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September 2024
Article

Sales Coaching and Value Creation

By: Frank V. Cespedes

Despite the prevalence of “coachability” in firms’ stated hiring criteria, managers over-estimate the amount of time they actually devote to coaching their people. For example, research indicates that only 15% of sales managers even spend as much as 25% of their time... View Details

Keywords: Competency and Skills; Employee Relationship Management; Management Practices and Processes

Article

Understanding Psychological Safety in Healthcare and Education Organizations: A Comparative Perspective

By: Amy C. Edmondson, Monica Higgins, Sara J. Singer and Jennie Weiner

Psychological safety plays a vital role in helping people overcome barriers to learning and change in interpersonally challenging work environments. This article focuses on two such contexts—health care and education. The authors theorize differences in psychological... View Details

Keywords: Healthcare Organizations; Organizations; Health Care and Treatment; Health Industry

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2021
Working Paper

Time Dependency, Data Flow, and Competitive Advantage

By: Ehsan Valavi, Joel Hestness, Marco Iansiti, Newsha Ardalani, Feng Zhu and Karim R. Lakhani

Data is fundamental to machine learning-based products and services and is considered strategic due to its externalities for businesses, governments, non-profits, and more generally for society. It is renowned that the value of organizations (businesses, government... View Details

Keywords: Economics Of AI; Value Of Data; Perishability; Time Dependency; Flow Of Data; Data Strategy; Analytics and Data Science; Value; Strategy; Competitive Advantage

November 2018 (Revised May 2019)
Case

Almarai Company: Milk and Modernization in the Kingdom of Saudi Arabia

By: Kristin Fabbe, Safwan Al-Amin, Esel Cekin and Natalie Kindred

With SAR 14 billion ($3.7 billion) in 2017 revenues, Almarai was Saudi Arabia’s largest dairy producer, distributor, and marketer, with a large portfolio of branded dairy products, juices, bakery goods, and infant formula and a sales presence across the Gulf region,... View Details

Research Summary

Savings among microentrepreneurs

Poverty is often characterized not only by low average income, but also by highly variable income and expenditures, and by a lack of access to insurance services that can help smooth consumption. While commitment devices such as defaults and direct deposits from... View Details

2021
Working Paper

Impact Accounting for Product Use: A Framework and Industry-specific Models

By: George Serafeim and Katie Trinh

This handbook provides the first systematic attempt to generate a framework and industry-specific models for the measurement of impacts on customers and the environment from use of products and services, in monetary terms, that can then be reflected in financial... View Details

Keywords: Impact Measurement; Product Impact; Customer Welfare; Environment; ESG; Product; Customers; Well-being; Environmental Sustainability; Measurement and Metrics; Accounting; Financial Statements; Analysis; Framework

2018
Working Paper

Do We See the Same Hierarchy? Status Disagreement in Multicultural Teams and Its Impact on Team Performance

By: Catarina Fernandes and Sujin Jang

This paper develops and tests a theory of status disagreement in multicultural teams. We posit that, in multicultural teams, the diversity of members’ cultural backgrounds will lead to implicit disagreements about who has how much status in the team. More specifically,... View Details

Keywords: Status; Social Hierarchies; Multicultural Teams; Team Performance; Team Diversity; Status and Position; Groups and Teams; Diversity; Cross-Cultural and Cross-Border Issues; Performance

July–August 2016
Article

How to Negotiate with a Liar

By: Leslie John

People, including negotiators, lie every day, so when you're trying to make a deal, it's important to defend against deception. The best strategy, says the author, is to focus not on detecting lies but on preventing them. She outlines five tactics that research has... View Details

Keywords: Negotiation Tactics; Negotiation Participants

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2016
Working Paper

Innovation Adoption and Organizational Identity: Identity Dynamism as a Strategic Resource for Top Management Team Decision Making

By: Ryan Raffaelli, Mary Ann Glynn and Michael Tushman

Organizations continuously face decisions about whether to adopt radical innovations. We examine the relationship between innovation adoption and identity, linking identity with firm strategy to explain innovation adoption over time. We conceptualize identity as... View Details

