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    Cold Call
    A podcast featuring faculty discussing cases they've written and the lessons they impart.
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    • 03 Dec 2019
    • Cold Call Podcast

    Why CalSTRS Chooses to Engage with the Gun Industry

    Should large institutional investors divest or engage if they have an issue with a company? In a recent case study, Vikram Gandhi discusses how CalSTRS, the $200 billion pension plan for California public school teachers, chose to engage with gun makers and retailers.  Open for comment; 0 Comment(s) posted.

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    • 09 Dec 2019
    • Research & Ideas

    Identify Great Customers from Their First Purchase

    by Kristen Senz

    Using data from their very first transaction, companies can identify shoppers who have the best long-term value, says Eva Ascarza. Open for comment; Comment(s) posted.

    • 05 Sep 2019
    • Working Paper Summaries

    The Value of Intermediation in the Stock Market

    by Marco Di Maggio, Mark Egan, and Francesco Franzoni

    Despite the rise of alternative trading platforms, high-touch broker trading remains prominent in institutional equity markets. The authors analyze how fees, research, quality of execution, and information can help explain how execution decisions and preferences vary across investors.

    • 27 Jul 2011
    • Research & Ideas

    Customer Loyalty Programs That Work

    by Maggie Starvish

    Thanks to ever-improving technology, customer loyalty programs are proving extremely popular among retailers—but merchants are not getting all they should out of them. The reason? Professor José Alvarez says retailers need to see customers as partners, not transactions. Key concepts include: Most retailers are at a very basic level in using loyalty programs, and many customers see the programs as punitive. Successful retailers connect with customers via loyalty programs at three levels starting with an introduction, followed by a retailer-initiated communication, and finally with customer- or retailer-initiated feedback loops. Retailers should ask themselves, How do I create a partnership with the consumer? Data collected from these programs can help merchants make smarter decisions on everything from where to open a new store to pulling the plug on a fading brand. Closed for comment; 18 Comment(s) posted.

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