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- All HBS Web (112)
- Faculty Publications (20)
Show Results For
- All HBS Web (112)
- Faculty Publications (20)
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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
Ascarza, Eva, and Bruce G.S. Hardie. "A Joint Model of Usage and Churn in Contractual Settings." Marketing Science 32, no. 4 (July–August 2013): 570–590.
- 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
- 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
- March–April 2023
- Article
Market Segmentation Trees
By: Ali Aouad, Adam Elmachtoub, Kris J. Ferreira and Ryan McNellis
Problem definition: We seek to provide an interpretable framework for segmenting users in a population for personalized decision making. Methodology/results: We propose a general methodology, market segmentation trees (MSTs), for learning market... View Details
Keywords: Decision Trees; Computational Advertising; Market Segmentation; Analytics and Data Science; E-commerce; Consumer Behavior; Marketplace Matching; Marketing Channels; Digital Marketing
Aouad, Ali, Adam Elmachtoub, Kris J. Ferreira, and Ryan McNellis. "Market Segmentation Trees." Manufacturing & Service Operations Management 25, no. 2 (March–April 2023): 648–667.
- 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
- 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
- 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
- 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
- 23 Mar 2015
- Research & Ideas
It’s Called ‘Price Coherence,’ and It’s Surprisingly Bad for Consumers
airlines increase their retail prices. So all buyers essentially end up sharing the fees, even if they choose to forego the intermediary. Thus begins a vicious cycle of increasing costs. With price coherence in place, intermediaries need not worry that buyer View Details
- 08 Jan 2007
- What Do You Think?
Neuro Economics: Science or Science Fiction?
restrict the validity of findings for some time to come." Biju Dominic offered the opinion that "I strongly believe that fMRI-led research into the brain is a top-down, far-too-simplistic approach . But a bottom-up approach that... View Details
Keywords: by Jim Heskett
- 29 Aug 2006
- First Look
First Look: August 29, 2006
patent holder are zero, and an "aggressive" form where they are strictly positive. Even though the patentee's profits are protected with the lost profits damage measure, innovation incentives are reduced relative to a regime where infringement is deterred.... View Details
Keywords: Sean Silverthorne
- 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
- 24 Apr 2012
- First Look
First Look: April 24
supplement:http://cb.hbsp.harvard.edu/cb/product/412066-PDF-ENG Customer Discovery and Validation for Entrepreneurs Frank V. Cespedes, Thomas R. Eisenmann, and Steven G. BlankHarvard Business School Note 812-097 Provides practical... View Details
Keywords: Carmen Nobel
- 26 Mar 2012
- Research & Ideas
What Neuroscience Tells Us About Consumer Desire
outcome, even though that was the effect you wanted in a Western market. On the other hand, a sense of peace might be misconstrued as a failure." Valid Concerns For businesses looking to enlist the services of a neuromarketing... View Details
- 10 Jan 2011
- Research & Ideas
Is Groupon Good for Retailers?
program like Groupon? What steps can they take to mitigate those risks? A: Stories abound of consumers who try to game the system. Consider a customer who wants to dine on a weekend using a voucher valid on weekdays only. Some consumers... View Details
- 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
- 22 Nov 2016
- First Look
November 22, 2016
the complex regulatory environment that governs Indian gaming. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=51932 Fall 2016 Manufacturing & Service Operations Management The Impact of Supplier Inventory Service Level on Retailer View Details
Keywords: Sean Silverthorne
- 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