Keywords: Dynamic Managerial Capabilities; Organizational Identity; Innovation Adoption; Mission and Purpose; Organizational Culture; Innovation and Invention; Adoption

March 2006
Module Note

Finance in Weak Institutional Environments

By: Mihir A. Desai and Kathleen Luchs

Describes the sixth module in the International Finance course at Harvard Business School. The module explores the issues confronting firms that operate in weak institutional environments. The cases examine situations where investor protections are limited and how... View Details

Keywords: International Finance; Curriculum and Courses; Business Ventures; Framework; Organizational Design; Outcome or Result; Education Industry

Research Summary

Efficient Consumer Response (ECR)

Seifert is conducting ongoing research on ECR success factor study. Identifying the relevant success factors for ECR-Implementation. Research includes analysis of supply chain mangement and category management implementiation. Statistical data is based on extensive... View Details

May 8, 2020
Article

Which Covid-19 Data Can You Trust?

By: Satchit Balsari, Caroline Buckee and Tarun Khanna

The COVID-19 pandemic has produced a tidal wave of data, but how much of it is any good? And as a layperson, how can you sort the good from the bad? The authors suggest a few strategies for dividing the useful data from the misleading: Beware of data that’s too broad... View Details

Keywords: COVID-19 Pandemic; Health Pandemics; Analytics and Data Science

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09 May 2011
Research & Ideas

Moving From Bean Counter to Game Changer

Buried in the middle layers of many organizations resides a strata of highly skilled experts, from HR managers to risk evaluators, whose collective wisdom and experience could prove invaluable in informing strategic decisions at the highest levels. “They're all... View Details

Keywords: by Kim Girard; Banking

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

2010
Working Paper

Developing Negotiation Case Studies

By: James K. Sebenius

While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This article offers three types of tailored advice for producing cases on... View Details

Keywords: Debates; Cases; Goals and Objectives; Negotiation; Perspective

August 2008 (Revised September 2009)
Case

Sex, Drugs, and Rock 'n Roll: The MTV Approach to Tackling HIV/AIDS

By: Tarun Khanna, Sonali R. Bloom and David E. Bloom

This case explores the role that MTV, with its heavy diet of music and general youth-oriented media content, plays in spreading public-service messaging to contain the scourge of HIV/AIDS worldwide. There is a focus especially on its efforts in several emerging... View Details

Keywords: For-Profit Firms; Developing Countries and Economies; Multinational Firms and Management; Health Care and Treatment; Emerging Markets; Corporate Social Responsibility and Impact; Corporate Strategy; Health Industry; Africa

2007
Working Paper

Multi-Sided Platforms: From Microfoundations to Design and Expansion Strategies

By: Andrei Hagiu

Multi-sided platforms (MSPs), which bring together two or more interdependent groups of customers, have recently risen to economic and business prominence in many industries. This paper first lays out a simple micro-founded framework which aims to organize academic and... View Details

Keywords: Multi-Sided Platforms

Research Summary

Current Research

Professor Gardner’s research investigates two primary research questions, both particularly relevant to the management of professional service firms: (1) How are project teams able to most effectively use their members’ expertise in order... View Details

February 2017
Case

BlaBlaCar: The Road Ahead...

By: Karim R. Lakhani, Arun Sundararajan, Emilie Billaud and Caroline Caltagirone

In 2017, the co-founders of BlaBlaCar—the world’s largest long-distance carpooling company—reflected on the evolution of their venture and the way forward. BlaBlaCar had reached critical mass and size; yet staying still was not going to be enough to be relevant and... View Details

Keywords: Business Growth and Maturation; Business Startups; Transformation; Decision Making; Values and Beliefs; Growth and Development Strategy; Digital Platforms; Network Effects; Strategic Planning; Competitive Strategy; Expansion; Internet and the Web; Transportation Networks; Transportation Industry; Web Services Industry; France; Europe

January 2011
Article

Developing Superior Negotiation Case Studies

By: James K. Sebenius

While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This article offers three types of tailored advice for producing cases on... View Details

Keywords: Education; Cases; Negotiation

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