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- Faculty Publications (3,145)
Show Results For
-
All HBS Web
(5,953)
- People (9)
- News (1,020)
- Research (4,262)
- Events (16)
- Multimedia (8)
- Faculty Publications (3,145)
- 1998
- Article
The Nature of Trust and Its Impact on Relationship Management Activities
By: Joseph P. Cannon, Greg Gundlach and Das Narayandas
- March 1999 (Revised January 2000)
- Background Note
Interactive Technologies and Relationship Marketing Strategies
By: Youngme E. Moon
Outlines the role of interactive technologies in the development of relationship marketing strategies.
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Moon, Youngme E. "Interactive Technologies and Relationship Marketing Strategies." Harvard Business School Background Note 599-101, March 1999. (Revised January 2000.)
- Research Summary
Building Effective Relationships Across Cultures
Trust is the foundation of any successful collaborative relationship. In my first stream of research, I draw on the basic distinction between cognition-based versus affect-based trust– that is, trust from the head versus trust from the heart – to better...
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- Aug 21 2017
- Testimonial
Growing Strong Relationships
- August 2017 (Revised January 2020)
- Case
PFA Pension: Expansion of Alternatives Portfolio
By: Victoria Ivashina, Federica Gabrieli and Jérôme Lenhardt
PFA Pension was the biggest commercial pension provider in Denmark. At the end of 2015, the company had decided to boost its investments into the alternative asset class, an area where it was lagging behind its competitors. The aim was to privilege direct investments...
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Ivashina, Victoria, Federica Gabrieli, and Jérôme Lenhardt. "PFA Pension: Expansion of Alternatives Portfolio." Harvard Business School Case 218-025, August 2017. (Revised January 2020.)
- June 2016
- Teaching Note
Filene's Basement: Inside a Fired Customer's Relationship
By: Jill Avery and Susan Fournier
How, in a business climate in which building relationships with customers has dominated both managerial thought and marketing budgets, could Filene's Basement have fired a loyal customer, one who was formally and informally recognized as a best customer? This case...
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- 2011
- Module Note
Suppliers to Dealers: Stakeholders' Management at TVS Motor Company Ltd.
By: Shashank Shah, Shashank Shah and A. Sudir Bhaskar
Shah, Shashank, and A. Sudir Bhaskar. "Suppliers to Dealers: Stakeholders' Management at TVS Motor Company Ltd." 2011.
- 2016
- Working Paper
More Effective Sports Sponsorship—Combining and Integrating Key Resources and Capabilities of International Sports Events and Their Major Sponsors
By: Ragnar Lund and Stephen A. Greyser
Organizations in the field of sports are becoming increasingly dependent on sponsors for their value creation and growth. Studies suggest that sports organizations (rights-holders) often fail to exploit the full potential of such sponsorship partnerships. The aim of...
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Keywords:
Sponsorship;
"Sports Organizations,;
Case Study;
Europe;
Business Relationships;
Collaborative Marketing;
Value Co-creation;
Relationship Portfolio Management;
Value Creation;
Cases;
Marketing;
Sports;
Sports Industry;
Europe
Lund, Ragnar, and Stephen A. Greyser. "More Effective Sports Sponsorship—Combining and Integrating Key Resources and Capabilities of International Sports Events and Their Major Sponsors." Harvard Business School Working Paper, No. 16-139, June 2016.
- October 2020
- Article
IQ from IP: Simplifying Search in Portfolio Choice
By: Huaizhi Chen, Lauren Cohen, Umit Gurun, Dong Lou and Christopher J. Malloy
Using a novel database that tracks web traffic on the SEC’s EDGAR servers between 2004 and 2015, we show that mutual fund managers gather information on a very particular subset of firms and insiders, and their surveillance is very persistent over time. This tracking...
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Keywords:
Tracked Trades;
Return Predictability;
Institutional Trading;
Insider Trading;
Institutional Investing;
Information;
Investment Portfolio;
Decisions;
Management
Chen, Huaizhi, Lauren Cohen, Umit Gurun, Dong Lou, and Christopher J. Malloy. "IQ from IP: Simplifying Search in Portfolio Choice." Journal of Financial Economics 138, no. 1 (October 2020): 118–137. (Winner of the First Prize, Crowell Memorial Award for Best Paper in Quantitative Investments, PanAgora Asset Management, 2019.)
