Publications

05 Aug 2015
Research & Ideas

How Hormones Foretell Whether People Will Cheat

of whether someone will behave unethically. Two, among those who do cheat, cheating reduces levels of the hormone associated with psychological stress. In other words, people may use cheating as a means of relieving stress. The good news... View Details

Keywords: by Carmen Nobel

October 2020 (Revised March 2021)
Case

Pete Carroll: Building a Winning Organization through Purpose, Caring, and Inclusion

By: Ranjay Gulati, Matthew Breitfelder and Monte Burke

Competing at the highest levels of the National Football League (NFL) requires tremendous skill, dedication and persistence. The most successful coaches in the NFL know how to draw out a higher level of performance and consistency from their players. This is typically... View Details

Keywords: National Football League; Leadership Style; Organizational Culture; Mission and Purpose; Relationships; Performance; Success; Sports; Sports Industry

Educators

16 Feb 2010
Research & Ideas

The Outside-In Approach to Customer Service

"It doesn't happen overnight. Based on my observation of companies for almost a decade, I map out four levels that exemplify distinct stages through which companies may evolve on this journey." In our e-mail Q&A, we asked... View Details

Keywords: by Sarah Jane Gilbert; Consumer Products

06 Jul 2011
Research & Ideas

Are You a Level-Six Leader?

work of Jean Piaget, Lawrence Kohlberg, and his colleague, Robert Kegan (see table 1). The answer to the question whom do you serve often reveals more about leaders than knowing their personality traits, level of achievement, or whether... View Details

Keywords: by Mitch Maidique

November–December 2022
Article

Can AI Really Help You Sell?: It Can, Depending on When and How You Implement It

By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer

Many salespeople today are struggling; only 57% of them make their annual quotas, surveys show. One problem is that buying processes have evolved faster than selling processes, and buyers today can access a wide range of online resources that let them evaluate products... View Details

Keywords: Sales; AI and Machine Learning; Customers

Register to Read

2008
Simulation

Strategic Innovation Simulation: Back Bay Battery

By: Willy C. Shih and Clayton Christensen

This online simulation allows students to play the role of a business unit manager at Back Bay Battery Company who faces the dilemma of balancing a portfolio of investment strategies across products in the rechargeable battery space. Players have to manage R&D... View Details

Keywords: Competitive Strategy; Disruptive Innovation; Growth and Development Strategy; Innovation and Management; Investment; Product Development; Research and Development; Battery Industry

July 2012
Module Note

Corporate Strategy

By: Bharat N. Anand

This note provides an overview of strategies for multi-business firms. The note describes (i) what is meant by "corporate advantage," (ii) the different approaches that multi-business firms can pursue in order to create corporate advantage, (iii) the specific corporate... View Details

Keywords: Corporate Strategy

2022
Book

Win from Within: Build Organizational Culture for Competitive Advantage

By: James Heskett

There is significant evidence that an effective organizational culture provides a major competitive edge—higher levels of employee and customer engagement and loyalty translate into higher growth and profits. Many business leaders know this, yet few are doing much to... View Details

Keywords: Organizational Culture; Competitive Advantage; Organizational Change and Adaptation; Leadership

06 Jun 2008
What Do You Think?

Why Don’t Managers Think Deeply?

rises to the top levels are very productive and very diligent individuals who tend not to reflect and are extremely efficient at deploying other people's ideas," implying that this type of leader is not likely to understand,... View Details

Keywords: by Jim Heskett

April 2023 (Revised September 2023)
Case

Levels: The Remote, Asynchronous, Deep Work Management System

By: Joseph B. Fuller and George Gonzalez

Levels is a highly innovative startup in the health care space. They intend to revolutionize health by linking behavior—eating, exercise, sleeping, etc.—to changes in metabolism. They believe metabolic health can be managed through careful monitoring of changes in... View Details

Keywords: Applications and Software; Business Startups; Organizational Culture; Management Style; Technology Industry; United States

Educators

September 2014 (Revised April 2016)
Case

Cree Inc.: Introducing the LED Light Bulb

By: John Gourville and Michael Norris

Cree, a North Carolina-based maker of light emitting diodes (LEDs), has just introduced its first consumer product—an LED light bulb. It is designed as an energy efficient replacement for the ubiquitous incandescent light bulb. But given that it is an unfamiliar... View Details

Keywords: Marketing; Innovation; Product Adoption; Technological Innovation; Technology Adoption; Energy Conservation; Product Launch; Consumer Products Industry; North Carolina

Educators

11 Oct 2006
What Do You Think?

How Do We Respond to the “Dependency Ratio” Dilemma?

growing dependency ratios at the level of the firm tell us, regardless of where we are in the world. But several deplored what has been done about them. According to Francine McKenna, "There's no pension crisis in the executive suite... View Details

Keywords: by Jim Heskett

2008
Working Paper

Gender in Job Negotiations: A Two-Level Game

By: Hannah Riley Bowles and Kathleen L. McGinn

We propose a two-level-game (Putnam, 1988) perspective on gender in job negotiations. At Level 1, candidates negotiate with the employers. At Level 2, candidates negotiate with domestic partners. In order to illuminate the interplay between these two levels, we review... View Details

Keywords: Negotiation; Jobs and Positions; Game Theory; Gender

October 2008
Article

Gender in Job Negotiations: A Two-Level Game

By: Hannah Riley Bowles and Kathleen McGinn

We propose taking a two-level-game perspective on gender in job negotiations. At Level One, candidates negotiate with employers. At Level Two, candidates negotiate with household members. In order to illuminate the interplay between these two levels, we review research... View Details

Keywords: Perspective; Negotiation; Research; Organizational Culture; Body of Literature; Jobs and Positions; Gender; Labor

Article

Who Benefits from Religion?

By: Daniel Mochon, Michael I. Norton and Dan Ariely

Many studies have documented the benefits of religious involvement. Indeed, highly religious people tend to be healthier, live longer, and have higher levels of subjective well-being. While religious involvement offers clear benefits to many, in this paper we explore... View Details

Keywords: Religion; Values and Beliefs; Welfare

Summer 2013
Article

Real Estate Prices During the Roaring Twenties and the Great Depression

By: Tom Nicholas and Anna Scherbina

Using new data on market-based transactions we construct real estate price indexes for Manhattan between 1920 and 1939. During the 1920s prices reached their highest level in the third quarter of 1929 before falling by 67% at the end of 1932 and hovering around that... View Details

Keywords: Property; Market Transactions; Price; Value; Financial Crisis; Investment; Real Estate Industry; New York (state, US)

2009
Working Paper

Asset Specificity and Vertical Integration: Williamson's Hypothesis Reconsidered

By: Christian Alejandro Ruzzier

A point repeatedly stressed by transaction cost economics is that the more specific the asset, the more likely is vertical integration to be optimal. In spite of the profusion of empirical papers supporting this prediction, recent surveys and casual observation suggest... View Details

Keywords: Assets; Vertical Integration