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(1,046)
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- News (142)
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- Faculty Publications (216)
Show Results For
- All HBS Web
(1,046)
- People (1)
- News (142)
- Research (821)
- Events (7)
- Multimedia (4)
- Faculty Publications (216)
- 2007
- Other Unpublished Work
Effects of Inventory on Demand for Rentals in the Home Video Market
By: Ioannis Ioannou, Julie Mortimer and Richard Mortimer
Retailer inventory decisions can greatly influence observed demand for a product by affecting, among other things, product availability (stock-outs) and product visibility in the store. These inventory decisions are affected by numerous factors including vertical... View Details
- Forthcoming
- Article
The Effect of a System for Sharing Best Practices Within Pre-existing Peer Networks
By: Shelley Xin Li and Tatiana Sandino
Peer networks, such as enterprise social networks (ESNs), can facilitate knowledge transfer across employees. However, such systems can also lead to information overload or difficulty in finding useful information. We examine data from a natural field experiment where... View Details
- 06 Mar 2017
- Research & Ideas
Why Comparing Apples to Apples Online Leads To More Fruitful Sales
the best chance of ringing in a sale if the considered product is surrounded by related items in the same category, rather than a mishmash of random, unrelated items, Karmarkar says. In other words, if a consumer clicks on the Bananagrams... View Details
- 2017
- Working Paper
The Need for Speed: Effects of Uncertainty Reduction in Patenting
By: Mike Horia Teodorescu
Patents are essential in commerce to establish property rights for ideas and to give equal protection to firms that develop new technologies. Young firms especially depend on the protection of intellectual property to bring a product from concept to market. However,... View Details
- January 2016 (Revised July 2018)
- Case
Cyberdyne: A Leap to the Future
By: Doug J. Chung and Mayuka Yamazaki
Cyberdyne Inc. was a Japanese technology venture that wanted to commercialize a hybrid assistive limb (HAL). HAL was a robotic exoskeleton system for people who had difficulty walking due to nervous system disabilities resulting from stroke, spinal cord injury (SCI),... View Details
Keywords: Go-to-market Strategy; Pricing; Sales Channel; Technological Innovation; Marketing; Sales; Distribution; Strategy; Medical Devices and Supplies Industry
Chung, Doug J., and Mayuka Yamazaki. "Cyberdyne: A Leap to the Future." Harvard Business School Case 516-072, January 2016. (Revised July 2018.)
- 05 Dec 2023
- Research & Ideas
Are Virtual Tours Still Worth It in Real Estate? Evidence from 75,000 Home Sales
Virtual tours helped propel homebuying through the height of COVID-19. But now that life is back to normal, new research finds these 3D tours don’t significantly boost sale prices and may even prolong a property’s time on the market. When... View Details
- 2004
- Working Paper
Effort or Timing: The Effect of Lump-Sum Bonuses
This article addresses the question of whether lump-sum bonuses motivate salespeople to work harder to attain incremental orders or whether they induce salespeople to play timing games (behaviors that increase incentive payments without providing incremental benefits... View Details
Steenburgh, Thomas J. "Effort or Timing: The Effect of Lump-Sum Bonuses." Harvard Business School Working Paper, No. 05-051, December 2004.
- 2015
- Working Paper
Incentives versus Reciprocity: Insights from a Field Experiment
By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Motivation and Incentives; Salesforce Management; Compensation and Benefits
Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Harvard Business School Working Paper, No. 15-084, April 2015. (Revised November 2015.)
- August 2017
- Article
Incentives versus Reciprocity: Insights from a Field Experiment
By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits
Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Journal of Marketing Research (JMR) 54, no. 4 (August 2017): 511–524. (Lead article.)
- May 2017
- Article
When Discounts Raise Costs: The Effect of Copay Coupons on Generic Utilization
By: Leemore S. Dafny, Christopher Ody and Matt Schmitt
Branded pharmaceutical manufacturers frequently offer “copay coupons” that insulate consumers from cost sharing, thereby undermining insurers’ ability to influence drug utilization. We study the impact of copay coupons on branded drugs first facing generic entry... View Details
Dafny, Leemore S., Christopher Ody, and Matt Schmitt. "When Discounts Raise Costs: The Effect of Copay Coupons on Generic Utilization." American Economic Journal: Economic Policy 9, no. 2 (May 2017): 91–123.
When Discounts Raise Costs: The Effect of Copay Coupons on Generic Utilization
Branded pharmaceutical manufacturers frequently offer “copay coupons” that insulate consumers from cost-sharing, thereby undermining insurers’ ability to influence drug utilization. We study the impact of copay coupons on branded drugs first facing generic entry... View Details
- February 2011
- Article
Target Ratcheting and Effort Reduction
By: J. Bouwens and Peter Kroos
In this paper, we examine how retail store managers reduce their sales activity in response to target ratcheting. We find that managers with favorable sales performance in the first three quarters reduce their sales activity in the final quarter. We also document that... View Details
Keywords: Target-setting; Ratchet Effect; Manipulating Real Economic Activities; Goals and Objectives; Strategy; Performance Evaluation; Sales
Bouwens, J., and Peter Kroos. "Target Ratcheting and Effort Reduction." Journal of Accounting & Economics 51, nos. 1-2 (February 2011): 171–185.
