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  • 09 Dec 2019
  • Research & Ideas

Identify Great Customers from Their First Purchase

Using information collected during a customer’s first purchase, a new marketing tool that leverages machine learning technology can provide firms with valuable predictions about the customer’s future behavior, says Eva Ascarza, a View Details
Keywords: by Kristen Senz; Retail; Service
  • 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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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.
  • 15 Oct 2020
  • Research & Ideas

IT Job Wages Are No Longer 'Exceptional'

engineering, and mathematics) labor market trends. And in geographic regions where competition is fiercest for IT talent, superstar performers do not earn the same high premium they once did over their average-performing peers. In short,... View Details
Keywords: by Rachel Layne; Information Technology
  • 27 Sep 2016
  • First Look

September 27, 2016

development programs have entered a period of disruption catalyzed by the digitalization of content, connectivity, and communication and are driven by renewed demand for high-level executive and managerial skills. Unlike other segments of higher education, the... View Details
Keywords: Sean Silverthorne
  • 28 Nov 2018
  • HBS Case

On Target: Rethinking the Retail Website

says. “I think that’s a big reason why Target’s adoption of a data-driven approach has been so successful.” Related Reading: Should Retailers Match Their Own Prices Online and in Stores? Retailing Revolution: Category Killers on the Brink Why Online Retailers Should... View Details
Keywords: by Dina Gerdeman; Retail
  • 06 Oct 2015
  • First Look

October 6, 2015

systems. The links between multinational firms form a distinct type of international system for the private sector—one that is simultaneously enmeshed in geopolitics and international markets even as it is also autonomous from them. The... View Details
Keywords: Sean Silverthorne
  • 12 Aug 2019
  • Research & Ideas

How Scale Changes a Manager's Responsibilities

to answer a few questions about your reading preferences? We know you’re busy, so we'll be brief. Take our survey   Establish a high-level product roadmap that extends no more than 12-18 months; you have no idea how your products or the View Details
Keywords: by Julia Austin
  • 03 Oct 2005
  • Research & Ideas

The Box Office Power of Stars

course, is only one of many factors that determine a film's market performance. Film characteristics such as story line, genre, and the use of special effects also affect demand. The role of directors and other creative talent could play... View Details
Keywords: by Sarah Jane Gilbert; Entertainment & Recreation; Motion Pictures & Video
  • June 2012
  • Article

Pricing to Create Shared Value

By: Marco Bertini and John T. Gourville
Many companies are in competition with their customers to extract as much value as possible from every transaction. Pricing is their weapon of choice, and consumers fight back by rooting out and disseminating pricing policies that seem unfair. The problem is that... View Details
Keywords: Pricing; Marketing Strategy; Price; Customer Focus and Relationships; Customer Relationship Management; Value Creation; Fairness
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Bertini, Marco, and John T. Gourville. "Pricing to Create Shared Value." Harvard Business Review 90, no. 6 (June 2012): 96–104.
  • 29 Oct 2013
  • First Look

First Look: October 29

often conflicting. This case highlights these conflicts and stressors from all perspectives, providing unique insights and offering potential options. Purchase this case: http://hbr.org/search/114009-PDF-ENG Harvard Business School Case... View Details
Keywords: Sean Silverthorne
  • 21 Sep 2022
  • Research & Ideas

You Don’t Have to Quit Your Job to Find More Meaning in Life

though one is leading a meaningful life is a bellwether for broader emotional wellbeing, with those who feel they are leading meaningful lives displaying superior mental and physical health. Making work meaningful can also be key for companies looking to retain... View Details
Keywords: by Shalene Gupta
  • 25 Oct 2020
  • Research & Ideas

The Dark Side of Fintech Borrowing

fintech lenders harvest deeper insight into those borrowers that banks typically reject after running a standard credit check. Fintech lenders claim to consult additional metrics like utility bills or rent payments to identify... View Details
Keywords: by Rachel Layne; Financial Services; Banking
  • 16 Apr 2018
  • Research & Ideas

Can Consumers Be Saved From Their Misguided Decisions?

Capitalists Make Decisions? What’s the Best Way to Make Careful Decisions? What do you think of this research? Do you think before you decide? Share your insights below. View Details
Keywords: by Rachel Layne; Consulting; Retail
  • 02 Jul 2013
  • First Look

First Look: July 2

positive earnings surprises and positive analyst revisions in the months following passage of the bill, as well as significantly higher future sales and profitability. We show that the more complex the legislation, the more difficulty the View Details
Keywords: Anna Secino
  • 07 Mar 2022
  • Research & Ideas

Effective Leaders Share the Spotlight with Their Teams

During a 2017 Amgen earnings call, CEO Robert Bradway began answering an analyst’s question, then turned to colleague Sean Harper and said, “Sean, I'll let you talk about the specifics.” Bradway’s simple act of calling on Harper to add View Details
Keywords: by Pamela Reynolds
  • 20 Nov 2019
  • Research & Ideas

It's No Joke: AI Beats Humans at Making You Laugh

the Author Dina Gerdeman is senior writer at Harvard Business School Working Knowledge. [Image: Cecilie_Arcurs] Related Reading Use Artificial Intelligence to Set Sales Targets That Motivate Don't Turn Your Marketing Function Over to AI... View Details
Keywords: by Dina Gerdeman
  • 01 Oct 2013
  • First Look

First Look: October 1

explanations of our findings. Publisher's link: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1572699 August 2013 Journal of Finance Reaching for Yield in the Bond Market By: Ivashina, Victoria, and Bo Becker Abstract—Reaching for... View Details
Keywords: Sean Silverthorne
  • September – October 2011
  • Article

The Manufacturer's Incentive to Reduce Lead Times

By: Santiago Kraiselburd, Richard Pibernik and Ananth Raman
It is generally a well acknowledged fact that, ceteris paribus, reducing the lead times between downstream and upstream parties in a supply chain is desirable from an overall system perspective. However, an upstream party (e.g., a manufacturer) may have strong... View Details
Keywords: Cost; Demand and Consumers; Order Taking and Fulfillment; Production; Supply Chain Management; Sales; Manufacturing Industry; Retail Industry
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Kraiselburd, Santiago, Richard Pibernik, and Ananth Raman. "The Manufacturer's Incentive to Reduce Lead Times." Production and Operations Management 20, no. 5 (September–October 2011): 639–653.
  • 11 Jul 2019
  • Sharpening Your Skills

Deconstructing 'Customer Experience'

2010, according to market researcher Gartner, 36 percent of businesses said they competed mostly on the basis of customer experience. By 2016, that number had risen to 89 percent. Here are insights and... View Details
Keywords: by Sean Silverthorne; Retail; Service
  • 11 Sep 2012
  • First Look

First Look: September 11

surprisingly, local governments exercise the greatest control over urban land in cities that adopted market reforms earliest. Slavery's Scientific Management: Accounting for Mastery Author:Caitlin C.Rosenthal Publication:In Slavery's... View Details
Keywords: Sean Silverthorne
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