Publications

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12 Oct 1999
Research & Ideas

How to Write a Great Business Plan

attractive? Then, in addition to demonstrating an understanding of the context in which their venture will operate, entrepreneurs should make clear how they will respond when that context inevitably changes.... View Details

Keywords: Re: William A. Sahlman

21 Apr 2021
Research & Ideas

The Pandemic Conversations That Leaders Need to Have Now

creates a more genuine style of leadership communication. Interactivity turns that communication into a two-way dialogue, allowing management to respond to workers’ needs... View Details

Keywords: by Boris Groysberg, Robin Abrahams, and Katherine Connolly Baden

06 Dec 2006
Op-Ed

India Needs to Encourage Trade with China

procedural roadblocks for the likes of Chinese telecom products maker Huawei Technologies, and why not facilitate Chinese entry into India? It will be a worthy complement to continued dialogue regarding the... View Details

Keywords: by Tarun Khanna

14 Mar 2011
Research & Ideas

Keeping Credit Flowing to Consumers in Need

government should not be the sole credit source. But how will private capital respond to a diminished federal role? Given the collapse of the housing market, what terms will private capital require View Details

Keywords: by Sean Silverthorne; Financial Services; Construction; Real Estate

2021
Article

To Thine Own Self Be True? Incentive Problems in Personalized Law

By: Jordan M. Barry, John William Hatfield and Scott Duke Kominers

Recent years have seen an explosion of scholarship on “personalized law.” Commentators foresee a world in which regulators armed with big data and machine learning techniques determine the optimal legal rule for every regulated party, then instantaneously disseminate... View Details

Keywords: Personalized Law; Regulation; Regulatory Avoidance; Regulatory Arbitrage; Law And Economics; Law And Technology; Law And Artificial Intelligence; Futurism; Moral Hazard; Elicitation; Signaling; Privacy; Law; Governing Rules, Regulations, and Reforms; Information Technology; AI and Machine Learning

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11 Nov 2013
Research & Ideas

A Smarter Way to Reduce Customer Defections

should consider not only the churn probability of customers, but also how much they spend, the likelihood that they will respond to a retention offer, and the cost of the offer itself. Gupta's predictive... View Details

Keywords: by Dina Gerdeman; Retail; Service

08 Sep 2022
Book

Gen Xers and Millennials, It’s Time To Lead. Are You Ready?

moment,” he says. “There is no playbook, and the root cause and implications [are] not clear. So, face the crisis, consider worst-case possibilities, and develop a flexible plan to navigate it.” George offers seven practical steps for... View Details

Keywords: by Lane Lambert

March 2024
Article

Differences in Care Team Response to Patient Portal Messages by Patient Race and Ethnicity

By: Mitchell Tang, Rebecca Mishuris, Lily Payvandi and Ariel Dora Stern

Importance: The COVID-19 pandemic was associated with substantial growth in patient portal messaging. Higher message volumes have largely persisted, reflecting a new normal. Prior work has documented lower message use by patients who belong to minoritized racial... View Details

Keywords: Health Pandemics; Technology Adoption; Prejudice and Bias; Equality and Inequality; Communication Technology; Race; Ethnicity; Health Industry

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Working Paper

The Returns to Skills During the Pandemic: Experimental Evidence from Uganda

By: Livia Alfonsi, Vittorio Bassi, Imran Rasul and Elena Spadini

The Covid-19 pandemic represents one of the most significant labor market shocks to the world economy in recent times. We present evidence from a field experiment to understand whether and why skilled and unskilled workers were differentially impacted by the shock, in... View Details

Keywords: COVID-19 Pandemic; System Shocks; Labor; Competency and Skills; Development Economics; Uganda

January 2023 (Revised January 2023)
Case

Belden and Digital Transformation: From Product Sales to Solutions Sales

By: Frank V. Cespedes and Amy Klopfenstein

This case concerns the industrial automation division at Belden, a hardware manufacturer. While Belden historically sold products such as cables, wires, and other networking devices, EVP of Industrial Automation Ashish Chand recognized that IT vendors were entering the... View Details

