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    • All HBS Web  (1,421)
      • Faculty Publications  (196)

      Firm Behavior Remove Firm Behavior →

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      • April 12, 2023
      • Article

      Using AI to Adjust Your Marketing and Sales in a Volatile World

      By: Das Narayandas and Arijit Sengupta
      Why are some firms better and faster than others at adapting their use of customer data to respond to changing or uncertain marketing conditions? A common thread across faster-acting firms is the use of AI models to predict outcomes at various stages of the customer...  View Details
      Keywords: Forecasting and Prediction; AI and Machine Learning; Consumer Behavior; Technology Adoption; Competitive Advantage
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      Narayandas, Das, and Arijit Sengupta. "Using AI to Adjust Your Marketing and Sales in a Volatile World." Harvard Business Review Digital Articles (April 12, 2023).
      • 2022
      • Working Paper

      Differentiating on Diversity: How Disclosing Workforce Diversity Improves Brand Attitudes

      By: Maya Balakrishnan, Jimin Nam and Ryan W. Buell
      Companies are facing increased pressure to “walk the talk” on diversity, equity, and inclusion (DEI) in their operations. One specific call-to-action from stakeholders is the public disclosure of EEO-1s. Companies with 100+ employees are federally mandated to annually...  View Details
      Keywords: Consumer Behavior; Corporate Disclosure; Diversity; Employees; Perception
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      Balakrishnan, Maya, Jimin Nam, and Ryan W. Buell. "Differentiating on Diversity: How Disclosing Workforce Diversity Improves Brand Attitudes." Harvard Business School Working Paper, No. 23-053, August 2022.
      • 2022
      • Article

      The Effects of Public and Private Equity Markets on Firm Behavior

      By: Shai Bernstein
      In this article, I review the theoretical and empirical literature on the effects of public and private equity markets on firm behavior, emphasizing the consequences that emerge from disclosure requirements, ownership concentration, and degree of firm standardization....  View Details
      Keywords: Corporate Finance And Governance; Financing Policy; Commercialization; Capital Markets; Private Equity; Public Equity; Venture Capital; Innovation and Invention; Cost of Capital
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      Bernstein, Shai. "The Effects of Public and Private Equity Markets on Firm Behavior." Annual Review of Financial Economics 14 (2022): 295–318.
      • 2023
      • Working Paper

      Doing More with Less: Overcoming Ineffective Long-Term Targeting Using Short-Term Signals

      By: Ta-Wei Huang and Eva Ascarza
      Firms are increasingly interested in developing targeted interventions for customers with the best response, which requires identifying differences in customer sensitivity, typically through the conditional average treatment effect (CATE) estimation. In theory, to...  View Details
      Keywords: Long-run Targeting; Heterogeneous Treatment Effect; Statistical Surrogacy; Customer Churn; Field Experiments; Consumer Behavior; Customer Focus and Relationships; AI and Machine Learning; Marketing
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      Huang, Ta-Wei, and Eva Ascarza. "Doing More with Less: Overcoming Ineffective Long-Term Targeting Using Short-Term Signals." Harvard Business School Working Paper, No. 23-023, October 2022. (Revised April 2023.)
      • 2022
      • Working Paper

      Buy Now, Pay Later Credit: User Characteristics and Effects on Spending Patterns

      By: Marco Di Maggio, Emily Williams and Justin Katz
      Firms offering "buy now, pay later" (BNPL) point-of-sale installment loans with minimal underwriting and low interest have captured a growing fraction of the market for short-term unsecured consumer credit. We provide a detailed look into the US BNPL market by...  View Details
      Keywords: Household Finance; Fintech; Consumer Credit; Credit; Consumer Behavior
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      Di Maggio, Marco, Emily Williams, and Justin Katz. "Buy Now, Pay Later Credit: User Characteristics and Effects on Spending Patterns." NBER Working Paper Series, No. 30508, September 2022.
      • 2022
      • Working Paper

      Price Monitoring and Response: A Supply Side Characterization

      By: Ayelet Israeli and Eric Anderson
      With the growth of e-commerce and increasing price transparency, there has been tremendous interest in the adoption and competitive consequences of algorithmic pricing. A premise of algorithmic pricing is that firms monitor competitors' prices and then their pricing...  View Details
      Keywords: Algorithmic Pricing; Ecommerce; Price Monitoring; Price; Competition; Retail Industry
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      Israeli, Ayelet, and Eric Anderson. "Price Monitoring and Response: A Supply Side Characterization." Working Paper, October 2022.
      • 2022
      • Working Paper

      Speedy Activists: Firm Reaction Time to Sociopolitical Events Influences Consumer Behavior

      By: Jimin Nam, M. Balakrishnan, Julian De Freitas and Alison Wood Brooks
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      Nam, Jimin, M. Balakrishnan, Julian De Freitas, and Alison Wood Brooks. "Speedy Activists: Firm Reaction Time to Sociopolitical Events Influences Consumer Behavior." Working Paper, 2022.
      • Article

