Proactive Churn Management - Publications - Faculty & Research

13 Feb 2024
Research & Ideas

Breaking Through the Self-Doubt That Keeps Talented Women from Leading

Professor Katherine B. Coffman that was recently published in Management Science. Women tend to avoid applying for advanced positions where men are stereotypically believed to have an advantage, such as more analytical or... View Details

Keywords: by Kara Baskin

June 2012
Article

Pricing to Create Shared Value

By: Marco Bertini and John T. Gourville

Many companies are in competition with their customers to extract as much value as possible from every transaction. Pricing is their weapon of choice, and consumers fight back by rooting out and disseminating pricing policies that seem unfair. The problem is that... View Details

Keywords: Pricing; Marketing Strategy; Price; Customer Focus and Relationships; Customer Relationship Management; Value Creation; Fairness

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Program

Leading Change and Organizational Renewal

experimentation with financial stability. You will return to your company prepared to build change strategies that inspire organizational change and drive corporate success. This program is eligible for the Certificate of Management... View Details

Program

Designing and Executing Corporate Revitalization

major corporate challenges proactively, make the right strategic moves, and lead a revitalization effort that establishes a firm foundation for growth. This program is eligible for the Certificate of Management Excellence. Learn More Key... View Details

22 Aug 2016
Research & Ideas

Master the One-on-One Meeting

But how we treat them as individuals can determine the way their DNA will impact the fabric of your organization. What are you doing, as their manager, to make sure they are satisfied and making the best contribution to your organization? I have View Details

Keywords: by Julia B. Austin

30 Jul 2013
First Look

First Look: July 30

Telecom and Chorus. Purchase this case: http://hbr.org/search/413081-PDF-ENG Harvard Business School Case 913-036 Massachusetts Financial Services (Abridged) This case describes the compensation and performance evaluations at an investment View Details

Keywords: Anna Secino

January 2012 (Revised June 2013)
Case

Dow Chemical: Innovating for Sustainability

Dow Chemical is one of the few major American industrial corporations that was founded in the late 19th century that is still in existence. From its origins producing bromine out of the brine underneath Midland, Michigan, the company has evolved from a diversified... View Details

Keywords: Innovation Strategy; Environmental Sustainability; Chemical Industry

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30 Aug 2010
Research & Ideas

Turning Employees Into Problem Solvers

increases in the frequency with which staff reported solutions when they filed incident reports. "When managers had been more proactive in responding to incident reports, there was a greater likelihood that... View Details

Keywords: by Julia Hanna; Health

Web

Marketing - Faculty & Research

Marketing helps a firm in creating value by better understanding the needs of its customers and providing them with innovative products and services. This value is communicated through a variety of channels as well as through the firm's branding strategy. Effective... View Details

22 Sep 2003
Research & Ideas

When Protestors Knock at Your Door

in the Spring 2003 issue of California Management Review. In the piece, the authors offer case studies of Unocal, Nike, and Novartis. Spar and LaMure were struck by "how smart NGOs can be in their own strategic thinking, and how... View Details

Keywords: by Cynthia Churchwell

Blog

Take Control of Your Personal Brand

are accurate and positive? In other words, if you don't do the work to manage your own personal brand, someone else will do it for you—and you may not like the results. A strong personal brand grows out of your authentic self. It helps... View Details

21 Jul 2003
Research & Ideas

Don’t Get Buried in Customer Data—Use It

With the advent of customer relationship management (CRM) in the late 1990s, companies came to believe that by using technology to tailor their offerings to individual consumers' needs, customer loyalty—and company profits—would... View Details

Keywords: by Jean Ayers

07 Feb 2022
Research & Ideas

Digital Transformation: A New Roadmap for Success

described the proliferation of "digital positions" in their companies, from Digital Project Manager or Digital Director to Chief Transformation Officer or Chief Innovation Officer. In one roundtable discussion, participants predicted... View Details

Keywords: by Linda A. Hill, Ann Le Cam, Sunand Menon, and Emily Tedards

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Faculty & Research - Business & Environment

Critical Perspectives on International Business Transitioning from Responsible and Reactive to Deeply Responsible and Proactive International Business By: Geoffrey G. Jones , Teresa da Silva Lopes, Pavida Pananond, Rob van Tulder, Noemi... View Details

08 Mar 2021
In Practice

COVID Killed the Traditional Workplace. What Should Companies Do Now?

A year ago, COVID-19 forced many companies to send employees home—often with a laptop and a prayer. Now, with COVID cases subsiding and vaccinations rising, the prospect of returning to old office routines appears more possible. But will employees want to flock back to... View Details

Keywords: by Dina Gerdeman

30 Jun 2022
HBS Case

Peloton Changed the Exercise Game. Can the Company Push Through the Pain?

incredible user base,” he says, with 3 million subscribers—four times the number in 2019, despite the problems of 2021. The monthly customer churn rate of lost customers is less than 1 percent, and the videos the company produces are more... View Details

Keywords: by Lane Lambert; Media & Broadcasting; Health; Bicycle

14 Feb 2022
Research & Ideas

Curiosity, Not Coding: 6 Skills Leaders Need in the Digital Age

and capabilities (e.g., a reliable supply chain). Leaders are discovering they must proactively invest in the ecosystem and build partnerships (turn vendors into partners; join with competitors to solve problems government can’t) to... View Details

Keywords: by Linda A. Hill, Ann Le Cam, Sunand Menon, and Emily Tedards; Technology

Web

Research - Global

regulation interventions can be helpful, but may also be a challenge, because treating every person in the group is often infeasible. One... January–March 2025 Article Critical Perspectives on International Business Transitioning from Responsible and Reactive to Deeply... View Details

12 Feb 2008
First Look

First Look: February 12, 2007

with their political, economic, and social environment. They address issues of central concern to researchers in management studies and business administration, as well as economics, sociology and political science, and to historians.... View Details

Keywords: Martha Lagace

08 Aug 2022
HBS Case

Building an 'ARMY' of Fans: Marketing Lessons from K-Pop Sensation BTS

What would it take to attract customers who are so loyal that they would not only buy your products, but would also lavish your distributors with flowers and purchase advertising to elevate your brand? Ask the minds behind K-pop sensation BTS. Created by a Korean View Details

Keywords: by Shalene Gupta; Media & Broadcasting; Music

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