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    • Faculty Publications  (4)

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    • All HBS Web  (700)
      • Faculty Publications  (4)

      Customer Discovery Remove Customer Discovery →

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      New Founder Series: Customer Discovery
      Customer Discovery and Validation for Entrepreneurs
      → Search All HBS Web
      • September 2020
      • Article

      Customer Supercharging in Experience-Centric Channels

      By: David R. Bell, Santiago Gallino and Antonio Moreno
      We conjecture that for online retailers, experience-centric offline store formats do not simply expand market coverage, but rather, serve to significantly amplify future positive customer behaviors, both online and offline. We term this phenomenon “supercharging” and...  View Details
      Keywords: Retail Operations; Marketing-operations Interface; Omnichannel Retailing; Experience Attributes; Quasi-experimental Methods; Operations; Online Technology; Marketing Channels; Consumer Behavior; Retail Industry
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      Bell, David R., Santiago Gallino, and Antonio Moreno. "Customer Supercharging in Experience-Centric Channels." Management Science 66, no. 9 (September 2020).
      • November 2011 (Revised August 2012)
      • Background Note

      Customer Discovery and Validation for Entrepreneurs

      By: Frank V. Cespedes, Thomas Eisenmann and Steven G. Blank
      Provides practical guidelines for conducting market research to explore and validate demand for entrepreneurial offering. Explains how the research objectives of entrepreneurs might differ from those relevant to managers evaluating product or service offerings to...  View Details
      Keywords: Customer Value and Value Chain; Entrepreneurship
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      Cespedes, Frank V., Thomas Eisenmann, and Steven G. Blank. "Customer Discovery and Validation for Entrepreneurs." Harvard Business School Background Note 812-097, November 2011. (Revised August 2012.)
      • February 2010
      • Background Note

      Millipore Background Note

      By: Elie Ofek and Natalie Kindred
      This note provides background on Millipore Corporation, a global provider of products and services used primarily in the discovery, development and production of therapeutic drugs. With a track record of quickly adapting to the evolving needs of its customers,...  View Details
      Keywords: Organizational Change and Adaptation; Customer Focus and Relationships; Biotechnology Industry; Pharmaceutical Industry
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      Ofek, Elie, and Natalie Kindred. "Millipore Background Note." Harvard Business School Background Note 510-059, February 2010.
      • Research Summary

      Entrepreneurial Management: Customer Discovery and Business Development

      By: Frank V. Cespedes
      This research focuses on: (a) market research methods and tactics suitable to startups seeking their initial customers and validation of their initial business model; (b) guidelines for conducting visits with potential customers as part of the startup ptrocess; and (c)...  View Details
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      New Founder Series: Customer Discovery
      Customer Discovery and Validation for Entrepreneurs
      → Search All HBS Web
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