Publications

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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

December 2016
Article

Selective Regulator Decoupling and Organizations' Strategic Responses

By: Jonas Heese, Ranjani Krishnan and Frank Moers

Organizations often respond to institutional pressures by symbolically adopting policies and procedures but decoupling them from actual practice. Literature has examined why organizations decouple from regulatory pressures. In this study, we argue that decoupling... View Details

Keywords: Regulator Leniency; Beneficence; Mispricing; Upcoding; Nonprofit Organizations; Health Care and Treatment; Revenue; Health Industry

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Blog

What Black Executives Really Want

and supported. Create a welcoming environment for people who are not just like you. Related Harvard Business Review Article: What Do Black Executives Really Want? By Frank Cooper III and Ranjay Gulati. View Details

January 1985 (Revised June 1993)
Case

Turner Construction Co.

By: Frank V. Cespedes

In June, 1984, a vice president at Turner Construction Co. must decide whether to approve a construction project being considered by one of Turner's territorial offices and how to manage that territory general manager's apparent reluctance to pursue another account... View Details

Keywords: Organizational Structure; Projects; Market Entry and Exit; Integration; Contracts; Marketing Strategy; Sales; Business or Company Management; Business Offices; Geographic Location; Construction Industry

10 Apr 2012
First Look

First Look: April 10

and Nazli Z. Uludere Aragon Publication:Chap. 11 in A Handbook of Globalisation and Environmental Policy. 2nd ed. Edited by Frank Wijen, Kees Zoeteman, Jan Pieters, and Paul van Seters, 321-261. Cheltenham,... View Details

Keywords: Carmen Nobel

30 Jun 2023
Blog Post

Finding Pride

Harley Uhl (MBA 1975); Philip Burkett (MBA 1976); Frank La Penta (MBA 1977); Dan Brandeberry (MBA 1978); Joe Hilliard (MBA 1978); Mark Landsberger (MBA 1978); Rob Rosecrans (MBA 1979); Peter Hollinger, M.D., partner of Jon Zimman (MBA... View Details

2015
Chapter

Innovating without Information Constraints: Organization, Communities, and Innovation when Information Costs Approach Zero

By: Elizabeth J. Altman, Frank Nagle and Michael Tushman

Innovation has traditionally taken place within an organization's boundaries and/or with selected partners. This Chandlerian approach to innovation has been rooted in transaction costs, organizational boundaries, and information processing challenges associated with... View Details

Keywords: Knowledge Sharing; Cost; Innovation and Management; Collaborative Innovation and Invention

May 2014
Article

Digital Dark Matter and the Economic Contribution of Apache

By: Shane Greenstein and Frank Nagle

Researchers have long hypothesized that research outputs from government, university, and private company R&D contribute to economic growth, but these contributions may be difficult to measure when they take a non-pecuniary form. The growth of networking devices and... View Details

Keywords: Open Source; Apache; Economic Measurement; Digital Economics; Measurement and Metrics; Open Source Distribution; Internet and the Web; Information Technology; Applications and Software; Economic Growth; Research and Development; Web Services Industry; Information Technology Industry; United States

12 Feb 2021
News

How Dunkin’ Donuts Took Over the World

cafeteria. My father’s request was breathtaking and anxiety-producing.” Over the next 35 years, Rosenberg would turn Dunkin’ Donuts into a global icon—which last year sold to Inspire Brands for a stunning $11.3 billion. And in this episode of Skydeck, Rosenberg offers... View Details

Keywords: brands; leadership; management; strategy; operations; career; Food and Beverage Stores; Retail Trade

August 22, 2017
Article

Find the Right Metrics for Your Sales Team

By: Frank V. Cespedes and Robert Marsh

This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a... View Details

Keywords: Sales; Performance Evaluation; Measurement and Metrics; Salesforce Management

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03 Jul 2018
First Look

New Research and Ideas, July 3, 2018

assumptions that countries can accumulate reserves and borrow internationally using their own currency. As opposed to traditional sovereign-debt models, asset-valuation effects occasioned by currency fluctuations act to absorb global... View Details

Keywords: Dina Gerdeman

May–June 2021
Article

Getting Up to Speed in Your Sales Efforts

By: Frank V. Cespedes and Zoran Latinovic

In a study before the pandemic, Pricewaterhouse Coopers found that companies had made little progress in the previous decade in speeding up their cash-conversion cycle, as the cash crunch generated by the pandemic painfully demonstrated. In most firms, sales velocity... View Details

Keywords: Sales Velocity; Opportunity Selection; Deal Size; Win Rate; Sales; Management; Cash Flow

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Article

Selling After the Crisis

By: Frank V. Cespedes

Like perishable goods in grocery stores, sales models have a sell-by date. As product standards evolve and new entrants emerge, buyers have more choices and demand more in terms of quality and performance across vendors. Firms that fail to adjust to changing customer... View Details

Keywords: Sales Model; Sales; Management; Customer Relationship Management; Health Pandemics

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January 2009 (Revised March 2013)
Case

Live Nation Faces the Music

By: Stephen P. Bradley, Frank Cespedes and Kerry Herman

In 2008, concert producer and promoter Live Nation faces a decision about its strategy in light of the tumultuous changes in the music industry and the increasing power of the major artists. As the music business once again recreates itself in response to new... View Details

Keywords: Change Management; Decision Choices and Conditions; Music Entertainment; Five Forces Framework; Business and Stakeholder Relations; Corporate Strategy; Entertainment and Recreation Industry; Music Industry; Service Industry

22 May 2018
First Look

New Research and Ideas, May 22, 2018

exit, output, and R&D. Taxing the continued operation of incumbents can lead to sizable gains (of the order of 1.4% improvement in welfare) by encouraging exit of less productive firms and freeing up skilled labor to be used for... View Details

Keywords: Dina Gerdeman

June 2018
Case

Meridian Systems

By: Frank V. Cespedes and Michael J. Roberts

The Meridian Systems case focuses on a start-up in the restaurant point of sale (POS) systems market. In early 2018, Meridian is getting ready to roll out a POS system based on a new technology—a tablet-based, Wi-Fi-enabled POS system (the "tablet" system, or... View Details

Keywords: Business Startups; Sales; Strategy; Salesforce Management; Organizational Structure; Technological Innovation; Marketing Strategy

Web

Entrepreneurial Management Awards & Honors - Faculty & Research

2010 Smith Breeden Distinguished Paper Honor for the Best Paper in the Journal of Finance for his paper with Christopher Malloy and Andrea Frazzini, “Sell-Side School Ties” (August 2010). Scott Duke Kominers : Winner of the 2010 Frank and... View Details

Web

Harvard Business School

wealth in urban communities. Frank S. Jones MBA 1957 In 1971, Frank Jones was named Ford Professor of Urban Affairs and Planning and became the first African American tenured professor at the Massachusetts... View Details

November 2024
Case

FedEx Cyberattack (A): Navigating the NotPetya Storm

By: Hise Gibson, Frank Nagle, Alicia Dadlani and Martha Hostetter

In 2017, FedEx’s European division — acquired the year before for $5 billion — was hit by a devastating cyberattack that destroyed thousands of computers and business systems across several countries. Corporate Chief Information Officer Rob Carter put the company’s... View Details

Keywords: Cybersecurity; Crisis Management; Disruption; Planning; Transportation Industry; United States; Europe