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- Faculty Publications (37)
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- All HBS Web (137)
- Faculty Publications (37)
- 01 Apr 2002
- News
Professorship Brings Brierley's HBS Connection Full Circle
Airlines' AAdvantage program, Brierley pioneered a customer loyalty program that would change the way consumers would select their travel providers. "While the goal of the program was to identify American's...
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- 01 Dec 2015
- News
Faculty Q&A: The Price Is Right
What intrigued you about the pay-what-you-want (PWYW) model? It’s very unusual for a firm or a seller to completely relinquish pricing power to their customers. Typically consumers encounter a price, and then they decide whether or not...
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Julia Hanna
- 16 Jun 2003
- Research & Ideas
Peeling Back the Global Brand
moment.) Why detergent? Why Europe? In Europe, consumers in individual countries may cling to a long-standing loyalty to certain beloved products: so-called heritage brands. In Europe, sometimes the same...
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- 23 Oct 2006
- Research & Ideas
Will the “Long Tail” Work for Hollywood?
long-tail view suggests that consumers will purchase an increasing number and a wider variety of videos, everything from Hollywood classics to obscure foreign films. Long-tail proponents believe that View Details
- 26 Feb 2014
- Research & Ideas
How Grocery Bags Manipulate Your Mind
organic and indulgent items. Photo: iStockPhoto Looking at loyalty card data from a large grocery chain in California, Karmarkar and Bollinger tracked and analyzed 936,232 purchases by 5,987 households across two years. To assess organic...
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- Web
Creating Brand Value - Course Catalog
intensify and endure? What is brand loyalty and how does it manifest itself? How is it best nurtured and negotiated? What is customer relationship management (CRM) and how do brands and their consumers enact...
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- 03 Feb 2014
- Research & Ideas
The Tricky Business of Managing Web Advertising Affiliates
(CJ), LinkShare, and Google Affiliate Network (GAN), which shut down in April 2013—to schemes used by some sites to entice consumers to click: cookie-stuffing, adware, typosquatting, and loyalty apps....
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- 14 May 2013
- Blog Post
Exploring new opportunities at HBS
startup approximately 10% of the size of our entire RC class. Prior to joining the startup, I had a slightly more traditional occupation working on the Loyalty Marketing team at a national luxury retailer (which, yes, did require me to...
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Technology
- 15 Nov 2016
- News
Classroom Lessons Put Into Practice Abroad
HBS students worked on their project with representatives of the bakery chain Benjamin in São Paulo. (photo by Cintia Farago) In the United States, brand loyalty is often a powerful motivator—consumers will drive miles in search of a...
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- 06 Oct 2011
- What Do You Think?
How Will the ‘Moneyball Generation’ Influence Management?
employee loyalty in organizations with large numbers of workers in direct contact with customers. The new movie Moneyball (and the book on which it is based) extol the virtues of employing nontraditional thinking and measurement in major...
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by James Heskett
- 01 Sep 2010
- News
Dare to be Different
deeply ingrained fidelity to certain brands — the kind of loyalty that our parents’ generation felt toward even mundane brands like Tide detergent or Miracle Whip or Sony televisions — is definitely in peril, at least in my opinion. Why...
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- 30 Apr 2008
- Sharpening Your Skills
Sharpening Your Skills: Brand Management
personality? How should I think about brand dilution? Does Branding Work For Business-to-business Marketing? B2B Branding: Does it Work? Does it make sense for B2B companies to take a cue from consumer companies and invest in brand...
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- 05 Feb 2008
- First Look
First Look: February 5, 2008
done on managing the organizational and political dimensions of generating and improving forecasts in corporate settings. We examine the implementation of a supply-chain planning process at a consumer electronics company, concentrating on...
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Martha Lagace
- 25 Aug 2022
- News
Action Plan: Fired Up
indie-music enthusiasts whose lifestyles were in sync with the company’s small, young workforce, he notes, “We didn’t have to wonder what our consumers would like; we shared their passions.” When he accepted the job at the...
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- Web
Challenges and Opportunities in the Restaurant Industry - Course Catalog
of technological changes such as mobile ordering, delivery and advanced loyalty programs. We’ll also consider the rapid growth of “ghost kitchens” and how restaurateurs are developing asset light models providing View Details
- 21 Jul 2003
- Research & Ideas
Don’t Get Buried in Customer DataUse It
With the advent of customer relationship management (CRM) in the late 1990s, companies came to believe that by using technology to tailor their offerings to individual consumers' needs, customer loyalty—and company profits—would skyrocket. But in today's crowded...
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by Jean Ayers
- Profile
Jeff Bussgang
Even a quick glance at Jeff Bussgang’s resume reveals a deep commitment to entrepreneurial innovation. After playing a leading role at Open Market, an Internet commerce software firm that grew to $100 million in revenues and a successful IPO in 1996, Jeff cofounded...
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- 05 Feb 2009
- Research & Ideas
In Praise of Marketing
much of our attention on material consumption. More recently, Benjamin Barber, in his 2007 book Consumed, claims that marketing is "sucking up the air from every other domain to sustain the sector devoted to consumption." He is correct. Coca-Cola, Nike, and...
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- 15 Aug 2011
- Research & Ideas
A New Model for Business: The Museum
At first blush, the consumer appeal of a business like Groupon seems pretty obvious. The popular deal-of-the-day Internet start-up sells vouchers to restaurants, spas, and other local businesses at major markdowns--and who wouldn't want...
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by Carmen Nobel
- 01 Oct 1999
- News
The Same the World Over: Focusing on Customers and Innovation Brings Success
climate, customer orientation, and innovation. "Corporate culture was perceived as the prevailing set of shared values held by a firm's managers," Deshpandé explains, "qualities such as loyalty and tradition. We defined climate as the...
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Peter K. Jacobs