Publications
Publications
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- All HBS Web
(911)
- Faculty Publications (155)
- 2013
- Working Paper
Where do the Most Active Customers Originate and How Can Firms Keep Them Engaged?
By: Clarence Lee, E. Ofek and Thomas Steenburgh
In this paper, we study how firms offering Web services can acquire and develop an active customer base. We focus on two basic questions. First, how does the method of customer acquisition affect the way customers use the service to meet their own needs and to interact... View Details
- July–August 2013
- Article
A Joint Model of Usage and Churn in Contractual Settings
By: Eva Ascarza and Bruce G.S. Hardie
As firms become more customer-centric, concepts such as customer equity come to the fore. Any serious attempt to quantify customer equity requires modeling techniques that can provide accurate multiperiod forecasts of customer behavior. Although a number of researchers... View Details
- 2013
- Dissertation
Designing Freemium: A Model of Consumer Usage, Upgrade, and Referral Dynamics
By: Clarence Lee, Vineet Kumar and Sunil Gupta
Abstract. Over the past decade "freemium" (free + premium) has become the dominant business model among internet start-ups for its ability to acquire and monetize a large install-base with limited marketing resources. Freemium is a hybrid strategy where a firm offers... View Details
- June–July 2013
- Article
Firm Rivalry, Knowledge Accumulation, and MNE Location Choices
By: Juan Alcacer, Cristian Deszo and Minyuan Zhao
The international business (IB) literature has mostly emphasized the impact of location and firm characteristics on location choices. However, industries with a significant presence of multinational enterprises (MNEs) are oligopolistic in nature, which suggests that... View Details
- 2013
- Chapter
Open Innovation and Organizational Boundaries: Task Decomposition, Knowledge Distribution and the Locus of Innovation
By: Karim R. Lakhani, Hila Lifshitz-Assaf and Michael L. Tushman
This chapter contrasts traditional, organization-centered models of innovation with more recent work on open innovation. These fundamentally different and inconsistent innovation logics are associated with contrasting organizational boundaries and organizational... View Details
- 2013
- Article
Immigration and Employer Transitions for STEM Workers
By: Sari Pekkala Kerr and William R. Kerr
We analyze the career trajectories of STEM workers and firm-level hiring of immigrants using the Longitudinal Employer-Household Dynamics (LEHD) database of the US Census Bureau. We find STEM career adjustments during periods of abnormally high immigration into the... View Details
- 2017
- Working Paper
Innovation, Reallocation and Growth
By: Daron Acemoglu, Ufuk Akcigit, Harun Alp, Nicholas Bloom and William R. Kerr
We build a model of firm-level innovation, productivity growth, and reallocation featuring endogenous entry and exit. A new and central economic force is the selection between high- and low-type firms, which differ in terms of their innovative capacity. We estimate the... View Details
- 2012
- Chapter
Firing Your Best Customers: How Smart Firms Destroy Relationships Using CRM
By: Jill Avery and Susan Fournier
With incidences in the 20%–25% range, the practice of firing customers has become increasingly attractive as firms try to maximize the lifetime value of their customer portfolios. This chapter traces the relationship trajectory of a 30-year customer of Filene's... View Details
- 2013
- Working Paper
Do Display Ads Influence Search?: Attribution and Dynamics in Online Advertising
By: Sunil Gupta
As firms increasingly rely on online media to acquire consumers, marketing managers feel comfortable justifying higher online marketing spend by referring to online metrics such as click-through rate (CTR) and cost per acquisition (CPA). However, these standard online... View Details
- 2012
- Article
Organization Design for Business Ecosystems
The modern corporation has long been the central focus of the field of organization design. Such firms can be likened to nation-states: they have boundaries that circumscribe citizen-employees, and they engage in production and trade. But individual corporations are... View Details
- November–December 2012
- Article
Toward a Theory of Extended Contact: The Incentives and Opportunities for Bridging Across Network Communities
By: Maxim Sytch, Adam Tatarynowicz and Ranjay Gulati
This study investigates the determinants of bridging ties within networks of interconnected firms. Bridging ties are defined as nonredundant connections between firms located in different network communities. We highlight how firms can enter into these relationships... View Details
- July 2012 (Revised April 2014)
- Case
Research In Motion: The Mobile OS Platform War
By: Alan MacCormack, Brian Dunn and Chris F. Kemerer
The case describes competition in the market for smart phones in the US, and the position of one player, Research In Motion (RIM) who manufacture the popular Blackberry line of products. Early in 2011, RIM is in trouble. Its stock price has plummeted, amidst poor... View Details
Keywords: Innovation; Product Development; Technology Strategy; Platform Strategy; Software; Hardware; Technological Innovation; Innovation Strategy; Information Infrastructure; Mobile and Wireless Technology; Digital Platforms; Applications and Software; Telecommunications Industry; Technology Industry; Canada; United States
- 2012
- Working Paper
Organization Design for Distributed Innovation
Systems of distributed innovation—so-called business ecosystems—have become increasingly prevalent in many industries. These entities generally encompass numerous corporations, individuals, and communities that might be individually autonomous but related through their... View Details
- April 2012
- Article
Local R&D Strategies and Multi-location Firms: The Role of Internal Linkages
By: Juan Alcacer and Minyuan Zhao
This study looks at the role of firms' internal linkages in highly competitive technology clusters, where much of the world's R&D takes place. The leading players in these clusters are multilocation firms that organize and integrate knowledge across sites worldwide.... View Details
- 2013
- Working Paper
The Dynamics of Firm Lobbying
By: William R. Kerr, William F. Lincoln and Prachi Mishra
We study the determinants of the dynamics of firm lobbying behavior using a panel data set covering 1998–2006. Our data exhibit three striking facts: (i) few firms lobby, (ii) lobbying status is strongly associated with firm size, and (iii) lobbying status is highly... View Details
- June 2010
- Article
Change for Change's Sake
By: Freek Vermeulen, Phanish Puranam and Ranjay Gulati
No one disputes that firms have to make organizational changes when the business environment demands them. But the idea that a firm might want change for its own sake often provokes skepticism. Why inflict all that pain if you don't have to? That is a dangerous... View Details
- 2010
- Working Paper
Local R&D Strategies and Multi-location Firms: The Role of Internal Linkages
By: Juan Alcacer and Minyuan Zhao
This study looks at the role of firms' internal linkages in highly competitive technology clusters, where much of the world's R&D takes place. The leading players in these clusters are multi-location firms that organize and integrate knowledge across sites worldwide.... View Details
- December 12, 2009
- Other Article
The Transformation of India: Incumbent Control, Reforms, and Newcomers
By: Laura Alfaro and Anusha Chari
What microeconomic forces drove the structural transformation of India's economy in recent decades? This column studies firm-level data and portrays a dynamic economy driven by the growth of private and foreign firms. But the Indian economy did not go through an... View Details
- 2009
- Working Paper
India Transformed: Insights from the Firm Level 1988-2005
By: Laura Alfaro and Anusha Chari
Using firm-level data this paper analyzes, the transformation of India's economic structure following the implementation of economic reforms. The focus of the study is on publicly-listed and unlisted firms from across a wide spectrum of manufacturing and services... View Details
- July – August 2009
- Article
Organizational Ambidexterity: Balancing Exploitation and Exploration for Sustained Performance
By: Sebastian Raisch, Julian Birkinshaw, Gilbert Probst and Michael Tushman
Organizational ambidexterity has emerged as a new research paradigm in organization theory, yet several issues that are fundamental to this debate remain controversial. We explore four central tensions here: Should organizations achieve ambidexterity through... View Details