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- Faculty Publications (685)
Selling →
- Oct 2020
- Conference Presentation
Optimal, Truthful, and Private Securities Lending
By: Emily Diana, Michael J. Kearns, Seth Neel and Aaron Leon Roth
We consider a fundamental dynamic allocation problem motivated by the problem of securities lending in financial markets, the mechanism underlying the short selling of stocks. A lender would like to distribute a finite number of identical copies of some scarce resource...
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Diana, Emily, Michael J. Kearns, Seth Neel, and Aaron Leon Roth. "Optimal, Truthful, and Private Securities Lending." Paper presented at the 1st Association for Computing Machinery (ACM) International Conference on AI in Finance (ICAIF), October 2020.
- October 2020
- Article
The Supply Chain Economy: A New Industry Categorization for Understanding Innovation in Services
By: Mercedes Delgado and Karen G. Mills
An active debate has centered on the importance of manufacturing for driving innovation in the U.S. economy. This paper offers an alternative framework that focuses on the role of suppliers of goods and services (the “supply chain economy”) in national performance. We...
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Keywords:
Supply Chain Industries;
Business-to-consumer Industries;
Services;
Innovation;
Economy;
Framework;
Supply Chain;
Service Operations;
Innovation and Invention;
Economic Growth;
United States
Delgado, Mercedes, and Karen G. Mills. "The Supply Chain Economy: A New Industry Categorization for Understanding Innovation in Services." Research Policy 49, no. 8 (October 2020).
- September 2020 (Revised December 2020)
- Case
Hot Wheels at Mattel: Reinventing the Wheel
By: Elie Ofek, Andres Terech and Nicole Tempest Keller
In 2017, Chris Down, Global Brand General Manager for Hot Wheels, and his team from the Advanced Play Group within Mattel, Inc., were considering which innovation path to pursue in order to "future proof" the Hot Wheels franchise going forward. Hot Wheels was the...
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Keywords:
Toys;
Industry Evolution;
Innovation Strategy;
Product Development;
Growth and Development Strategy;
Technological Innovation;
Organizational Change and Adaptation;
Decision Making;
Digital Transformation
Ofek, Elie, Andres Terech, and Nicole Tempest Keller. "Hot Wheels at Mattel: Reinventing the Wheel." Harvard Business School Case 521-015, September 2020. (Revised December 2020.)
- September 2020 (Revised June 2021)
- Case
Gong: Resonating Conversational Insights
By: Alison Wood Brooks and Trevor Spelman
In 2015, Amit Bendov was struck by a realization about a new technology that might be able to transcribe musical notation in real-time, which eventually became known as Gong. Gong’s business proposition was simple: provide software that automatically captures,...
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Keywords:
Applications and Software;
Technological Innovation;
Communication;
Performance Effectiveness;
Sales;
Customer Satisfaction;
Competitive Strategy
Brooks, Alison Wood, and Trevor Spelman. "Gong: Resonating Conversational Insights." Harvard Business School Case 921-015, September 2020. (Revised June 2021.)
- Article
Get Ready to Sell
By: Frank V. Cespedes and Bud Hyler
Time-to-market measures the time to have a product ready to ship. But that’s not revenue and cash. Many firms with superb R&D functions lack an understanding of what’s needed to be ready-to-sell. Meanwhile, relevant tools are increasing in scope and decreasing in cost....
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Cespedes, Frank V., and Bud Hyler. "Get Ready to Sell." Top Sales Magazine (September 2020), 32–33.
- 2020
- Book
Dealmaking: The New Strategy of Negotiauctions
Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal.
Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business... View Details
Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business... View Details
Subramanian, Guhan. Dealmaking: The New Strategy of Negotiauctions. 2nd edition. New York: W. W. Norton & Company, 2020.
- July 2020
- Teaching Note
Shindigz
By: Frank Cespedes
Teaching Note for HBS Case No. 819-010. Shindigz sells party and celebratory items through its branded direct online channel, third-party retail and wholesale channels, and online marketplaces. Shindigz has for decades successfully executed a premium-priced branded...
