segmentation - Publications - Faculty & Research

18 May 2022
Research & Ideas

Are Banks the ‘Bad Guys’? Overdraft Fees Are Crushing Low-Income Customers

serve this less affluent segment of the market. How consumers can protect themselves For consumers, the message is clear: Make sure you know your bank’s policy on how—and when—overdraft fees are charged. “Community-based banks also do... View Details

Keywords: by Rachel Layne; Financial Services

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Topics - HBS Working Knowledge

Uncertainty (36) SWOT Analysis (5) Safety (13) Salesforce Management (18) Sales (30) Satisfaction (11) Saving (5) Science-Based Business (7) Science (237) Search Technology (22) Segmentation (1) Selection and Staffing (10) Service... View Details

29 Aug 2014
Working Paper Summaries

Patent Trolls

Keywords: by Lauren Cohen, Umit G. Gurun & Scott Duke Kominers

16 Feb 2010
Research & Ideas

The Outside-In Approach to Customer Service

Amazon, last decade Best Buy began with a comprehensive segmentation of its customers. As part of this initiative, the company realized that although 55 percent of its customers were women, most of these women did not enjoy their shopping... View Details

Keywords: by Sarah Jane Gilbert; Consumer Products

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Business History - Faculty & Research

disruption. The case describes how the minimills initially were limited to products at the low-end of the market for which the technology was good enough, but then as processes steadily improved, these firms were able to address more valuable View Details

23 Oct 2000
Research & Ideas

The Strategy-Focused Organization

weather that depressed sales of natural gas and home heating oil. As you know, this is also the first quarter we are operating with the Balanced Scorecard, so I can see performance across a broader set of indicators. Market shares in our key customer View Details

Keywords: by Robert S. Kaplan & David P. Norton

30 May 2018
Research & Ideas

Should Retailers Match Their Own Prices Online and in Stores?

value of the product is low and there aren’t too many undecided consumers, to offer the price match doesn’t give you much in terms of extra profits from the segment that comes to the store,” Ofek says. “By price discriminating across... View Details

Keywords: by Dina Gerdeman; Retail

16 May 2013
HBS Seminar

Robert Gierkink, Chairman, Datalogix

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Student Research - Doctoral

donor-advised fund constitute the fastest growing segment of charitable giving in the United States. Using a novel database of foundation tax filings, I document facts about top donors, estimate how they... June 2025 Article... View Details

September 2010 (Revised February 2011)
Case

Red Lobster

By: David E. Bell and Jason Riis

Red Lobster, a 40-year-old chain of seafood restaurants, has just completed some market research revealing an opportunity to shift its target customer segment. The chain is in the final stages of a 10-year plan of rejuvenation under CEO Kim Lopdrup. When he took over... View Details

Keywords: Advertising; Customer Satisfaction; Marketing Strategy; Consumer Behavior; Research; Segmentation; Food and Beverage Industry

Citation

Educators

Purchase

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Planning a Class Session - Christensen Center for Teaching & Learning

the process side of the class discussion. This includes planning for the structure, sequencing, and timing of discussion segments ("pastures"), as well as the types of questions, organization of boards, transitions, and other discussion... View Details

09 Jul 2020
Research & Ideas

It’s Time to Reset Decision-Making in Your Organization

price decreases segmented by customer and channel. Another hallmark of stressful situations is that they can lead to paralysis and inaction, what Nathan Furr calls “unproductive uncertainty.” He recommends three strategies for... View Details

Keywords: by Boris Groysberg and Sarah Abbott

01 Oct 2007
Research & Ideas

Encouraging Dissent in Decision-Making

notion that a large segment of consumers might prefer automobiles that were safe and fuel-efficient. Coca-Cola ignored evidence that "New Coke" would fizzle and launched it anyway. Companies in the mechanical-watch and... View Details

Keywords: by Garry Emmons

16 Apr 2001
Research & Ideas

Breaking the Code of Change

Theory O change, Scott Paper operated in a highly competitive, cyclical, capital-intensive global industry. Like Champion International, it operated in two different segments of the paper industry and had several businesses in markets... View Details

Keywords: by Michael Beer & Nitin Nohria

16 Jul 2020
Research & Ideas

Restaurant Revolution: How the Industry Is Fighting to Stay Alive

[div class=infogram-embed data-id=_/57Y0v9Xi9HTtAOb900lW][/div] Various segments of restaurants experienced the crisis differently. Those previously adept at drive-through and takeout service weathered the storm well while others, reliant... View Details

Keywords: by Michael S. Kaufman, Lena G. Goldberg, and Jill Avery; Food & Beverage

16 Apr 2001
Research & Ideas

Strategy and the Internet

offerings of dot-coms. Industry leaders have compromised their existing competitive advantages by entering market segments to which they bring little that is distinctive. Merrill Lynch's move to imitate the low-cost on-line offerings of... View Details

Keywords: by Michael E. Porter

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Confronting Climate Change - Business & Environment

segments of the business community have opposed government action on climate change. More recently, some companies have begun advocating for government policies to address climate change. Electricity Shifting to sustainable electricity... View Details

16 Jun 2020
Research & Ideas

Your Customers Have Changed. Here's How to Engage Them Again.

services. Firms whose customer demand for their core products and services has decreased need to find new customers for new products and services in segments experiencing steep increases in demand. Thus, Dyson, GM, Ford, Volkswagen, and... View Details

Keywords: by Rohit Deshpandé, Ofer Mintz, and Imran S. Currim; Retail; Service

March 2019
Case

HOPI: Turkey's Shopping Companion

By: Sunil Gupta, Donald Ngwe and Gamze Yucaoglu

The case opens in 2017 as Onur Erbay, CEO of HOPI, a multi-vendor loyalty platform, is contemplating a critical decision. The case chronicles the origins of Boyner Group, the parent company of HOPI and a major retailer in Turkey, and development of retail and customer... View Details

Keywords: Loyalty Programs; Multi-vendor Platform; Retail; Big Data; Customer Relationship Management; Mobile and Wireless Technology; Business Model; Analytics and Data Science; Competitive Strategy; Decision Making; Applications and Software; Digital Platforms; Technology Industry; Retail Industry; Turkey