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  • All HBS Web  (1,520)
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  • All HBS Web  (1,520)
    • People  (3)
    • News  (238)
    • Research  (1,101)
    • Events  (2)
    • Multimedia  (3)
  • Faculty Publications  (721)
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  • Profile

Rachel Honeth

the direct managers with entrepreneurial mindsets – the ones who were doing well and moving up – were HBS alumnae." Inspired, and eager to learn skills she hadn't acquired as a journalist, Rachel applied to HBS. To catch up on View Details
  • November 2001
  • Case

Gold Kist Inc.

By: Ray A. Goldberg and Stephanie Oestreich
An oversupply of poultry causes a major decrease in margins for the company and the industry. How does the only cooperative in the industry respond to short-term and long-term economic pressures? View Details
Keywords: Decision Making; Economics; Profit; Consumer Behavior; Supply and Industry; Strategic Planning; Business Strategy
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Goldberg, Ray A., and Stephanie Oestreich. "Gold Kist Inc." Harvard Business School Case 902-420, November 2001.
  • 13 May 2015
  • Blog Post

Former Engineer Gives Consulting a Test Drive

engaging with clients and directing the trajectory of two very cool projects in the consumer goods space. How did your RC year shape what you wanted to do last summer? My RC year exposed me to a world outside of engineering. I really... View Details
  • September–October 2020
  • Article

Managing Churn to Maximize Profits

By: Aurelie Lemmens and Sunil Gupta
Customer defection threatens many industries, prompting companies to deploy targeted, proactive customer retention programs and offers. A conventional approach has been to target customers either based on their predicted churn probability or their responsiveness to a... View Details
Keywords: Churn Management; Defection Prediction; Loss Function; Stochastic Gradient Boosting; Customer Relationship Management; Consumer Behavior; Profit
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Lemmens, Aurelie, and Sunil Gupta. "Managing Churn to Maximize Profits." Marketing Science 39, no. 5 (September–October 2020): 956–973.
  • July 1981 (Revised June 1987)
  • Case

Hartmann Luggage Co.: Price Promotion Policy

By: John A. Quelch
The president and the marketing vice president are reviewing past Hartmann price promotions in order to decide whether to run one or more promotions in 1981-82. View Details
Keywords: Price; Product Marketing; Consumer Products Industry
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Quelch, John A. "Hartmann Luggage Co.: Price Promotion Policy." Harvard Business School Case 581-068, July 1981. (Revised June 1987.)
  • 2019
  • Working Paper

Managing Churn to Maximize Profits

By: Aurelie Lemmens and Sunil Gupta
Customer defection threatens many industries, prompting companies to deploy targeted, proactive customer retention programs and offers. A conventional approach has been to target customers either based on their predicted churn probability, or their responsiveness to a... View Details
Keywords: Churn Management; Defection Prediction; Loss Function; Stochastic Gradient Boosting; Customer Relationship Management; Consumer Behavior; Profit
Citation
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Lemmens, Aurelie, and Sunil Gupta. "Managing Churn to Maximize Profits." Harvard Business School Working Paper, No. 14-020, September 2013. (Revised December 2019. Forthcoming at Marketing Science.)

    Jon Staff

    Point Foundation mentor, and a Harvard Business School Entrepreneur-in-Residence. He earned his AB and MBA from Harvard University and lives in Brooklyn and Boston with his husband, Michael. Jon can be particularly helpful with: - Brick-and-mortar businesses -... View Details
    • August 2015
    • Article

    Cost Conscious? The Neural and Behavioral Impact of Price Primacy on Decision-Making

    By: Uma R. Karmarkar, Baba Shiv and Brian Knutson
    Price is a key factor in most purchases, but it can be presented at different stages of decision making prior to a purchase. We examine the sequence-dependent effects of price and product information on the decision-making process at both neural and behavioral levels.... View Details
    Keywords: fMRI; Retail Promotion; Purchase Decisions; Price; Value; Decision Choices and Conditions; Consumer Behavior; Product Marketing; Retail Industry
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    Karmarkar, Uma R., Baba Shiv, and Brian Knutson. "Cost Conscious? The Neural and Behavioral Impact of Price Primacy on Decision-Making." Journal of Marketing Research (JMR) 52, no. 4 (August 2015): 467–481.
    • Web

    Buy Now, Pay Later: Research Links - Secondary Resources

    Glen. Financing the American Dream: A Cultural History of Consumer Credit (Princeton, N.J: Princeton University Press, 1999). Chutkow, Paul. Visa: The Power of an Idea , 1st ed. (Chicago, IL: Harcourt,... View Details
    • June 2003 (Revised August 2003)
    • Case

