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Publications

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  • 23 Jul 2013
  • First Look

First Look: July 23

enhance the emotional payoff of charitable initiatives. 2013 pub Learning by Supplying By: Alcácer, Juan, and Joanne Oxley Abstract—Learning processes lie at the heart of our understanding of how firms build capabilities to generate and... View Details
Keywords: Anna Secino
  • Web

Negotiation, Organizations & Markets Awards & Honors - Faculty & Research

Extrapolation: Evidence from Clinical Trials” ( The Quarterly Journal of Economics , February 2024) with Marcella Alsan, Maya Durvasula, Harsh Gupta, and Heidi Williams. 2024 Amit Goldenberg : Winner of the 2024 Janet Taylor Spence Award for Transformative Early Career... View Details
  • April 2024 (Revised July 2024)
  • Case

Unleashing Human Magic at Best Buy

By: Leonard A. Schlesinger, Sunil Gupta and Amram Migdal
The case examines the transformation of Best Buy under CEO Hubert Joly's leadership from 2012. Facing significant business challenges, including competition from online and physical retailers, Joly implemented the "Renew Blue" turnaround strategy, which focused on... View Details
Keywords: Change Management; Transformation; Transition; Communication Intention and Meaning; Communication Strategy; Customer Focus and Relationships; Health Care and Treatment; Digital Transformation; Digital Strategy; Job Cuts and Outsourcing; Labor; Leadership Development; Leadership Style; Leading Change; Management Practices and Processes; Management Style; Business or Company Management; Crisis Management; Mission and Purpose; Organizational Change and Adaptation; Organizational Culture; Failure; Success; Personal Development and Career; Strategic Planning; Adaptation; Competition; Alignment; Business Strategy; Retail Industry; Minneapolis; Minnesota; United States
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  • 02 May 2018
  • Blog Post

Should Companies Disclose Employee Compensation?

"one size fits all" approach to the practice of making compensation known. These are the views put forth by participants in this month's discussion of transparency in compensation. Disclosing pay ranges vs. individual pay has... View Details
Keywords: All Industries
  • 01 Sep 2018
  • News

The True Value of a Tweet

Image by John Ritter Companies can spend millions curating their social media presence—with sometimes famously funny results, like the Twitter accounts for Wendy’s and Denny’s—but how relevant is that to revenues? Here, Associate... View Details
Keywords: Jen McFarland Flint
  • April 2018
  • Case

Globalizing Japan's Dream Machine: Recruit Holdings Co., Ltd.

By: Sandra J. Sucher and Shalene Gupta
Recruit Holdings, an advertising media, staffing, and business support conglomerate was founded in 1960 by Hiromasa Ezoe. Recruit was built on the principle that the company should add value to society. To do this, it hired young and talented employees and created a... View Details
Keywords: Business Conglomerates; Mission and Purpose; Organizational Culture; Crime and Corruption; Transition; Globalization; Japan
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  • 26 May 2016
  • News

Five Graduates Receive the 2016 Harvard Business School Alumni Achievement Award

  • 11 Nov 2014
  • First Look

First Look: November 11

dismayed by the actions of Kumar, as well as the recent allegations against Gupta and were closely monitoring the situation. Could a former Managing Director of their Firm have conspired to enable insider... View Details
Keywords: Sean Silverthorne
  • March 2011 (Revised August 2012)
  • Case

Groupon

By: Sunil Gupta, Ray Weaver and Dharmishta Rood
On November 4, 2011, Groupon, a marketing services company that promoted local businesses by selling deeply discounted vouchers for their products and services, completed its initial public offering that valued the company at $17 billion. Within a year Groupon's share... View Details
Keywords: Budgets and Budgeting; Customers; Entrepreneurship; Growth and Development; Marketing Channels; Competitive Strategy; Value Creation
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  • November 2012
  • Teaching Note

Groupon (TN)

