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  • April 18, 2023
  • Article

The Rebirth of Software as a Service

By: Frank V. Cespedes and Jacco van der Kooij
Traditional sales models focus on customer acquisition and the “funnel” or “pipeline” metrics that dominate talk about sales. But this approach falls short when applied to a recurring revenue business, where the customer life cycle looks more like a bowtie, not a... View Details
Keywords: Customers; Sales; Technology Industry
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  • June 2013
  • Case

Ron Ventura at Mitchell Memorial Hospital

By: Frank V. Cespedes and Heide Abelli
Mitchell Memorial Hospital is a 750-bed regional academic medical center in Ohio. Andy Prescott, Chief of the Cardiovascular Center, is reviewing the performance evaluations of his star vascular surgeon Ron Ventura. The evaluations, the result of a 360-degree... View Details
Keywords: Performance Expectations; Conflict Management; Behavior; Groups and Teams; Organizational Culture; Resignation and Termination; Health Care and Treatment; Performance Evaluation; Health Industry; Ohio
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  • January – February 2011
  • Article

How to Design a Winning Business Model

By: Ramon Casadesus-Masanell and Joan E. Ricart
Most executives believe that competing through business models is critical for success, but few have come to grips with how best to do so. One common mistake is enterprises' unwavering focus on creating innovative models and evaluating their efficacy in standalone... View Details
Keywords: Business Model; Design; Strength and Weakness; Competitive Strategy; Competitive Advantage
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  • June 1994
  • Background Note

Scope and Challenge of Business-to-Business Marketing

By: V. Kasturi Rangan
Identifies six key linkages that distinguish business-to-business marketing; three with respect to the external environment (i.e., derived demand, complex buying process, and concentrated customer base) and three with respect to the internal organization (emphasis on... View Details
Keywords: Marketing; Customers; Demand and Consumers; Organizational Structure; Order Taking and Fulfillment; Technology
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  • 2004
  • Working Paper

Thinking About Technology: Applying a Cognitive Lens to Technical Change

We apply a cognitive lens to understanding technology trajectories across the life cycle by developing a coevolutionary model of technological frames and technology. Applying that model to each stage of the technology life cycle, we identify conditions under which a... View Details
Keywords: Design; Fluctuation; Technology; Perception
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  • June 2017
  • Article

The Political Economy of Financial Innovation: Evidence from Local Governments

By: Christophe Pérignon and Boris Vallée
We examine the toxic loans sold by investment banks to local governments. Using proprietary data, we show that politicians strategically use these products to increase chances of being re-elected. Consistent with greater incentives to hide the cost of debt, toxic loans... View Details
Keywords: Financial Innovation; Political Elections; Financing and Loans; Innovation and Invention
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  • 18 Nov 2015
  • HBS Seminar

Martin Kanz, Economist, Development Economics Research Group, Finance and Private Sector Research, The World Bank

    Jon M. Jachimowicz

    Jon M. Jachimowicz is an Assistant Professor of Business Administration in the Organizational Behavior Unit at Harvard Business School, where he teaches the Leadership and Organizational Behavior course (LEAD) in the Required Curriculum. He studies... View Details

    • May 2009 (Revised November 2010)
    • Case

    Depreciation at Delta Air Lines: The "Fresh Start"

    By: William J. Bruns Jr.
    In estimating depreciation for accounting purposes, Delta Air Lines has changed its assumptions about aircraft lifespan and residual values four times in the last thirty years or so. In the most recent changes, Delta adopted fair value accounting as part of its fresh... View Details
    Keywords: Accounting Policies; Accounting Procedures; Depreciation; Bankruptcy; Cost Accounting; Financial Reporting; Insolvency and Bankruptcy; Policy; Air Transportation Industry
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    • September 2011
    • Article

    How to Solve the Cost Crisis in Health Care

    By: Robert S. Kaplan and Michael E. Porter
    Existing health care costing systems have serious flaws that make it impossible to measure costs accurately at the individual patient and medical condition level. This gap has severely limited meaningful cost reduction throughout the system. The paper describes a new... View Details
    Keywords: Cost; Health Care and Treatment; Measurement and Metrics; Service Delivery; Outcome or Result; Quality; Health Industry
    Related
    • 09 Aug 2012
    • Working Paper Summaries

    The Need for (Long) Chains in Kidney Exchange

    Keywords: by Itai Ashlagi, David Gamarnik, Michael A. Rees & Alvin E. Roth; Health
    • February 2018
    • Article

