Publications

11 Jun 2013
News

Harvard professor finds online adverts offer better value

17 Jan 2020
News

Review: Competing in the Digital Age

February 2017
Background Note

Decision Analysis

By: George Wu and Kathleen McGinn

Describes decision analysis, a systematic approach for analyzing decision problems. A running example illustrates problem structuring (decision trees), probability assessment, endpoint evaluation, “folding back the tree” as a method of analysis, and sensitivity... View Details

Keywords: Decision Analysis; Decision Trees; Probability; Decision Making; Analysis

Awards

Berry-AMA Book Prize for the Best Book in Marketing

By: Sunil Gupta

Winner of the 2006 Berry-AMA Book Prize for the Best Book in Marketing for Managing Customers as Investments: The Strategic Value of Customers in the Long Run (Wharton School Publishing) with Donald R. Lehmann. View Details

October 2009
Case

Medisys Corp.: The IntensCare Product Development Team

By: Anne Donnellon and Joshua D. Margolis

Key topics include designing teams, managing teams, managing conflict, group dynamics, project management, product development, interdepartmental relations, and organizational change. MediSys, a U.S.-based medical equipment maker, has been developing IntensCare, a new... View Details

Keywords: Project Management; Interdepartmental Relations; Organizational Change; Leadership; Conflict Management; Interpersonal Communication; Groups and Teams; Product Design; Product Development; Organizational Change and Adaptation; Health Care and Treatment; Power and Influence; Medical Devices and Supplies Industry; United States

01 Feb 2020
News

How to Build an Effective Organisation

February 2015 (Revised March 2022)
Case

Quincy Apparel (A)

By: Thomas R. Eisenmann and Lisa Mazzanti

Quincy Apparel designs, manufactures and sells work apparel for young professional women that offers the fit and feel of high-end brands at a lower price. In late 2012, Quincy's cofounders are debating how to approach a crucial board meeting. Their seed-stage startup... View Details

Keywords: Retail; Failure; Online Retail; Women's Apparel; Business Startups; Business Plan; Business Model; Entrepreneurship; Production; E-commerce; Retail Industry; Technology Industry; Fashion Industry; New York (city, NY)

03 Jun 2019
Video

Overcoming institutional voids to succeed in emerging markets

January 2021 (Revised February 2021)
Case

Tech with a Side of Pizza: How Domino's Rose to the Top

By: Boris Groysberg, Sarah L. Abbott and Susan Seligson

After hitting an all-time low in 2008, Domino’s Pizza underwent a vigorous rebranding, product development, and embraced innovative technologies to become the world’s leading international fast-food retailer. Domino’s considered itself as much a tech company as it was... View Details

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

01 Oct 2001
Research & Ideas

Connecting With Nonprofits

In his recent Working Paper, "Marketing's Role in Cross-Sector Collaboration," HBS professor James Austin outlines three stages of collaboration between businesses and nonprofits—philanthropic, transactional, and integrative collaborations—and examines the... View Details

Keywords: by James Austin

March 2015 (Revised January 2020)
Case

Behavioural Insights Team (A)

By: Michael Luca and Patrick Rooney

The Behavioural Insights Team case introduces students to the concept of choice architecture and the value of experimental methods (sometimes called A/B testing) within organizational contexts. The exercise provides an opportunity for students to apply these principles... View Details

Keywords: Behavioral Economics; Experiments; Choice Architecture; Public Entrepreneurship; Decision Choices and Conditions; Consumer Behavior; Taxation; Economics; Public Administration Industry; United Kingdom

27 Jan 2014
News

MBA students turn to entrepreneurship

24 Sep 2016
News

Revitalizing small businesses is key to drive America's economic growth

August 1993 (Revised December 1997)
Background Note

Decision Analysis

Describes decision analysis, a systemic approach for analyzing decision problems. A running example illustrates problem structuring (decision trees), probability assessment and endpoint evaluation, folding back the tree as a method of analysis, and sensitivity... View Details

Keywords: Analysis; Decision Making

March 1999 (Revised July 1999)
Case

Crunch

By: Paul W. Marshall and Jeremy Dann

Entrepreneur Doug Levine runs a fitness company with an incredibly powerful brand. His company leverages the brand to expand, both in terms of facilities and lines of business. But he may need to make significant organizational changes in order to continue the growth. View Details

Keywords: Buildings and Facilities; Organizational Change and Adaptation; Expansion; Business Growth and Maturation; Business Startups; Brands and Branding; Service Industry; Health Industry