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- June 2020
- Teaching Note
Global Brand Management of Anheuser Busch InBev's Budweiser
By: Jill Avery
Brian Perkins, chief architect of the $6 billion Budweiser brand, was excited about 2018, in which the company would launch Budweiser into several new markets in Africa and Latin America. He was feeling the pressure to finalize a global brand strategy that would define...
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- June 2020
- Case
Agile Consumer Product Innovation with Alibaba's Tmall Innovation Center
By: William R. Kerr, Daniel O'Connor and James Palano
Consumer products companies were beset by changes on all sides during the 2010s. Customers were increasingly turning to ecommerce platforms rather than shopping in-store. Meanwhile, nimble, digitally-savvy competitors were gaining market share by capitalizing on the...
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Keywords:
Future Of Work;
Retail;
Ecommerce;
Alibaba;
Consumer Products;
Innovation;
Innovation and Invention;
Product Development;
Consumer Behavior;
E-commerce;
Consumer Products Industry;
Retail Industry;
China
Kerr, William R., Daniel O'Connor, and James Palano. "Agile Consumer Product Innovation with Alibaba's Tmall Innovation Center." Harvard Business School Case 820-087, June 2020.
- June 2020 (Revised September 2020)
- Case
Shellye Archambeau: Becoming a CEO (A)
By: Tsedal Neeley and John Masko
With the economy in a freefall, MetricStream is losing customers, hemorrhaging cash and struggling to make payroll. Several board members are threatening to quit. Others are pressing to sell the company even at dismally low valuations. It’s 2008 and lightning has...
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Keywords:
Leadership;
Race;
Gender;
Leadership Style;
Risk and Uncertainty;
Change;
Prejudice and Bias;
Decision Making;
Personal Development and Career;
Technology Industry;
California
Neeley, Tsedal, and John Masko. "Shellye Archambeau: Becoming a CEO (A)." Harvard Business School Case 420-071, June 2020. (Revised September 2020.)
- June 2020
- Supplement
Shellye Archambeau: Becoming a CEO (B)
By: Tsedal Neeley and Briana Richardson
With the economy in a freefall, MetricStream is losing customers, hemorrhaging cash and struggling to make payroll. Several board members are threatening to quit. Others are pressing to sell the company even at dismally low valuations. It’s 2008 and lightning has...
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Keywords:
Race;
Gender;
Leadership Style;
Risk and Uncertainty;
Change;
Prejudice and Bias;
Decision Making;
Personal Development and Career;
Technology Industry;
California
Neeley, Tsedal, and Briana Richardson. "Shellye Archambeau: Becoming a CEO (B)." Harvard Business School Supplement 420-073, June 2020.
- June 2020
- Teaching Note
Catalant's Operating System for the Future of Work
By: Christopher Stanton, William R. Kerr, James Palano and Kendall Smith
This case touches on the topics of project-based work, agile methodology, and skill and talent management through Catalant's evolution as a company. Catalant’s journey to becoming a software platform and talent marketplace provides context for students to explore new...
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- May 2020
- Case
Trust Merchant Bank
By: Ramon Casadesus-Masanell, Pippa Tubman Armerding, Dilyana Karadzhova Botha and Salim Dewji
Trust Merchant Bank (TMB), a leading bank in the Democratic Republic of Congo (DRC), needs to decide whether to enter the soon-to-be-liberalized insurance industry. Since its founding in 2004, TMB has played a pivotal role in reshaping the DRC banking landscape by...
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Keywords:
Retail Banking;
Financial Services;
Financial Inclusion;
Turnaround;
Fintech;
Banks and Banking;
Financial Condition;
Insurance;
Corporate Strategy;
Expansion;
Business Model;
Family Business;
Entrepreneurship;
Information Technology;
Monopoly;
Banking Industry;
Insurance Industry;
Africa;
Congo, Democratic Republic of the
Casadesus-Masanell, Ramon, Pippa Tubman Armerding, Dilyana Karadzhova Botha, and Salim Dewji. "Trust Merchant Bank." Harvard Business School Case 720-449, May 2020.