    Development and Feasibility of Bundled Payments for the Multidisciplinary Treatment of Head and Neck Cancer: A Pilot Program

    By: Tracy Spinks, Alexis Guzman, Beth M. Beadle, Seohyun Lee, Ron Walters, Jim Incalcaterra, Ehab Hanna, Amy Hessel, Randal Weber, Sandra Denney, Lee Newcomer and Thomas W. Feeley
    Purpose: Despite growing interest in bundled payments to reduce the costs of care, this payment method remains largely untested in cancer. This 3-year pilot tested the feasibility of a 1-year bundled payment for the multidisciplinary treatment of head and neck... View Details
    Keywords: Health Care and Treatment; Cost Management
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      James L. Heskett

      James L. Heskett is UPS Foundation Professor Emeritus at the Harvard Business School and author of his latest book, With From Within: Build Organizational Culture for Competitive... View Details

      • October 2020
      • Case

      TowerBrook: ESG in Action (A)

      By: Victoria Ivashina, Brian Trelstad and Meaghan Conway
      This case is the first of a two-part series that follows Ramez Sousou and his team at TowerBrook Capital Partners as they face a challenging investment decision in February of 2013. Since its founding, TowerBrook has prided itself on its purpose-driven investing... View Details
      Keywords: ESG; Finance; Private Equity; Corporate Governance; Value Creation; Investment; Decision Making
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      • Article

      Doing More with Less: the Justice and Development Party (AKP), Turkish Elections, and the Uncertain Future of Turkish Politics

      By: Kristin Fabbe
      The outcome of Turkey's June 2011 elections temporarily quelled—though by no means entirely put to rest—growing concern over the creeping autocratic tendencies of the ruling Justice and Development Party (AKP). To ensure that democracy remains durable, the AKP must now... View Details
      Keywords: Government and Politics; Turkey
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      • 2008
      • Working Paper

      Welfare Payments and Crime

      By: C. Fritz Foley
      This paper tests the hypothesis that the timing of welfare payments affects criminal activity. Analysis of daily reported incidents of major crimes in twelve U.S. cities reveals an increase in crime over the course of monthly welfare payment cycles. This increase... View Details
      Keywords: Crime and Corruption; Motivation and Incentives; Welfare; United States
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      • January 2016 (Revised October 2016)
      • Case

      Saudi Aramco and Corporate Venture Capital

      By: Joseph B. Fuller, Matthew Rhodes-Kropf and Nathaniel Burbank
      Saudi Aramco launched an internal venture capital arm in 2011, which promptly became the world's largest investor in energy related startups. In choosing to proceed, the company's New Business Development unit (NPD) wrestled with a number of challenges. How should the... View Details
      Keywords: Venture Capital; Corporate Entrepreneurship; Energy Industry; Saudi Arabia
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      • April 2021
      • Article

      Utilizing Time-driven Activity-based Costing to Determine Open Radical Cystectomy and Ileal Conduit Surgical Episode Cost Drivers

      By: Janet Baack Kukreja, Mohamed A. Seif, Marissa W. Merry, James R. Incalcaterra, Ashish M. Kamat, Colin P. Dinney, Jay B. Shah, Thomas W. Feeley and Neema Navai
      Objectives
      Patients undergoing radical cystectomy represent a particularly resource-intensive patient population. Time-driven activity based costing (TDABC) assigns time to events and then costs are based on the people involved in providing care for specific... View Details
      Keywords: Time-Driven Activity-Based Costing; Value-based Healthcare; Health Care and Treatment; Cost; Cost vs Benefits; Analysis
      Related
      • September 2021
      • Article

      Kidney Exchange: An Operations Perspective

      By: Itai Ashlagi and Alvin E. Roth
      Many patients in need of a kidney transplant have a willing but incompatible (or poorly matched) living donor. Kidney exchange programs arrange exchanges among such patient-donor pairs, in cycles and chains of exchange, so each patient receives a compatible kidney.... View Details
      Keywords: Kidney Exchange Programs; Matching; Health Disorders; Health Care and Treatment; Programs; Design
      Related
      • February 2011
      • Article

      Welfare Payments and Crime

      By: C. Fritz Foley
      Analysis of daily reported incidents of major crimes in twelve U.S. cities reveals an increase in crime over the course of monthly welfare payment cycles. This increase reflects an increase in crimes that are likely to have a direct financial motivation like burglary,... View Details
      Keywords: Crime and Corruption; Motivation and Incentives; Welfare; United States
      Related