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(1,843)
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Show Results For
- All HBS Web
(1,843)
- News (614)
- Research (1,118)
- Multimedia (13)
- Faculty Publications (337)
- 2020
- Working Paper
Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach
By: Eva Ascarza
The success of Customer Relationship Management (CRM) programs ultimately depends on the firm's ability to understand consumers' preferences and precisely capture how these preferences may differ across customers. Only by understanding customer heterogeneity, firms can... View Details
Keywords: Customer Management; Targeting; Deep Exponential Families; Probabilistic Machine Learning; Cold Start Problem; Customer Relationship Management; Customer Value and Value Chain; Consumer Behavior; Analytics and Data Science; Mathematical Methods; Retail Industry
Padilla, Nicolas, and Eva Ascarza. "Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach." Harvard Business School Working Paper, No. 19-091, February 2019. (Revised May 2020. Accepted at the Journal of Marketing Research.)
- Summer 2014
- Article
When Does a Platform Create Value by Limiting Choice?
By: Ramon Casadesus-Masanell and Hanna Halaburda
We present a theory for why it might be rational for a platform to limit the number of applications available on it. Our model is based on the observation that even if users prefer application variety, applications often also exhibit direct network effects. When there... View Details
Keywords: Platform Governance; Direct Network Effects; Indirect Network Effects; Complements; Tragedy Of The Commons; Equilibrium Selection; Coordination; Foresight; Strategy; Value Creation; Digital Platforms; Balance and Stability; Decision Choices and Conditions; Consumer Behavior; Applications and Software; Network Effects
Casadesus-Masanell, Ramon, and Hanna Halaburda. "When Does a Platform Create Value by Limiting Choice?" Journal of Economics & Management Strategy 23, no. 2 (Summer 2014): 259–293.
- 28 Aug 2012
- Working Paper Summaries
Channels of Influence
- 01 Jun 2023
- HBS Case
A Nike Executive Hid His Criminal Past to Turn His Life Around. What If He Didn't Have To?
business leaders recognize that just because an individual makes a mistake does not mean they cannot be valuable within an organization.” Yet as soon as he opened up about his incarceration, the previously jovial meeting with the senior... View Details
- May 2020
- Article
Sales Leadership During and After the Crisis
Because customer acquisition and retention are the lifeblood of a for-profit enterprise, sales activities establish foundational conditions for a business. In turn, sales managers’ responsibilities in a crisis extend beyond keeping the lights on. Their leadership makes... View Details
Cespedes, Frank V. "Sales Leadership During and After the Crisis." Top Sales Magazine (May 2020), 28–29.
- December 1992 (Revised November 1994)
- Case
Becton Dickinson Division: Marketing Organization
The marketing director for the largest division of a health care products company is reviewing the structure and staffing of the division's marketing organization. The division has authorization to hire an additional marketing manager. Hence, the immediate case... View Details
Keywords: Business Conglomerates; Health Care and Treatment; Human Resources; Recruitment; Selection and Staffing; Managerial Roles; Product Marketing; Measurement and Metrics; Organizational Structure; Strategy; Consumer Products Industry; Health Industry
Cespedes, Frank V. "Becton Dickinson Division: Marketing Organization." Harvard Business School Case 593-070, December 1992. (Revised November 1994.)
- 01 Dec 2023
- News
The Imposter Among Us
with CEOs of large, well-known companies around the table. However, I have built confidence that I bring a unique perspective. I try to keep an inventory of all the wins I have, instead of things I missed, skills I lack, or perspectives I do not have. If I View Details
- 16 Nov 2021
- HBS Case
How a Company Made Employees So Miserable, They Killed Themselves
can make extreme means seem justifiable.” A company spiraling into debt France Télécom’s troubles started in the late 1990s, after the French government turned the national telephone monopoly into a publicly traded company, now known as... View Details
Keywords: by Michael Blanding
- March 2013
- Case
An Entrepreneur's New Product Development Journey
By: Elie Ofek
This case tracks the new product development process undertaken by Gauri Nanda, the founder and CEO of Nanda Home, as she ventures to innovate beyond her initial product launches. Having achieved commercial success with her first product Clocky, a roll away alarm clock... View Details
Keywords: Entrepreneurship; Decision Making; Product Development; Manufacturing Industry; Consumer Products Industry
Ofek, Elie. "An Entrepreneur's New Product Development Journey." Harvard Business School Case 513-098, March 2013.
