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  • 12 Feb 2013
  • Working Paper Summaries

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

Keywords: by Doug J. Chung, Thomas Steenburgh & K. Sudhir
  • Research Summary

The Real Effects of Capital Controls: Financial Constraints, Exporters, and Firm Investment

By: Laura Alfaro
In aftermath of the global financial crisis of 2008–2009, emerging-market governments have increasingly restricted foreign capital inflows. The data show a statistically significant drop in cumulative abnormal returns for Brazilian firms following capital control... View Details
  • May 2018
  • Supplement

Prime Minister Shinzo Abe – Speech on Womenomics in Japan: Opening Address to the World Assembly of Women, Tokyo, August 28, 2015

By: Boris Groysberg
This video supplement is a lightly edited 2015 speech by Japanese prime minister Shinzo Abe in which he describes Womenomics--policies and aspirations to promote greater economic participation by Japan's women, thereby promoting economic growth, greater work/life... View Details
Keywords: Gender Equality; Japan; Leadership; Government-business Relations; Shinzo Abe; Economic Growth; Aging Society; Womenomics; Abenomics; Labor Market Discrimination; Workplace Culture; Women And Leadership; Change Management; Leading Change; Gender; Business and Government Relations; Growth and Development; Employment; Working Conditions
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  • August 2006 (Revised September 2012)
  • Case

Arrow Electronics--The Apollo Acquisition

By: Stephen P. Kaufman
Having already made 10 acquisitions of competitors in the last decade, the CEO of Arrow is evaluating the acquisition of another small competitor to boost sales, become #1 in a niche market segment, and achieve economies of scale. He is struggling with whether the deal... View Details
Keywords: Mergers and Acquisitions; Integration; Valuation; Performance Evaluation; Competitive Strategy; Corporate Strategy; Strategic Planning; Growth and Development Strategy; Electronics Industry; United States
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  • January 2018 (Revised January 2021)
  • Background Note

Customer Lifetime Social Value (CLSV)

By: Elie Ofek, Barak Libai and Eitan Muller
One of the hallmarks of the digital revolution is the rise of the socially connected consumer. Concomitantly, the ability of companies to affect and measure the social interactions among customers has grown tremendously. Consequently, in assessing the full value of... View Details
Keywords: Customer Lifetime Value; Customer Management; Social Contagion; Word Of Mouth; Customer Engagement; Customer Value and Value Chain; Measurement and Metrics; Customer Relationship Management
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  • 2013
  • Working Paper

Where do the Most Active Customers Originate and How Can Firms Keep Them Engaged?

By: Clarence Lee, E. Ofek and Thomas Steenburgh
In this paper, we study how firms offering Web services can acquire and develop an active customer base. We focus on two basic questions. First, how does the method of customer acquisition affect the way customers use the service to meet their own needs and to interact... View Details
Keywords: Customer Engagement; Adoption Routes; Hidden Markov Models; Search; Word-of-Mouth; Digital Media; Customer Relationship Management; Internet and the Web; Mathematical Methods; Consumer Behavior; Entrepreneurship; Marketing Reference Programs; Web Services Industry
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  • October 2021
  • Article

Fintech Borrowers: Lax Screening or Cream-Skimming?

By: Marco Di Maggio and Vincent Yao
Personal credit is the fastest-growing segment of the consumer credit market, mainly driven by fintech lenders' staggering expansion. We study this market using a unique individual-level data, which covers most of the top fintech and traditional lenders, and provides... View Details
Keywords: Fintech; Lending; Consumer Finance; Credit History; Self-control; Present Bias; Financing and Loans; Personal Finance; Credit; Behavior
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  • December 15, 2015
  • Article

Don't Turn Your Sales Team Loose Without a Strategy

By: Frank V. Cespedes and Steve Thompson
When formulating a strategy, markets and segments are typically important categories. But only customers buy. Hence, for most firms, de facto strategy and much resource allocation are the aggregate result of the deals their salespeople close. However, few firms clarify... View Details
Keywords: Strategy; Salesforce Management
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  • January 2019
  • Case

Arrow Electronics—The Apollo Integration

By: Stephen P. Kaufman
Having already made 10 acquisitions of competitors in the last decade, the CEO and Senior Vice President of Arrow are evaluating the acquisition of another small competitor to boost sales, become #1 in a niche market segment, and achieve economies of scale. They are... View Details
Keywords: Mergers and Acquisitions; Integration; Valuation; Performance Evaluation; Competitive Strategy; Corporate Strategy; Strategic Planning; Growth and Development Strategy; Electronics Industry; United States
Related
  • 2024
  • Working Paper

Internal and External Capital Markets of Large Banks

By: Lina Lu, Marco Macchiavelli and Jonathan Wallen
Despite regulatory restrictions, large U.S. bank holding companies have sizable and dynamic internal capital markets. They raise long-term debt at the holding company and deposits at the commercial bank to internally make unsecured loans to affiliated broker-dealers.... View Details
Keywords: Banks and Banking; International Finance; Financial Markets
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  • 2015
  • Working Paper

