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  • All HBS Web  (793)
    • People  (1)
    • News  (115)
    • Research  (566)
    • Events  (5)
  • Faculty Publications  (350)
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  • 16 Jul 2007
  • Research & Ideas

Understanding the ‘Want’ vs. ’Should’ Decision

discount. According to the rational actor model, the $10 saved should be considered a small addition to an individual's lifetime wealth, which will eventually be spent on a broad array of future purchases. This is not the way we expected people to think about $10 View Details
Keywords: by Sarah Jane Gilbert; Retail; Entertainment & Recreation
  • 08 Jul 2019
  • Research & Ideas

Are Paywalls Saving Newspapers?

used firm size as a proxy for reputation and utilized uniqueness and political slant indices to account for other company characteristics. The study did not take into account costs or any discounts or marketing efforts targeting new... View Details
Keywords: by Kristen Senz; Journalism & News; Media & Broadcasting
  • 14 Dec 2007
  • Op-Ed

When Your Product Becomes a Commodity

profitable customers) to extract maximum scale economies in procurement, manufacturing, and distribution. 4. If you aren't the low cost producer, complicate your pricing structures so customers can't easily make side-by-side comparisons, and provide View Details
Keywords: by John Quelch
  • 18 Oct 2022
  • Research & Ideas

When Bias Creeps into AI, Managers Can Stop It by Asking the Right Questions

case, then I'm essentially using a proxy for “this person is a woman.” Then, when the algorithm uses the color of the case to decide who to hire or who to give a discount to, the algorithm may favor the group that has red cases, meaning... View Details
Keywords: by Rachel Layne
  • 03 Oct 2005
  • Research & Ideas

The Truck Driver Who Reinvented Shipping

scope of his operations to ensure a steady and reliable revenue stream. Securing new clients proved the least difficult, since McLean's SeaLand service could transport goods at a 25 percent discount off the price of conventional travel,... View Details
Keywords: by Anthony J. Mayo & Nitin Nohria; Manufacturing; Transportation; Aerospace
  • Research Summary

Output and asset price fluctuations

What are the sources of business cycles? How are these shocks propagated in the economy? Why are their effects so persistent? How can we explain asset price fluctuations? How are shocks transmitted internationally?To study these questions, I have developed a series... View Details

  • 05 Apr 2004
  • Research & Ideas

Six Ways to Build Trust in Negotiations

Parties are often motivated to discount and devalue each other's concessions and contributions, because doing so relieves them of the obligation to reciprocate. As a result, many concessions go unnoticed or unacknowledged. This may lead... View Details
Keywords: by Deepak Malhotra
  • 20 Dec 2017
  • Lessons from the Classroom

How to Design a Better Customer Experience

coming back, you are going to benefit from word of mouth. I’ve had students telling stories about things that happened more than 10 years ago.” Rather than worrying only about offering customers a discount on products or services or... View Details
Keywords: by Dina Gerdeman; Health; Entertainment & Recreation
  • 31 Jan 2023
  • Op-Ed

Can Insurance Technology Solve the Uninsured Driver Problem?

benefits by reducing emissions and traffic congestion. Providing an affordable insurance option To test how strongly uninsured drivers valued the option to buy fewer days of coverage at a time, we randomized whether or not drivers got a “bulk discount” for buying more... View Details
Keywords: by Ray Kluender; Insurance
  • 09 Dec 2019
  • Research & Ideas

Identify Great Customers from Their First Purchase

bought discounted products, especially those who did so on Black Friday or during other holiday periods, were “lower-value,” often one-time customers. Although these findings might seem obvious, Ascarza says, the research provides... View Details
Keywords: by Kristen Senz; Retail; Service
  • 21 Feb 2023
  • Research & Ideas

Are Your Employees Passing Up Incentives? Try Promoting the Programs More

offer these benefits. Even getting consumers with some of the highest electric bills in the country to turn off the lights can be challenge, as California found out with a failed discount program. Why some incentives spur action while... View Details
Keywords: by Scott Van Voorhis
  • 11 May 2016
  • Research & Ideas

Fix This! Why is it so Painful to Buy a New Car?

monthly fees or a deeply discounted full price determined by how much you actually drive the vehicle. The dealership would maintain it (motivating dealers to be proactive about maintenance and manufacturers to build in high quality), but... View Details
Keywords: by Sean Silverthorne; Auto
  • Research Summary

Overview

By: Kris Johnson Ferreira
Professor Ferreira's research primarily focuses on how retailers can use algorithms to make better revenue management decisions, including pricing, product display, and assortment planning. In the retail industry, anticipating consumer demand is arguably one of the... View Details
Keywords: E-commerce; Analytics; Revenue Management; Pricing; Assortment Planning; Field Experiments; Operations; Supply Chain; Supply Chain Management; Retail Industry
  • 05 Mar 2012
  • Research & Ideas

Is JC Penney’s Makeover the Future of Retailing?

discount from list price. The new model is based on three prices: the everyday (at least 40 percent off), which kicked off February 1; month-long values, based on themes like back-to-school and Valentine's Day; and "best prices," which... View Details
Keywords: by Kim Girard; Retail
  • 01 Oct 2014
  • What Do You Think?

Is Too Much Focus a Problem?

and defuse causes of the recent Great Recession without understanding the system itself), and a tendency to discount the future (ignoring long-term effects on global warming in making short-term decisions). Possible antidotes start with a... View Details
Keywords: by James Heskett
  • 06 Sep 2004
  • Research & Ideas

The Innovator’s Battle Plan

years. Similarly, Digital Equipment Corporation couldn't match the flexibility of the personal computer assemblers' processes, Sears couldn't match the inventory turns and low prices of the discount retailers, and so on. It is important... View Details
Keywords: by Clayton M. Christensen, Scott D. Anthony & Erik A. Roth
  • 08 Oct 2008
  • Research & Ideas

Book Excerpt: A Sense of Urgency

create the sense of urgency needed to perform better. An example. At a major European retailer, margins were shrinking year after year because fashionable boutiques were taking its top-of-the-line business, and discounters were taking... View Details
Keywords: by John P. Kotter
  • 26 Nov 2001
  • Op-Ed

Why Corporate Budgeting Needs To Be Fixed

for example) or by moving future revenues to the present (booking orders early or offering special discounts to customers, for example). If, on the other hand, the manager concludes that she can't make the minimum hurdle, her incentives... View Details
Keywords: by Michael C. Jensen
  • 02 Oct 2017
  • What Do You Think?

Do Bitcoin and Digital Currency Have a Future?

in, and eventually sell the third largest discount brokerage organization in the United States. I was even more fortunate; I was able to return to the faculty at Harvard Business School. References: In Mongolia, Mining a Fortune in... View Details
Keywords: by James L. Heskett; Financial Services
  • 10 Nov 2003
  • Research & Ideas

Globalization: The Strategy of Differences

exploiting differences. Indeed, in their rush to exploit the similarities across borders, multinationals have discounted the original global strategy: arbitrage, the strategy of difference. Of course, we're all familiar with arbitrage in... View Details
Keywords: by Pankaj Ghemawat
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