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- Faculty Publications (357)
Show Results For
- All HBS Web (1,423)
- Faculty Publications (357)
- 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...
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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.
- 2007
- Working Paper
Investor Sentiment in the Stock Market
By: Malcolm Baker and Jeffrey Wurgler
Real investors and markets are too complicated to be neatly summarized by a few selected biases and trading frictions. The "top down" approach to behavioral finance focuses on the measurement of reduced form, aggregate sentiment and traces its effects to stock returns....
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- Article
Sales Managers Must Manage
A common complaint from C-level executives about their sales colleagues concerns the latter’s ability to manage, not sell. Nearly every firm has examples of successful salespeople who are poor managers because they persist in their behaviors as reps rather than...
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Cespedes, Frank V. "Sales Managers Must Manage." Top Sales Magazine (February 2019).
- March 2024
- Article
Flight to Safety: How Economic Downturns Affect Talent Flows to Startups
By: Shai Bernstein, Richard Townsend and Ting Xu
Using proprietary data from AngelList Talent, we study how individuals’ job search and application behavior changed during the COVID-19 downturn. We find that job seekers shifted their searches toward more established firms and away from early-stage startups, even...
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Bernstein, Shai, Richard Townsend, and Ting Xu. "Flight to Safety: How Economic Downturns Affect Talent Flows to Startups." Review of Financial Studies 37, no. 3 (March 2024): 837–881.
- 22 Jul 2011
- Working Paper Summaries
Corporate Social Responsibility and Access to Finance
- Article
Specialization and Success: Evidence from Venture Capital
By: Paul A. Gompers, Anna Kovner and Josh Lerner
This paper examines how organizational structure affects behavior and outcomes, studying the performance of different types of venture capital organizations. We find a strong positive relationship between the degree of specialization by individual venture capitalists...
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Keywords:
Experience and Expertise;
Venture Capital;
Organizational Structure;
Outcome or Result;
Performance Effectiveness;
Behavior;
Financial Services Industry
Gompers, Paul A., Anna Kovner, and Josh Lerner. "Specialization and Success: Evidence from Venture Capital." Journal of Economics & Management Strategy 18, no. 3 (Fall 2009): 817–844.
- 17 Sep 2021
- Research & Ideas
The Trial of Elizabeth Holmes: Visionary, Criminal, or Both?
Ramesh Balwani, had long known that Theranos’ home blood test didn’t work, but misled investors to keep money flowing in. Holmes and Balwani are accused of defrauding patients, doctors, and investors of over $700 million. At its peak in 2013-14, the privately held...
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- 2006
- Article
Schumpeter's Plea: Historical Methods in the Study of Entrepreneurship
By: Rohit Daniel Wadhwani and Geoffrey Jones
This paper outlines the case for why and how historical methods are important to the study of entrepreneurship. We show that research in entrepreneurship has displayed declining attention to historical context since the field first emerged in the 1940s. We discuss why...
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Wadhwani, Rohit Daniel, and Geoffrey Jones. "Schumpeter's Plea: Historical Methods in the Study of Entrepreneurship." Academy of Management Annual Meeting Proceedings (2006).
- 07 Oct 2014
- News
How to Select Sales Managers Who Can Actually Manage
- 13 Mar 2008
- Working Paper Summaries
An Investigation of Earnings Management through Marketing Actions
- 2009
- Working Paper
Taking a 'Deep Dive': What Only a Top Leader Can Do
By: Howard H. Yu and Joseph L. Bower
Unlike most historical accounts of strategic change inside large firms, empirical research on strategic management rarely uses the day-to-day behaviors of top executives as the unit of analysis. By examining the resource allocation process closely, we introduce the...
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Keywords:
Leading Change;
Management Practices and Processes;
Resource Allocation;
Business Processes;
Organizational Change and Adaptation;
Organizational Culture;
Organizational Structure
Yu, Howard H., and Joseph L. Bower. "Taking a 'Deep Dive': What Only a Top Leader Can Do." Harvard Business School Working Paper, No. 09-109, April 2009. (Revised February 2010, May 2010.)
- December 2022 (Revised November 2023)
- Module Note
How Do You Compete and Cooperate? Understanding Strategic Interactions
By: Jorge Tamayo
This module examines how firms interact strategically, both competitively and cooperatively, as they create and capture value. Although the module focuses on strategic interactions between competitors, an organization's relationships with buyers, suppliers, and...
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- 20 Dec 2018
- News
Consumer Rating Algorithms Score Big with Businesses, Governments
- 21 Mar 2017
- First Look
First Look at New Research, March 21
https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=52435 CEO Behavior and Firm Performance By: Bandiera, Oriana, Stephen Hansen, Andrea Pratt, and Raffaella Sadun Abstract—We measure the View Details
Keywords:
Sean Silverthorne
- 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.)
- 15 Nov 2011
- First Look
First Look: November 15
http://www.wiley.com/WileyCDA/WileyTitle/productCd-0470905905,descCd-tableOfContents.html Working PapersComparing the Investment Behavior of Public and Private Firms Authors:John Asker, Joan Farre-Mensa,...
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Keywords:
Sean Silverthorne
Malcolm P. Baker
Malcolm Baker is the Robert G. Kirby Professor of Business Administration at the Harvard Business School, where he teaches the required course in finance and a short immersive program on investing in life sciences.
His research is in the... View Details
- 19 Feb 2019
- News
Bank Boards: What Has Changed Since the Financial Crisis?
- 2022
- Working Paper
Flight to Safety: How Economic Downturns Affect Talent Flows to Startups
By: Shai Bernstein, Richard Townsend and Ting Xu
Using proprietary data from AngelList Talent, we study how individuals’ job search and application behavior changed during the COVID-19 downturn. We find that job seekers shifted their searches toward more established firms and away from early-stage startups, even...
View Details
Keywords:
Startup Labor Market;
Flight To Safety;
COVID-19;
Recession;
Business Startups;
Human Capital;
Business Cycles;
Health Pandemics
Bernstein, Shai, Richard Townsend, and Ting Xu. "Flight to Safety: How Economic Downturns Affect Talent Flows to Startups." Harvard Business School Working Paper, No. 21-045, September 2020. (Revised March 2022.)
Sunil Gupta
Co-Chair, Driving Digital Strategy
Sunil Gupta is the Edward W. Carter Professor of Business Administration and co-chair of the executive program on Driving... View Details