Publications

01 Jun 2012
News

FIELD 3 Tests Students

After the first market simulation, students had two months to refine their ideas and develop a customer sales pitch, all leading up to Launch Day in mid-April. At that point, teams with a viable idea advanced to IPO Day on May 14. “This... View Details

Keywords: FIELD program

15 Jul 2015
Research & Ideas

Amazon Prime Day: The Logic Behind a Retailer’s Made-up Holiday

Amazon.com is taking an interesting approach to its birthday this year. The company is throwing itself a party where all its Prime customers get the gifts. Amazon Prime Day is slated for July 15th, "a one-day shopping event with more... View Details

Keywords: Re: Sunil Gupta; Retail

27 Jul 2023
Blog Post

Buy Big, Sell Small

ApnaKlub—which leases warehouse space and trucks—sources the requested products from brand-name manufacturers and distributes them to the wholesalers, who deliver within a reliable time frame. “We leverage technology to bring our View Details

14 Mar 2011
Research & Ideas

Water, Electricity, and Transportation: Preparing for the Population Boom

By 2050, the Earth's population will likely exceed 9 billion people, up 30 percent from 6.9 billion today, according to projections from both the US Census Bureau and the United Nations. What's more, the population in the world's cities is expected to increase by 3... View Details

Keywords: by Carmen Nobel

June 2010
Teaching Note

Cisco Business Councils (2007): Unifying a Functional Enterprise with an Internal Governance System (TN)

By: Ranjay Gulati and Marlo Goetting

Teaching Note for 409062. View Details

Keywords: Customer Focus and Relationships; System; Business Units; Corporate Strategy; Infrastructure; Growth and Development; Decision Making; Restructuring; Resource Allocation; Information Technology Industry

12 Jun 2019
Research & Ideas

Investors Have More Than Money to Offer Entrepreneurs

forces, but patterns over time and how markets move and customers buy. They may not know your specific market details or the intimate buying patterns of your target customer, but as Bob Mason, managing... View Details

Keywords: by Julia Austin

05 Dec 2017
First Look

First Look at New Research and Ideas, December 5, 2017

that addresses part of that challenge—with a particular focus on predicting customer churn. However, several other equally important aspects of managing retention have not received similar level of... View Details

Keywords: Sean Silverthorne

2019
Working Paper

From Know-It-Alls to Learn-It-Alls: Executive Development in the Era of Self-Refining Algorithms, Collaborative Filtering and Wearable Computing

By: Mihnea Moldoveanu and Das Narayandas

We examine the future of executive education on a technological and cultural landscape that is imminent but different to the one we are accustomed to. We show how the contextualization, socialization and personalization of learning—avowed but distal goals of current... View Details

Keywords: Executive Education; Leadership Development; Technological Innovation; Customization and Personalization; Management Skills; Knowledge Acquisition; Knowledge Sharing

Read Now

May 2025
Case

Fidji Simo: Growing the Pie at Instacart

By: Hubert Joly, Leonard A. Schlesinger and James Barnett

In January 2025, Instacart CEO Fidji Simo considers strategies for continuing to grow Instacart from a grocery delivery platform to a holistic grocery technology company, including in-store grocery technology and expanding partnerships across the grocery sector. View Details

Keywords: Change Management; Transformation; Customers; Food; Health; Working Conditions; Leading Change; Operations; Going Public; Strategy; Growth and Development Strategy; Business or Company Management; Food and Beverage Industry; Technology Industry; United States; Canada

November 2016
Case

Pete & Gerry's

By: Jose Alvarez and Natalie Kindred

26 Jan 2016
First Look

January 26, 2016

sites quickly become choked with low-quality content. While clicks rise, customer satisfaction plummets. The glitches, say the authors, are not in the algorithms but in the way we interact with them. View Details

Keywords: Sean Silverthorne

Profile

Craig Baker

Craig Baker grew up in southeastern Idaho, and he finds it perfectly fitting that his first career assignment after completing his undergraduate degree in business and information-systems management took him into the potato field. “Double... View Details

02 Oct 2018
First Look

New Research and Ideas, October 2, 2018

Xu Abstract—We investigate how dynamic pricing can lead to more product returns in the online retail industry. Using detailed sales data of more than two million transactions from the Indian online retail market, where price promotions are very common, we document two... View Details

Keywords: Dina Gerdeman

Blog

Inside the Learning: How Faculty Prepare for Class

Managing Sales Teams and Distribution Channel, Leading in the Digital Era): I always make sure to stay in touch with practitioners and leaders, read trade magazines, news, and journals, and continue to be informed of what's going on in... View Details

May 2008 (Revised September 2014)
Teaching Note

TD Canada Trust (A), (B), and (C)

By: Dennis Campbell

Keywords: Performance Evaluation; Banks and Banking; Mergers and Acquisitions; Customer Focus and Relationships; Profit; Balanced Scorecard; Service Delivery; Announcements; Compensation and Benefits; Canada

November 1995 (Revised March 2004)
Case

Massachusetts General Hospital: CABG Surgery (A)

By: Steven C. Wheelwright and James Weber

A cross-functional team at Massachusetts General Hospital tries to reengineer the service delivery process (the "care path") for heart bypass surgery (CABG) in order to shorten hospital stays (and lower costs) while maintaining/enhancing the quality of care provided. View Details

Keywords: Health Care and Treatment; Medical Specialties; Business Processes; Mission and Purpose; Product Positioning; Product Marketing; Management Practices and Processes; Customer Satisfaction; Service Delivery; Service Operations; Fair Value Accounting; Ethics; Pharmaceutical Industry; Health Industry; Massachusetts

February 2014 (Revised August 2014)
Case

3D Systems

By: Karim R. Lakhani and David Lane

In late 2013, Rajeev Kulkarni needed to decide how best to facilitate the emergence of a broad base of users and content to promote the sale of 3D Systems' consumer-focused 3D printers. As yet, neither the company nor users had identified an indispensable application... View Details

Keywords: 3D Printing; Business Ecosystems; 3D Systems; Growth and Development Strategy; Marketing Strategy; Copyright; Two-Sided Platforms; Product Development; Customization and Personalization; Manufacturing Industry