- May 2020
- Case
Big Boom Beverages: Fight or Flight?
By: Stephen A. Greyser and William Ellet
Four college friends market a beverage that combines ingredients like those in a drink they consumed in college bars. It includes a caffeinated energy drink, malt liquor, and a soft drink flavoring. They launch the business, Big Boom Beverages (BBB), with their own...
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Keywords:
Alcoholic Beverages;
Energy Drinks;
Regulation;
Entrepreneurship;
Ethics;
Marketing Communications;
Corporate Social Responsibility and Impact;
Reputation;
Communication Strategy;
Decision Making
Greyser, Stephen A., and William Ellet. "Big Boom Beverages: Fight or Flight?" Harvard Business School Brief Case 920-557, May 2020.
- 2023
- Working Paper
No Free Lunch? Welfare Analysis of Firms Selling Through Expert Intermediaries
By: Kyle Myers, Matt Grennan, Ashley Swanson and Aaron K. Chatterji
- May 2020
- Article
Sales Leadership During and After the Crisis
Because customer acquisition and retention are the lifeblood of a for-profit enterprise, sales activities establish foundational conditions for a business. In turn, sales managers’ responsibilities in a crisis extend beyond keeping the lights on. Their leadership makes...
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Cespedes, Frank V. "Sales Leadership During and After the Crisis." Top Sales Magazine (May 2020), 28–29.
- 2020
- Working Paper
The Myth of the Lead Arranger’s Share
By: Kristian Blickle, Quirin Fleckenstein, Sebastian Hillenbrand and Anthony Saunders
We make use of Shared National Credit Program (SNC) data to examine syndicated loans in which the lead arranger retains no stake. We find that the lead arranger sells its entire loan share for 27 percent of term loans and 48 percent of Term B loans, typically shortly...
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Blickle, Kristian, Quirin Fleckenstein, Sebastian Hillenbrand, and Anthony Saunders. "The Myth of the Lead Arranger’s Share." Working Paper, May 2020.
- April 2020 (Revised October 2021)
- Case
SpaceX, Economies of Scale, and a Revolution in Space Access
By: Matthew C. Weinzierl, Kylie Lucas and Mehak Sarang
From the time he transformed the world of online banking, Elon Musk established himself as a bold innovator. After selling X.com to PayPal in 2002, he founded a series of revolutionary start-ups, starting with Space Exploration Technologies (SpaceX). Hoping to "make...
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Keywords:
Space Tech;
Space Access;
Vision;
Economies Of Scale;
Technological Innovation;
Emerging Markets;
Commercialization;
Finance;
Aerospace Industry
Weinzierl, Matthew C., Kylie Lucas, and Mehak Sarang. "SpaceX, Economies of Scale, and a Revolution in Space Access." Harvard Business School Case 720-027, April 2020. (Revised October 2021.)
- March 2020 (Revised May 2021)
- Case
Employee Activism
By: Ethan Rouen and Akari Furukawa
Liz O’Sullivan, an employee at a fast-growing technology company called Clarifi, had a moral dilemma: She disagreed with Clarifi’s decision to sell its image-recognition technology to the U.S. Department of Defense for possible use in weaponized drones. This case...
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Keywords:
Activism;
Employees;
Moral Sensibility;
Personal Development and Career;
Decision Choices and Conditions
Rouen, Ethan, and Akari Furukawa. "Employee Activism." Harvard Business School Case 120-104, March 2020. (Revised May 2021.)
- March–April 2020
- Article
Pricing Policies that Protect your Brand
By: Ayelet Israeli and Eugene F. Zelek Jr.
When customers seek out online deals, it seems like a win for everybody: Brands, retailers, dealers, and distributors sell more goods, and buyers get a bargain. What's not to like? Here's the problem: Lured by rock-bottom online prices, customers often end up dealing...
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Israeli, Ayelet, and Eugene F. Zelek Jr. "Pricing Policies that Protect your Brand." Harvard Business Review 98, no. 2 (March–April 2020): 76–83.