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- All HBS Web
(1,740)
- People (8)
- News (624)
- Research (837)
- Events (2)
- Multimedia (6)
- Faculty Publications (87)
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- 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
Padilla, Nicolas, and Eva Ascarza. "Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach." Journal of Marketing Research (JMR) 58, no. 5 (October 2021): 981–1006.
- 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
Padilla, Nicolas, and Eva Ascarza. "Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach." Harvard Business School Working Paper, No. 19-091, February 2019. (Revised May 2020. Accepted at the Journal of Marketing Research.)
- 21 Oct 2020
- News
Cold Calculations
Courtesy Steve Payne Courtesy Steve Payne The Arctic ice pack is melting. For more than a decade, Steve Payne (MBA 1985), chair of the board of the Arctic Ice Project, has patiently explained the problem to anyone willing to listen: The... View Details
Keywords: April White
- 08 Mar 2022
- Blog Post
Recalling My First Cold Call: A Conversation with Second-Year Students
The start of 2022 not only marks a new year but also the graduation year of the MBA Class of 2022. As they begin their last semester, we asked EC (second-year) students about their first cold call, case... View Details
- 01 Dec 1996
- News
Starting Up and Starting Over
As it happened, many of the young men and women returning home from war were in complete agreement with Slichter. By one measure - a series of Air Force outprocessing interviews conducted in 1945 - the number of veterans intending to join large corporations barely... View Details
- 06 Dec 2018
- News
Cold Call Horror Stories
Subscribe on iTunes Subscribe on SoundCloud More Skydeck episodes During Fall Reunions, the podcast team set up our microphones in Spangler Hall and asked alumni to tell us about those terrifying moments when—as is tradition at HBS—they got View Details
- 01 Aug 2013
- News
A Cure for Cold Storage
percent of the children are vaccinated against the virus. And the price of the vaccine is negligible, says Schrader—around 5 or 10 cents. "It's not cost that limits it," he says, but rather infrastructure: Vaccines rely on a complex and costly chain of View Details
- 30 Aug 2010
- Research & Ideas
Turning Employees Into Problem Solvers
engagement on problem solving and of an organization-wide information campaign. First, the phenomenon of patient-safety information campaigns: Such campaigns increase the frequency of frontline workers' speaking up following an incident... View Details
When Best Isn't Good Enough, Start Something New
Innovation, in cities and other contexts, often involves adaptation and repurposing, a program scaled to another place or a private sector tool tweaked for public use. But starting from scratch and doing something truly new can sometimes be the key to solving... View Details
- 24 Apr 2019
- News
Empathy Shaming Is Becoming A Problem
- 26 Nov 2001
- Research & Ideas
How Toyota Turns Workers Into Problem Solvers
When HBS professor Steven Spear recently released an abstract on problem solving at Toyota, HBS Working Knowledge staffer Sarah Jane Johnston e-mailed off some questions. Spear not only answered the questions, but also asked some of his... View Details
- 04 Oct 2022
- Cold Call Podcast
Cold Call: Corporate Governance and Growth Strategy at Capital SAFI
- 30 Sep 2015
- News
The Problem of Too Much Talent
- July 24, 2013
- Article
Family Business: How to Spot a Patriarch Problem
By: Josh Baron and Rob Lachenauer
In this article, the authors discuss the concept of a "problem patriarch" in family businesses, using the example of Carl, a successful leader who undermined the talent he hired. Carl started a struggling $10 million automotive parts distributor and turned it into a $2... View Details
Baron, Josh, and Rob Lachenauer. "Family Business: How to Spot a Patriarch Problem." Harvard Business Review (website) (July 24, 2013).
- 23 Jul 2001
- Research & Ideas
Sam Walton: Great From the Start
rent." Here was another economic factor which was going to make it difficult to use low prices as a competitive weapon. And there were more problems with the lease, serious problems, which it would take Walton another half decade to... View Details
- 06 May 2022
- Blog Post
Career Advice: Starting a Sustainable Startup
investors, potential customers, and others who were useful along the way. Once I got over the awkwardness of the cold emails and messages to alumni, I started realizing that alumni were always happy to be... View Details
- 19 Apr 2023
- Video
How Martine Rothblatt Started a Company to Save Her Daughter
- 01 Jun 2022
- News
Ink: Start Small, Rise Above
things differently. Stacey and I say that our differences are our superpower, and I think that idea has never been more important. We met during Leadership Atlanta, which was a unique experience because we got to know each other in the context of tackling View Details
Keywords: Jen McFarland Flint
- 11 Jan 2022
- News