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  • 12 Jul 2004
  • Research & Ideas

Michael Porter’s Prescription For the High Cost of Health Care

in the behaviors of employers purchasing health plans. In addition, some important system infrastructure needs to be put in place—rules and regulations that shift the incentives and create the right types of information. Let's look at... View Details
Keywords: by Michael E. Porter; Health
  • 30 Nov 2009
  • Research & Ideas

Tracks of My Tears: Reconstructing Digital Music

At the dawn of the digital music era, record labels went along with a pricing scheme devised by Apple that they are still paying for today. The idea to "unbundle" albums into separate tracks sold for 99 cents each suddenly allowed consumers to bypass higher... View Details
Keywords: by Sean Silverthorne; Music
  • July–August 2024
  • Article

Doing More with Less: Overcoming Ineffective Long-Term Targeting Using Short-Term Signals

By: Ta-Wei Huang and Eva Ascarza
Firms are increasingly interested in developing targeted interventions for customers with the best response, which requires identifying differences in customer sensitivity, typically through the conditional average treatment effect (CATE) estimation. In theory, to... View Details
Keywords: Long-run Targeting; Heterogeneous Treatment Effect; Statistical Surrogacy; Customer Churn; Field Experiments; Consumer Behavior; Customer Focus and Relationships; AI and Machine Learning; Marketing Strategy
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Huang, Ta-Wei, and Eva Ascarza. "Doing More with Less: Overcoming Ineffective Long-Term Targeting Using Short-Term Signals." Marketing Science 43, no. 4 (July–August 2024): 863–884.
  • March 13, 2023
  • Article

Sales Teams Need to Stop Focusing on the Customer Funnel

By: Frank V. Cespedes
Understanding where customers are, how they navigate streams in your market, and how to interact with them in a given stream is now central to crafting a good customer experience, and that has implications. Among other things, companies need to shift from thinking... View Details
Keywords: Customer Experience; Customer Value and Value Chain; Customer Relationship Management; Consumer Behavior
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Cespedes, Frank V. "Sales Teams Need to Stop Focusing on the Customer Funnel." Harvard Business Review (website) (March 13, 2023).
  • Article

Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations

By: Hannah Riley Bowles and Kathleen L. McGinn
Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on gender in job negotiations from... View Details
Keywords: Gender; Body of Literature; Negotiation Process; Organizational Culture; Research; Behavior; Equality and Inequality
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Bowles, Hannah Riley, and Kathleen L. McGinn. "Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations." Academy of Management Annals 2 (2008): 99–132.
  • 04 Jun 2013
  • First Look

First Look: June 4

acquisition, offer branding guidelines, and explain how a choir of angel investors often will sing different parts. Publisher's link: http://www.amazon.com/Managing-Startups-Best-Blog-Posts/dp/1449367879 2006 Journal of Economic Behavior... View Details
Keywords: Sean Silverthorne
  • 09 Jun 2003
  • Research & Ideas

The Challenge of the Multi-site Nonprofit

value proposition created by a national organization with local units is lost. Instead, the debate should be reframed with autonomy and affiliation as the key dimensions. In their research, Grossman and Rangan looked at the system View Details
Keywords: by Sean Silverthorne
  • 23 Sep 2013
  • Research & Ideas

Status: When and Why It Matters

Consumers pay handsomely for products that are considered the best of the best in their league, whether they are the fastest cars, the fanciest handbags, or the finest wines. But for what, exactly, are they paying a premium? The superior quality of the product or the... View Details
Keywords: by Dina Gerdeman
  • October 2018 (Revised July 2019)
  • Case

Sidewalk Labs: Privacy in a City Built from the Internet Up

By: Leslie K. John, Mitchell Weiss and Julia Kelley
Email mking@hbs.edu for a courtesy copy.

By the time Dan Doctoroff, CEO of Sidewalk Labs, began hosting a Reddit “Ask Me Anything” session in January 2018, he had only nine months remaining to convince the people... View Details
Keywords: Public Entrepreneurship; Govtech; CivicTech; Smart Cities; City Innovation; Government Innovation; Privacy; Sidewalk Labs; Dan Doctoroff; Entrepreneurship; Public Sector; Consumer Behavior; Governance; Business and Government Relations; Innovation and Invention; Technology Industry; Public Administration Industry; Transportation Industry; Real Estate Industry; Canada
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John, Leslie K., Mitchell Weiss, and Julia Kelley. "Sidewalk Labs: Privacy in a City Built from the Internet Up." Harvard Business School Case 819-024, October 2018. (Revised July 2019.) (Email mking@hbs.edu for a courtesy copy.)
  • 2016
  • Working Paper

The Empirical Economics of Online Attention

By: Andre Boik, Shane Greenstein and Jeffrey Prince
In several markets, firms compete not for consumer expenditure but instead for consumer attention. We model and characterize how households allocate their scarce attention in arguably the largest market for attention: the Internet. Our characterization of household... View Details
Keywords: Internet and the Web; Competition; Behavior; Resource Allocation; Household; Cognition and Thinking
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Boik, Andre, Shane Greenstein, and Jeffrey Prince. "The Empirical Economics of Online Attention." NBER Working Paper Series, No. 22427, July 2016.
  • November 2001
  • Case

Gold Kist Inc.

