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  • Web

Harvard Business School

Building on the Legacy Thought Leadership Andrew F. Brimmer James I. Cash Jr. Linda A. Hill David A. Thomas HBS Faculty Members HBS Doctoral Students Alumni Profiles Research Links Essay on HBS Thought Leadership Early AASU documents... View Details
  • 27 May 2009
  • First Look

First Look: May 27, 2009

Rotemberg Abstract A model is considered where firms internalize the regret costs that consumers experience when they see an unexpected price change. Regret costs are assumed to be increasing in the size of price changes and this can... View Details
Keywords: Martha Lagace
  • 05 Mar 2013
  • First Look

First Look: March 5

and levels of making the business case. 1) Research over the last decade has pointed to a complex relation between sustainability and financial performance. 2) Results have been influenced by different input and output variables applied... View Details
Keywords: Sean Silverthorne
  • 08 Sep 2008
  • HBS Case

The Value of Environmental Activists

There are many methods, most financial, to measure the success of companies in meeting goals. But the question becomes a lot harder at Harvard Business School when MBAs are challenged to measure the efforts of environmental organizations like Greenpeace and the World... View Details
Keywords: by Sarah Jane Gilbert; Energy; Utilities
  • 05 May 2015
  • First Look

First Look: May 5

causes considerable societal damage, as demonstrated by increasing empirical evidence. Drawing on recent research in moral psychology and behavioral ethics, I examine "moral flexibility," or the common ability to justify one's... View Details
Keywords: Carmen Nobel
  • 16 Nov 2010
  • First Look

First Look: November 16, 2010

Conflict Management Research (forthcoming) Abstract Routine and persistent acts of dishonesty prevail in everyday life, yet most people resist shining a critical moral light on their own behavior, thereby maintaining and oftentimes... View Details
Keywords: Sean Silverthorne
  • 01 Mar 2018
  • News

Every Trick in the Book

bookselling industry, is growing. The American Booksellers Association counted 2,321 physical independent bookstores in the United States in 2017—40 percent more than there were in 2009. Raffaelli, who has also researched what he calls... View Details
Keywords: April White
  • 18 Oct 2011
  • First Look

First Look: October 18

environmentally beneficial functions: it diverts waste from landfill and it produces renewable energy. At the same time, the waste-to-energy firm serves and collects revenue from two types of customers: waste generators who pay for waste disposal service and... View Details
Keywords: Sean Silverthorne
  • October 2021
  • Article

Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach

By: Nicolas Padilla and Eva Ascarza
The success of Customer Relationship Management (CRM) programs ultimately depends on the firm's ability to understand consumers' preferences and precisely capture how these preferences may differ across customers. Only by understanding customer heterogeneity, firms can... View Details
Keywords: Customer Management; Targeting; Deep Exponential Families; Probabilistic Machine Learning; Cold Start Problem; Customer Relationship Management; Programs; Consumer Behavior; Analysis
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  • 01 Nov 2011
  • First Look

First Look: Nov. 1

believe that they are more than money-making machines: they are a vehicle for advancing societal goals. They deliver more than just financial returns; they also build enduring institutions. At great companies researched for this article,... View Details
Keywords: Sean Silverthorne
  • 25 Mar 2014
  • First Look

First Look: March 25

http://www.cambridge.org/us/academic/subjects/history/economic-history/cambridge-history-capitalism-volume-2 August 2013 Science A Better Route to Tech Standards By: Lerner, Josh, and Jean Tirole Abstract—Technological standards are ubiquitous, whether they allow View Details
Keywords: Sean Silverthorne
  • 22 Nov 2011
  • First Look

First Look: November 22

  PublicationsCompeting through Business Models Authors:Ramon Casadesus-Masanell and Joan E. Ricart Publication:In Handbook of Research on Competitive Strategy, edited by Giovanni Battista Dagnino. Edward Elgar Publishing, forthcoming An... View Details
Keywords: Sean Silverthorne
  • 2006
  • Working Paper

The Value of a 'Free' Customer

By: Sunil Gupta, Carl F. Mela and Jose M. Vidal-Sanz

Central to a firm's growth and marketing policy is the revenus and profit potential of its customer assets. As a result, there has been a recent proliferation of work regarding customer lifetime value. However, extant research in this area is silent regarding how to... View Details

Keywords: Customer Value and Value Chain; Auctions; Network Effects; Business Strategy
Related
  • 06 Nov 2012
  • First Look

First Look: November 6

mark-plans backfire, consumer preferences shift, or tried-and-true practices fail to work in a new context. So is innovation just a low-odds crapshoot? In The Architecture of Innovation, Harvard Business School professor Josh Lerner-one... View Details
Keywords: Sean Silverthorne
  • 22 Jul 2015
  • Research & Ideas

Name Your Price. Really.

pricing—a phenomenon that admittedly makes no rational economic sense. When presented an opportunity for a freebie, "classical economic theory says you should pay nothing," says Santana. "Why buy something when you can get it for free?" And yet,... View Details
Keywords: by Michael Blanding; Consumer Products
  • 28 Aug 2012
  • First Look

First Look: August 28

the paper: http://dx.plos.org/10.1371/journal.pone.0042673 Mandatory IFRS Adoption and Financial Statement Comparability Authors: Francois Brochet, Alan Jagolinzer, and Edward J. Riedl Publication: Contemporary Accounting Research... View Details
Keywords: Sean Silverthorne
  • 17 Mar 2009
  • First Look

First Look: March 17, 2009

consumer surplus by making the gray market less competitive domestically. Under certain circumstances, the domestic welfare destruction arising from this erosion dominates the domestic welfare gains that accompany a shift to arm's length... View Details
Keywords: Martha Lagace
  • 02 Jun 2009
  • First Look

First Look: June 2, 2009

and Copyright Authors:Felix Oberholzer-Gee and Koleman Strumpf Abstract The advent of file sharing has considerably weakened effective copyright protection. Today, more than 60% of Internet traffic consists of consumers sharing music,... View Details
Keywords: Martha Lagace
  • 08 Mar 2011
  • First Look

First Look: March 8

empirical evidence that multi-homing advertisers are larger than single-homing advertisers. We then link our model to search engine market conditions: we derive comparative statics on consumer choice parameters, presenting relationships... View Details
Keywords: Sean Silverthorne
  • 22 Dec 2009
  • First Look

First Look: Dec. 22

decade Nettwerk CEO Terry McBride let fans consume music on their own terms. He encouraged file-sharing, the remixing of his artists' songs and videos, and an environment in which "the audience is the record company." In the... View Details
Keywords: Martha Lagace