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  • 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
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  • November 2013
  • Teaching Note

8 Spruce Street

By: Arthur I Segel
The case begins in March 2009 during the depths of the recession with Forest City Ratner (FCR) Companies, a New York City based developer, facing the decision to halt construction half-way on 8 Spruce Street, the tallest residential tower in the Western Hemisphere, or... View Details
Keywords: Real Estate; Investment; Real Estate Industry; Japan
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    Dennis A. Yao

    Dennis Yao is the Lawrence E. Fouraker Professor of Business Administration and Chair of the Doctoral Programs at Harvard Business School. He joined the faculty in 2004 after having been at the Wharton School, University of Pennsylvania. From 1991-1994 he served as... View Details

    Keywords: automotive; defense; federal government; high technology
    • Research Summary

    Lean Startup Management Practices

    By: Thomas R. Eisenmann

    Many information technology startups have embraced "lean startup" management practices. Lean startups confront high levels of uncertainty about both customer problems and product solutions: the strength of demand for new... View Details

      Paul M. Healy

      Paul Healy is the James R. Williston Professor at the Harvard Business School. His research covers a broad range of topics, including white collar crime, governance, business ethics, financial analysis, and Wall Street research. He joined the HBS faculty in 1998,... View Details

      Keywords: accounting industry; brokerage; pharmaceuticals
      • 15 Jun 2010
      • First Look

      First Look: June 15

        PublicationsBuilding Sustainable Hybrid Organizations: The Case of Commercial Microfinance Organizations Authors:Julie Battilana and Silvia Dorado Publication:Academy of Management Journal (forthcoming) Abstract We explore how new types... View Details
      Keywords: Martha Lagace
      • December 2020 (Revised February 2021)
      • Case

      Kerry Group: Inspiring Food, Nourishing Life

      By: Forest L. Reinhardt, José B. Alvarez, Damien McLoughlin, Tonia Labruyere and Tonia Junker
      The Irish company Kerry Group, one of the leading global players in the taste and nutrition industry, wants to ensure its future growth in developing and developed markets. Founded in 1972 as a dairy cooperative, it had grown into a provider of taste and nutrition... View Details
      Keywords: Agribusiness; Environmental Sustainability; Food; Nutrition; Growth and Development Strategy; Global Range; Market Entry and Exit; Customer Relationship Management; Agriculture and Agribusiness Industry
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      • March 1998 (Revised June 1998)
      • Case

      Coming to Grips with Deregulation: Bay State Gas

      In 1995, CEO Roger Young made a surprising decision to bring in Joel Singer, an outsider with an MBA, to lead Bay State through the upcoming turmoil of deregulation. Singer was convinced that in this situation where the boundaries of the industry were being defined,... View Details
      Keywords: Organizational Change and Adaptation; Corporate Strategy; Emerging Markets; Energy Industry; Massachusetts
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      • October 2018
      • Case

      African Bank Investments Limited (A)

      By: Lynn S. Paine and Will Hurwitz
      Less than a year after joining the board of African Bank Investments Limited (ABIL), the newest director finds himself in difficult discussions with other directors about removing the struggling company’s CEO. The case is set in South Africa in mid-2014 as shares in... View Details
      Keywords: Ethics; Personal Finance; Corporate Accountability; Governing and Advisory Boards; Corporate Governance; Crisis Management; Insurance; Leadership; Management; Risk Management; Banking Industry; Financial Services Industry; Insurance Industry; Africa; South Africa
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        Nitin Nohria

        Nitin Nohria served as the tenth dean of Harvard Business School from 2010-2020. He previously served as co-chair of the Leadership Initiative, Senior Associate Dean of Faculty Development, and Head of the Organizational Behavior unit.

        As Dean, building on... View Details

        Keywords: accounting industry; arts; biotechnology; emerging market private equity; energy; executive search; financial services; green technology; health care; high technology; industrial goods; information technology industry; infrastructure industry; investment banking industry; legal services; management consulting; manufacturing; oil ＆ gas; petroleum; pharmaceuticals; professional services

          Tempur Sealy International

          This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX’s largest customer).  For almost 20 years, the firms have enjoyed a mutually beneficial and commercially prosperous... View Details

          • 28 Jun 2011
          • First Look

          First Look: June 28

          indicator we document that 1) inflow-driven buying pressure by mutual funds has a pronounced and persistent stock price impact, 2) the probability of an SEO increases by 59%, 3) insider sales increase by 7%, View Details
          Keywords: Sean Silverthorne
          • March 2020 (Revised March 2022)
          • Case

          Wachtell Lipton: Focused Excellence

          By: Ashish Nanda and Margaret Cross
          For years, Wachtell, Lipton, Rosen & Katz—a small, New York City law firm—has consistently boasted the highest profits per partner and one of the highest “prestige” ratings among U.S.-based law firms. The firm has remained loyal to a distinctive strategy ever since its... View Details
          Keywords: Strategy; Law; Mergers and Acquisitions; Legal Services Industry; New York (city, NY)
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          • November 2008
          • Article

          Winning the Race for Talent in Emerging Markets

          By: Douglas A. Ready, Linda A. Hill and Jay A. Conger
          "This war for talent is like nothing we've ever seen before," write the authors, who have spent decades studying talent management and leadership development. Recently they interviewed executives at more than 20 global companies to identify strategies for attracting... View Details
          Keywords: Leadership Development; Selection and Staffing; Talent and Talent Management; Multinational Firms and Management; Organizational Culture; Recruitment; Diversity; Developing Countries and Economies
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            What Professional Service Firms Must Do to Thrive

            During times of economic turbulence, consulting, law, and accounting firms often start offering services and taking on clients they really shouldn’t, just to keep the lights on. This path is perilous. If a firm’s practices have a diffuse mix of clients and unclear... View Details

            • 10 Dec 2012
            • Working Paper Summaries

            Vulnerable Banks

            Keywords: by Robin Greenwood, Augustin Landier & David Thesmar; Banking; Financial Services
            • 22 Jan 2010
            • Working Paper Summaries

            Competing Ad Auctions

            Keywords: by Itai Ashlagi, Benjamin G. Edelman & Hoan Soo Lee; Advertising
            • May 2024
            • Background Note

            Net Revenue Retention: Unpacking the Dynamics of Customer Monetization

            By: Elie Ofek, Barak Libai and Eitan Muller
            Firms and investors alike are beginning to recognize the importance of tracking how revenues from existing customers are evolving over time and to appreciate the value in understanding what might explain changes in these revenues. Consequently, in addition to looking... View Details
            Keywords: Customer Relationship Management; Revenue; Measurement and Metrics; Customer Value and Value Chain
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              Sustainability in the Boardroom

              More and more companies recognize the importance of corporate responsibility to their long-term success—and yet the matter gets short shrift in most boardrooms, consistently ranking at the bottom of some two dozen possible priorities. Many years ago labor conditions... View Details

              • 26 Oct 2021
              • Research & Ideas

              What Companies Want Most in a CEO: A Good Listener

              involved in mergers and acquisitions were 3 percentage points more likely to seek social skills. Study models also found that firms requiring large numbers of employees with IT... View Details
              Keywords: by Jay Fitzgerald