By: Ray A. Goldberg and Stephanie Oestreich
An oversupply of poultry causes a major decrease in margins for the company and the industry. How does the only cooperative in the industry respond to short-term and long-term economic pressures? View Details
Keywords: Decision Making; Economics; Profit; Consumer Behavior; Supply and Industry; Strategic Planning; Business Strategy
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Goldberg, Ray A., and Stephanie Oestreich. "Gold Kist Inc." Harvard Business School Case 902-420, November 2001.
  • October 2000
  • Background Note

Creating Value

By: Rohit Deshpande
Creating value involves understanding consumers/customers and bringing this knowledge into the organization. Market-driven and market-driving strategies are contrasted in the context of new product development. View Details
Keywords: Knowledge Use and Leverage; Marketing Strategy; Consumer Behavior; Product Development; Value Creation
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Deshpande, Rohit. "Creating Value." Harvard Business School Background Note 501-039, October 2000.
  • 25 Nov 2009
  • Working Paper Summaries

The Devil Wears Prada? Effects of Exposure to Luxury Goods on Cognition and Decision Making

Keywords: by Roy Y.J. Chua & Xi Zou; Consumer Products; Retail
  • 29 Oct 2008
  • Research & Ideas

The Next Marketing Challenge: Selling to ’Simplifiers’

Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge. Watch out for a new brand of consumer in 2008: the middle-aged Simplifier.... View Details
Keywords: by John Quelch; Retail; Consumer Products; Entertainment & Recreation
  • November 2024
  • Article

Price Discounts and Cheapflation During the Post-Pandemic Inflation Surge

By: Alberto Cavallo and Oleksiy Kryvtsov
We study how within-store price variation changes with inflation, and whether households exploit it to attenuate the inflation burden. We use micro price data for food products sold by 91 large multi-channel retailers in ten countries between 2018 and 2024. Measuring... View Details
Keywords: Macroeconomics; Inflation and Deflation; Price; Consumer Behavior; Personal Finance; Product Positioning
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Cavallo, Alberto, and Oleksiy Kryvtsov. "Price Discounts and Cheapflation During the Post-Pandemic Inflation Surge." Journal of Monetary Economics 148 (November 2024).
  • March 2011
  • Teaching Note

Metro-Goldwyn-Mayer (MGM) and Tom Cruise

By: Anita Elberse
Teaching Note for 508057. View Details
Keywords: Partners and Partnerships; Behavior; Motivation and Incentives; Talent and Talent Management; Creativity; Entertainment and Recreation Industry
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Elberse, Anita. "Metro-Goldwyn-Mayer (MGM) and Tom Cruise." Harvard Business School Teaching Note 511-087, March 2011.
  • July 1999 (Revised October 2001)
  • Case

Quickturn Design Systems, Inc. (D)

By: Jay W. Lorsch and Katharina Pick
Supplements the (A) case. View Details
Keywords: Patents; Governing and Advisory Boards; Behavior; Lawsuits and Litigation; Organizations; Acquisition; Corporate Governance; Service Industry
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Lorsch, Jay W., and Katharina Pick. "Quickturn Design Systems, Inc. (D)." Harvard Business School Case 400-005, July 1999. (Revised October 2001.)
  • 2007
  • Working Paper

A Taste For Obscurity: An Individual-Level Examination of 'Long Tail' Consumption

By: Anita Elberse
Because online retailers are often able to provide products in a more cost-efficient manner than bricks-and-mortar stores, online channels are characterized by a vast assortment of products. Proponents of the "long tail" principle recently argued that the demand for... View Details
Keywords: Decision Choices and Conditions; Consumer Behavior; Distribution Channels; Product; Renting or Rental; Online Technology; Motion Pictures and Video Industry; Music Industry; Retail Industry
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Elberse, Anita. "A Taste For Obscurity: An Individual-Level Examination of 'Long Tail' Consumption." Harvard Business School Working Paper, No. 08-008, August 2007.
  • 03 Jan 2018
  • Sharpening Your Skills

5 Career-Related New Year’s Resolutions (and 5 Tips for Keeping Them)

Lasting Negative Impressions.” To learn more, read Rachel Layne’s story Beware the Lasting Impression of a ‘Temporary’ Selfie. 4. Resolution: Ace that job interview at your dream company. Tip: Ask a lot of questions, especially follow-up questions. View Details
Keywords: by Carmen Nobel
  • 30 Mar 2003
  • Research & Ideas

How Your Employees and Customers Drive a New Value Profit Chain

same. Allocating resources to retain the most profitable and to induce customer behaviors that lead to greater profitability is the key to survival. Typically, 20 percent of the customers or clients are producing 80 percent of the... View Details
Keywords: by Manda Mahoney
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