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  • 14 Dec 2011
  • Research & Ideas

The New Measures for Improving Nonprofit Performance

and it shows that these things can be done. Q: How is a transparent, collaborative culture cultivated in an organization? Morino: It starts with leadership that is very outreaching. It starts with getting the right people in the right seats in the organization. You... View Details
Keywords: by Julia Hanna
  • 09 Oct 2012
  • First Look

First Look: October 9

Abstract Key to the effective use of big data are the analytical professionals known as "data scientists," who can both manipulate large and unstructured data sources and create insights from them. Data scientists are difficult... View Details
Keywords: Sean Silverthorne
  • January 2019
  • Supplement

Understanding the Brand Equity of Nestlé Crunch Bar (B): Data Analysis

By: Jill Avery and Gerald Zaltman
In early 2018, Nestlé announced the sale of its U.S. candy-making division and a select collection of 20 of its confectionery brands, including the Nestlé Crunch Bar, to Ferrero SpA for $2.8 billion. Luckily, an old consumer research study on the Nestlé Crunch Bar... View Details
Keywords: Brand Management; Market Research; Brand Positioning; Value Proposition; Consumer Products; Fast Moving Consumer Goods; Qualitative Methods; Zaltman Metaphor Elicitation Technique; ZMET; Data Analysis; Marketing; Marketing Strategy; Brands and Branding; Consumer Behavior; Marketing Communications; Analytics and Data Science; Analysis; Consumer Products Industry; Food and Beverage Industry; Advertising Industry; United States; North America; Italy
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  • 02 Apr 2018
  • Research & Ideas

Is 'Gut Feel' a Good Reason to Invest in a Startup?

published in the Academy of Management Journal. Behavioral psychologists typically divide decision-making processes into two types. Type 1 is characterized by impulsive, instinctual, emotional reactions, often made quickly and without... View Details
Keywords: by Michael Blanding; Financial Services
  • 2023
  • Working Paper

The Customer Journey as a Source of Information

By: Nicolas Padilla, Eva Ascarza and Oded Netzer
In the face of heightened data privacy concerns and diminishing third-party data access, firms are placing increased emphasis on first-party data (1PD) for marketing decisions. However, in environments with infrequent purchases, reliance on past purchases 1PD... View Details
Keywords: Customer Journey; Privacy; Consumer Behavior; Analytics and Data Science; AI and Machine Learning; Customer Focus and Relationships
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  • 25 Oct 2016
  • First Look

October 25, 2016

Business Review To Increase Sales, Get Customers to Commit a Little at a Time By: Cespedes, Frank V., and David Hoffeld Abstract—This article discusses what behavioral research does and does not tell us about factors that aid the... View Details
Keywords: Sean Silverthorne
  • February 2024 (Revised February 2024)
  • Teaching Note

Travelogo: Understanding Customer Journeys

By: Eva Ascarza and Ta-Wei Huang
Teaching Note for HBS Exercise 524-044. The exercise aims to teach students about 1) Customer Segmentation; and 2) constructing buying personas, 3) Get actionable insights from clickstream data. View Details
Keywords: Customer Relationship Management; Analysis; Analytics and Data Science; Marketing Strategy; Segmentation; Consumer Behavior; Travel Industry; United States
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  • 2011
  • Working Paper

Discretion Within the Constraints of Opportunity: Gender Homophily and Structure in a Formal Organization

By: Adam M. Kleinbaum, Toby E. Stuart and Michael L. Tushman
Homophily in social relations is widely documented. We know that homophily results from both individual preferences and uneven opportunities for interaction, but how these two mechanisms interact in formal organizations is not well understood. We argue that... View Details
Keywords: Interactive Communication; Analytics and Data Science; Organizational Structure; Partners and Partnerships; Behavior; Internet and the Web; Theory; Information Technology Industry
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  • 23 Jul 2018
  • Research & Ideas

The Open Office Revolution Has Gone Too Far

(like employee satisfaction). Those are fine for understanding individual perceptions, but aren’t so good at quantifying real behavioral responses and organizational performance outcomes from open offices. The gap between perceptions and... View Details
Keywords: Re: Ethan S. Bernstein
  • 26 Jun 2018
  • First Look

New Research and Ideas, June 26, 2018

hedonic products to enhance their enjoyment of future consumption occasions. Current approaches to becoming expert center on cultivating an analytic mindset. In the present research the authors explore the benefit to enthusiasts of moving... View Details
Keywords: Dina Gerdeman
  • 11 Sep 2018
  • First Look

New Research and Ideas, September 11, 2018

Conference Proceedings More Amazon Effects: Online Competition and Pricing Behaviors By: Cavallo, Alberto Abstract—I study how online competition, with its shrinking margins, algorithmic pricing technologies, and the transparency of the... View Details
Keywords: Dina Gerdeman
  • 13 Jan 2015
  • First Look

First Look: January 13

http://www.routledge.com/books/details/9781138794313/ January 2015 Journal of Economic Behavior & Organization Strategic Disclosure: The Case of Business School Rankings By: Luca, Michael, and Jonathan Smith Abstract—We empirically... View Details
Keywords: Sean Silverthorne
  • 12 Oct 2011
  • Research & Ideas

Creating Online Ads We Want to Watch

marketers, who spent $1.42 billion on online video advertising last year in the United States, an investment expected to jump 52 percent to $2.16 billion in 2011, according to analytics firm eMarketer. Tracking Eyes And Faces To help... View Details
Keywords: by Carmen Nobel; Consumer Products
  • 22 Nov 2016
  • First Look

November 22, 2016

and Ananth Raman Abstract—To set inventory service levels, suppliers must understand how changes in inventory service level affect demand. We build on prior research, which uses analytical models and laboratory experiments to study the... View Details
Keywords: Sean Silverthorne
  • 21 Apr 2009
  • First Look

First Look: April 21, 2009

on four behavioral patterns through which they acquire information: (1) questioning; (2) observing; (3) experimenting; and (4) idea networking. We develop operational measures of each of these behaviors and... View Details
Keywords: Martha Lagace
  • 08 Jan 2019
  • First Look

New Research and Ideas, January 8, 2019

techniques to try to predict which deals he should offer to customers based on the purchasing behavior of those customers closest to them. Topics include supervised learning; collaborative filtering; K-nearest neighbor as a modeling... View Details
Keywords: Dina Gerdeman
  • 08 Jul 2008
  • First Look

First Look: July 8, 2008

such behaviors led to undesirable consequences, even if they saw those behaviors as acceptable before they knew its consequences. Furthermore, our results demonstrate that a rational, View Details
Keywords: Martha Lagace
  • 10 Oct 2007
  • First Look

First Look: First Look: October 10

Abstract We study the effect of small windfalls on consumer-spending decisions by examining the purchasing behavior of a sample of online grocery shoppers over the course of a year. We compare the purchases customers make when redeeming a... View Details
Keywords: Martha Lagace
  • 08 Nov 2011
  • First Look

First Look: Nov. 8

Dynamics of Warmth and Competence Judgments, and Their Outcomes in Organizations Authors:Amy J.C. Cuddy, Peter Glick, and Anna Beninger Publication:Research in Organizational Behavior (forthcoming) Abstract Two traits-warmth and... View Details
Keywords: Sean Silverthorne
  • 16 Aug 2016
  • First Look

August 16, 2016

https://www.hbs.edu/faculty/Pages/item.aspx?num=51481 The Value of Trading Relationships in Turbulent Times By: Di Maggio, Marco, Amir Kermani, and Zhaogang Song Abstract—This paper investigates how dealers’ trading relationships shape their trading View Details
Keywords: Sean Silverthorne

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