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- All HBS Web
(1,667)
- People (1)
- News (249)
- Research (1,281)
- Events (3)
- Multimedia (2)
- Faculty Publications (745)
- January 2003 (Revised September 2007)
- Background Note
A Note on Racing to Acquire Customers
Examines factors that motivate a firm's race to acquire customers in newly emerging markets and explores conditions under which racing strategies are likely to yield attractive returns. Provides a definition of racing behavior, introduces the notion of an optimal level... View Details
Keywords: Customers; Price Bubble; Network Effects; Emerging Markets; Market Entry and Exit; Behavior; Competition
Eisenmann, Thomas R. "A Note on Racing to Acquire Customers." Harvard Business School Background Note 803-103, January 2003. (Revised September 2007.)
- 18 Oct 2018
- Research & Ideas
How to Use Free Shipping as a Competitive Weapon
media creator for Harvard Business School Working Knowledge. Related Reading: Should Retailers Match Their Own Prices Online and in Stores? Behavioral Economists Can Make You a Healthier Consumer and Smarter... View Details
- 13 May 2008
- First Look
First Look: May 13, 2008
What Deep Metaphors Reveal About the Minds of Consumers Authors:Gerald Zaltman and Lindsay Zaltman Publication:Harvard Business School Press, 2008 Abstract Why do advertising campaigns and new products often fail? Why do View Details
Keywords: Martha Lagace
- 01 Sep 2004
- News
Joe Toplyn (MBA 1979)
and I started to learn what it takes to manage an unwieldy production process and to please the fickle consumer. Business school made sense to me because I liked to hatch ideas and make them happen. After HBS I went to work in consumer... View Details
- 27 Sep 2011
- First Look
First Look: September 27
scrutinizing the behavior of customers, suppliers, and competitors to identify new ways of doing things; (4) Experimenting: constructing interactive experiences and provoking unorthodox responses to see what insights emerge; and (5)... View Details
Keywords: Sean Silverthorne
- 01 Jun 1996
- News
Reinventing Marketing
such as telecommunications and financial services are replacing the consumer goods industry as the testing ground of marketing innovation. To keep pace with these dramatic shifts in the business world, says Quelch, "marketing researchers... View Details
- 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
- 30 Sep 2002
- Research & Ideas
Use the Psychology of Pricing To Keep Customers Returning
Dilip Soman, we look at how different pricing strategies affect the consumption of a product. We find that people are more likely to consume a product when they feel "out of pocket." When the price paid for a product is very... View Details
Keywords: by Manda Mahoney
- 28 Oct 2015
- Research & Ideas
A Dedication to Creation: India's Ad Man Ranjan Kapur
gradually. You build a Honda Scooter, then a Honda Civic, then a Honda Accord, and then an Acura. There is a lot of theory and research on how consumer behavior and perception changes over time. And that... View Details
- September 2014 (Revised March 2015)
- Case
Managing Multi-Media Audiences at WHDH (Boston)
By: Thales Teixeira and V. Kasturi Rangan
WHDH's Channel 7 News rose to the #1 position in Boston-area news broadcasting through its embrace of an innovative format and for affiliating with NBC. Since the early 2000s, however, other news programs had copied their format, and young audiences had begun to use... View Details
Keywords: Online News; Television Advertising; Attention Economics; Cross-media Efforts; Competition; Internet and the Web; Consumer Behavior; Organizational Change and Adaptation; Change Management; Marketing Strategy; Decision Choices and Conditions; Digital Marketing; Television Entertainment; Media and Broadcasting Industry; Boston
Teixeira, Thales, and V. Kasturi Rangan. "Managing Multi-Media Audiences at WHDH (Boston)." Harvard Business School Case 515-037, September 2014. (Revised March 2015.)
- 05 Oct 2016
- Research & Ideas
Why Don't More People Get Flu Shots at Work?
course of their lives,” Beshears says. “It’s not merely a matter of building it and then people will come. You actually need to place it right front and center. Otherwise it’s very easy for people to ignore.” Related Reading: The Business of View Details
- Career Coach
Michelle Antonio
Michelle (Chicago Booth ’97, Wharton ’91) offers 15 years of professional experience in recruiting, consulting and career management leadership roles. Michelle partners with MBA students and alumni to achieve career success by tapping into the power of insightful... View Details
- 01 Jun 2007
- News
James McKenney Remembered
consumers and the grocery industry. An avid fly fisherman, McKenney loved the outdoors. “His second home, in Montana, was part of a large working cattle ranch, and at times my father was actively involved in running it,” his son William... View Details
Keywords: Information
- 06 Aug 2014
- Research & Ideas
Climbing Down from the Ivory Tower
police to protect the citizens. Olstrom dubbed the phenomenon "co-production." Since then, it has become common for organizations to treat consumers as production partners. Many high-tech firms hire existing customers to beta-test early... View Details
- 17 Mar 2015
- Research & Ideas
Where Did My Shopping Mall Go?
delivered to my house tonight, where it will be set up and ready to go. Lal: Furniture is often sold that way today. It's a showroom where your order is customized and delivered in six weeks. Q: What retail segments are most vulnerable to ecommerce? Alvarez: I think... View Details
- 01 Aug 2001
- News
Cleveland Global Alumni Conference a Sold-Out Success
Bridgestone/Firestone. "That was a tremendously difficult period for our customers and for us as a leadership team," recalled Nasser, before adding that Ford's commitment to consumers made it an easy decision to replace some 13 million... View Details
- April 2021 (Revised July 2021)
- Case
StockX: The Stock Market of Things (Abridged)
By: Chiara Farronato, John J. Horton, Annelena Lobb and Julia Kelley
Founded in 2015 by Dan Gilbert, Josh Luber, and Greg Schwartz, StockX was an online platform where users could buy and sell unworn luxury and limited-edition sneakers. Sneaker resale prices often fluctuated over time based on supply and demand, creating a robust... View Details
Keywords: Markets; Auctions; Bids and Bidding; Demand and Consumers; Consumer Behavior; Analytics and Data Science; Market Design; Digital Platforms; Market Transactions; Marketplace Matching; Supply and Industry; Analysis; Price; Product Marketing; Product Launch; Apparel and Accessories Industry; Fashion Industry; North and Central America; United States; Michigan; Detroit
Farronato, Chiara, John J. Horton, Annelena Lobb, and Julia Kelley. "StockX: The Stock Market of Things (Abridged)." Harvard Business School Case 621-107, April 2021. (Revised July 2021.)
- 01 Sep 2010
- News
Dean Nohria Looks Ahead
beginning a distinguished two-decade academic career that culminated in his appointment, beginning July 1, as the School’s tenth Dean at age 48. A specialist in organizational behavior and leadership, Nohria has coauthored or coedited... View Details
Keywords: Roger Thompson
- February 1991
- Background Note
Note on Sealed Bid Auctions
By: David E. Bell
Describes a simple approach to determining an appropriate bid for a sealed bid auction. View Details
Keywords: History; Management Style; Financial Management; Consumer Behavior; Accounting; Bids and Bidding; Decisions; Market Transactions; Decision Choices and Conditions; Competitive Strategy; Negotiation Style; Auctions
Bell, David E. "Note on Sealed Bid Auctions." Harvard Business School Background Note 191-140, February 1991.
- 22 May 2020
- In Practice
Post-COVID Health Care: More Screens, Less Red Tape?
lump sums to estimations of RVU volumes if the crisis didn’t happen. My hope is that this crisis will provide the opportunity to rethink physician compensation in a way that maps physician incentives to the behaviors that generate value... View Details
Keywords: by Danielle Kost