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  • Research Summary

Supply Chain Inventory Planning

My work studies management decision-making in demand and supply planning contexts with a focus on forecasting and inventory planning decisions.  I examine these decision-making processes from both a supply chain (i.e. across firm) and an... View Details

  • 17 Jun 2014
  • First Look

First Look: June 17

Tech Standards By: Lerner, Josh, and Jean Tirole Abstract—No abstract available. Publisher's link: http://www.sciencemag.org/content/343/6174/972.figures-only August 2013 Management Science Observation Bias: The Impact of Demand Censoring on Newsvendor Level and... View Details
Keywords: Sean Silverthorne
  • 15 Sep 2015
  • First Look

September 15, 2015

Operations Management Analytics for an Online Retailer: Demand Forecasting and Price Optimization By: Ferreira, Kris J., Bin Hong Alex Lee, and David Simchi-Levi Abstract—We present our work with an online retailer, Rue La La, as an... View Details
Keywords: Sean Silverthorne
  • 21 Jul 2008
  • Research & Ideas

Solving the Marketing Resources Allocation Puzzle

millions of customers are able to track how marketing investments affect individual customer's behavior. Every aspect of behavior is being monitored—a customer's first encounter with the firm, the initial and subsequent purchases, and the... View Details
Keywords: by Sean Silverthorne
  • Web

Publications - Faculty & Research

contribution, we examine whether and in which settings satellite measurements may be effective at estimating both agricultural yields and treatment... View Details Keywords: Measurement and Metrics ; Mathematical Methods ; Analytics and... View Details
  • 23 May 2011
  • Op-Ed

Leading and Lagging Countries in Contributing to a Sustainable Society

which corporate and investor behavior is changing. We did so by analyzing data from more than 2,000 companies in 23 countries, and then ranked those countries based on the degree of integration of corporate environmental and social... View Details
Keywords: by Robert G. Eccles & George Serafeim
  • March 2009 (Revised June 2010)
  • Case

Neck & Neck: Leveraging the Club Neck Information

Commercial Director Prado wonders how to leverage the loyalty card information to prepare the fall 2008 budget. The case discusses the value of subjective and objective information for profit-planning purposes. Spanish children's apparel retailer Neck & Neck uses... View Details
Keywords: Customer Relationship Management; Profit; Knowledge Use and Leverage; Marketing; Consumer Behavior; Retail Industry
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  • Web

Curriculum | MBA

Business School Financial Reporting and Control Harvard Business School Leadership & Organizational Behavior Harvard Business School Marketing Harvard Business School Technology & Operations Management Harvard Business School More on the... View Details
  • March 2021 (Revised January 2022)
  • Case

Philips: Redefining Telehealth

By: Regina E. Herzlinger, Alec Petersen, Natalie Kindred and Sara M. McKinley
As one of the world’s largest healthcare companies, Philips sought to reach beyond the walls of the hospital and expand its hospital-to-home program to gain future competitive advantage through technology solutions combining predictive analytics with care delivery. By... View Details
Keywords: Health Care; Philips; Visicu; Telemedicine; eICU; Accountable Care Organization; ACO; Bundled Payment; Hospital To Home; Patient Monitoring Devices; Home Health Care; Health Care and Treatment; Communication Technology; Quality; Safety; Performance Productivity; Performance Capacity; Performance Efficiency; Consumer Behavior; Emerging Markets; Health Industry; Telecommunications Industry; Netherlands
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  • 2020
  • Working Paper

Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach

By: Eva Ascarza
The success of Customer Relationship Management (CRM) programs ultimately depends on the firm's ability to understand consumers' preferences and precisely capture how these preferences may differ across customers. Only by understanding customer heterogeneity, firms can... View Details
Keywords: Customer Management; Targeting; Deep Exponential Families; Probabilistic Machine Learning; Cold Start Problem; Customer Relationship Management; Customer Value and Value Chain; Consumer Behavior; Analytics and Data Science; Mathematical Methods; Retail Industry
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  • August 2018 (Revised April 2019)
  • Supplement

Chateau Winery (B): Supervised Learning

By: Srikant M. Datar and Caitlin N. Bowler
This case builds directly on “Chateau Winery (A).” In this case, Bill Booth, marketing manager of a regional wine distributor, shifts to supervised learning techniques to try to predict which deals he should offer to customers based on the purchasing behavior of those... View Details
Keywords: Data Science; Clustering; Analytics and Data Science; Customers; Marketing; Analysis
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  • Web

