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  • 20 Nov 2012
  • First Look

First Look: November 20

be complemented with quantitative analyses. The development of quantitative methods for the study of business models, however, has trailed that of their qualitative peers. In this paper, we develop an analytical framework based on the... View Details
Keywords: Sean Silverthorne
  • June 2023
  • Simulation

Artea Dashboard and Targeting Policy Evaluation

By: Ayelet Israeli and Eva Ascarza
Companies deploy A/B experiments to gain valuable insights about their customers in order to answer strategic business problems. In marketing, A/B tests are often used to evaluate marketing interventions intended to generate incremental outcomes for the firm. The Artea... View Details
Keywords: Algorithm Bias; Algorithmic Data; Race And Ethnicity; Experimentation; Promotion; Marketing And Society; Big Data; Privacy; Data-driven Management; Data Analysis; Data Analytics; E-Commerce Strategy; Discrimination; Targeted Advertising; Targeted Policies; Pricing Algorithms; A/B Testing; Ethical Decision Making; Customer Base Analysis; Customer Heterogeneity; Coupons; Marketing; Race; Gender; Diversity; Customer Relationship Management; Marketing Communications; Advertising; Decision Making; Ethics; E-commerce; Analytics and Data Science; Retail Industry; Retail Industry; United States
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  • July 2020
  • Case

Karen Bruck: Growing Managers at MercadoLibre

By: Joshua D. Margolis, Fernanda Miguel and Mariana Cal
Karen Bruck, Corporate Sales Director at MercadoLibre, Latin America's largest e-commerce platform, needs to make a decision about one of her managers, who, while analytically savvy, has an approach that does not fit in with the company's culture. View Details
Keywords: Performance Evaluation; Employee Relationship Management; Decision Making; Interpersonal Communication; Organizational Culture; Retail Industry; Latin America; Argentina
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  • October 2021 (Revised December 2021)
  • Case

Customer-Centric Design with Artificial Intelligence: Commonwealth Bank

By: Karim R. Lakhani, Yael Grushka-Cockayne, Jin Hyun Paik and Steven Randazzo
As Commonwealth Bank (CommBank) CEO Matt Comyn delivered the full financial year results in August 2021 over videoconference, it took less than two minutes for him to make his first mention of the organization's Customer Engagement Engine (CEE), the AI-driven customer... View Details
Keywords: Artificial Intelligence; Customer-centricity; Banks and Banking; Customer Focus and Relationships; Technological Innovation; Transformation; Organizational Change and Adaptation; Performance; AI and Machine Learning; Financial Services Industry; Australia
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  • 07 Dec 1999
  • Research & Ideas

Henry Heinz and Brand Creation in the Late Nineteenth Century

was not new to the late nineteenth century. Rural consumers had long bartered butter, eggs, horseradish, and other foodstuffs with storekeepers in exchange for sugar, coffee, and other items that could not be made at home. 55 Retailers... View Details
Keywords: by Nancy F. Koehn
  • 16 Feb 2016
  • First Look

February 16, 2016

answer two key questions. Can anyone, including MBAs and executives with superb analytical skills, learn to think more innovatively? If so, how might we go about developing these skills? Through close collaboration with individuals from... View Details
Keywords: Sean Silverthorne
  • September 2010
  • Article

Do Inventory and Gross Margin Data Improve Sales Forecasts for U.S. Public Retailers?

By: Saravanan Kesavan, Vishal Gaur and Ananth Raman
Firm-level sales forecasts for retailers can be improved if we incorporate cost of goods sold, inventory, and gross margin (defined here as the ratio of sales to cost of goods sold) as three endogenous variables. We construct a simultaneous equations model, estimated... View Details
Keywords: Sales; Forecasting and Prediction; Distribution; Goods and Commodities; Cost; Public Sector; Profit; Mathematical Methods; Analytics and Data Science; Retail Industry; United States
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  • 10 Apr 2018
  • First Look

First Look at New Research, April 10, 2018

Spring 2018 MIT Sloan Management Review The Store Is Dead—Long Live the Store By: Bell, David R., Santiago Gallino, and Antonio Moreno Abstract—In this article, we pursue two interconnected themes: the expansion of online-first retailers... View Details
Keywords: Sean Silverthorne
  • 19 Aug 2008
  • First Look

First Look: August 19, 2008

  Working PapersExploring Inventory Trends in Six U.S. Retail Segments Authors:Adenekan (Nick) Dedeke and Noel H. Watson Abstract Our paper describes inventory trends for both public and private U.S. firms in six View Details
Keywords: Sean Silverthorne
  • 04 Jan 2012
  • First Look

First Look: January 4

tribal governments, the history of tribal sovereignty, the origins of Indian gaming, the legal framework that governs tribal gaming activities, as well as an analytic approach to negotiations, this paper explains the Foxwoods deal and its... View Details
Keywords: Carmen Nobel
  • January 1995 (Revised November 1996)
  • Case

Avalon Information Services, Inc.

