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  • July 2010 (Revised December 2011)
  • Background Note

Marketing Analysis Toolkit: Pricing and Profitability Analysis

By: Thomas J. Steenburgh and Jill Avery
Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details
Keywords: Forecasting and Prediction; Price; Profit; Management Analysis, Tools, and Techniques; Marketing Strategy; Demand and Consumers; Measurement and Metrics; Strategic Planning; Mathematical Methods; Retail Industry
Related
  • 21 Feb 2007
  • Op-Ed

What a U.N. Partnership with Big Business Could Accomplish

The Case For Corporate Support There are many reasons why far-sighted executives should be interested in supporting the concept of a World Development Corporation. The idea that corporate legitimacy stems from the satisfaction of shareholders and competition View Details
Keywords: by George C. Lodge & Craig Wilson
  • July 2010
  • Supplement

Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)

By: Thomas J. Steenburgh and Jill Avery
Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details
Keywords: Management Analysis, Tools, and Techniques; Marketing Strategy; Decisions; Strategic Planning; Price; Partners and Partnerships; Cost; Demand and Consumers; Revenue; Profit; Mathematical Methods; Measurement and Metrics
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  • Forthcoming
  • Article

The Imperfect Intermediation of Money-Like Assets

By: Jeremy C. Stein and Jonathan Wallen
We study supply-and-demand effects in the U.S. Treasury bill market by comparing the returns on T-bills to the administered policy rate on the Federal Reserve’s reverse repurchase (RRP) facility. In spite of the arguably more money-like properties of an investment in... View Details
Keywords: Debt Securities; Demand and Consumers; Price
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  • 26 Aug 2009
  • Op-Ed

Where Cash for Clunkers Ran Off the Road

(C4C) program. True, C4C greatly boosted the number of consumers visiting car dealers. Doubtless, some new cars were sold to consumers who thought they had a clunker View Details
Keywords: by John Quelch; Auto
  • 17 Oct 2019
  • Research & Ideas

‘Chick Beer’ for Women? Why Gender Marketing Repels More Than Sells

than men because women have long been marginalized by negative stereotypes, so they’re more sensitive to marketing that tries to put them in a box, the research team contends.... View Details
Keywords: by Dina Gerdeman; Consumer Products
  • 2013
  • Working Paper

Increased Speed Equals Increased Wait: The Impact of a Reduction in Emergency Department Ultrasound Order Processing Time

By: Jillian Berry Jaeker, Anita L. Tucker and Michael H. Lee
We exploit an exogenous process change at two emergency departments (EDs) within a health system to test the theory that increasing capacity in a discretionary work setting increases wait times due to additional services being provided to customers as a consequence of... View Details
Keywords: Technology; Demand and Consumers; Service Delivery; Health Care and Treatment; Business Processes; Health Industry
Related
  • 19 Apr 2016
  • First Look

April 19, 2016

addition, we explore possible second-order effects, examining whether “liking” brands might cause consumers’ friends to view that brand more favorably. When consumers see that a friend has “liked” a brand,... 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
Related
  • 2020
  • Working Paper

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

By: 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; Customer Value and Value Chain; Consumer Behavior; Analytics and Data Science; Mathematical Methods; Retail Industry
Related
  • 24 Oct 2023
  • Research & Ideas

When Tech Platforms Identify Black-Owned Businesses, White Customers Buy

at HBS. Luca’s work on labeling Black-owned businesses may reveal another way to nudge more support toward marginalized groups. According to Luca, recent efforts View Details
Keywords: by Jay Fitzgerald; Food & Beverage
  • 10 Jul 2018
  • First Look

New Research and Ideas, July 10, 2018

to accessing discounted products. We propose that deliberately increasing search frictions by placing obstacles to locating discounted items can improve online retailers’ View Details
Keywords: Dina Gerdeman
  • Web

Browse All Articles, Research, & Case Studies - HBS Working Knowledge

gaps, marginalizing caregivers who need to step back from the workforce. Leaders should reconsider how they search for talent and create more supportive conditions for these workers, says Joseph Fuller. 23... View Details
  • 26 Sep 2023
  • Book

Digital Strategy: A Handbook for Managing a Moving Target

operating in a traditional physical infrastructure. For instance, the China-based firm Alibaba has spawned a massive shift from wholesale to consumer markets, as well as in financial services by operating... View Details
Keywords: by Dina Gerdeman; Information Technology; Technology
  • 10 Apr 2012
  • First Look

First Look: April 10

market's growth that is the primary driver of profit margins and sales growth. A few retailers have succeeded in going global by developing strategies that apply four retail-specific rules for globalization. Rule 1: The home market is the... View Details
Keywords: Carmen Nobel
  • 14 Aug 2018
  • First Look

First Look at New Research and Ideas, August 14, 2018

Eight studies demonstrate that when firms empower consumers to vote, consumers infer a series of implicit promises—even in the absence of explicit promises. We identify three... View Details
Keywords: by Sean Silverthorne
  • 28 Aug 2012
  • First Look

First Look: August 28

marketing as a promising promotion tool for advertisers to reach and engage with consumers cheaply and quickly via word-of-mouth. Mekanism's president is contemplating expanding its services View Details
Keywords: Sean Silverthorne
  • 01 Oct 2007
  • Research & Ideas

Encouraging Dissent in Decision-Making

beliefs that foam strikes incurred during the launch of the space shuttle Columbia posed no risk to its fuselage. This propensity to maintain silence, a flaw at once personal... View Details
Keywords: by Garry Emmons
  • 19 May 2015
  • First Look

First Look: May 19

plans, among other factors-was hampering uptake of what should be a highly valuable offering for all stakeholders involved. They wondered if a DTC approach, in which American Well would become a consumer brand and market a telehealth... View Details
Keywords: Sean Silverthorne
  • 14 Dec 2007
  • Op-Ed

When Your Product Becomes a Commodity

speed from launch to maturity is faster than ever before. Marketers can do three things to delay the inevitable forces of commoditization. Innovate. A new product that better meets View Details
Keywords: by John Quelch