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(12,592)
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Show Results For
- All HBS Web
(12,592)
- People (50)
- News (3,119)
- Research (6,951)
- Events (26)
- Multimedia (167)
- Faculty Publications (4,803)
- 1994
- Chapter
The Organization Change Imperative: A Personal Journey
By: M. Beer
Keywords: Organizational Change and Adaptation
- 08 Feb 2018
- News
Bringing a Personal Touch to Plus-Size Fashion
- November 1998
- Article
Measuring and Managing the Benefits of Customer Retention: An Empirical Investigation
By: N. Narayandas
Narayandas, N. "Measuring and Managing the Benefits of Customer Retention: An Empirical Investigation." Journal of Service Research 1, no. 2 (November 1998).
- August 1998
- Teaching Note
Pillsbury: Customer Driven Reengineering TN
By: Robert S. Kaplan
Teaching Note for (9-195-144). View Details
Keywords: Food and Beverage Industry
- Article
Commitment, Capabilities, and Strategy: A Personal Essay in Honor of Pankaj Ghemawat
By: Gary P. Pisano
Pisano, Gary P. "Commitment, Capabilities, and Strategy: A Personal Essay in Honor of Pankaj Ghemawat." Special Issue on Strategy Through a Ghemawat Lens: Honoring and Building on the Contributions of Pankaj Ghemawat. Strategy Science 7, no. 2 (June 2022): 152–155.
- 1997
- Working Paper
Personal Investing: Advice, Theory, and Evidence from a Survey of TIAA-CREF Participants
By: Zvi Bodie and D. B. Crane
- 2021
- Working Paper
False Signaling and Personal Moral Failings: Two Distinct Pathways to Hypocrisy with Unequal Moral Weight
By: Jillian J. Jordan and Roseanna Sommers
Moral engagement is a key feature of human nature: we hold moral values, condemn those who violate those values, and attempt to adhere to them ourselves. Yet moral engagement can make us appear hypocritical if we fail to behave morally. When does moral engagement risk... View Details
Keywords: Moral Engagement; Hypocrite; Dishonesty; Moral Values; Moral Sensibility; Behavior; Values and Beliefs
Jordan, Jillian J., and Roseanna Sommers. "False Signaling and Personal Moral Failings: Two Distinct Pathways to Hypocrisy with Unequal Moral Weight." Working Paper, January 2021.
- Article
When Customers Help Set Prices
By: Marco Bertini and Oded Koenigsberg
Bertini, Marco, and Oded Koenigsberg. "When Customers Help Set Prices." MIT Sloan Management Review 55, no. 4 (Summer 2014): 57–64.
- May 2024
- Background Note
Net Revenue Retention: Unpacking the Dynamics of Customer Monetization
By: Elie Ofek, Barak Libai and Eitan Muller
Firms and investors alike are beginning to recognize the importance of tracking how revenues from existing customers are evolving over time and to appreciate the value in understanding what might explain changes in these revenues. Consequently, in addition to looking... View Details
Keywords: Customer Relationship Management; Revenue; Measurement and Metrics; Customer Value and Value Chain
Ofek, Elie, Barak Libai, and Eitan Muller. "Net Revenue Retention: Unpacking the Dynamics of Customer Monetization." Harvard Business School Background Note 524-092, May 2024.
- 13 Mar 2017
- News
Hiding Products From Customers May Ultimately Boost Sales
- 09 Dec 2019
- News
Identify Great Customers from Their First Purchase
- 2001
- Working Paper
Voice and Advocacy: Marketing's Role in Addressing the Poor as Customers
By: V. Kasturi Rangan and Arthur McCaffrey
- 17 Jun 2016
- News
Companies Need to Start Marketing Safety to Customers
- September 2022
- Background Note
On CUE: The Quest for Optimal Customer Unit Economics
By: Elie Ofek, Barak Libai and Eitan Muller
Startups are often evaluated by how well they perform on unit economics, defined as the ratio of a customer’s lifetime value (LTV) to acquisition costs (CAC). A common target for unit economics, advocated by many VCs and analysts, is 3:1 (i.e., LTV/CAC=3). While there... View Details
Keywords: Unit Economics; Business Startups; Performance Evaluation; Customer Value and Value Chain; Customer Relationship Management; Analysis
Ofek, Elie, Barak Libai, and Eitan Muller. "On CUE: The Quest for Optimal Customer Unit Economics." Harvard Business School Background Note 523-050, September 2022.
- March 2000 (Revised February 2005)
- Case
Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers
By: Das Narayandas and Robert C. Dudley
In late 1996, Manuel Diaz, head of Worldwide Sales for Hewlett-Packard's (HP) Computer Systems Organization (CSO), is reviewing the results of an audit of HP's enterprise customer management approach with the objective of identifying market and organizational... View Details
Keywords: Accounting Audits; Transformation; Customer Relationship Management; Cost vs Benefits; Marketing Strategy; Sales; Computer Industry
Narayandas, Das, and Robert C. Dudley. "Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers." Harvard Business School Case 500-064, March 2000. (Revised February 2005.)
- 05 Jul 2018
- News
How to Manage an Employee Who’s Having a Personal Crisis
- 07 Dec 2016
- HBS Case
Why Millennials Flock to Fintech for Personal Investing
competitive with someone who is personally advising you, and at a fraction of the cost,” says Luis Viceira, George E. Bates Professor and Senior Associate Dean for... View Details
- April 2012
- Teaching Note
EMC2: Delivering Customer Centricity (TN)
By: Thomas Steenburgh and Jill Avery
- February 2021
- Supplement
Customer Lifetime Social Value (CLSV)
By: Elie Ofek, Barak Libai and Eitan Muller
- February 2021
- Teaching Note
Customer Lifetime Social Value (CLSV)
By: Elie Ofek, Barak Libai and Eitan Muller