HEC Paris

About: HEC Paris is a education organization based out in Jouy-en-Josas, France. It is known for research contribution in the topics: Market liquidity & Entrepreneurship. The organization has 584 authors who have published 2756 publications receiving 104467 citations. The organization is also known as: Ecole des Hautes Etudes Commerciales & HEC School of Management Paris.

Beyond the Target Customer: Social Effects of Customer Relationship Management Campaigns

Abstract: Customer relationship management (CRM) campaigns have traditionally focused on maximizing the profitability of the targeted customers. The authors demonstrate that in business settings characterized by network externalities, a CRM campaign that is aimed at changing the behavior of specific customers propagates through the social network, thereby also affecting the behavior of nontargeted customers. Using a randomized field experiment involving nearly 6,000 customers of a mobile telecommunication provider, they find that the social connections of targeted customers increase their consumption and become less likely to churn, due to a campaign that was neither targeted at them nor offered them any direct incentives. The authors estimate a social multiplier of 1.28. That is, the effect of the campaign on first-degree connections of targeted customers is 28% of the effect of the campaign on the targeted customers. By further leveraging the randomized experimental design, the authors show that, consiste...

La construction du plafond de verre : le cas des femmes cadres à potentiel

Abstract: Les facteurs qui ont pese favorablement sur l’augmentation de la part des femmes dans les professions qualifi ees et parmi les cadres et les managers ne semblent pas etre les memes que ceux qui determinent l’acces aux spheres superieures du pouvoir organisationnel. Les femmes continuent d’etre de plus en plus rares a mesure que l’on s’eleve dans la hierarchie. Il ne suffi t plus alors de reconnaitre seulement des criteres objectifs de merite comme le diplome. Les organisations sont aussi des lieux ou se developpent des relations de pouvoir et des processus informels, souvent inegalitaires, qui determinent l’acces aux postes de pouvoir. Un certain nombre de regles qui sont donnees comme neutres sont en fait des regles masculines, historiquement calquees sur des modeles masculins. Face a ces modeles codes au masculin, l’article analyse les strategies et les comportements divers que les femmes adoptent en matiere de carriere, pour venir a bout des obstacles visibles et invisibles qui constituent ce « plafond de verre », qui les separe du sommet des hierarchies professionnelles et organisationnelles.

Betting on Machina's reflection example: an Experiment on Ambiguity

Abstract: In a recent article, Machina (Am Econ Rev forthcoming, 2008) suggested choice problems in the spirit of Ellsberg (Q J Econ 75:643-669, 1961), which challenge tail-separability, an implication of Choquet expected utility (CEU), to a similar extent as the Ellsberg paradox challenged the sure-thing principle implied by subjective expected utility (SEU). We have tested choice behavior for bets on one of Machina's choice problems, the reflection example. Our results indicate that tail-separability is violated by a large majority of subjects (over 70% of the sample). These empirical findings complement the theoretical analysis of Machina (Am Econ Rev forthcoming, 2008) and, together, they confirm the need for new approaches in the analysis of ambiguity for decision making.