Publications

Educators

We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity... View Details

2021
Working Paper

rTSR: Properties, Determinants, and Consequences of Benchmark Choice

By: Paul Ma, Jee-Eun Shin and Charles C.Y. Wang

We develop a measurement-error framework for assessing the quality of relative-performance metrics designed to filter out the systematic component of performance and analyze relative total shareholder return (rTSR)—the predominant metric market participants use to... View Details

Keywords: Relative TSR; Relative Performance Evaluation; Systematic Risk; Board Of Directors; Compensation Consultants; Style Effects; Executive Compensation; Performance Evaluation; Corporate Governance

SSRN

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November 2019
Article

How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework

By: Doug J. Chung, Byungyeon Kim and Byoung G. Park

This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details

Keywords: Nerlove-Arrow Framework; Stock-of-goodwill; Dynamic Panel Data; Serial Correlation; Instrumental Variables; Sales Effectiveness; Detailing; Analytics and Data Science; Sales; Analysis; Performance Effectiveness; Pharmaceutical Industry

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2017
Other Teaching and Training Material

Organizational Behavior Reading: Negotiation

By: Max Bazerman, Francesca Gino and Katherine Shonk

Core Curriculum in Organizational Behavior is a series of readings that cover fundamental course material in Organizational Behavior. Readings include videos and interactive illustrations to help students master complex concepts. Managerial, executive, and... View Details

Keywords: Negotiation; Negotiation Preparation; Analysis; Cross-Cultural and Cross-Border Issues

March 2012
Article

The Looming Challenge to U.S Competitiveness

By: Michael E. Porter and Jan W. Rivkin

The United States is a competitive location to the extent that companies operating in the U.S. are able to compete successfully in the global economy while supporting high and rising living standards for the average American. By this standard, U.S. competitiveness is... View Details

Keywords: Problems and Challenges; Competition

April 1994 (Revised April 1995)
Case

Volkswagen de Mexico's North American Strategy (A)

In 1988, Volkswagen (VW) consolidated its North American operations in Puebla, Mexico, after shutting down its plant in Pennsylvania. Volkswagen de Mexico had been in operation since the 1960s, but produced almost exclusively for the Mexican market. In the late 1980s,... View Details

Keywords: Organizational Change and Adaptation; Trade; Manufacturing Industry; Auto Industry; Canada; Germany; United States; Mexico

Educators

May 2018
Article

Effects of an Information Sharing System on Employee Creativity, Engagement, and Performance

By: Shelley Xin Li and Tatiana Sandino

Many service organizations rely on information sharing systems to boost employee creativity to meet customer needs. We conducted a field experiment in a retail chain, based on a registered report accepted by Journal of Accounting Research, to test whether an... View Details

Keywords: Information; Knowledge Sharing; Employees; Creativity; Performance

May 2015 (Revised September 2017)
Case

Generating Higher Value at IBM (A)

By: Benjamin C. Esty and E. Scott Mayfield

This case analyzes IBM's financial performance and its capital allocation decisions over a 10-year period from 2004-2013, during which IBM returned more than $140B to shareholders through a combination of dividends and share repurchases. During this time, CEO Sam... View Details

Keywords: Dividends; Share Repurchases; Earnings Guidance; Financial Statement Analysis; Financial Ratios; Payout Policy; Earnings Per Share (EPS); Earnings Management; Change Management; Leadership; Transformation; Financial Strategy

Educators

June 2009
Journal Article

Taxes, Institutions and Foreign Diversification Opportunities

By: Mihir Desai and Dhammika Dharmapala

Investors can access foreign diversification opportunities through either foreign portfolio investment (FPI) or foreign direct investment (FDI). The worldwide tax regime employed by the U.S. potentially distorts this choice by penalizing FDI, relative to FPI, in... View Details

Keywords: International Finance; Foreign Direct Investment; Investment Portfolio; Multinational Firms and Management; Taxation; Diversification; United States

SSRN

This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details

Platform Envelopment

Due to network effects and switching costs in platform markets, entrants generally must offer revolutionary functionality. Platform envelopment offers a second entry path: one that does not rely upon Schumpeterian innovation. Examples of successful envelopment... View Details

Program

Strategic Marketing for Driving Growth

forward-thinking approach. Details Drive integrated, customer-centric marketing strategies Effectively analyze markets, customer needs, and buying behaviors Determine strengths and weaknesses of competitors and substitutes Recognize... View Details

25 Feb 2019
Research & Ideas

How Gender Stereotypes Kill a Woman’s Self-Confidence

they have talent—and are actually told they are high-achievers in these subjects—women are more likely than men to shrug off the praise and lowball their own abilities. This weak self-confidence may hold some women back as they count... View Details

Keywords: by Dina Gerdeman

17 Mar 2008
Research & Ideas

The Lessons of Business History: A Handbook

flourished in North America, Western Europe, and Japan. At the other extreme, the literature is extremely weak in Africa, and not much better in many Asian countries and the Middle East. India's rich business past is still only partially... View Details

Keywords: by Sean Silverthorne

2019
Chapter

From Coast to Hinterland: Fiscal State Formation in British and French West Africa, c. 1880–1960

By: Ewout Frankema and Marlous van Waijenburg

This chapter contrasts and compares the ways different colonial states in West Africa developed local fiscal capacity. We show that per capita revenues were higher in the more commercialised coastal export economies than in remote parts of the interior. We argue that... View Details

Keywords: Fiscal Capacity; Public Debt; French West Africa; British West Africa; Geography; History; Africa

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2010
Working Paper

The Mirroring Hypothesis: Theory, Evidence and Exceptions

By: Carliss Y. Baldwin

The mirroring hypothesis predicts that the organizational patterns of a development project (e.g. communication links, geographic collocation, team and firm co-membership) will correspond to the technical patterns of dependency in the system under development. Scholars... View Details

Keywords: Infrastructure; Product Design; Organizational Design; Practice; Groups and Teams; Social and Collaborative Networks; Information Technology

January–February 2015
Article

Heroic Villains: Are Foreign Investors Problems or Solutions in the Ebola Crisis?

By: Debora L. Spar

For months, the news out of West Africa has been unrelentingly grim. As of early December, the devastating Ebola epidemic had infected a reported 17,942 people and killed 6,388, according to the World Health Organization (WHO); the actual toll, which would also account... View Details

Keywords: Ebola; Multinational Corporation; Epidemics; Foreign Investment; Extractive Industries; Multinational Firms and Management; Health Pandemics; Developing Countries and Economies; Government and Politics; Africa

2018
Article

What Can Managers Privately Disclose to Investors?

By: Eugene F. Soltes

Regulators have long been aware that differential access to information can undermine the efficiency and fairness of financial markets. In an effort to place investors on equal footing, the Securities and Exchange Commission in 2000 created Regulation Fair Disclosure... View Details

Keywords: Disclosure Regulation; Information; Communication; Business and Shareholder Relations; Governing Rules, Regulations, and Reforms