- 2019
- Working Paper
The Effect of Payment Choices on Online Retail: Evidence from the 2016 Indian Demonetization
By: Chaithanya Bandi, Antonio Moreno, Donald Ngwe and Zhiji Xu
The Indian banknote demonetization in 2016 was one of the most significant international events of that year. Overnight, 86% of Indian currency in circulation was declared invalid unless exchanged for new bills. The sudden and unexpected demonetization constituted a... View Details
Keywords: Cash On Delivery; Online Retail; Product Returns; Payment Methods; Digitization; Emerging Markets; Currency; Internet and the Web; Demand and Consumers; Retail Industry; India
Bandi, Chaithanya, Antonio Moreno, Donald Ngwe, and Zhiji Xu. "The Effect of Payment Choices on Online Retail: Evidence from the 2016 Indian Demonetization." Harvard Business School Working Paper, No. 19-123, June 2019.
- 01 Apr 2000
- News
Rethinking Call Centers: Effective Delivery of Service is Key
that recent literature has discussed "various ways to steer customer interactions to sale opportunities," the authors assert that the topic of effective service delivery has almost entirely been overlooked.... View Details
- October 2007
- Article
The Effectiveness of Pre-Release Advertising for Motion Pictures: An Empirical Investigation Using a Simulated Market
By: Anita Elberse and Bharat N. Anand
One of the most visible and publicized trends in the movie industry is the escalation in movie advertising expenditures over time. Yet, the returns to movie advertising are poorly understood. The main reason is that disentangling the causal effect of advertising on... View Details
Keywords: Advertising; Stocks; Investment Return; Price; Revenue; Quality; Mathematical Methods; Motion Pictures and Video Industry
Elberse, Anita, and Bharat N. Anand. "The Effectiveness of Pre-Release Advertising for Motion Pictures: An Empirical Investigation Using a Simulated Market." Information Economics and Policy 19, nos. 3-4 (October 2007): 319–343. (Special Issue on Economics of the Media.)
- March 2022
- Article
Estimating the Effectiveness of Permanent Price Reductions for Competing Products Using Multivariate Bayesian Structural Time Series Models
By: Fiammetta Menchetti and Iavor Bojinov
Researchers regularly use synthetic control methods for estimating causal effects when a sub-set of units receive a single persistent treatment, and the rest are unaffected by the change. In many applications, however, units not assigned to treatment are nevertheless... View Details
Keywords: Causal Inference; Partial Interference; Synthetic Controls; Bayesian Structural Time Series; Mathematical Methods
Menchetti, Fiammetta, and Iavor Bojinov. "Estimating the Effectiveness of Permanent Price Reductions for Competing Products Using Multivariate Bayesian Structural Time Series Models." Annals of Applied Statistics 16, no. 1 (March 2022): 414–435.
- September 2008
- Article
Effect of Personal Taxes on Managers' Decisions to Sell Their Stock
Jin, Li, and S.P. Kothari. "Effect of Personal Taxes on Managers' Decisions to Sell Their Stock." Journal of Accounting & Economics 46, no. 1 (September 2008).
- February 2007
- Article
The Effect of File Sharing on Record Sales: An Empirical Analysis
By: Felix Oberholzer-Gee and Koleman Strumpf
Oberholzer-Gee, Felix, and Koleman Strumpf. "The Effect of File Sharing on Record Sales: An Empirical Analysis." Journal of Political Economy 115, no. 1 (February 2007): 1–42.
- February 2018 (Revised October 2019)
- Case
HubSpot and Motion AI: Chatbot-Enabled CRM
By: Jill Avery and Thomas Steenburgh
HubSpot, an inbound marketing, sales, and customer relationship management (CRM) software provider, announced that it had acquired Motion AI, a software platform that enabled companies to easily build and deploy chatbots, fueled by artificial intelligence, to interact... View Details
Keywords: CRM; Sales Management; Customer Service; Artificial Intelligence; B2B Vs. B2C; Business Marketing; SaaS; Marketing; Marketing Strategy; Brands and Branding; Customer Focus and Relationships; Sales; Salesforce Management; Technological Innovation; Applications and Software; Customer Relationship Management; AI and Machine Learning; Technology Industry; Service Industry; United States; North America
Avery, Jill, and Thomas Steenburgh. "HubSpot and Motion AI: Chatbot-Enabled CRM." Harvard Business School Case 518-067, February 2018. (Revised October 2019.)
- Article
Modelling the Effect of Purchase Quantity on Consumer Choice of Product Assortment
By: Randolph E. Bucklin, Sunil Gupta and S. Siddarth
Bucklin, Randolph E., Sunil Gupta, and S. Siddarth. "Modelling the Effect of Purchase Quantity on Consumer Choice of Product Assortment." Journal of Forecasting 17, nos. 3-4 (June–July 1998): 281–301.