By: Sunil Gupta, Ray Weaver and Yien Hao Lock
On November 4, 2011, Groupon, a marketing services company that promoted local businesses by selling deeply discounted vouchers for their products and services, completed its initial public offering that valued the company at $17 billion. Within a year Groupon's share... View Details
Keywords: Social Networking; Media; Technology; Strategy; Business Growth and Maturation; Marketing Strategy; Marketing; Internet and the Web; Social Media; Retail Industry; Service Industry; Technology Industry; North America; United States
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  • 02 Aug 2011
  • First Look

First Look: August 2

workday events can make or break employees' inner work lives. But it's forward momentum in meaningful work—progress that creates the best inner work lives. Through rigorous analysis of nearly 12,000 diary entries provided by 238 employees... View Details
Keywords: Sean Silverthorne
  • 2006
  • Working Paper

The Value of a 'Free' Customer

By: Sunil Gupta, Carl F. Mela and Jose M. Vidal-Sanz

Central to a firm's growth and marketing policy is the revenus and profit potential of its customer assets. As a result, there has been a recent proliferation of work regarding customer lifetime value. However, extant research in this area is silent regarding how to... View Details

Keywords: Customer Value and Value Chain; Auctions; Network Effects; Business Strategy
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  • March–April 2019
  • Article

A Recombination-Based Internationalization Model: Evidence from Narayana Health's Journey from India to the Cayman Islands

By: Budhaditya Gupta and Tarun Khanna
Internationalizing firms often find developing host-country resources challenging as they simultaneously attempt to replicate the resources that worked well in their home country and adapt them to fit the context of the host country. On the basis of a longitudinal... View Details
Keywords: Recombination; Internationalization; Cross-Cultural and Cross-Border Issues; Multinational Firms and Management; Health Care and Treatment; India; Cayman Islands
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  • 25 Nov 2014
  • First Look

First Look: November 25

confidential information about McKinsey clients he served to Galleon Group founder Raj Rajaratnam. The McKinsey Partners were shocked and dismayed by the actions of Kumar, as well as the recent allegations against View Details
Keywords: Carmen Nobel
  • 13 Sep 2011
  • First Look

First Look: September 13

W. Dunn, Dana R. Carney, and Dan Ariely Publication:Organizational Behavior and Human Decision Processes (forthcoming) Abstract We predicted that able-bodied individuals and white Americans would have a difficult time saying no to persuasive appeals offered View Details
Keywords: Sean Silverthorne
  • 2013
  • Dissertation

Designing Freemium: A Model of Consumer Usage, Upgrade, and Referral Dynamics

By: Clarence Lee, Vineet Kumar and Sunil Gupta
Abstract. Over the past decade "freemium" (free + premium) has become the dominant business model among internet start-ups for its ability to acquire and monetize a large install-base with limited marketing resources. Freemium is a hybrid strategy where a firm offers... View Details
Keywords: Discrete-Continuous Choice Dynamic Structural Models; Bayesian Estimation; Word-of-Mouth; Digital Services; Freemium; Entrepreneurship; Business Model; Motivation and Incentives; Marketing Strategy; Internet and the Web; Consumer Behavior; Marketing Reference Programs; Business Startups
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  • 17 May 2011
  • First Look

First Look: May 17

PatientsLikeMe: An Online Community of Patients Sunil Gupta and Jason RiisHarvard Business School Case 511-093 PatientsLikeMe (PLM) is an online community where patients share their personal experiences with... View Details
Keywords: Sean Silverthorne
  • 24 Apr 2014
  • News

Improving the lives of underprivileged children in rural India

Through the Bharti Foundation, which was launched in 2000, Sunil Bharti Mittal (OPM 27, 1999), founder and chairman of Bharti Enterprises, advances his belief that quality education is the most important tool for social and economic... View Details
  • 18 Aug 2021
  • News

‘The Power of Trust’ Review: When Reliable Is Profitable

  • 01 Sep 2024
  • News

Far-Reaching Impact

graduates working in government or a nonprofit. Additionally, Gupta received a Horace W. Goldsmith Fellowship, established by Richard Menschel (MBA 1959), which awards $10,000 to MBA students who have shown... View Details
Keywords: Jennifer Gillespie