Keywords: Implementation; Sales Cycle; Digital Transformation; Sales; Product Positioning; Business Model; Market Entry and Exit; Customer Focus and Relationships; Business and Stakeholder Relations; Supply and Industry; Technology Industry; North America; United States

June 2016 (Revised March 2017)
Case

Global Wine War 2015: New World Versus Old

By: Christopher A. Bartlett and Sarah McAra

This case contrasts the tradition-bound Old World wine industry with the market-oriented New World producers in the battle for the Chinese wine market in 2015. China’s wine consumption growth presented a large and fast-growing export target that was extremely... View Details

06 Jul 2020
Research & Ideas

The Right Way to Manage Customer Churn for Maximum Profit

Focusing on retaining higher-spending customers, even if they aren’t as likely to leave, can increase the total profit a company can reap. As their research evolved, Gupta and Lemmens expanded this idea with another factor: which... View Details

Keywords: by Michael Blanding; Retail; Service; Financial Services

14 May 2008
Research & Ideas

Getting Down to the Business of Creativity

difficult) as this, Amabile concludes: Support employees' progress in their work every day. Set clear and meaningful goals for them; provide direct help, versus hindrance; offer adequate resources and time; respond View Details

Keywords: by Julia Hanna; Retail; Apparel & Accessories; Fashion; Entertainment & Recreation

02 Apr 2024
Research & Ideas

Employees Out Sick? Inside One Company's Creative Approach to Staying Productive

department every morning, they could easily grab someone from next door at the start of the shift when they had a big order due. Unspoken was that their neighbor would respond in kind. “They realized, if you help me today, then I’ll help... View Details

Keywords: by Michael Blanding; Fashion

November 2015 (Revised January 2016)
Teaching Note

McDonald's Corporation: Managing a Sustainable Supply Chain—From Amazon Soya to Cage Free Eggs

By: Michael W. Toffel

This case provides an opportunity for students to consider how large, multinational corporations should respond when targeted by activists regarding environmental and social concerns in their supply chains. Greenpeace targeted McDonald's because its chicken supplier... View Details

Keywords: Supply Chain; Supply Chain Management; Welfare; Agriculture and Agribusiness Industry; Food and Beverage Industry; Service Industry; Brazil; United States; United Kingdom

March 2015 (Revised December 2015)
Case

Coffee Wars in India: Café Coffee Day 2013

By: David B. Yoffie and Rachna Tahilyani

Café Coffee Day (CCD) is the largest coffee retailer in India. In 2012, Starbucks entered the India market. This case explores CCD's competitive advantages, its analysis of Starbuck's entry strategy, and how it might respond to Starbucks' entry. View Details

Keywords: Strategy; Competitor Analysis; Competitive Strategy; India

March 2019 (Revised July 2020)
Case

MoviePass: The 'Get Big Fast' Strategy

By: Benjamin C. Esty and Daniel W. Fisher

In August 2017, MoviePass dramatically lowered its subscription price from $50 per month to just $10 for up to one movie per day. The idea was to rapidly scale the business to the point where they could generate incremental revenue streams from related businesses... View Details

Keywords: Market Entry; Growth Strategy; Profit Vs. Growth; Subscription Business; Cash Burn; Data Analytics; Get-big-fast; Buyer Power; Strategy Implementation; Movie Industry; Racing; Entrepreneurship; Market Entry and Exit; Growth and Development Strategy; Business Strategy; Value Creation; Disruption; Motion Pictures and Video Industry; United States

March 2020
Article

Voluntary, Self-Regulatory, and Mandatory Disclosure of Oil and Gas Company Payments to Foreign Governments

By: Paul M. Healy and George Serafeim

Concerns about high rates of government corruption in resource-rich countries have led transparency advocates to urge oil and gas firms to disclose payments to host governments for natural resources. Transparency, they argue, can increase government accountability and... View Details

Keywords: Oil ＆ Gas; Corruption; Transparency; Self-regulation; Industry Self-regulation; Regulation; Disclosure; Disclosure Regulation; Energy Sources; Crime and Corruption; Corporate Disclosure; Governing Rules, Regulations, and Reforms; Energy Industry