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  • February 2018
  • Article

Retention Futility: Targeting High-Risk Customers Might Be Ineffective.

By: Eva Ascarza
Companies in a variety of sectors are increasingly managing customer churn proactively, generally by detecting customers at the highest risk of churning and targeting retention efforts towards them. While there is a vast literature on developing churn prediction models... View Details
Keywords: Retention/churn; Proactive Churn Management; Field Experiments; Heterogeneous Treatment Effect; Machine Learning; Customer Relationship Management; Risk Management
Related
  • November–December 2020
  • Article

Rethinking the On-Demand Workforce

By: Joseph B. Fuller, Manjari Raman, Allison Bailey and Nithya Vaduganathan
As companies struggle with chronic skills shortages and changing labor demographics, a new generation of talent platforms, offering on-demand access to highly trained workers, has begun to help. These platforms include marketplaces for premium expertise (such as Toptal... View Details
Keywords: Talent Acquisition; Platforms; Skilled Labor Recruitment; Gig Economy; Talent and Talent Management; Selection and Staffing; Internet and the Web; Strategy; Digital Platforms
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  • November–December 2018
  • Article

Online Network Revenue Management Using Thompson Sampling

By: Kris J. Ferreira, David Simchi-Levi and He Wang
We consider a network revenue management problem where an online retailer aims to maximize revenue from multiple products with limited inventory constraints. As common in practice, the retailer does not know the consumer's purchase probability at each price and must... View Details
Keywords: Online Marketing; Revenue Management; Revenue; Management; Marketing; Internet and the Web; Price; Mathematical Methods
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  • Program

The Women's Leadership Forum

nondiscrimination here. Learning and Living at HBS When you participate in an Executive Education program on the HBS campus, you enter an immersive experience where every aspect of the learning model has been carefully designed to... View Details

    George Serafeim

    George Serafeim is the Charles M. Williams Professor of Business Administration at Harvard Business School. He co-leads a Lab, within Harvard's Digital, Data, Design Institute, that focuses on organizational transformation through major shifts, including those... View Details

    Keywords: asset management; insurance industry; automobiles; industrial goods; fashion; food; green technology
    • August 2019 (Revised March 2022)
    • Case

    Family Matters: Governance at the Zamil Group

    By: Christina R. Wing, Suraj Srinivasan and Esel Çekin
    This case focuses on a large Saudi Arabian industrial conglomerate and family business Zamil Group’s corporate and family governance journey. The 12 sons of the founder led and grew the group successfully after taking over from their father in 1961. The secret to their... View Details
    Keywords: Middle East; Family Ownership; Family-owned Business; Saudi Arabia; Family Business; Governance; Organizational Structure; Values and Beliefs; Steel Industry; Industrial Products Industry; Middle East; Saudi Arabia; Bahrain
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    • June 2020
    • Case

    What IKEA Do We Want?

    By: Juan Alcácer, Cynthia A. Montgomery, Emilie Billaud and Vincent Dessain
    In 2018, Swedish furniture maker IKEA was undergoing a significant transformation. Challenged by the rise of online shopping and changing consumer behavior, and mourning the death of its founder, the Company's top executives knew they had to step out of their comfort... View Details
    Keywords: Business Strategy; Transformation; Leading Change; Mission and Purpose; Business Model; Emerging Markets; Customer Focus and Relationships; Organizational Culture; Disruption; Consumer Products Industry; Retail Industry; Europe; Netherlands; Sweden; China; India; United States
    Related
    • April 2011 (Revised January 2015)
    • Case

    The Eleganzia Group

    By: Elie Ofek, Elena Corsi, Bharat Sajnani, Sorina Casian-Botez and Francesco Tronci
    Eleganzia Group management faces tough decisions heading into the summer of 2010. With tourism on the decline due to the global economic recession, General Manager Giannuzzi must decide how to set prices at the Forte Village Resort, the Group's most well-known... View Details
    Keywords: Pricing; Pricing Strategy; Customer Management; Branding; Customer Relationship Management; Price; Luxury; Business Strategy; Brands and Branding; Accommodations Industry; Travel Industry; Italy
    Related
    • July 2017 (Revised November 2017)
    • Case

