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- All HBS Web (130)
- Faculty Publications (31)
Show Results For
- All HBS Web (130)
- Faculty Publications (31)
- 30 Aug 2016
- First Look
August 30, 2016
variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of various forms of conditional and unconditional compensation. We account for salesperson heterogeneity by using a... View Details
Keywords: Carmen Nobel
- 23 Feb 2011
- First Look
First Look: Feb. 23
Incumbents Fare in the Face of Increased Service Competition? Authors:Ryan W. Buell, Dennis Campbell, and Frances X. Frei Abstract We explore the conditions under which service competition leads to customer defection from an incumbent and... View Details
Keywords: Sean Silverthorne
- 29 Jan 2019
- First Look
New Research and Ideas, January 29, 2019
Industry By: Park, K. Francis, Robert Seamans, and Feng Zhu Abstract— We examine how heterogeneity in customers’ multi-homing tendencies affects a platform’s response to new entrants in its market. We develop a formal model to generate... View Details
Keywords: Dina Gerdeman
- 13 Mar 2007
- First Look
First Look: March 13, 2007
manufacturer of metal parts for the telecommunications industry, is being pushed by its large equipment vendor customers to establish a manufacturing operation in China. CEO Reinhold Hesse is debating several options: establishing a joint... View Details
Keywords: Martha Lagace
- 11 Nov 2014
- First Look
First Look: November 11
Publications November 2014 Harvard Business Review Cooks Make Tastier Food When They Can See Their Customers By: Buell, Ryan W., Tami Kim, and Chia-Jung Tsay Abstract—While existing theory suggests that increased contact between View Details
Keywords: Sean Silverthorne
- 13 Apr 2010
- First Look
First Look: April 13
balances the four drives while avoiding negative leadership and leaders who are missing the drive to bond. Order the Book: http://www.wiley.com/WileyCDA/WileyTitle/productCd-0470623845.html Market Heterogeneity and Local Capacity... View Details
Keywords: Martha Lagace
- 06 Mar 2018
- First Look
First Look at Research and Ideas, March 6, 2018
the heterogeneous payment requirements across the multiple payers and health plans contracting with the academic health center. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54127 March–April 2018 Harvard Business... View Details
Keywords: Sean Silverthorne
- 16 Nov 2010
- First Look
First Look: November 16, 2010
Publication:Journal of Public Economics (forthcoming) Abstract It is often difficult for donors to predict the value of charitable giving because they know little about the persons who receive their help. This concern is particularly acute when making contributions to... View Details
Keywords: Sean Silverthorne
- 21 Aug 2018
- First Look
New Research and Ideas, August 21, 2018
it is no longer enough for firms to be better or cheaper to gain competitive advantage. These new rules make it essential for companies to reexamine four fundamental aspects of their business to thrive in the digital era—their strategy, value chain, View Details
Keywords: Dina Gerdeman
- 21 Apr 2009
- First Look
First Look: April 21, 2009
of such schemes is the heterogeneity of the customer base. Such heterogeneity of preferences leads customers to choose different pricing plans... View Details
Keywords: Martha Lagace
- 06 Feb 2018
- First Look
First Look at New Research and Ideas: February 6, 2018
customization to the online environment and credible monitoring and punishments. I analyze the pricing, enforcement, and channel management policies of a manufacturer over several years. During this period, new channel policies take... View Details
- 25 Sep 2018
- First Look
New Research and Ideas, September 25, 2018
between tax brackets within a state-year cell and which absorb heterogeneity and contemporaneous changes in economic conditions; ii) an instrumental variable approach, which predicts changes in an individual or firm's total tax rate with... View Details
Keywords: Dina Gerdeman
- 05 Feb 2013
- First Look
First Look: Feb. 5
coefficients aggregate discrete choice model-which accommodates heterogeneity in preferences for school quality and athletic success-and an extensive set of school fixed effects to control for unobserved quality in athletics and... View Details
Keywords: Sean Silverthorne
- 28 Aug 2018
- First Look
New Research and Ideas, August 28, 2018
different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call patterns for route sales. The findings reveal that the long-term... View Details
Keywords: Dina Gerdeman
- 19 Sep 2006
- First Look
First Look: September 19, 2006
channels will fuel a shift in consumption away from hits to a much larger number of lower-selling niche products. While the long-tail view predicts an increase in the heterogeneity of consumption patterns, the well-known superstar effect... View Details
Keywords: Sean Silverthorne
- 12 Oct 1999
- Research & Ideas
Bright Ideas: The Creative Power of Groups
have to select as heterogeneous a group as possible, representing different experiences, thinking styles, cultures, and attitudes. Sometimes, groups get a boost from the addition of customers or... View Details
Keywords: by Laurie Joan Aron
- 28 Jun 2016
- First Look
June 28, 2016
raise funds from outside investors. The relationship appears not to be causal but instead driven by selection effects across heterogeneous teams with varying degrees of inequality aversion. Publisher's link:... View Details
Keywords: Sean Silverthorne
- 31 Oct 2017
- First Look
New Research and Ideas, October 31, 2017
heterogeneity in consumer sophistication could explain the prevalence and persistence of misconduct at such firms. Misconduct is concentrated at firms with retail customers and in counties with low... View Details
Keywords: by Sean Silverthorne
- 31 Jan 2012
- First Look
First Look: Jan. 31
literacy may slow adoption of these products. This article reports on a field experiment that offered an innovative new financial product, rainfall insurance, to 600 small-scale farmers in India. A customized financial literacy and... View Details
Keywords: Sean Silverthorne & Carmen Nobel
- 27 May 2009
- First Look
First Look: May 27, 2009
on a farsighted version of strong dominance (cf., Roth and Postlewaite, 1977) if no individual is indifferent between his endowment and the endowment of someone else. Download the paper: http://www.hbs.edu/research/pdf/09-129.pdf Altruistic Dynamic Pricing with View Details
Keywords: Martha Lagace