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  • Article

How B2B Companies Can Win Back Customers They've Lost

By: Frank V. Cespedes and León Poblete
Most research and training in sales focus on acquiring new customers. But winning back previous customers is increasingly important: mergers, choice in supply chains, and uncertainty about trade wars mean that B2B customers are constantly re-evaluating relationships... View Details
Keywords: B2B; Customer Reacquisition; Customer Relationship Management
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  • 2018
  • Chapter

An Integrated Model of Dynamic Problem Solving within Organizational Constraints

By: Johnathan R. Cromwell, Teresa M. Amabile and Jean-François Harvey
Book Abstract: Rapid technological change, global competition, and economic uncertainty have all contributed to organizations seeking to improve creativity and innovation. Researchers and businesses want to know what factors facilitate or inhibit creativity in a... View Details
Keywords: Organizations; Problems and Challenges; Creativity
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  • March–April 2013
  • Article

Unlocking Innovation Through Business Experimentation

By: Stefan Thomke
There is a downside to businesses that focus heavily on standardization, optimization, and driving out variability: Such organizations leave themselves vulnerable to underinvesting in experimentation and variation, which are the lifeblood of innovation. Good... View Details
Keywords: Experimentation; Innovation Management; Learning And Development; Research; Innovation and Management; Business Processes
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    How Would-Be Category Kings Become Commoners

    Category creation is the holy grail in business, but more often than not, the very companies that establish lucrative new markets don't end up being the category kings. Why? Many executives undermine their own ventures standing by misinterpreting and misfiring on... View Details

    • 17 Oct 2016
    • Working Paper Summaries

    Self-Employment Dynamics and the Returns to Entrepreneurship

    Keywords: by Eleanor W. Dillon and Christopher T. Stanton
    • 31 Jan 2013
    • News

    Women Don’t Negotiate Because They’re Not Idiots

    • Research Summary

    Lean Startup Management Practices

    By: Thomas R. Eisenmann

    Many information technology startups have embraced "lean startup" management practices. Lean startups confront high levels of uncertainty about both customer problems and product solutions: the strength of demand for new... View Details

    • December 2010
    • Article

    Social Preferences and Strategic Uncertainty: An Experiment on Markets and Contracts

    This paper reports a three-phase experiment on a stylized labor market. In the first two phases, agents face simple games, which we use to estimate subjects' social and reciprocity concerns. In the last phase, four principals compete by offering agents a contract from... View Details
    Keywords: Strategy; Risk and Uncertainty; Markets; Contracts; Decisions; Distribution; Labor; Game Theory
    Related
    • 14 Aug 2015
    • Working Paper Summaries

    Are ‘Better’ Ideas More Likely to Succeed? An Empirical Analysis of Startup Evaluation

    Keywords: by Pian Shu; Financial Services
    • March 30, 2020
    • Article

    Why Is the U.S. Behind on Coronavirus Testing?

    By: Stefan Thomke
    Coronavirus testing is needed to address the uncertainty in making decisions about patient treatment, resource allocation, policy, and so much more. Answers to questions such as “When should we relax social distancing measures—and for whom?” or “How many ventilators... View Details
    Keywords: Testing; Coronavirus; Culture; Trump; Data; Experiments; Health Pandemics; Health Testing and Trials; Government and Politics; United States
    Related
    • 07 Nov 2007
    • News

    Avoiding a Succession Crisis

    • 14 Jul 2020
    • News

    Is renewable natural gas a serious alternative to ‘electrify everything’?

    • January 2018 (Revised April 2021)
    • Case

    Capital Allocation at HCA

    By: W. Carl Kester and Emily R. McComb
    In early 2017, HCA Holdings, an investor-owned hospital management company, faced a strategically important capital allocation decision. After the exit of its private equity sponsors in 2016, HCA had to determine how best to allocate its substantial annual free cash... View Details
    Keywords: Capital Allocation; Cash Distribution Policy; Dividends; Share Repurchases; Growth Strategy And Execution; Growth Investing; Capital Expenditures; Debt Management; Debt Reduction; Debt Policy; Hospital Management; Investor-owned Hospital Chains; Capital Budgeting; Capital Structure; Cash Flow; Corporate Finance; Decision Choices and Conditions; Health Industry; United States
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    • July–August 2023
    • Article

    Case Study: How Should a Start-Up Cut Its Burn Rate?

    By: Nitin Nohria, Katie Josephson, Sophia Wronsky and Elizabeth Rha
    Tyler Smith, the founder and CEO of the enterprise software firm Puck.io, is facing a hard decision. Just three months earlier the company laid off 20% of its employees to reduce its burn rate amid growing economic uncertainty and a suddenly unattractive funding... View Details
    Keywords: Employees; Job Cuts and Outsourcing; Governing and Advisory Boards; Business and Shareholder Relations; Business or Company Management; Business Startups
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    • December 2009
    • Article

    Estimation and Empirical Properties of a Firm-Year Measure of Accounting Conservatism

    By: Mozaffar N. Khan and Ross L. Watts
    We estimate a firm-year measure of accounting conservatism, examine its empirical properties as a metric, and illustrate applications by testing new hypotheses that shed further light on the nature and effects of conservatism. The results are consistent with the... View Details
    Related
    • 12 Apr 2016
    • News

    Equality Takes Work

    • July 2003
    • Article

    Probabilistic Representation of Complexity

    By: Nabil I Al-Najjar, Ramon Casadesus-Masanell and Emre Ozdenoren
    We study individuals' behavior in an environment that is deterministic, but too complex to permit tractable deterministic representation. Under mild conditions, behavior is represented by a unique probabilistic model in which the agent's inability to think through all... View Details
    Keywords: Complexity; Behavior; Problems and Challenges; Risk and Uncertainty; Planning
    Related
    • July 2021 (Revised December 2021)
    • Case

    Pershing Square's Pandemic Trade (A)

    By: Emil N. Siriwardane, Luis M. Viceira, Dean Xu and Lucas Baker
    This case explores the decision that Bill Ackman, CEO and founder of the hedge fund Pershing Square Capital, was considering in late February 2020 about hedging the exposure of the fund’s portfolio from the potential financial fallout ensuing from an extreme event like... View Details
    Keywords: Health Pandemics; Financial Liquidity; Cost Management; Decision Choices and Conditions; Risk Management
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    • Article

    Are REC Markets a WRECk Waiting to Happen?

    By: Jurgen Weiss
    The paper examines a weakness of renewable portfolio standards (RPS) implemented via the use of renewable energy certificates (RECs) related to the uncertainty of REC-based revenue streams for renewable projects. Since the production of RECs in any given year depends... View Details
    Keywords: Renewable Energy; Markets; Energy Industry
    Related
    • 21 Jul 2022
    • News

    The ‘Great Resignation’ Started Long Ago