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Show Results For
- All HBS Web
(1,476)
- People (2)
- News (328)
- Research (952)
- Events (7)
- Multimedia (4)
- Faculty Publications (321)
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- 28 Jan 2002
- Research & Ideas
Read All About It! Newspapers Lose Web War
"crammed" the new business into the old business model and sales processes. For example, most newspapers tried to force their online sites to make money by selling the same types of advertising to... View Details
- 01 Jul 2008
- First Look
First Look: July 1, 2008
and inside sales force have been very successful in finding and bringing in new customers, in part because of a laser-like focus on increasing its marketing ROI. As ScriptLogic looks towards its next phase... View Details
Keywords: Martha Lagace
- 18 Sep 2018
- First Look
New Research and Ideas, September 18, 2018
may respond to this additional uncertainty by purchasing more products, thereby generating additional sales for the retailer. We refer to this phenomenon as the value of concealment (VoC). We develop a model... View Details
Keywords: Dina Gerdeman
- 14 Sep 2016
- Research & Ideas
Web Surfers Have a Schedule and Stick to It
they will carve out more time for shopping and for sniffing out the best bargains. "What we observe suggests that households have fixed amounts of time to give to sites..." “Taken together,” the researchers conclude in their paper, “our results add up to a... View Details
- 27 Feb 2007
- First Look
First Look: February 27, 2007
Working PapersPublic Action for Public Goods Authors:Abhijit Banerjee, Lakshmi Iyer, and Rohini Somanathan Abstract This paper focuses on the relationship between public action and access to public goods. It begins by developing a simple View Details
Keywords: Martha Lagace
- 28 Aug 2012
- First Look
First Look: August 28
ability to benefit from private information. Consistent with these expectations, we find that abnormal returns to insider purchases-used to proxy for private information-are reduced following IFRS adoption. Similar results are derived... View Details
Keywords: Sean Silverthorne
- 20 Mar 2012
- First Look
First Look: March 20
Market Governments—Qualitative Evidence from a Biotechnology Multinational Authors:Prithwiraj Choudhury, James Geraghty, and Tarun Khanna Publication:Global Strategy Journal 2, no. 1 (February 2012) Abstract We build on the emerging literature of influence-based View Details
Keywords: Sean Silverthorne
- 25 Apr 2017
- First Look
First Look at New Research, April 25
(shortest expected processing time). Moreover, they exercise more discretion as they accumulate experience. Exploiting random assignment of tasks to doctors’ queues, instrumental variable models reveal that these deviations erode... View Details
Keywords: Sean Silverthorne
- 19 Jul 2010
- Research & Ideas
How Mercadona Fixes Retail’s ’Last 10 Yards’ Problem
logistics and profitability while making life much better for workers. Mercadona offers the lowest prices in Spain, and its operational performance exceeds that of comparable Spanish and foreign chains. In 2008, Mercadona's sales per... View Details
- 20 Feb 2008
- First Look
First Look: February 20, 2008
highlight a two-stage process for marketing resource allocation. In stage one, a model of demand is estimated. This model empirically assesses the impact of marketing actions on consumer demand of a... View Details
Keywords: Martha Lagace
- 26 Sep 2017
- First Look
First Look at New Research and Ideas, September 26, 2017
Business Review What’s the Right Kind of Bonus to Motivate Your Sales Force? By: Chung, Doug J., and Das Narayandas Abstract—Companies typically compensate their sales force by using some combination of... View Details
Keywords: Sean Silverthorne
- 15 Jan 2013
- First Look
First Look: January 15
particular setting. This paper exploits a plausibly exogenous change in the liability structure offered by a microfinance program in India, which shifted from individual to group liability lending. We find evidence that the lending model... View Details
Keywords: Sean Silverthorne
- 16 Apr 2012
- Research & Ideas
The Inner Workings of Corporate Headquarters
"black box." Peering Into The Black Box In a new working paper written with Adam M. Kleinbaum (HBS DBA'08) of Dartmouth's Tuck School of Business, titled Inside the Black Box of Corporate Staff: Social Networks and the... View Details
Keywords: by Michael Blanding
- February 22, 2023
- Article
How to Seed Organic Marketing in a Video-First World
By: Ayelet Israeli, Leonard A. Schlesinger and Matt Higgins
Early direct-to-consumer (DTC) companies relied on plentiful capital and low-cost digital marketing to power growth. But as this sector has matured, capital is more constrained, social media is more cluttered, and customer acquisition costs are rising. DTC companies... View Details
Keywords: Online Business; Ecommerce; E-commerce; E-Commerce Strategy; Omnichannel Retail; Omnichannel Retailing; Influencer Marketing; Consumer; Organic Growth; Video Advertising; Promotion; Celebrities; Online Advertising; Online Channel; Online Communities; Online Community; Go To Market Strategy; Platform; Media; Media Content; Digital; Digital Culture; Digital Influencers; Direct To Consumer Marketing; Direct-to-consumer; Innovation ＆ Entrepreneurship; Innovation; Sales; Digital Platforms; Digital Marketing; Digital Strategy; Consumer Behavior; Internet and the Web; Advertising; Business Model; Growth Management; Marketing; Marketing Strategy; Marketing Channels; Marketing Communications; Communication Strategy; Innovation Strategy; Retail Industry; Consumer Products Industry; Fashion Industry; Advertising Industry; Apparel and Accessories Industry; Beauty and Cosmetics Industry; Food and Beverage Industry; Media and Broadcasting Industry; United States; North America
Israeli, Ayelet, Leonard A. Schlesinger, and Matt Higgins. "How to Seed Organic Marketing in a Video-First World." Harvard Business Review (website) (February 22, 2023).
- 23 Jun 2015
- First Look
First Look: June 23, 2015
Abstract—Sarcasm is ubiquitous in organizations. Despite its prevalence, we know surprisingly little about the cognitive experiences of sarcastic expressers and recipients or their behavioral implications. The current research proposes and tests a novel theoretical... View Details
Keywords: Sean Silverthorne
- 08 Jul 2013
- Research & Ideas
Everything Must Go: A Strategy for Store Liquidation
comparison to a store that is having a sale." In fact, customer behavior in general—unpredictable under the best of circumstances—becomes even more erratic during liquidation events, he notes. For their work with Gordon Brothers Group, Craig and Raman developed a... View Details
- 25 Jul 2017
- First Look
First Look at New Research and Ideas: July 25, 2017
global poverty; their target is to donate 10% of their profits, but as a new capital-intensive business they give 2% of their revenue. Their income streams are mainly direct-to-consumer sales along with corporate View Details
Keywords: Carmen Nobel
- 03 Mar 2014
- HBS Case
Decommoditizing the Canned Tomato
sales growing from 11 million in 1995 to 185 million in 2011. And it offers important insights on supply chain management, innovation, and risk-taking. But it also provides lessons to anyone selling a commodity—after all is said and done... View Details
- 13 May 2008
- First Look
First Look: May 13, 2008
by Sony with the launch of its PlayStation 3. Information based on the 2006 and 2007 holiday seasons and the success of rival consoles is outlined. In addition, the case allows examining the costs and revenues associated with a business View Details
Keywords: Martha Lagace
- 13 Jan 2015
- First Look
First Look: January 13
Online Sales By: Teixeira, Thales S. Abstract—Consumers have become avid media multitaskers, moving seamlessly between their TVs and digital devices. Shorter TV commercials have reduced both the quantity and quality of consumer attention... View Details
Keywords: Sean Silverthorne