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- Faculty Publications (31)
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- All HBS Web (71)
- Faculty Publications (31)
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Marketing Awards & Honors - Faculty & Research
Ascarza : Winner of the 2023 Weitz-Winer-O'Dell Award for “Retention Futility: Targeting High-Risk Customers Might Be Ineffective” ( Journal of Marketing Research (JMR) , 2018). 2022 Ayelet Israeli : Selected as an INFORMS Society for... View Details
- 22 Oct 2019
- Research & Ideas
Use Artificial Intelligence to Set Sales Targets That Motivate
we need to improve our profit,” he says. For example, a US industrial service company was losing 20 percent of its customers every year. Through research, its leaders realized that when customers stayed with... View Details
Keywords: by Michael Blanding
- Person Page
Press / Media
By: Karim R. Lakhani
Can America Invent Its Way Back?
BusinessWeek, by Michael Mandel, 12 Sept. 2008
Today, researchers are focusing on ways to make those... View Details
- 29 Sep 2021
- Research & Ideas
For Entrepreneurs, Blown Deadlines Can Crush Big Ideas
One might expect first-time entrepreneurs to pick up speed as they churn out more products, but new research finds that nascent firms typically launch second products six weeks later than originally planned. What’s more, with each... View Details
Keywords: by Rachel Layne
- 30 Apr 2008
- Sharpening Your Skills
Sharpening Your Skills: Brand Management
writer James Patterson, who determines what his customers wants to read, then systematically churns it out in volume. Key concepts include: Patterson regularly outsells other "brand-name authors" such as... View Details
- 19 Apr 2011
- First Look
First Look: April 19
Churn Through Greater CHI F. Asís Martínez-Jerez, Thomas Steenburgh, Jill Avery, and Lisa BremHarvard Business School Case 110-052 HubSpot, a web marketing startup, is under pressure from VCs to rapidly acquire new View Details
Keywords: Sean Silverthorne
- 28 Sep 2015
- Research & Ideas
Six Lessons from Mobile Money Ventures in Developing Countries
Telesom ZAAD initially made mobile money services free and managers focused on customer acquisition and training employees to effectively explain the service to prospective customers. In addition to gaining indirect revenue from a... View Details
- 30 Dec 2013
- Research & Ideas
Most Popular Articles of 2013
Christensen. It's time for companies to look at products the way customers do: as a way to get a job done. Is Your iPhone Turning You Into a Wimp? The body posture inherent in operating everyday gadgets affects not only your back, but... View Details
Keywords: by Staff
- 29 May 2013
- Research & Ideas
Faculty Symposium Showcases Breadth of Research
customers reported their mileage more truthfully when customers signed their annual report form before filling it out, she said. Now the British government is considering the tactic for its tax forms. The... View Details
- 01 Jan 2002
- News
Orin C. Smith (MBA '67)
Smith. Not only has Starbucks created a "third place" for the customer between work and home, but it has also launched a number of environmental and community-oriented initiatives. "We have a great culture in this company," Smith... View Details
- Blog
Emerging from the Pandemic: Insights from South Asia and ASEAN
have to be away for quite as long. We also worked with client companies to create several custom programs that were delivered virtually. For example, we collaborated with the India subsidiary of one of the largest multinational technology... View Details
- Web
Online Digital Marketing Strategy Course | HBS Online
implement to reduce churn. Highlights Julia Bornstein, THE YES CEO Raja Rajamannar, Mastercard CMO Show Hide Details Concepts Personalization From Storytelling to Story-Making Connecting Customers and Building Community Featured Exercises... View Details
- 18 Nov 2014
- First Look
First Look: November 18
churn problem. Netflix used Cinematch, its proprietary movie recommendation software, to promote individually determined best-fit movies to customers. Hastings determined that a 10% improvement to the Cinematch algorithm would decrease... View Details
Keywords: Sean Silverthorne
- 10 Apr 2006
- Research & Ideas
American Auto’s Troubled Road
this year, of the millions of cars being churned out in factories all around the world, one of them, unknown and unremarked, will roll off an assembly line and take its place in history. Basking under the hot lights of a showroom, or... View Details
- 17 Nov 2020
- In Practice
How Retailers Can Thrive in a Shopping Season Like No Other
is senior editor of Harvard Business School Working Knowledge. [Image: cerro_photography] Related Reading The Right Way to Manage Churn for Maximum Profit Your Customers Have Changed. Here's How to Engage... View Details
- 01 Jan 2003
- News
Charles O. Rossotti, MBA 1964
me to bring about fundamental change." The agency Rossotti took over had 102,000 employees who annually collected $1.5 trillion in taxes, processed a billion documents, and churned out 80 million refunds. Amid so many transactions,... View Details
- 11 Aug 2009
- First Look
First Look: August 11, 2009
their size in their fourth year, while churning entrants were no larger. Our results suggest that the banking deregulations had two distinct effects on the product market. On the one hand, they allowed entrants to compete more effectively... View Details
Keywords: Martha Lagace
- 01 Mar 2006
- News
Drive-In Nation
this year, of the millions of cars being churned out in factories all around the world, one of them, unknown and unremarked, will roll off an assembly line and take its place in history. Basking under the hot lights of a showroom, or... View Details
- 28 Oct 2008
- First Look
First Look: October 28, 2008
story of creative destruction, the most pronounced impact was a massive increase in churning among new entrants. We argue that creative destruction requires many business failures along with the few great successes. The successes are very... View Details
Keywords: Martha Lagace
- 21 Oct 2014
- First Look
First Look: October 21
increase in churning entry that does not translate into a sustained increase in the overall level of entrepreneurship. Download working paper: http://ssrn.com/abstract=2506111 Evaluating Firm-Level Expected-Return Proxies By: Lee, Charles... View Details
Keywords: Sean Silverthorne