    Pension Policy at The Boots Company PLC

    By: Luis M. Viceira and Akiko M. Mitsui
    In early 2000, the trustees of the pension scheme at Boots considered a proposal to move 100% of the pension assets into a bond portfolio, which would be passively managed. The Boots Co. PLC was a leading retailer of cosmetics and toiletries in the United Kingdom, and... View Details
    Keywords: Performance Productivity; Employees; Asset Management; Capital Structure; Investment Portfolio; Consumer Products Industry; United Kingdom
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    Viceira, Luis M., and Akiko M. Mitsui. "Pension Policy at The Boots Company PLC." Harvard Business School Case 203-105, June 2003. (Revised August 2003.)
    • July 1991 (Revised August 1991)
    • Supplement

    Philip Morris Companies, Inc. (C)

    By: Samuel L. Hayes III
    Supplements the (B) case. View Details
    Keywords: Risk Management; Stocks; Initial Public Offering; Consumer Products Industry; United States
    Citation
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    Hayes, Samuel L., III. "Philip Morris Companies, Inc. (C)." Harvard Business School Supplement 292-007, July 1991. (Revised August 1991.)
    • April 1979 (Revised April 1981)
    • Case

    Chaircraft Corp. (B)

    Discusses the purchase and installation of automated cutting equipment in a medium-sized furniture factory. The equipment has so far failed to cut costs as expected and the management is attempting to discover what the problems are and what can be done to remedy them. View Details
    Keywords: Production; Cost Management; Consumer Products Industry
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    Bourdon, Clinton C., and Margaret B.W. Graham. "Chaircraft Corp. (B)." Harvard Business School Case 679-094, April 1979. (Revised April 1981.)
    • 2010
    • Chapter

    The Impact of Employer Matching on Savings Plan Participation under Automatic Enrollment

    By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
    Existing research has documented the large impact that automatic enrollment has on savings plan participation. All the companies examined in these studies, however, have combined automatic enrollment with an employer match. This raises a question about how effective... View Details
    Keywords: Motivation and Incentives; Consumer Behavior; Personal Finance; Investment Funds; Microeconomics; Compensation and Benefits
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    Beshears, John, James J. Choi, David Laibson, and Brigitte C. Madrian. "The Impact of Employer Matching on Savings Plan Participation under Automatic Enrollment." In Research Findings in the Economics of Aging, edited by David A. Wise, 311–327. Chicago: University of Chicago Press, 2010.
    • February 2010 (Revised October 2010)
    • Case

    YouTube: Time to Charge Users?

    By: Anita Elberse and Sunil Gupta
    In January 2010, YouTube, the world's largest online video aggregator, was still seeking to become profitable. Was the time right for Google, YouTube's parent company, to charge users seeking to upload content, as some analysts had suggested—and if so, who should be... View Details
    Keywords: Digital Marketing; Business Model; Cost; Profit; Revenue; Consumer Behavior; Internet and the Web; Motion Pictures and Video Industry
    Citation
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    Elberse, Anita, and Sunil Gupta. "YouTube: Time to Charge Users?" Harvard Business School Case 510-053, February 2010. (Revised October 2010.)
    • 01 Jun 2017
    • News

    The Exchange: Venture Forth

    the IBMs or the RCAs of the world to continue to create innovations and job opportunities. Think about the number of firms that wouldn’t be here and the number of technologies that wouldn’t be here without venture capital. The innovation that affects View Details
    Keywords: April White

      Arjun Chopra

      computing company, where he launched and led their cloud strategy, products and services. He was a member of the board and executive team that raised multiple rounds of financing and spun out smartShift Inc. He led 350+ people, on-boarded... View Details
      • 21 May 2008
      • Research & Ideas

      Going Negative in Political Advertising

      race, the better-known John McCain used negative ads effectively to bury the better financed Mitt Romney in Florida. These negative ads were complimented by positive ads burnishing McCain's record. The ads ran in the final days before the... View Details
      Keywords: by John Quelch
      • Web

      Buy Now, Pay Later: The Usurer's Grip (1912)

      HBS Quick Links MBA Executive Education Doctoral Programs Faculty and Research Alumni HBS Publishing Site Index HBS Home Contact Us Map/Directions Introduction Credit in Pre-Industrial Society Credit and the Market Economy: The Rise of Credit Reporting Credit in a... View Details
      • 25 Aug 2022
      • News

      Full Stream Ahead

      the digital revolution. With a smartphone in every pocket and the equivalent of what you’d spend on a CD, consumers can buy a month of access to a wide world of streaming options. And while the global economy contracted by 6 percent in... View Details
      Keywords: Jen McFarland Flint; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment
      • 2024
      • Article

      Supply and Demand and the Term Structure of Interest Rates

      By: Robin Greenwood, Samuel Hanson and Dimitri Vayanos
      We survey the growing literature emphasizing the role that supply-and-demand forces play in shaping the term structure of interest rates. Our starting point is the Vayanos and Vila (2009, 2021) model of the term structure of default-free bond yields, which we present... View Details
      Keywords: Demand and Consumers; Interest Rates; Bonds; Financial Markets
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      Greenwood, Robin, Samuel Hanson, and Dimitri Vayanos. "Supply and Demand and the Term Structure of Interest Rates." Annual Review of Financial Economics 16 (2024): 115–151.
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