Browsing HBS Scholarly Articles by Keyword "customers"
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Adding Bricks to Clicks: Predicting the Patterns of Cross-Channel Elasticities over Time
(2012)The authors propose a conceptual framework to explain whether and when the introduction of a new retail store channel helps or hurts sales in existing direct channels. A conceptual framework separates short- and long-term ... -
Business Model Innovation and Competitive Imitation: The Case of Sponsor-Based Business Models
(Wiley-Blackwell, 2013)This paper provides the first formal model of business model innovation. Our analysis focuses on sponsor-based business model innovations where a firm monetizes its product through sponsors rather than setting prices to ...