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Publications

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  • Article

Buyer-Initiated vs. Seller-Initiated Information Revelation

Sales presentations are the core of the selling process where salespeople provide information to prospects. One challenge is that the amount of information available to be potentially communicated may exceed salespeople's ability to communicate or customers' ability to... View Details
Keywords: Information; Quality; Marketing Communications; Game Theory; Sales
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  • 01 Mar 2012
  • News

Robots to the Rescue

wrote in third grade about wanting to make a machine that would do all my homework,” recalls Mountz, the affable founder and CEO of Kiva Systems, a Massachusetts-based company that is revolutionizing the way... View Details
Keywords: Deborah Blagg; e-commerce; order fulfillment; robotics; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises
  • 17 Jan 2017
  • First Look

First Look at New Research: January 17

in goods, services, investments, and ideas led by multinational firms. Extensive research has sought to understand the geographic patterns of foreign direct investment (FDI). This chapter reviews existing View Details
Keywords: Sean Silverthorne
  • 24 Nov 2009
  • First Look

First Look: Nov. 24

pioneering work of Howard Raiffa and often expressed in the pages of the Negotiation Journal, the emergent prescriptive field of "negotiation analysis" progressively... View Details
Keywords: Martha Lagace
  • 18 Oct 2016
  • First Look

October 18, 2016

and miss? Harvard Business School professor Clayton Christensen has the answer. A generation ago, Christensen revolutionized business with his groundbreaking theory of disruptive innovation. Now, he goes... View Details
Keywords: Sean Silverthorne
  • 21 May 2014
  • Lessons from the Classroom

CORe: HBS Powers Up Online Program on Business Fundamentals

As a Harvard Business School professor for 20 years, V.G. Narayanan has significant experience using the School's pioneering case method to teach business concepts—introducing a real-world management problem, and then using the Socratic method to help students put... View Details
Keywords: by Michael Blanding; Education
  • January 2025
  • Technical Note

AI vs Human: Analyzing Acceptable Error Rates Using the Confusion Matrix

By: Tsedal Neeley and Tim Englehart
This technical note introduces the confusion matrix as a foundational tool in artificial intelligence (AI) and large language models (LLMs) for assessing the performance of classification models, focusing on their reliability for decision-making. A confusion matrix... View Details
Keywords: Reliability; Confusion Matrix; AI and Machine Learning; Decision Making; Measurement and Metrics; Performance
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  • 08 May 2012
  • First Look

First Look: May 8

product design important, or is manufacturing the key locus of learning? How does a supplier's initial resource endowment play into the dynamic? Our empirical analysis yields interesting findings that have implications for View Details
Keywords: Carmen Nobel
  • 21 May 2013
  • First Look

First Look: May 21

cost of capital and in turn the rates available to borrowers. Standard theory predicts that, in perfect and efficient capital markets, reducing banks' leverage reduces the risk and cost View Details
Keywords: Sean Silverthorne
  • 2011
  • Working Paper

Better-reply Dynamics in Deferred Acceptance Games

In this paper we address the question of learning in a two-sided matching mechanism that utilizes the deferred acceptance algorithm. We consider a repeated matching game where at each period agents observe their match and have the opportunity to revise their strategy... View Details
Keywords: Learning; Marketplace Matching; Outcome or Result; Game Theory; Mathematical Methods; Strategy
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  • 01 May 2018
  • First Look

First Look at New Research and Ideas, May 1, 2018

concise chapters, leading authorities and up-and-coming scholars explore fundamental issues and current controversies. The volume systematically reviews the empirical evidence base and presents influential theories View Details
Keywords: Sean Silverthorne
  • 14 Dec 2010
  • First Look

First Look: Dec. 14

Carliss Y. Baldwin Abstract The existing theory of modularity explains how modular designs create value. We extend this theory to address value appropriation. A product or... View Details
Keywords: Sean Silverthorne
  • 2021
  • Working Paper

'Just Letting You Know…': Underestimating Others' Desire for Constructive Feedback

By: Nicole Abi-Esber, Jennifer Abel, Juliana Schroeder and Francesca Gino
People often avoid giving feedback to others even when it would help fix a problem immediately. Indeed, in a pilot field study (N=155), only 2.6% of individuals provided feedback to survey administrators that the administrators had food or marker on their faces.... View Details
Keywords: Feedback; Helping; Prosocial Behavior; Relationships; Social Psychology; Theory; Perception
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  • 09 Dec 2015
  • Research Event

How Do You Predict Demand and Set Prices For Products Never Sold Before?

predict demand and set prices to maximize revenue of products that have no historical sales data? To that end, they set out to develop a pricing decision support tool that would use existing data to maximize revenue on new products. The... View Details
Keywords: by Carmen Nobel; Retail; Apparel & Accessories
  • 28 Aug 2018
  • First Look

New Research and Ideas, August 28, 2018

Das Narayandas, and Dongkyu Chang Abstract— This study investigates the comprehensive and multidimensional effects of quota frequency on sales force performance. We develop a theory View Details
Keywords: Dina Gerdeman
  • 2010
  • Working Paper

Agency Revisited

By: Ramon Casadesus-Masanell and Daniel F. Spulber
The article presents a comprehensive overview of the principal-agent model that emphasizes the role of trust in the agency relationship. The analysis demonstrates that the legal remedy for breach of duty can result in a full-information efficient outcome eliminating... View Details
Keywords: Ethics; Contracts; Agency Theory; Mathematical Methods; Behavior; Trust
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  • 2023
  • Article

Towards Bridging the Gaps between the Right to Explanation and the Right to Be Forgotten

By: Himabindu Lakkaraju, Satyapriya Krishna and Jiaqi Ma
The Right to Explanation and the Right to be Forgotten are two important principles outlined to regulate algorithmic decision making and data usage in real-world applications. While the right to explanation allows individuals to request an actionable explanation for an... View Details
Keywords: Analytics and Data Science; AI and Machine Learning; Decision Making; Governing Rules, Regulations, and Reforms
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  • 10 Jun 2014
  • First Look

First Look: June 10

regional influences were more important, supporting sociological theories about the importance of visibility in corporate green strategies. It identifies major commonalities between corporate strategies in... View Details
Keywords: Sean Silverthorne
  • 12 Apr 2018
  • Op-Ed

Op-Ed: The Trouble with Tariffs

Stacks of shipping containers waiting to be filled with export goods. ralfgosch In March, when the Trump administration released its proposed tariffs list against China, I was eager to get a look. After all, these are the products from... View Details
Keywords: by Willy C. Shih; Manufacturing; Auto; Steel; Air Transportation; Technology; Telecommunications
  • 27 May 2014
  • News

Crowdsourcing the Capitalist's Dilemma

brings a group together in an online forum to solve a specified "challenge." The participating HBS alumni researched the issues of long-term growth and job creation, generated theories View Details
Keywords: April White; Management of Companies and Enterprises; Management of Companies and Enterprises