Banks' Risk Exposures

By: Juliane Begenau, Monika Piazzesi and Martin Schneider
This paper studies U.S. banks' exposure to interest rate and credit risk. We exploit the factor structure in interest rates to represent many bank positions in terms of simple factor portfolios. This approach delivers time varying measures of exposure that are... View Details
Keywords: Risk and Uncertainty; Interest Rates; Credit; Banks and Banking; United States
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  • 23 Sep 2014
  • HBS Seminar

Mariano Tappata, Sauder School of Business, University of British Columbia

    How Quantitative Easing Works: Evidence on the Refinancing Channel

    When LSAPs are needed the most, simply bending the yield curve through purchasing government debt is not effective for stimulating the mortgage market (a key sector of the economy for the transmission of monetary policy). Purchasing mortgage-backed... View Details

    • January 2019
    • Teaching Note

    Pricing PatientPing

    By: Frank V. Cespedes
    Teaching Note for HBS No. 818-017. PatientPing sells a software platform that allows health care providers to receive real-time notifications (“pings”) when one of their patients is admitted to or discharged from a health-care facility. The platform facilitates... View Details
    Keywords: Pricing; Health Tech; Health Technology; Sales Process; Sales Strategy; Price; Sales; Marketing Strategy; Health Care and Treatment; Health Industry; Technology Industry; United States; Massachusetts
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    • 29 Nov 2005
    • News

    It's the Purpose Brand, Stupid

    • January 2008 (Revised February 2010)
    • Case

    Chocolates El Rey

    By: Rohit Deshpandé, Gustavo Herrero and Regina Garcia-Cuellar
    In late November 2006, Jorge Redmond, CEO of Chocolates El Rey, called a meeting with senior management to discuss the company's growth strategy. A relatively small firm with sales of around $14 million, El Rey produced top quality chocolate made with single origin... View Details
    Keywords: Family Business; Globalized Markets and Industries; Growth and Development Strategy; Brands and Branding; Marketing Strategy; Segmentation; Agriculture and Agribusiness Industry; Food and Beverage Industry; Venezuela
    Related
    • 17 Sep 2007
    • Research & Ideas

    Broadband: Remaking the Advertising Industry

    using broadband. We expect that advertising dollars will increasingly go to these alternative venues, due in part to the lack in productivity of the advertising dollars in traditional newspapers, magazines, and television. The ability to focus your broadband... View Details
    Keywords: by Julia Hanna; Advertising; Media & Broadcasting; Publishing
    • January 2015 (Revised October 2016)
    • Case

    onefinestay: Building a Luxury Experience in the Sharing Economy

    By: Jill Avery, Anat Keinan and Liz Kind
    onefinestay was a two-sided marketplace that offered high-end home rentals to travelers who sought a more authentic and local experience than a typical upscale hotel might provide. After five years of rapid growth, it was time to do a comprehensive analysis of the... View Details
    Keywords: Luxury Goods; Brand Building; Brand Management; Hospitality; Hotels; Digital Marketing; Brand Positioning; Luxury Service; Airbnb; Sharing Economy; Collaborative Consumption; Disruptive Business Model; Travel; Alternatives To Hotel; Branding; Customer Service; Exceeding Consumer Expectations; Client Acquisition; Reputation Management; Word Of Mouth; 2-way Business Model; Marketing; Marketing Strategy; Brands and Branding; Luxury; Disruption; Business Model; Entrepreneurship; E-commerce; Accommodations Industry; Tourism Industry; Travel Industry; United Kingdom
    Related
    • August 2021 (Revised March 2022)
    • Case

    Camera IQ and the Metaverse: Building Augmented Reality Brand Experiences

    By: Jill Avery and Rayan Nahas
    Camera IQ, a camera marketing software company that empowered brands to create and launch augmented reality experiences (AREs) across social platforms, had just raised an additional $5 million to fund further product development and expand its marketing and sales... View Details
    Keywords: Brand Management; Virtual Reality; Augmented Reality; B2B; Technology Platform; Marketing; Marketing Communications; Marketing Strategy; Brands and Branding; Digital Marketing; Internet and the Web; Growth Management; Customer Relationship Management; Customer Value and Value Chain; Social Media; E-commerce; Applications and Software; Digital Platforms; Advertising Industry; United States
    Related
    • January 2014 (Revised January 2014)
    • Case

    Henry Schein: Doing Well by Doing Good?

    By: Rebecca Henderson, Raffaella Sadun, Aldo Sesia and Russell Eisenstat

    Henry Schein Inc., a distributor of supplies to dentist, physician, and veterinary practices, had sales approaching $9 billion and employed nearly 16,000 people. The company had experienced impressive growth under the leadership of Stanley Bergman and his executive... View Details

    Keywords: Leadership Development; Strategy Execution; Performance Management; Corporate Culture; Social Responsibility; Mergers ＆ Acquisitions; Joint Ventures; Partnerships; Health Care Industry; Healthcare Logistics Industry; Competitive Advantage; Strategy; Leadership; Global Strategy; Selection and Staffing; Management Style; Organizational Culture; Corporate Social Responsibility and Impact; Health Industry; Medical Devices and Supplies Industry; China; Europe; United States
    Related