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  • July–August 2013
  • Article

A Joint Model of Usage and Churn in Contractual Settings

By: Eva Ascarza and Bruce G.S. Hardie
As firms become more customer-centric, concepts such as customer equity come to the fore. Any serious attempt to quantify customer equity requires modeling techniques that can provide accurate multiperiod forecasts of customer behavior. Although a number of researchers... View Details
Keywords: Churn; Retention; Contractual Settings; Access Services; Hidden Markov Models; RFM; Latent Variable Models; Customer Value and Value Chain; Consumer Behavior
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  • 22 Apr 2022
  • Research & Ideas

Companies Can Expand Their Talent Pool by Giving Ex-Convicts a Second Chance

hire workers with a criminal history, especially if crime and safety insurance is available, or if the worker can provide past work performance reviews. The findings were included in a working paper, Increasing the Demand for Workers with... View Details
Keywords: by Jay Fitzgerald
  • 16 May 2023
  • HBS Case

How KKR Got More by Giving Ownership to the Factory Floor: ‘My Kids Are Going to College!’

and antipathy, having bounced from one private equity owner to another four times, ran deep. The strategy demanded that Stavros deeply engage with the operations to discover pain points, like inefficient delivery routes and wasted scrap... View Details
Keywords: by Avery Forman
  • 14 Feb 2022
  • Research & Ideas

Curiosity, Not Coding: 6 Skills Leaders Need in the Digital Age

their actions. They must learn to see their decisions and actions as working hypotheses that they can only validate by collecting feedback on their impact as expeditiously as possible. Leaders will be blindsided if they rely only on their... View Details
Keywords: by Linda A. Hill, Ann Le Cam, Sunand Menon, and Emily Tedards; Technology
  • 01 Nov 2020
  • Research & Ideas

Good Leadership Is an Act of Kindness

that these are the most difficult times in memory for many, if not most people. Parents struggle to balance the demands of remote work and homeschooling. Employees who live alone strain to stay focused while isolated from loved ones and... View Details
Keywords: by Boris Groysberg and Susan Seligson
  • 01 Oct 2007
  • Research & Ideas

Encouraging Dissent in Decision-Making

explained, is that such issues are deemed too threatening to organizational harmony or to individuals' career advancement. As a result, the validity of a principal U.S. rationale for the Vietnam War, the "domino theory," was... View Details
Keywords: by Garry Emmons
  • 03 Apr 2012
  • First Look

First Look: April 3

812-098 Provides practical guidelines for conducting customer visits to explore and validate demand for an entrepreneurial offering. Reviews conditions under which visits will yield superior insights,... View Details
Keywords: Carmen Nobel
  • 22 Dec 2008
  • Research & Ideas

10 Reasons to Design a Better Corporate Culture

Those who aren't living up to BHC's values soon get the point. Employees at all levels in an organization notice and validate the elements of culture. As owners, they judge every management decision to hire, reward, promote, and fire... View Details
Keywords: by James L. Heskett, W. Earl Sasser & Joe Wheeler
  • 20 Oct 2010
  • Op-Ed

Export Competitiveness: Reversing the Logic

export is what has often been understood as "export competitiveness". In this thinking, exports become the target and ultimate goal of economic policy. While the crisis has increased the demand for growth strategies, it has also... View Details
Keywords: by Christian Ketels
  • 20 Aug 2018
  • Research & Ideas

Bargain Hunters Beware: A Store's 'Original Price' Might Not Be After All

valid and do their own independent assessment of what an item is worth to them. For retailers, Ngwe’s research shows that fake original prices could be a strategy to increase sales—but only if regulators don’t crack down harder on the... View Details
Keywords: by Michael Blanding; Advertising; Retail
  • 15 Aug 2024
  • Op-Ed

Post-CrowdStrike, Six Questions to Test Your Company's Operational Resilience

that business disruptions are not just potential threats, but common occurrences that demand immediate attention from CEOs, C-suite teams, and boards. It's time for leaders to take stock of their companies’ operational resilience—their... View Details
Keywords: by Hise Gibson and Anita Lynch
  • 19 Dec 2006
  • First Look

First Look: December 19, 2006

arise when cross-price elasticities are estimated for a set of brands expected to be substitutes. These anomalies are the occurrence of: (a) negatively signed cross-elasticities; and (b) sign asymmetries in pairs of cross price elasticities. Drawing upon the Slutsky... View Details
Keywords: Sean Silverthorne
  • 30 Apr 2012
  • Research & Ideas

India’s Ambitious National Identification Program

introduce residents and validate their information. If residents cannot prove their date of birth, the date they choose is considered the official date. After the team collects all the necessary information from a person, the biometric... View Details
Keywords: by Dina Gerdeman
  • 12 Apr 2010
  • Research & Ideas

One Report: Better Strategy through Integrated Reporting

financial and society demands intensify." Rather than ignoring them or pretending that they do not exist, managers need to directly confront these trade-offs and be clear on the choices they've made and why—recognizing that some... View Details
Keywords: by Martha Lagace
  • 20 Sep 2016
  • First Look

September 20, 2016

to Jewish organizational life. Inspired by 30 years of pioneering work by retail giant Leslie Wexner’s philanthropic focus on Jewish leadership, More Than Managing brings together diverse and remarkable thinkers to address challenges facing communal life and the skills... View Details
Keywords: Sean Silverthorne
  • 12 Oct 2006
  • First Look

First Look: October 12, 2006

responsible" investments as well as some consumers, activists, and potential employees. Unfortunately, there is little evidence about the validity of these ratings. We examine how well two of the most widely used ratings—those of... View Details
Keywords: Sean Silverthorne
  • 27 Mar 2012
  • First Look

First Look: March 27

where the firm chooses capacities in two technologies in stage one, demand uncertainty resolves between stages (as does emissions price uncertainty under cap-and-trade), and then the firm chooses production quantities. As such, we bridge... View Details
Keywords: Carmen Nobel
  • 29 Mar 2016
  • First Look

March 29, 2016

and (3) sustainability of health. Within these tiers, 22 patient-centered outcomes were defined with inclusion/exclusion criteria and specifications for reporting. Patient data sources will include the Epic Systems EHR and validated... View Details
Keywords: Sean Silverthorne
  • 04 Jun 2013
  • First Look

First Look: June 4

revenue benefit exceeds the cost. Trade policy provides a source of exogenous price variation to assess the validity of this prediction: higher tariffs should lead to higher prices and therefore to more integration. We construct... View Details
Keywords: Sean Silverthorne
  • 24 Jul 2018
  • First Look

New Research and Ideas, July 24, 2018

find evidence of lessened gender penalties for female-led ventures that are presented using a social impact frame. In a second study, we experimentally validate this effect and show that it is mediated by the effect of social impact... View Details
Keywords: Dina Gerdeman

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