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Show Results For
- All HBS Web
(10,212)
- People (28)
- News (2,535)
- Research (5,798)
- Events (71)
- Multimedia (100)
- Faculty Publications (3,950)
- 2023
- Working Paper
The Customer Journey as a Source of Information
By: Nicolas Padilla, Eva Ascarza and Oded Netzer
In the face of heightened data privacy concerns and diminishing third-party data access,
firms are placing increased emphasis on first-party data (1PD) for marketing decisions.
However, in environments with infrequent purchases, reliance on past purchases 1PD... View Details
Keywords: Customer Journey; Privacy; Consumer Behavior; Analytics and Data Science; AI and Machine Learning; Customer Focus and Relationships
Padilla, Nicolas, Eva Ascarza, and Oded Netzer. "The Customer Journey as a Source of Information." Harvard Business School Working Paper, No. 24-035, October 2023. (Revised October 2023.)
- Fall 2020
- Article
Competing on Customer Outcomes
By: Marco Bertini and Oded Koenigsberg
Bertini, Marco, and Oded Koenigsberg. "Competing on Customer Outcomes." MIT Sloan Management Review 62, no. 1 (Fall 2020): 78–84.
- 21 Feb 2013
- Research & Ideas
HBS Research Focuses on Gender Issues and Fixes
In 1963, the first women were admitted to Harvard Business School's two-year MBA program. The 50th anniversary is being celebrated this year at HBS with new faculty research, case studies, and a series of on-campus events and programs View Details
- February 1984
- Background Note
Framework for Focusing on Legal Aspects of Marketing
Cady, John F. "Framework for Focusing on Legal Aspects of Marketing." Harvard Business School Background Note 584-083, February 1984.
- 18 Nov 2009
- HBS Case
Customer Feedback Not on elBulli’s Menu
He's been called "the Salvador Dalí of the kitchen" for creations ranging from beetroot and yogurt ice-cream lollipops to a deconstructed Spanish omelet served in a parfait glass. Each year, some 2 million hopeful diners vie to be View Details
- March 2020 (Revised March 2022)
- Case
Wachtell Lipton: Focused Excellence
By: Ashish Nanda and Margaret Cross
For years, Wachtell, Lipton, Rosen & Katz—a small, New York City law firm—has consistently boasted the highest profits per partner and one of the highest “prestige” ratings among U.S.-based law firms. The firm has remained loyal to a distinctive strategy ever since its... View Details
Nanda, Ashish, and Margaret Cross. "Wachtell Lipton: Focused Excellence." Harvard Business School Case 720-396, March 2020. (Revised March 2022.)
- 2013
- Tool
Harvard Business Review's Go to Market Tools: Customer Lifetime Value
By: Thomas Steenburgh and Jill Avery
How much are your customers worth? Has your marketing budget been slashed? Need to figure out the best place to invest your time and effort to reach your growth target? HBR's Go to Market Tool helps calculate your customer's lifetime value, allowing you to prioritize... View Details
Keywords: Quantitative Analysis; Tools; Customer Lifetime Value; Customer Defection; CRM; Customer Relationship Management; Marketing; Marketing Strategy; Customer Focus and Relationships
Steenburgh, Thomas, and Jill Avery. Harvard Business Review's Go to Market Tools: Customer Lifetime Value. Tool. Harvard Business Review Press, 2013. Electronic.
- 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).
- 21 Feb 2013
- News
HBS Research Focuses on Gender Issues and Fixes
- 23 Sep 2021
- News
How Bubble Is Building a Marketplace Focused on Health Foods
- 23 Nov 2016
- News
How Focusing on Content Leads the Media Astray
- 18 Sep 2015
- News
Better Value in Health Care Requires Focusing on Outcomes
- 16 Dec 2014
- News
Baker Library Exhibit Focuses on Father of Venture Capital
- 11 Oct 2016
- News
Baker Library Exhibit Focuses On Polaroid & Edwin Land
- June 2011 (Revised May 2012)
- Case
Reckitt Benckiser: Fast and Focused Innovation
By: Rebecca M. Henderson and Ryan Johnson
Since its 1999 merger Reckitt Benckiser (RB), a global consumer goods company, led by its CEO Bart Becht, RB developed a reputation for rapid product innovation and industry leading profit margins. RB's stated strategy was to focus on its Powerbrands and high growth... View Details
Keywords: Mergers and Acquisitions; Global Strategy; Innovation Leadership; Leadership Style; Growth and Development Strategy; Brands and Branding; Product Development; Performance Improvement; Commercialization; Consumer Products Industry
Henderson, Rebecca M., and Ryan Johnson. "Reckitt Benckiser: Fast and Focused Innovation." Harvard Business School Case 311-116, June 2011. (Revised May 2012.)
- 16 May 2010
- News
Harvard focuses on innovation with Nitin Nohria as dean
- January 2003 (Revised September 2007)
- Background Note
A Note on Racing to Acquire Customers
Examines factors that motivate a firm's race to acquire customers in newly emerging markets and explores conditions under which racing strategies are likely to yield attractive returns. Provides a definition of racing behavior, introduces the notion of an optimal level... View Details
Keywords: Customers; Price Bubble; Network Effects; Emerging Markets; Market Entry and Exit; Behavior; Competition
Eisenmann, Thomas R. "A Note on Racing to Acquire Customers." Harvard Business School Background Note 803-103, January 2003. (Revised September 2007.)
- 15 Jun 2021
- News
Keeping Hourly Workers Focused on the Stock, Not the Clock
constant tension between employees and management. “We lived through a lot of strikes,” Stavros says. One of the changes the union was advocating for was profit sharing with hourly employees. “Can you believe I have no incentive to care... View Details
- 17 Jun 2009
- News