Personal Relationships and Enforcement of Management Controls: An Analysis of Punishments for Perpetrators of Economic Crimes
To explore how companies enforce management control systems, we examine whether social relationships influence the severity and consistency of punishments for main perpetrators of corporate economic crimes. We find wide variation in rates of dismissal and...
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- January 2014 (Revised November 2021)
- Case
Filene's Basement: Inside a Fired Customer's Relationship
By: Jill Avery and Susan Fournier
How, in a business climate in which building relationships with customers has dominated both managerial thought and marketing budgets, could Filene's Basement have fired a loyal customer, one who was formally and informally recognized as a best customer? This case...
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Keywords:
CRM;
Retailing;
Marketing;
Consumer Behavior;
Customer Relationship Management;
Customer Focus and Relationships;
Customer Satisfaction;
Marketing Strategy;
Brands and Branding;
Retail Industry;
United States
Avery, Jill, and Susan Fournier. "Filene's Basement: Inside a Fired Customer's Relationship." Harvard Business School Case 314-076, January 2014. (Revised November 2021.)
- summer 2002
- Article
Case Study: Customer Profitability and Customer Relationship Management at RBC Financial Group
By: V.G. Narayanan and Lisa Brem
Narayanan, V.G., and Lisa Brem. "Case Study: Customer Profitability and Customer Relationship Management at RBC Financial Group." Journal of Interactive Marketing 16, no. 3 (summer 2002): 76–98.
Fiscal Risk and the Portfolio of Government Programs
This paper proposes a new approach to social cost-benefit analysis using a model in which a benevolent government chooses risky projects in the presence of market failures and tax distortions. The government internalizes market failures and therefore perceives project...
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- October 1996
- Background Note
Building Effective One-on-One Work Relationships
By: Linda A. Hill
Addresses how to build effective one-on-one work relationships. Spells out the importance of analyzing your network and understanding on whom you are dependent. Also provides some criteria for assessing the quality of your relationships. Finally, it discusses how to...
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Hill, Linda A. "Building Effective One-on-One Work Relationships." Harvard Business School Background Note 497-028, October 1996.
- 21 Apr 2008
- Research & Ideas
The New Math of Customer Relationships
and The Service Profit Chain and The Value Profit Chain (with Lenoard A. Schlesinger). Some of the ideas go back to Heskett's 1986 book, Managing in the Service Economy. A new book, The Ownership Quotient, is underway, written with Sasser...
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Keywords:
by Sean Silverthorne
Unlock the Mysteries of Your Customer Relationships
Consumers have always had relationships with brands, but sophisticated tools for analyzing customer data are finally allowing marketing organizations to personalize and manage those relationships. With this new power comes a new challenge: People now expect companies...
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- 09 Apr 2014
- Working Paper Summaries
Visualizing and Measuring Software Portfolio Architectures: A Flexibility Analysis
- 23 Jun 2003
- Research & Ideas
Building a Better Buyer-Seller Relationship
managing the relationship. "Rather than going after the entire volume, break up the needs into different parts, and try to initiate a relationship using one component, selling only this one...
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Keywords:
by Martha Lagace
- September 2020 (Revised June 2021)
- Case
Eaton Corporation: Portfolio Transformation and The Cost of Capital
By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
In 2000, Eaton Corporation was a broadly diversified industrial conglomerate. But its strategy was evolving and its focus was narrowing around “power management” and more recently on “intelligent power,” the use of digitally enabled products and services designed to...
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Keywords:
Mergers and Acquisitions;
Business Conglomerates;
Business Divisions;
Cost of Capital;
Corporate Finance;
Value;
Valuation;
Industrial Products Industry;
United States;
Denmark;
Republic of Ireland
Esty, Benjamin C., E. Scott Mayfield, and Daniel Fisher. "Eaton Corporation: Portfolio Transformation and The Cost of Capital." Harvard Business School Case 221-006, September 2020. (Revised June 2021.)
- September 2015 (Revised September 2017)
- Case
Pershing Square 2.0
By: Robin Greenwood, Samuel Hanson and David Biery
In June 2015 William A. Ackman, the CEO and founder of New York hedge fund Pershing Square Capital, reflects on the success of the fund he has spent over a decade building. Since its inception in 2004, Pershing Square's assets under management had grown from $500...
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Keywords:
Activism;
Value Investing;
Portfolio Management;
Management;
Investment Portfolio;
Investment Activism
Greenwood, Robin, Samuel Hanson, and David Biery. "Pershing Square 2.0." Harvard Business School Case 216-003, September 2015. (Revised September 2017.)