      When Hiring CEOs, Focus on Character

      By: Aiyesha Dey
      The author, an associate professor at Harvard Business School, has studied the ways in which the lifestyle behaviors of CEOs—in particular, materialism and a propensity for rule breaking—may spell trouble for a company. Her research, which includes looking at...  View Details
      Keywords: CEOs; Lifestyle; Risk Management; Recruitment; Ethics
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      Dey, Aiyesha. "When Hiring CEOs, Focus on Character." Harvard Business Review 100, no. 4 (July–August 2022): 54–58.
      • June 29, 2022
      • Other Article

      Strategic Complexity? Using Experiments to Understand and Overcome Obfuscation

      By: Michael Luca, Ginger Zhe Jin and Daniel Martin
      Credit card companies must decide what product features to disclose to consumers, such as payment schedules, penalties, and fees--and also whether to present them clearly or bury them in the fine print. Firms face similar choices in settings ranging from privacy...  View Details
      Keywords: Obfuscation; Credit Cards; Strategic Incentives; Complexity; Agreements and Arrangements; Customers; Consumer Behavior; Financial Services Industry
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      Luca, Michael, Ginger Zhe Jin, and Daniel Martin. "Strategic Complexity? Using Experiments to Understand and Overcome Obfuscation." Management Science Review (June 29, 2022). (Summary of "Complex Disclosure," Management Science, May 2022.)
      • 2023
      • Working Paper

      Dynamic Pricing and Demand Volatility: Evidence from Restaurant Food Delivery

      By: Alexander J. MacKay, Dennis Svartbäck and Anders G. Ekholm
      Pricing technology that allows firms to rapidly adjust prices has two potential benefits. Prices can respond more rapidly to demand shocks, leading to higher revenues. On the other hand, time-varying prices can be used to smooth out demand across periods, reducing...  View Details
      Keywords: Price; Consumer Behavior; Applications and Software; Volatility
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      MacKay, Alexander J., Dennis Svartbäck, and Anders G. Ekholm. "Dynamic Pricing and Demand Volatility: Evidence from Restaurant Food Delivery." Harvard Business School Working Paper, No. 23-007, July 2022. (Revised March 2023.)
      • 2022
      • Working Paper

      Training, Communications Patterns, and Spillovers Inside Organizations

      By: Miguel Espinosa and Christopher T. Stanton
      We study direct productivity changes and spillovers after a randomized training program for the frontline workers in a Colombian government agency. While trained workers improved their individual production, we also find substantial spillovers that affected managers'...  View Details
      Keywords: Spillovers; Labor Productivity; Firm Objectives, Organization, And Behavior; Training; Performance Productivity
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      Espinosa, Miguel, and Christopher T. Stanton. "Training, Communications Patterns, and Spillovers Inside Organizations." NBER Working Paper Series, No. 30224, July 2022.
      • 2022
      • Working Paper

      Moral Deteriorations Sever Firm Identity

      By: Julian De Freitas, Zarema Khon, Pechthida Kim and Samuel G.B. Johnson
      Firms change over time. Which changes are so damaging that consumers believe the firm’s very identity ceases to exist? We explored this question using Twitter data and eight experiments involving nearly 3,000 subjects. Consumers judged that moral deteriorations were...  View Details
      Keywords: Corporate Identity; Morality; Brand Activism; Social Media; Business Ethics; Firm Stereotypes; Consumer Behavior; Public Opinion; Moral Sensibility; Brands and Branding; Government and Politics
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      De Freitas, Julian, Zarema Khon, Pechthida Kim, and Samuel G.B. Johnson. "Moral Deteriorations Sever Firm Identity." Harvard Business School Working Paper, No. 22-077, June 2022.
      • 2022
      • Working Paper

      Retail Investors’ Contrarian Behavior Around News, Attention, and the Momentum Effect

      By: Cheng (Patrick) Luo, Enrichetta Ravina, Marco Sammon and Luis M. Viceira
      Using a large panel of U.S. brokerage accounts trades and positions, we show that a large fraction of retail investors trade as contrarians after large earnings surprises, especially for loser stocks, and that such contrarian trading contributes to post earnings...  View Details
      Keywords: Retail Investors; Post Earnings Announcement Drift; Price Momentum; Behavioral Finance; Investment; Demographics
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      Luo, Cheng (Patrick), Enrichetta Ravina, Marco Sammon, and Luis M. Viceira. "Retail Investors’ Contrarian Behavior Around News, Attention, and the Momentum Effect." Working Paper, June 2022.
      • April 2022
      • Article

      Going Out or Opting Out? Capital, Political Vulnerability, and the State in China's Outward Investment

      By: Meg Rithmire
      How do state-business relations interact with outward investment in authoritarian regimes? This paper examines this question in the context of China’s rapid transformation into a major capital exporter. While most political economy scholarship focuses on firms’...  View Details
      Keywords: Outward Investment; Capital Controls; Corruption; Foreign Direct Investment; Political Economy; State-owned Enterprises; Investment; Global Range; Capital; Globalization; Policy; Government and Politics; China
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      Rithmire, Meg. "Going Out or Opting Out? Capital, Political Vulnerability, and the State in China's Outward Investment." Comparative Politics 54, no. 3 (April 2022): 477–499.
      • March 2022 (Revised May 2022)
      • Case

