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- All HBS Web (116)
- Faculty Publications (16)
Show Results For
- All HBS Web (116)
- Faculty Publications (16)
- 23 Jul 2001
- Research & Ideas
Sam Walton: Great From the Start
Walton. His flair was creating a lot of what Newport had precious little of, excitement. Walton was repeating his high school and college experiences, becoming the most popular man around. And there was what cannot have been the... View Details
- 26 Feb 2008
- First Look
First Look: February 26, 2008
way for higher rates of customer acquisition and higher rates of repeat purchasing among existing customers in the direct channels in the long term. Our results are based on intervention analysis with a... View Details
Keywords: Martha Lagace
- 07 Jul 2022
- HBS Case
How a Multimillion-Dollar Ice Cream Startup Melted Down (and Bounced Back)
heights of dealing with Disney, to all the troubles that befell us years later, and ultimately to the bankruptcy. It comes from chasing that star and flying too close to the sun,” recalled Smith. A machine parts company from Oregon View Details
Keywords: by Pamela Reynolds
- 01 Dec 2023
- News
Thinking Ahead
As we wind down 2023, there’s talk everywhere of generative AI and how it will fundamentally alter the world as we know it; but how does that translate for your corner of the business world? Is TikTok something you need to take seriously? (Is it time to dance?) We... View Details
- 01 Jun 2023
- News
Pet Project
distribution, a new brand must have high velocity (i.e., unit sales per store), which comes from frequent repeat purchases by loyal customers. Converting retail shoppers to DTC—if Maev could figure out how... View Details
- 27 Jun 2019
- Research & Ideas
Rituals Strengthen Couples. Here’s Why They’re Good for Business, Too
says. "If they know people are going to a certain restaurant every week or using a certain product at home regularly, they could find ways to promote repeated purchases by sending coupons, subscription... View Details
Keywords: by Dina Gerdeman
- 23 Oct 2013
- Research & Ideas
Overcoming Nervous Nelly
instance. In buying a house or a car, a disparity in knowledge can cause purchasers to feel anxious over bargaining for the best price. In the study Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low Frst Offers, Exit... View Details
Keywords: by Michael Blanding
- 12 Mar 2021
- News
My Favorite Case
manager, but it was a good thing for me to brush up on while managing a diverse team. —Alterrell Mills (MBA 2016) Back to top “Fenchel Lampshade Co.” Steven Rogers (MBA 1985) and Michele Rogers (MBA 1986) propose purchasing a lampshade... View Details
- 16 Aug 2004
- Research & Ideas
Luxury Isn’t What It Used to Be
things to make us feel better. Part of the experience is finding and purchasing that just-right something, but an equally important component is the thrill of the chase—the sensory experience of entering a store and being surrounded by... View Details
- 02 Jul 2013
- First Look
First Look: July 2
from other religious groups. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=45023 Is a VC Partnership Greater Than the Sum of Its Partners? By: Ewens, Michael, and Matthew Rhodes-Kropf Abstract—This paper investigates whether individual venture capitalists... View Details
Keywords: Anna Secino
- 13 Sep 2010
- Research & Ideas
The Consumer Appeal of Underdog Branding
succeed when the odds are against them." Marketers can use underdog narratives to positively affect consumers' perceptions of and purchase of brands, she says. "Underdog narratives are often delivered to consumers through the... View Details
Keywords: by Martha Lagace
- 05 Jun 2019
- Research & Ideas
If Your Customers Don't Care What You Charge, What Should You Charge?
customers,” MacKay says. ‘Shoppers’ are extremely sensitive to price and compare prices every time they go to buy gasoline, MacKay says. ‘Affiliated’ customers, by contrast, are more locked in to repeating a previous View Details
- 17 Mar 2021
- Research & Ideas
Beyond Pajamas: Sizing Up the Pandemic Shopper
their loyalty patterns by looking at the repeat purchase rate of these new customers compared with those of existing users. To do that, we calculated the portion of consumers who bought again within 60 days... View Details
- 09 Sep 2008
- First Look
First Look: September 9, 2008
Working PapersHow Firms Respond to Being Rated Authors:Aaron K. Chatterji, Michael W. Toffel Abstract While many independent rating systems are designed primarily to help buyers overcome information asymmetries when making purchasing... View Details
Keywords: Sean Silverthorne
- 02 Aug 2016
- First Look
August 2, 2016
he retained them in the form of repeat purchases. This was an entirely new conundrum in the company. Up to that point, customer repeat purchase rates had been incredibly... View Details
Keywords: Sean Silverthorne
- 18 Jul 2018
- Blog Post
Amira Rashad: An Ambidextrous Mind Meets Consumer Needs in the Middle East
value" with her professional ambition to "close the data gap working with advertisers." Amira arrived at a concept that would personalize the shopping experience by concentrating on the virtual shopping list, a personal convenience that recognized... View Details
- 19 May 2011
- Research & Ideas
Empathy: The Brand Equity of Retail
There's a famous line from the movie The Godfather, which is often repeated in corporate settings: "This is business, not personal." Ironically, though, that statement is actually bad business advice. During the Consortium for Operational... View Details
- 05 Jul 2011
- First Look
First Look: July 5
prepay for participating merchants' goods and services. Within a model of repeat experience good purchase, we examine two mechanisms by which a discount voucher service can benefit affiliated merchants: price discrimination and... View Details
Keywords: Sean Silverthorne
- 13 Nov 2018
- News
Building a New Real Estate Investment Model
investors—they require houses be purchased one at a time and often have complicated tax codes—but Davis, who served as vice president of real estate for the New York City Economic Development Corporation under Mayor Michael Bloomberg (MBA... View Details
- 31 Aug 2010
- First Look
First Look: August 31
an important factor in explaining cross-sectional variation in the loan interest rate and covenant structure. Our results indicate that two channels allow leveraged buyouts sponsored by private equity firms to receive favorable loan terms. First, bank relationships... View Details
Keywords: Sean Silverthorne