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Show Results For
- All HBS Web
(1,029)
- People (1)
- News (172)
- Research (732)
- Events (5)
- Multimedia (3)
- Faculty Publications (267)
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- 05 Feb 2013
- First Look
First Look: Feb. 5
Compensation Plans Authors:Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the... View Details
Keywords: Sean Silverthorne
- 21 Aug 2012
- First Look
First Look: August 21
to isolate exogenous shocks to local ethnic populations, and identify a causal link between local networks and firm trade links. Firms that exploit their local networks (strategic traders) see significant increases in future sales growth... View Details
Keywords: Sean Silverthorne
- 21 Jul 2008
- Research & Ideas
Solving the Marketing Resources Allocation Puzzle
firms in the past, and also by reviewing more theoretical approaches developed by academia. The framework works in two parts. In part one, the manager estimates a model of demand. In part two, the estimates are plugged into an... View Details
Keywords: by Sean Silverthorne
- 05 Sep 2012
- First Look
First Look: September 5
Diversity, Equal Sacrifice and Optimal Taxation Author:Matthew Weinzierl Abstract The workhorse model of optimal taxation strongly recommends tagging, but its use in policy is limited. I argue that this puzzle is a symptom of a more... View Details
Keywords: Sean Silverthorne
- 21 Aug 2018
- First Look
New Research and Ideas, August 21, 2018
accuracy of daily sales forecasts. We collaborated with an online apparel retailer to assemble a dataset that combines (1) detailed internal operational information, including data on sales, advertising, and promotions, as well as (2)... View Details
Keywords: Dina Gerdeman
- 01 Feb 2011
- First Look
First Look: Feb. 1
and where the host does not punish symbiont misbehavior. Coordinating Marketing and Sales in B2B Organizations Authors:Frank V. Cespedes Publication:In Business to Business Marketing Handbook. Edward Elgar Publishing Company, forthcoming... View Details
- 03 Mar 2009
- First Look
First Look: March 3, 2009
and complementary effects across channels to provide sales forecasting, promotion planning, and customer relationship management guidance to multichannel managers. We investigate three contingencies in a View Details
Keywords: Martha Lagace
- 11 Feb 2008
- Research & Ideas
Does Democracy Need a Marketing Manager?
Dean's youthful Internet backing failed to generate enough votes at the polls. In the recent New Hampshire primary, Hillary Clinton's surprise win is attributable in part to her superior grassroots organizing there—the political equivalent of retail and View Details
Keywords: by Sean Silverthorne
- 03 Mar 2003
- Research & Ideas
The Basics of Consumer Marketing in Asia
months, while the lifespan for other product models is a maximum of six months. "This makes it very important for the company to have highly efficient internal management and sales mechanisms to... View Details
Keywords: by Julie Jette
- 26 Jan 2010
- First Look
First Look: Jan. 26
Working PapersCompeting Ad Auctions: Multi-homing and Participation Costs Authors:Itai Ashlagi, Benjamin Edelman, and Hoan Soo Lee Abstract We model competing auctions for online advertising, with attention to the participation costs... View Details
Keywords: Martha Lagace
- 10 Jan 2011
- Research & Ideas
Is Groupon Good for Retailers?
potentially building buzz among consumers above and beyond sales to the consumers who actually buy the vouchers. This effect is more difficult to measure, but many merchants perceive it to be real. Where it exists, it's an important... View Details
- 08 Jul 2014
- First Look
First Look: July 8
same approach they do! Based on extensive research and interviews, Own Your Future shows how to apply the simple model they use-Act. Learn. Build. Repeat-to reinvent the way you maneuver in an unpredictable job market. Here's how it... View Details
Keywords: Carmen Nobel
- 12 Feb 2008
- First Look
First Look: February 12, 2007
firms. They also affect trading signal classifications, back-testing inferences, track records of individual analysts, and models of analysts' career outcomes in the three years following the changes. Long-Run Stockholder Consumption Risk... View Details
Keywords: Martha Lagace
- 01 Nov 2016
- First Look
First Look - November 1, 2016
Ewens, Michael, Ramana Nanda, and Matthew Rhodes-Kropf Abstract—We study how technological shocks to the cost of starting new businesses have led the venture capital model to adapt in fundamental ways over the prior decade. We both... View Details
Keywords: Sean Silverthorne
- 13 Mar 2018
- First Look
March 13, 2018
especially those with widely diversified product portfolios, are a dominant and critical enterprise model in emerging and developing economies and have lately attracted much attention in academic circles and business presses,... View Details
Keywords: Sean Silverthorne
- 03 Jan 2017
- First Look
January 3, 2017
Transparency with Costly Information Processing By: Di Maggio, Marco, and Marco Pagano Abstract—We study a model where some investors (“hedgers”) are bad at information processing, while others (“speculators”) have superior... View Details
Keywords: Carmen Nobel
- 01 Jul 2008
- First Look
First Look: July 1, 2008
alternative collaborative modes should be driven by a number of factors including characteristics of the technology, the capabilities of the firm, and the distribution of competences in the environment. We develop a set of guidelines for helping firms choose among... View Details
Keywords: Martha Lagace
- 15 Apr 2002
- Research & Ideas
In the Virtual Dressing Room Returns Are A Real Problem
products that are difficult for consumers to find locally. The ability to customize clothing for fit, fabric, or style should also provide an impetus to increase online sales of fashionable garments. Several initiatives are under way to... View Details
- 15 Jan 2019
- First Look
New Research and Ideas, January 15, 2019
Saudi Arabia’s largest dairy producer, distributor, and marketer, with a large portfolio of branded dairy products, juices, bakery goods, and infant formula and a sales presence across the Gulf region, Jordan, and Egypt. Almarai employed... View Details
Keywords: Dina Gerdeman
- 11 Jan 2000
- Research & Ideas
Calling All Managers: How to Build a Better Call Center
they go beyond earlier research to look at the broad context of call center service delivery. "Although much literature has recently been written about various ways to steer customer interactions to sale opportunities," write... View Details