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- Faculty Publications (345)
Show Results For
- All HBS Web (1,218)
- Faculty Publications (345)
- 23 Dec 2002
- Research & Ideas
Partnering and the Balanced Scorecard
Scorecard, Rockwater managers took the somewhat unusual step of actually going out to talk to its existing and potential customers, the large integrated oil and gas companies. Rockwater learned that most of its customers did choose the... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 16 Apr 2007
- Research & Ideas
Delivering the Digital Goods: iTunes vs. Peer-to-Peer
explicitly consider the competition from p2p networks when making pricing decisions; this is something that they do not appear to be doing presently. We show that for a large portion of potential customers... View Details
- 02 Oct 2018
- First Look
New Research and Ideas, October 2, 2018
Xu Abstract—We investigate how dynamic pricing can lead to more product returns in the online retail industry. Using detailed sales data of more than two million transactions from the Indian online retail market, where View Details
Keywords: Dina Gerdeman
- 17 Aug 2010
- First Look
First Look: August 17
problems, prebuilt Excel models to calculate customer lifetime value, and charts and graphs that help visualize the results. Purchase this note:http://cb.hbsp.harvard.edu/cb/product/511029-PDF-ENG Marketing Analysis Toolkit: View Details
Keywords: Martha Lagace
- 15 Sep 2003
- Research & Ideas
The Lessons of New-Market Disruption
requirements. Because Teradyne did not have to satisfy aggressive short-term revenue expectations, the product architecture could be built around the price point demanded by the cost-sensitive customers in... View Details
- 01 Jun 2016
- News
How Do I Get Your Job?
price point, packaging, colors. I wanted to make a product that I would buy and that my friends would buy. OW: I’m sure it wasn’t all smooth sailing in the early months or years. Were there any moments where you thought, this is not going... View Details
Keywords: April White
- 01 Sep 2006
- News
Faculty Books
Transforming Your Go-to-Market Strategy by V. Kasturi Rangan with Marie Bell (HBS Press) Most distribution channels are outdated and unwieldy, serving neither customers nor channel partners adequately. This book shows how members of... View Details
- 01 Sep 2003
- News
Incentives and Operational Excellence
common to both major corporations and mom-and-pop shops, and offered practical solutions based on his research. One case Narayanan used to illustrate his point involved a family-owned video store. Generally in the past, he said, as many as 25 percent of rental View Details
- 21 Apr 2009
- First Look
First Look: April 21, 2009
nonlinear pricing schedule refers to any pricing structure where the total charges payable by customers are not proportional to the quantity of their consumed services. We... View Details
Keywords: Martha Lagace
- 18 Apr 2005
- Research & Ideas
Selling Luxury to Everyone
facials a year. Those services provide the company with a paying focus group from which it can gather feedback on its products. "Our customers are paying us $200 [a facial]; you better believe they give us feedback," he said.... View Details
- 01 Sep 2013
- News
The New Rules of E-Commerce
(Palgrave Macmillan), he has succeeded with a contrarian view about e-commerce. While other online markets focus on the end customer, Rakuten's mission is to support the vendors who sell to those customers. His rewrite of the rules of online business ideas include:... View Details
- 20 Oct 2015
- First Look
October 20, 2015
fluctuations. We first exposit that in the presence of Cobb-Douglas production functions and consumer preferences, there is a specific pattern of economic transmission whereby demand-side shocks propagate upstream (to input-supplying industries), and supply-side shocks... View Details
Keywords: Sean Silverthorne
- 29 May 2001
- Research & Ideas
How Technological Disruption Changes Everything
market where customers are being overserved by the prevailing offerings. The concept of "overshooting" suggests that companies try to keep prices and margins high by developing products with many... View Details
- 01 Jun 2009
- News
The Maestro and the Market
some 2 million hopeful diners vie to be one of the fifty customers he serves each evening for the six months that elBulli, his restaurant, is open. The world is beating a path to Chef Ferran Adrià’s door, but why? “Creativity comes first;... View Details
- 01 Jun 2011
- News
A Former Buyer Turns Designer
(MBA ’05) first line of women’s clothing, AMMARA, won’t hit department stores until this fall, she’s already landed in Women’s Wear Daily for bringing fashionable apparel to mature customers at a lower price... View Details
- 19 Nov 2018
- Sharpening Your Skills
E-Santa: Is Retail Ready for Digital Christmas?
Banning Big Box Stores Can Hurt Local Retailers Research shows how regulations designed to protect independent retailers from big box competition may backfire. Empathy: The Brand Equity of Retail Retailers can offer great product selection and value, but those who lack... View Details
- 19 Nov 2014
- HBS Case
Marketing Marijuana
But medicinal users are frequent customers so they do care about price. "They do not need to buy it at a fancy store—they'll go to a back alley basement shop as long as the product delivers." “I believe guys like Philip Morris... View Details
- 01 Dec 2014
- News
Case Study: Growing the Family Business
cleanliness and are staffed with teachers who use a proprietary curriculum to create an educational environment. Customers pay a significant premium for convenience—as much as $13 an hour for infant care versus $4 an hour or less for... View Details
- Web
Collections | Working Knowledge
markets, and more. Regulation and Compliance Global insights on regulation: navigating authoritarian regimes, ethics, healthcare gaps, and corporate integrity challenges. Marketing and Consumers Explore marketing insights—from transparency in tech to psychological... View Details
- 01 Dec 2003
- News
Selling Digital Privacy
marketing companies to sell it. Consumers, he asserts, have much to gain — be it money, price discounts, better customer service, or products tailored specifically to their needs. In the current system,... View Details