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Show Results For

  • All HBS Web  (793)
    • People  (1)
    • News  (115)
    • Research  (566)
    • Events  (5)
  • Faculty Publications  (350)
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  • 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
  • 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
  • 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
  • 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

  • 22 Jul 2002
  • Research & Ideas

Is Performance-Based Pricing the Right Price for You?

important ones. But, some limited variants can also be useful. "Point" guarantees such as penalty clauses which involve a discount when delivery is late are a simple form of performance-based pricing. Penalty clauses are... View Details
Keywords: by Benson Shapiro; Manufacturing
  • 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
  • 25 Oct 2010
  • HBS Case

Tesco’s Stumble into the US Market

eliminated discount coupons, and decorated in a spare style more suited to a hospital than a food retailer. Five years later, Fresh & Easy has not made a dime, and analysts are wondering whether the company should pack up and go home,... View Details
Keywords: by Sean Silverthorne; Retail
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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
  • 20 Feb 2019
  • Research & Ideas

Rocket-tunity: Can Private Firms Turn a Profit in Space?

less clear, but the company has expressed interest in extending its technology to private customers. Weinzierl also points to two lesser-known companies that are deeply embedded in the development of space bases: Bigelow Aerospace and Axiom Space. “Robert Bigelow is a... View Details
Keywords: by Scott Wallask; Aerospace; Tourism; Transportation
  • 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
  • 04 Jun 2018
  • What Do You Think?

Are There Conditions Under Which Directors Should Consider Hiring a CEO Fired Elsewhere for Inappropriate Behavior?

David Wittenberg wrote that a board that would automatically disqualify such fired managers might be playing it too safe. “When a board of directors identifies a candidate with the right skills, personality and track record, it should be free to View Details
Keywords: by James Heskett
  • 19 Oct 2021
  • Research & Ideas

Fed Up Workers and Supply Woes: What's Next for Dollar Stores?

data. But higher costs for materials, manufacturing, shipping and trucking, and COVID safety measures, coupled with unprecedented competition for workers, are testing the endurance of retailers, especially those who rely heavily on cheap imports from Asia, like the... View Details
Keywords: by Christine Pazzanese, Harvard Gazette; 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
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