwin Land: The Art and Science of Innovation

By: Tom Nicholas, Christopher T. Stanton and Matthew G. Preble

Throughout the second half of the 20th century, Polaroid first invented—and then continuously reinvented—the field of instant photography. Under the leadership of its mercurial founder Edwin Land, the company regularly released new instant cameras and films, often... View Details

Keywords: Instant Photography; Company History; Change Management; Disruption; Forecasting and Prediction; Entrepreneurship; Business History; Innovation Strategy; Disruptive Innovation; Innovation and Management; Intellectual Property; Patents; Product Marketing; Brands and Branding; Product Launch; Product Development; Chemical Industry; Consumer Products Industry; United States

2021
Chapter

International Business History and the Strategy of Multinational Enterprises: How History Matters

By: Geoffrey Jones and Teresa da Silva Lopes

This chapter provides an overview of the evolution of international business over the long-run as well as the strategies of MNEs. It highlights how strategies became more complex over time with MNEs moving from being coordinators of resources and managers of... View Details

Keywords: Multinational; International Business; Internalization; Globalization; Theory; Multinational Firms and Management; Business History; Africa; Asia; Europe; Latin America; Middle East; North and Central America

2023
Book

Beyond AI: ChatGPT, Web3, and the Business Landscape of Tomorrow

By: Ken Huang, Yang Wang, Feng Zhu, Xi Chen and Chunxiao Xing

This book explores the transformative potential of ChatGPT, Web3, and their impact on productivity and various industries. It delves into Generative AI (GenAI) and its representative platform ChatGPT, their synergy with Web3, and how they can revolutionize business... View Details

Keywords: Generative Ai; AI and Machine Learning; Ethics; Technology Adoption

March 2001
Article

Strategy and the Internet

By: M. E. Porter

Many of the pioneers of Internet business, both dot-coms and established companies, have competed in ways that violate nearly every precept of good strategy. Rather than focus on profits, they have chased customers indiscriminately through discounting, channel... View Details

Keywords: Strategy; Online Technology

November 1999
Case

E.I. du Pont de Nemours and Company (B)

DuPont must decide whether to launch a new non-GM (genetically modified) soybean that is tolerant to chemical sprays. In the face of rapid introductions of GM products by competitors, DuPont faces the challenge of ensuring the identity preservation of its new product... View Details

Keywords: Business Model; Customer Value and Value Chain; Genetics; Agriculture and Agribusiness Industry

29 Jan 2021
Op-Ed

How Influencers, Celebrities, and FOMO Can Win Over Vaccine Skeptics

be classified into five segments: innovators, early adopters, early majority, late majority, and laggards. Each of the five segments has its own behavioral and demographic characteristics, with varying... View Details

Keywords: by Rohit Deshpandé, Ofer Mintz, and Imran S. Currim

02 Mar 2020
What Do You Think?

Are Candor, Humility, and Trust Making a Comeback?

SUMMING UP Why Is It so Difficult to Lead with Candor, Humility, and Trust? Responses to this month’s column, for the most part, represented a celebration of the values of candor, humility, View Details

Keywords: by James Heskett

26 Jul 2010
Research & Ideas

Yes, You Can Raise Prices in a Downturn

Beachwood, Ohio. In this interview the researchers discuss pricing strategy and what ingredients are necessary to convince customers that higher prices are worth the cost. Sean Silverthorne: Who would... View Details

Keywords: by Sean Silverthorne; Retail; Consumer Products

August 2024 (Revised September 2024)
Case

Dishoom: From Bombay with Love

By: Anjali M. Bhatt and Thomas J. DeLong

Shamil and Kavi Thakrar, co-founders of Dishoom, faced critical decisions as they looked to expand the UK-based restaurant group. Shamil, the CEO, was confident in Dishoom's potential for growth but he was concerned about preserving the culture and values centered... View Details

Keywords: Human Resource Management; Growth And Scaling; Organizational Culture; Values and Beliefs; Growth Management; Expansion; United Kingdom

05 Mar 2019
First Look

New Research and Ideas, March 5, 2019

non-democracies. The Value of First Impressions: Leveraging Acquisition Data for Customer Management By: Padilla, Nicolas, and Eva Ascarza Abstract— Managing View Details

Keywords: Dina Gerdeman

January 2021 (Revised March 2021)
Supplement

E-Commerce Analytics for CPG Firms (C): Free Delivery Terms

By: Ayelet Israeli and Fedor (Ted) Lisitsyn

The E-Commerce Analytics group at the traditional CPG firm was in charge of compiling various online sales reports, as well as making data-driven recommendations for sales and marketing tactics. In a series of exercises, students address different data challenges for... View Details