By: Lynn S. Paine and Wilda White
The Privacy Review Committee of Avalon Information Services must decide how to deal with concerns voiced by its retail supermarket customers about the privacy of consumer data collected through Avalon's point-of-sale data collection program. One customer is proposing... View Details
Keywords: Mission and Purpose; Safety; Demand and Consumers; Rights; Analytics and Data Science; Information Technology; Ethics; Information Industry
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  • 25 Jun 2013
  • First Look

First Look: June 25

Business School Case 613-045 Managing with Analytics at Procter & Gamble Senior management at P&G has put a strong emphasis on using data to make "better, smarter, real-time business decisions." The Global Business... View Details
Keywords: Anna Secino
  • March 2024
  • Supplement

Madrigal: Conducting a Customer-Base Audit

By: Eva Ascarza, Bruce Hardie, Peter S. Fader and Michael Ross
This case presents a scenario where Madrigal, a U.S. retailer with a rich 20-year history and a solid loyalty program, faces a turning point with the arrival of a new CEO. This leadership change reveals a critical gap in understanding the customer base, prompting an... View Details
Keywords: Customer Relationship Management; Analytics and Data Science; Growth and Development Strategy; Retail Industry; United States
Related
  • March 2024
  • Supplement

Madrigal: Conducting a Customer-Base Audit

By: Eva Ascarza, Bruce Hardie, Peter S. Fader and Michael Ross
This case presents a scenario where Madrigal, a U.S. retailer with a rich 20-year history and a solid loyalty program, faces a turning point with the arrival of a new CEO. This leadership change reveals a critical gap in understanding the customer base, prompting an... View Details
Keywords: Customer Relationship Management; Analytics and Data Science; Growth and Development Strategy; Retail Industry; United States
Related
  • March 2024
  • Case

Madrigal: Conducting a Customer-Base Audit

By: Eva Ascarza, Bruce Hardie, Michael Ross and Peter S. Fader
This case presents a scenario where Madrigal, a U.S. retailer with a rich 20-year history and a solid loyalty program, faces a turning point with the arrival of a new CEO. This leadership change reveals a critical gap in understanding the customer base, prompting an... View Details
Keywords: Customer Relationship Management; Analytics and Data Science; Growth and Development Strategy; Customer Value and Value Chain; Retail Industry; United States
Related
  • March 2024
  • Supplement

Madrigal: Conducting a Customer-Base Audit

By: Eva Ascarza, Peter Fader, Bruce G.S. Hardie and Michael Ross
This case presents a scenario where Madrigal, a U.S. retailer with a rich 20-year history and a solid loyalty program, faces a turning point with the arrival of a new CEO. This leadership change reveals a critical gap in understanding the customer base, prompting an... View Details
Keywords: Customer Relationship Management; Analytics and Data Science; Growth and Development Strategy; Retail Industry; United States
Related
  • 11 Sep 2018
  • First Look

New Research and Ideas, September 11, 2018

Conference Proceedings More Amazon Effects: Online Competition and Pricing Behaviors By: Cavallo, Alberto Abstract—I study how online competition, with its shrinking margins, algorithmic pricing technologies, and the transparency of the web, can change the pricing... View Details
Keywords: Dina Gerdeman
  • March 2024
  • Teaching Note

Madrigal: Conducting a Customer-Base Audit

By: Eva Ascarza, Peter S. Fader, Bruce Hardie and Michael Ross
Teaching Note for HBS Case No. 524-046. This case presents a scenario where Madrigal, a U.S. retailer with a rich 20-year history and a solid loyalty program, faces a turning point with the arrival of a new CEO. This leadership change reveals a critical gap in... View Details
Keywords: Customer Relationship Management; Analytics and Data Science; Growth and Development Strategy; Customer Value and Value Chain; Retail Industry; United States
Related
  • 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
  • 12 Jun 2018
  • First Look

New Research and Ideas, June 12, 2018

https://www.hbs.edu/faculty/Pages/item.aspx?num=54559 Harvard Business School Case 118-016 Data Science at Target Paritosh Desai joined Target.com in 2013 as VP of Business Intelligence, Analytics & Testing to explore how the View Details
Keywords: Dina Gerdeman

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