Publications

April 12, 2023
Article

Using AI to Adjust Your Marketing and Sales in a Volatile World

By: Das Narayandas and Arijit Sengupta

Why are some firms better and faster than others at adapting their use of customer data to respond to changing or uncertain marketing conditions? A common thread across faster-acting firms is the use of AI models to predict outcomes at various stages of the customer... View Details

Keywords: Forecasting and Prediction; AI and Machine Learning; Consumer Behavior; Technology Adoption; Competitive Advantage

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12 Feb 2019
First Look

New Research and Ideas, February 12, 2019

study how transparency into the levels and changes of relative sustainability performance affects consumer choices. Our work considers two forms of transparency: process transparency, in which customers... View Details

Keywords: Dina Gerdeman

February 1987 (Revised August 1988)
Case

Gillette Personal Care Division: Marketing Planning and Control

Bill Ryan, president of the Gillette Co.'s Personal Care Division, is considering changing the division's planning and control system for marketing. White Rain, the division's most recent success, had been launched by taking shortcuts through the system, while other... View Details

Keywords: Marketing; Management Systems; Consumer Products Industry; United States

05 Mar 2019
First Look

New Research and Ideas, March 5, 2019

core business, ranging from environmental issues to LGBTQ rights and race relations. In the first study of this phenomenon, we implement two framed field experiments to provide evidence on how CEO activism can influence public opinions... View Details

Keywords: Dina Gerdeman

August 2009
Case

Global Wine War 2009: New World versus Old

By: Christopher A. Bartlett

The case contrasts the tradition-bound Old World wine industry with the market-oriented New World producers, the battle for the US market, the most desirable export target in 2009 due to its large, fast-growing, high-priced market segments. The case allows analysis of... View Details

Keywords: Trade; Global Strategy; Governing Rules, Regulations, and Reforms; Consumer Behavior; Market Entry and Exit; Competition; Food and Beverage Industry

Web

Porter Prize India - Institute For Strategy And Competitiveness

and focuses on studying the competitiveness of nations, regions, and cities. 2016 Porter Prize India Winners of the 2016 Porter Prize India include: Times Network Yes Bank Operation Asha Adani Wilmar Abbott... View Details

01 Apr 2000
News

A Place in the Sun

The big challenge is to communicate emotion-based intangibles in a market where consumers are oriented toward material things and getting value for their money. We're a big-ticket item, so we have to convey... View Details

Keywords: Julia Hanna and Garry Emmons

March 2022 (Revised March 2024)
Case

Hometown Foods: Changing Price amid Inflation

By: Julian De Freitas, Jeremy Yang and Das Narayandas

During the early part of the 2021 Covid-19 pandemic, Hometown Foods, a large seller of flour-based products, thrived as consumers hoarded baked goods and took up baking to pass the time and find comfort. Then, amid growing shortages in commodities, a vaccine arrived,... View Details

Keywords: COVID-19 Pandemic; Consumer Behavior; Supply Chain; Inflation and Deflation; Spending; Price Bubble; Price; Volatility; Food and Beverage Industry

February 2022 (Revised April 2024)
Case

Aleph Farms: A New Culture of Meat

By: Elie Ofek and Jeff Huizinga

Aleph Farms, an Israeli food-tech start-up, was hoping to play a major role in disrupting the conventional meat sector. Compared to intensive agricultural practices, Aleph’s cultured (or lab-grown) meat solution held the promise of considerably reducing greenhouse gas... View Details

07 Aug 2012
Research & Ideas

Off and Running: Professors Comment on Olympics

whose excitement lasts only for days? John T. Gourville, Albert J. Weatherhead, Jr. Professor of Business Administration and an expert on consumer behavior, pricing, and... View Details

Keywords: Re: Multiple Faculty; Sports

12 May 2015
Research & Ideas

How Crowds and Experts Kickstart the Arts

Business School. "That could be both potentially positive and negative. There is a lot of critically acclaimed artwork that could be systematically overlooked by crowds. On the other hand, you could imagine that experts aren't always good... View Details

Keywords: Re: Ramana Nanda; Entertainment & Recreation

December 2016
Article

Fake It Till You Make It: Reputation, Competition, and Yelp Review Fraud

By: Michael Luca and Georgios Zervas

Consumer reviews are now part of everyday decision making. Yet, the credibility of these reviews is fundamentally undermined when businesses commit review fraud, creating fake reviews for themselves or their competitors. We investigate the economic incentives to commit... View Details

Keywords: Ethics; Marketing Reference Programs

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Article

Sadness, Identity, and Plastic in Over-shopping: The Interplay of Materialism, Poor Credit Management, and Emotional Buying Motives in Predicting Compulsive Buying

By: Grant Edward Donnelly, Masha Ksendzova and Ryan Howell

A comprehensive study is currently lacking to explain why material values strongly influence compulsive buying. The goal of the current study is to test if money management, buying motivations for improving mood and identity, and self-transformation expectations... View Details

Keywords: Credit Cards; Consumer Behavior; Identity; Emotions

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Forthcoming
Article

Geographies of Discontent: Public Service Deprivation and the Rise of the Far Right in Italy

By: Simone Cremaschi, Paula Rettl, Marco Cappelluti and Catherine E. De Vries

Electoral support for far-right parties is often linked to geographies of discontent. We argue that public service deprivation, defined as reduced access to public services at the local level, plays an important role in explaining these patterns. By exploiting an... View Details

Keywords: Election Outcomes; Electoral Behavior; Political Affiliation; Political Culture; Public Service; Political Elections; Policy; Government and Politics; Surveys; Geographic Location; Immigration; Europe; Italy

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14 Nov 2017
First Look

New Research and Ideas: November 14, 2017

Benjamin Abstract—I present the institutions and incentives of online reviews, including attracting initial reviews, assuring truthful reviews of genuine experiences, and avoiding inflated or deceptive... View Details

Keywords: Carmen Nobel

07 Aug 2018
First Look

New Research and Ideas, August 8, 2018

developed a strong reputation among consumers due in part to its Membership Rewards (MR) loyalty program, first established in 1991. Through MR, all Amex cardholders could accumulate and redeem “points”... View Details

Keywords: by Sean Silverthorne

09 Apr 2019
First Look

New Research and Ideas, April 9, 2019

critiques of our work with empirical data and conceptual arguments. We agree with Wilson and Stolarz-Fantino that researchers seeking to understand a policy’s influence on View Details

Keywords: Dina Gerdeman

22 Nov 2011
Working Paper Summaries

Carbon Tariffs: Impacts on Technology Choice, Regional Competitiveness, and Global Emissions

Keywords: by David F. Drake; Manufacturing

December 2009
Article

Media Markets and Localism: Does Local News en Español Boost Hispanic Voter Turnout?

By: Felix Oberholzer-Gee and Joel Waldfogel

Since the dawn of broadcasting, and especially in the past decade, Americans have turned their attention from local to more distant sources of news and entertainment. While the integration of media markets will raise the private welfare of many consumers, critics of a... View Details

Keywords: Voting; Ethnicity; Behavior; Local Range; Journalism and News Industry; Journalism and News Industry; United States