Marketing - Doctoral

field exam, and then another three years on dissertation research and writing. The Marketing program draws on computer science, economics, behavioral science, and psychological methods to focus on marketing problems faced by the firm and... View Details
  • 05 Jul 2023
  • HBS Case

What Kind of Leader Are You? How Three Action Orientations Can Help You Meet the Moment

an analytical orientation often find comfort in data, leaning on numbers or models to develop a plan that provides the best chance for success (e.g., “data is king”). Contextual. Individuals with a contextual orientation tend to focus on... View Details
Keywords: by Ben Rand
  • March 2022 (Revised May 2022)
  • Case

Winning Business at Russell Reynolds (A)

By: Ethan Bernstein and Cara Mazzucco
In an effort to make compensation drive collaboration, Russell Reynolds Associates’ (RRA) CEO Clarke Murphy sought to re-engineer the bonus system for his executive search consultants in 2016. As his HR analytics guru, Kelly Smith, points out, that risks upsetting–and... View Details
Keywords: Compensation; Collaboration; Executive Search Firms; Consulting Firms; Compensation and Benefits; Restructuring; Human Resources; Human Capital; Management Practices and Processes; Organizational Culture; Organizational Change and Adaptation; Social and Collaborative Networks; Recruitment; Selection and Staffing; Talent and Talent Management; Consulting Industry; Employment Industry; Asia; Europe; Latin America; Middle East; North and Central America; South America; Oceania
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  • Web

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Education Harvard Business Analytics Program Harvard Business School Online MBA Predoctoral Researchers Alumni Alumni Events Alumni Reunions Commencement New Venture Competition Public Events Faculty / Research / Topics View Details

    Jill J. Avery

    Dr. Jill Avery is a Senior Lecturer of Business Administration and C. Roland Christensen Distinguished Management Educator in the marketing unit at Harvard Business School. She is a respected authority on branding and brand management, customer relationship... View Details

    Keywords: consumer products; arts; advertising; automobiles; retailing; fashion; hotels ＆ motels; food; beverage
    • 2025
    • Working Paper

    Dynamic Personalization with Multiple Customer Signals: Multi-Response State Representation in Reinforcement Learning

    By: Liangzong Ma, Ta-Wei Huang, Eva Ascarza and Ayelet Israeli
    Reinforcement learning (RL) offers potential for optimizing sequences of customer interactions by modeling the relationships between customer states, company actions, and long-term value. However, its practical implementation often faces significant challenges.... View Details
    Keywords: Dynamic Policy; Deep Reinforcement Learning; Representation Learning; Dynamic Difficulty Adjustment; Latent Variable Models; Customer Relationship Management; Customer Value and Value Chain; Foreign Direct Investment; Analytics and Data Science
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    • Article

    Beyond Statistics: The Economic Content of Risk Scores

    By: Liran Einav, Amy Finkelstein, Raymond Kluender and Paul Schrimpf
    "Big data" and statistical techniques to score potential transactions have transformed insurance and credit markets. In this paper, we observe that these widely-used statistical scores summarize a much richer heterogeneity, and may be endogenous to the context in which... View Details
    Keywords: Analytics and Data Science; Risk and Uncertainty; Insurance Industry
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    • Research Summary

    Overview

    By: Ethan S. Bernstein
    I have spent my career studying novel talent management practices and their effect on collaboration and performance. My core research focuses on two interrelated organizational trends that have become salient in the 21st century: workplace transparency (who gets to... View Details
    Keywords: Privacy; Transparency; Productivity; Field Experiments; Communication; Design; Human Resources; Leadership; Management; Organizational Design; Organizational Structure; Performance; Groups and Teams; Networks; Behavior; Social and Collaborative Networks; Satisfaction; North America; Europe; Asia; China; Japan; Latin America
    • Web

    Program Requirements - Doctoral

    2020b) Psychology Social Behavior in Organizations: Research Seminar (Psychology 2630) Advanced Social Psychology (Psychology 2500) Research Methods Courses (4 courses) Students must take four research methods courses, including at least... View Details