Customer Centric Initiative - Publications - Faculty & Research

26 May 2015
First Look

First Look: May 26

strategic priorities. This article explains core links between selling initiatives and basic drivers of enterprise value, and it provides suggestions about how best to communicate strategy to busy people in the field. May 2015 Management... View Details

Keywords: Sean Silverthorne

19 Apr 2004
Research & Ideas

Ground-Floor Opportunities for Retail in India

involves spending over $250. Intergold's stand-alone stores have low walk-in traffic, but customers are more likely to make a purchase in the $400 and up range. Malls are a better fit with the Shoppers' Stop and Pantaloons model. "I... View Details

Keywords: by Julia Hanna; Consumer Products; Retail

06 Jan 2003
What Do You Think?

China: The Next Big Market Opportunity or the Next Big Bubble?

Summing Up Those with firsthand experience suggest, in response to this month's column, that few CEOs with a reason to be there can forego investment in China. However, there is a reason why involvement today is most likely to be as a View Details

Keywords: by James Heskett

25 Oct 2016
First Look

October 25, 2016

analysts, to consumers—need to know about how new products and services are expected to perform in the marketplace. The book develops a compelling framework that connects the rich academic knowledge on innovation diffusion with that on View Details

Keywords: Sean Silverthorne

14 Dec 2011
Research & Ideas

The New Measures for Improving Nonprofit Performance

expertise to improve the lives of children and youth of low-income families in the Washington, D.C., region. Morino is the author of Leap of Reason: Managing to Outcomes in an Era of Scarcity. Alnoor S. Ebrahim is an associate professor in the General Management Unit... View Details

Keywords: by Julia Hanna

12 Apr 2010
Research & Ideas

One Report: Better Strategy through Integrated Reporting

shareholders by attracting customers who support this. A sustainable strategy with a multi-stakeholder perspective means that sometimes trade-offs must be made. As Joshua Margolis and James Walsh point out, "Managers face a vexing... View Details

Keywords: by Martha Lagace

12 Oct 1999
Research & Ideas

A Perfect Fit: Aligning Organization & Strategy

managing change. Instead, they develop many disconnected initiatives to bring about change — initiatives that by their piecemeal nature are doomed to failure. "In light of that," Beer explains,... View Details

Keywords: by Judith A. Ross

08 Nov 2010
Research & Ideas

How to Fix a Broken Marketplace

markets must also overcome the fact that some transactions are considered repugnant, especially in the infancy of an industry. (For instance, life insurance—in which companies essentially place bets on when a customer will die—used to be... View Details

Keywords: by Carmen Nobel; Health

17 Apr 2012
First Look

First Look: April 17

initial evidence for a positive feedback loop between prosocial spending and well-being, these data offer one potential path to sustainable happiness: prosocial spending increases happiness, which in turn encourages prosocial spending.... View Details

Keywords: Carmen Nobel

13 Nov 2018
First Look

New Research and Ideas, November 13, 2018

initiatives are fulfilling their desired objectives. By being able to more rigorously evaluate compliance programs with data and empirical analysis, prosecutors and courts will be able to more readily discern “window-dressing,” and firm... View Details

Keywords: Dina Gerdeman

08 Apr 2008
First Look

First Look: April 8, 2008

Offshore Wind Energy in the USA Harvard Business School Case 708-022 Cape Wind is an extreme example of NIMBY—not in my backyard syndrome. This is the first offshore wind project planned for the United States, in Nantucket Sound, just south of Cape Cod, Massachusetts.... View Details

Keywords: Martha Lagace

09 Apr 2019
First Look

New Research and Ideas, April 9, 2019

collectors, auction house operators, and other actors who played active roles as either institutional entrepreneurs or guardians in shaping the revitalization of the industry. We find these entrepreneurs and guardians initially espoused... View Details

Keywords: Dina Gerdeman

21 Jun 2010
Research & Ideas

Strategy and Execution for Emerging Markets

very interesting laboratory. Free market principles were introduced initially under the authoritarian regime. Compared with other emerging markets anyway, Chile has since become a paragon of reasonably good governance. Its process of... View Details

Keywords: by Martha Lagace

08 Oct 2014
Research & Ideas

Who Is the Chief Sustainability Officer?

improving working conditions in their supply chain, creating better safety procedures, and reaping profits from products that address environmental and social problems. "Regulators and investors are asking for it, customers are... View Details

Keywords: by Dina Gerdeman; Manufacturing

22 Sep 2020
Research & Ideas

Recessions Push Some Entrepreneurs to Launch Too Soon

those with outside options or operating in areas unrelated to COVID-19 to consider waiting, if possible, until the economy rebounds. A temporary period of unemployment or reduced compensation/advancement prospects may be the better alternative for individuals relative... View Details

Keywords: by Sean Silverthorne

28 Jul 2016
Op-Ed

Where is TripAdvisor for Doctors?

Consumers do not bounce from doctor to doctor nearly as often and therefore lack comparative expertise. In many cases, they develop relationships with their caregivers that render their reviews idiosyncratic. 6. Fear of Reprisal. Hotel reviews are numerous and... View Details

Keywords: by John A. Quelch; Health

06 Nov 2013
What Do You Think?

Is Top-Down Resource Allocation on the Rise?

allocation." The detailed work was still bottom up, but true change had to be driven by the top in a sustained entrepreneurial effort. Bower teamed with Clark Gilbert and others 37 years later to report studies suggesting that while the View Details

Keywords: by James Heskett

05 Jul 2006
Research & Ideas

Reinventing the Dowdy Savings Bond

exclude customers without Internet access or a bank account. That strikes me as a relatively small investment to make for a relatively large number of individuals. Tufano suggests a few adjustments to "reinvent" the savings bond... View Details

Keywords: by Julia Hanna; Banking; Financial Services

11 Jan 2000
Lessons from the Classroom

New Game, New Rules: Developing Managers for a Competitive World

are the first to learn of changing customer needs, first to see competitors' marketing strategies in action, and first to encounter new regulatory initiatives. Top management increasingly relies on the ability of its geographically and... View Details

Keywords: by Staff

13 Apr 2015
Research & Ideas

3 Ways Firms Can Profit From Environmental Investments

$96 million, as well as home rental service Airbnb, noting, "Why build new hotels when we've got all this spare capacity?" Henderson works closely with the STAR Lab, a new initiative focused on research about environmental consumer... View Details

Keywords: by Carmen Nobel; Energy; Utilities

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