- 29 Aug 2011
- Research & Ideas
Decoding Insider Information and Other Secrets of Old School Chums
spent several years unlocking the power of school ties, studying how these social connections affect important decisions and, ultimately, help shape the economy. Their research shows that it's possible to make better stock picks simply by... View Details
- 21 Apr 2023
- Research & Ideas
The $15 Billion Question: Have Loot Boxes Turned Video Gaming into Gambling?
Players have long been able to buy virtual items with real money in video games, such as special weapons and features. But Nintendo raised the ire of parents and regulators in 2018 when it added so-called loot boxes—a virtual lottery for... View Details
- Article
How B2B Companies Can Win Back Customers They've Lost
By: Frank V. Cespedes and León Poblete
Most research and training in sales focus on acquiring new customers. But winning back previous customers is increasingly important: mergers, choice in supply chains, and uncertainty about trade wars mean that B2B customers are constantly re-evaluating relationships... View Details
Cespedes, Frank V., and León Poblete. "How B2B Companies Can Win Back Customers They've Lost." Harvard Business Review (website) (June 3, 2019).
- 14 May 2018
- Research & Ideas
Amazon vs. Whole Foods: When Cultures Collide
other hand, always prided itself on its personal touch, empowering individual stores—even individual employees—to make decisions about products that emphasize high quality, healthy, and local foods. That decentralization, however, caused... View Details
- Web
2023 Reunion Presentations - Alumni
in buying and selling, why understanding the difference matters, and the implications for areas such as sales hiring, training, pricing, use of new tools, and performance management. Slides How to Make... View Details
- January 2023 (Revised September 2024)
- Supplement
The END Fund (B)
By: V. Kasturi Rangan and Courtney Han
Founded in 2012, the END fund focused on eliminating five Neglected Tropical Diseases that accounted for 80% of the tropical diseases affecting nearly 1.5 billion people worldwide. Its roughly $25 million/year annual budget was fully committed when it got news that the... View Details
Keywords: Health Disorders; Investment Funds; Global Range; Nonprofit Organizations; Resource Allocation; Decisions; Health Care and Treatment; Mission and Purpose
Rangan, V. Kasturi, and Courtney Han. "The END Fund (B)." Harvard Business School Supplement 523-064, January 2023. (Revised September 2024.)
- 24 Jan 2023
- Research & Ideas
Passion at Work Is a Good Thing—But Only If Bosses Know How to Manage It
have to be this way? How could we make it better?" You Might Also Like: When Your Passion Works Against You More Proof That Money Can Buy Happiness (or a Life with Less Stress) Income Inequality Is Rising.... View Details
Keywords: by Sean Silverthorne
- June 2018
- Teaching Note
Meridian Systems (Brief Case)
By: Frank V. Cespedes and Michael J. Roberts
Teaching Note for HBS No. 918-533. The key issues discussed in the Meridian teaching note concern sales force deployment: decisions about how to focus sales efforts with respect to territories, customers, and products. The teaching note explains the strengths and... View Details
- 12 Jun 2018
- First Look
New Research and Ideas, June 12, 2018
their interconnected early history. Even the 18th century had its “socialists,” but unlike those of the 19th, they paradoxically sought to make the world safe for “capitalists.” The word “socialists” was first used in Northern Italy as a... View Details
Keywords: Dina Gerdeman
- Article
Sales Productivity, Not Just Sales Technology
This article discusses the reasons behind the rapidly increasing investments in “Sales Enablement” (SE) technology, including the declining costs of that technology, a change in company cost structures, and a consequent shift in the focus of productivity improvements... View Details
- 26 Sep 2023
- Book
Digital Strategy: A Handbook for Managing a Moving Target
time has come to produce a wide-ranging book about current research on digital strategy. Simultaneously, the inception of the digital age, with all its multiple remarkable fallouts, contributes to making the received body of strategy... View Details