      Winning Business at Russell Reynolds (A)

      By: Ethan Bernstein and Cara Mazzucco
      In an effort to make compensation drive collaboration, Russell Reynolds Associates’ (RRA) CEO Clarke Murphy sought to re-engineer the bonus system for his executive search consultants in 2016. As his HR analytics guru, Kelly Smith, points out, that risks upsetting–and...  View Details
      Keywords: Compensation; Collaboration; Executive Search Firms; Consulting Firms; Compensation and Benefits; Restructuring; Human Resources; Human Capital; Management Practices and Processes; Organizational Culture; Organizational Change and Adaptation; Social and Collaborative Networks; Recruitment; Selection and Staffing; Talent and Talent Management; Consulting Industry; Employment Industry; Asia; Europe; Latin America; Middle East; North and Central America; South America; Oceania
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      Bernstein, Ethan, and Cara Mazzucco. "Winning Business at Russell Reynolds (A)." Harvard Business School Case 422-045, March 2022. (Revised May 2022.)
      • March 2022
      • Supplement

      Winning Business at Russell Reynolds (B)

      By: Ethan Bernstein and Cara Mazzucco
      In an effort to make compensation drive collaboration, Russell Reynolds Associates’ (RRA) CEO Clarke Murphy sought to re-engineer the bonus system for his executive search consultants in 2016. As his HR analytics guru, Kelly Smith, points out, that risks upsetting–and...  View Details
      Keywords: Compensation; Collaboration; Executive Search Firms; Consulting Firms; Compensation and Benefits; Restructuring; Human Resources; Human Capital; Management Practices and Processes; Organizational Culture; Organizational Change and Adaptation; Social and Collaborative Networks; Recruitment; Selection and Staffing; Talent and Talent Management; Consulting Industry; Employment Industry; Asia; Europe; Latin America; Middle East; North and Central America; South America; Oceania
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      Bernstein, Ethan, and Cara Mazzucco. "Winning Business at Russell Reynolds (B)." Harvard Business School Supplement 422-046, March 2022.
      • March 2022
      • Article

      When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms

      By: Elizabeth A. Keenan, Anne V. Wilson and Leslie K. John
      When trying to make a good impression on consumers through charitable giving, is it better for brands to maximize the overall dollars they donate or how much they give in relative terms; for example, the proportion of profits? Across five studies we show that consumers...  View Details
      Keywords: Cause-related Marketing; Charitable Donations; Generosity; Altruism; Philanthropy and Charitable Giving; Brands and Branding; Consumer Behavior
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      Keenan, Elizabeth A., Anne V. Wilson, and Leslie K. John. "When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms." Marketing Letters 33, no. 1 (March 2022): 31–43.
      • November 2021
      • Article

      Ratings, Reviews, and the Marketing of New Products

      By: Itay P. Fainmesser, Dominique Olié Lauga and Elie Ofek
      We study how user-generated content (UGC) about new products impacts a firm's advertising and pricing decisions and the effect on profits and market dynamics. We construct a two-period model where consumers value quality and are heterogeneous in their taste for the new...  View Details
      Keywords: Online Reviews; Product Ratings; Social Networks; Word Of Mouth; Pricing; User-generated Content; Advertising; Product Marketing; Price; Consumer Behavior; Product Positioning; Social Media
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      Fainmesser, Itay P., Dominique Olié Lauga, and Elie Ofek. "Ratings, Reviews, and the Marketing of New Products." Management Science 67, no. 11 (November 2021): 7023–7045.
      • 2023
      • Working Paper

      Rising Markups and the Role of Consumer Preferences

      By: Hendrik Döpper, Alexander MacKay, Nathan H. Miller and Joel Stiebale
      We characterize the evolution of markups for consumer products in the United States from 2006 to 2019. We use detailed data on prices and quantities for products in more than 100 distinct product categories to estimate demand systems with flexible...  View Details
      Keywords: Market Power; Markups; Demand Estimation; Consumer Products; Retailers; Product; Price; Demand and Consumers; Consumer Behavior
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      Döpper, Hendrik, Alexander MacKay, Nathan H. Miller, and Joel Stiebale. "Rising Markups and the Role of Consumer Preferences." Harvard Business School Working Paper, No. 22-025, October 2021. (Revised March 2023. Direct download.)
      • Article

      Decarbonization Factors

      By: Alex Cheema-Fox, Bridget LaPerla, George Serafeim, David Turkington and Hui (Stacie) Wang
      In the face of accelerating climate change, investors are making capital allocations seeking to decarbonize portfolios by reducing the carbon emissions of their holdings. To understand the performance of portfolio decarbonization strategies and investor behavior...  View Details
      Keywords: ESG; Investment Management; Factor Investing; Investor Behavior; Climate Change; Environmental Sustainability; Investment; Management
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      Cheema-Fox, Alex, Bridget LaPerla, George Serafeim, David Turkington, and Hui (Stacie) Wang. "Decarbonization Factors." Journal of Impact and ESG Investing 2, no. 1 (Fall 2021): 47–73.
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