    Propel

    By: Mitchell Weiss and Sarah McAra
    In 2014, Jimmy Chen, a former product manager at Facebook, founded the start-up Propel to build software for low-income Americans. After conducting in-depth behavioral research, Chen and his small team in New York City began to develop technology to address the... View Details
    Keywords: Public Entrepreneurship; Govtech; Food Stamps; EBT; Mobile App; User Research; Financial Services Referrals; Grocery Marketing; Customer Discovery; Social Entrepreneurship; Entrepreneurship; Public Sector; Business Model; Research; Social Enterprise; Poverty; Welfare; Mobile and Wireless Technology; Applications and Software; Technology Industry; United States
    Related
    • Research Summary

    Overview

    Professor Begenau’s research agenda is directed at better understanding how financial markets work and how they affect the real economy. She uses quantitative analysis to build both prescriptive and descriptive models concerning financial risk in banking, and she also... View Details
    • Article

    Uncovering Mechanisms of Theory Development in an Academic Field: Lessons from Leadership Research

    By: Mary Ann Glynn and Ryan Raffaelli
    A long-standing debate in organization studies has centered on the tension between paradigmatic consensus and theoretical pluralism in an academic field, but little attention has been paid to the underlying processes of field development that account for this. Using a... View Details
    Keywords: Leadership; Theory
    Related
    • 02 May 2013
    • Working Paper Summaries

    Innovation, Reallocation, and Growth

    Keywords: by Daron Acemoglu, Ufuk Akcigit, Nicholas Bloom & William Kerr
    • 27 Mar 2025
    • HBS Seminar

    John Horton, MIT Sloan

    • September 2023 (Revised September 2024)
    • Case

    IBJ, Inc. (A): Seeking Matrimony in Japan

    By: Ramon Casadesus-Masanell and Akiko Saito
    In March 2020, Shigeru Ishizaka, founder and CEO of IBJ, Inc., Japan's largest marriage matching service provider, faced a critical decision regarding the company’s planned ¥3.5 billion (US$32.8 million) acquisition of competitor ZWEI Co., Ltd. IBJ, founded in 2006,... View Details
    Keywords: Mergers and Acquisitions; Risk and Uncertainty; Business Model; Corporate Strategy; Value
    Related
    • 2023
    • Article

    Evaluating Explainability for Graph Neural Networks

    By: Chirag Agarwal, Owen Queen, Himabindu Lakkaraju and Marinka Zitnik
    As explanations are increasingly used to understand the behavior of graph neural networks (GNNs), evaluating the quality and reliability of GNN explanations is crucial. However, assessing the quality of GNN explanations is challenging as existing graph datasets have no... View Details
    Keywords: Analytics and Data Science
    Related
    • 2018
    • Other Teaching and Training Material

    Finance Reading: Corporate Governance

    By: John Coates and Suraj Srinivasan
    Core Curriculum Readings in Finance cover the fundamental concepts, theories, and frameworks in finance. This reading presents an overview of corporate governance, focusing on for-profit businesses that are privately owned by dispersed investors—that is, not owned by a... View Details
    Keywords: Finance; Corporate Governance; For-Profit Firms; Private Ownership; Conflict of Interests
    Related
    • 20 Nov 2000
    • Research & Ideas

    Moving from Supply Chains to Supply Networks

    Professors Ananth Raman and Roy Shapiro are two members of the HBS faculty team that developed the new Executive Education program, Managing the Supply Chain: The General Manager's Perspective. In this conversation with the Executive... View Details
    Keywords: by Staff
    • November 2024
    • Article

    Preference Externality Estimators: A Comparison of Border Approaches and IVs

    By: Xi Ling, Wesley R. Hartmann and Tomomichi Amano
    This paper compares two estimators—the Border Approach and an Instrumental Variable (IV) estimator—using a unified framework where identifying variation arises from “preference externalities,” following the intuition in Waldfogel (2003). We highlight two dimensions in... View Details
    Keywords: Econometrics; Casual Inference; Marketing; Economics; Advertising; Mathematical Methods
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      Roy D. Shapiro

      Roy D. Shapiro is the Philip Caldwell Professor of Business Administration at the Harvard University Graduate School of Business Administration.  He is currently the faculty co-chair of the School's Technology and Operations Management Unit... View Details

      • Teaching Interest

      Data Science and AI for Leaders

      By: Dennis Campbell
      Modern business increasingly relies... View Details
      Keywords: Artificial Intelligence; Data Science