Publications

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19 Sep 2017
First Look

First Look at New Research and Ideas, September 19

September 2017 Management Science Channel Integration, Sales Dispersion, and Inventory Management By: Gallino, Santiago, Antonio Moreno, and Ioannis Stamatopoulos Abstract—We study the effects of the introduction of cross-channel... View Details

Keywords: Sean Silverthorne

September 2023
Case

DocSend: A Path off the Plateau?

By: Thomas R. Eisenmann and Jeffrey Huizinga

Recounts how the leaders of DocSend, an early-stage startup that offered tools for sharing files online, searched for a viable business model and weighed tradeoffs in transitioning from a sales-led to a product-led "go-to-market" approach. View Details

Keywords: Technology; Start-up; Growth; Business Model; Business Startups; Sales; Growth and Development Strategy; Technology Industry

November–December 2020
Article

Dancing with Giants: How Small Women-and Minority- Owned Firms Use Soft Power to Manage Asymmetric Relationships with Larger Partners

By: Kisha Lashley and Timothy G. Pollock

We explore how minority- and women-owned suppliers lacking hard power manage asymmetric relationships with larger, more powerful buyers in the context of supplier diversity relationships. We examine how these suppliers create and use soft power to manage the... View Details

Keywords: Women-owned Businesses; Minority-owned Businesses; Soft Power; Buyer-supplier Relationshships; Cognitive Centrality; Hard Power; Influencers; Supplier Diversity; Small Business; Relationships; Sales

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May 2017 (Revised August 2021)
Case

Mavi: Fashioning a Path to Brand Growth

By: Jill Avery and Gamze Yucaoglu

This case examines the strategic choices and business model with regards to branding at Mavi, a leading Turkish apparel retailer. The case is presented from the perspective of the company CEO and its global brand director who is also part owner. In 2015, Mavi had sales... View Details

2009
Working Paper

Where Is the Pharmacy to the World? International Regulatory Variation and Pharmaceutical Industry Location

By: Arthur Daemmrich

A consumer-oriented model for drug development and use has attracted attention in recent years as an alternative to the much-maligned approach of mass-marketing blockbuster drugs. In a parallel development, patients and disease-based organizations have assumed greater... View Details

Keywords: Governing Rules, Regulations, and Reforms; Health Disorders; Health Testing and Trials; Power and Influence; Competitive Strategy; Pharmaceutical Industry; European Union; Germany; United States

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2008
Chapter

Where is the Pharmacy to the World? Pharmaceutical Industry Location and International Regulatory Variation

By: Arthur A. Daemmrich

A consumer-oriented model for drug development and use has attracted attention in recent years as an alternative to the much-maligned approach of mass-marketing blockbuster drugs. In a parallel development, patients and disease-based organizations have assumed greater... View Details

Keywords: Geographic Location; Governing Rules, Regulations, and Reforms; Health Testing and Trials; Demand and Consumers; Pharmaceutical Industry; European Union; Germany; United States

Research Summary

Wage Policies and Incentives to Invest in Firm-Specific Human Capital (joint with George Baker and Nancy Dean Beaulieu)

The accumulation of firm-specific knowledge improves firm productivity and employee reten-tion, by creating a wedge between what the employee is worth inside and outside the firm. How does the firm create incentives for investment in firm-specific human capital when... View Details

2025
Book

The World Is Your Office: How Work from Anywhere Boosts Talent, Productivity, and Innovation

By: Prithwiraj Choudhury

A research-based look at a growing phenomenon—companies allowing their employees to work from anywhere in the world—and how those who adopt this model can boost talent, innovation, and productivity.
In recent years, companies in a wide range of industries have... View Details

Keywords: Remote Work; Telecommuting; Employees; Business Offices; Organizational Culture; Retention; Recruitment; Policy; Competitive Advantage

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07 Dec 2015
HBS Seminar

Antonio Moreno-Garcia, Assistant Professor of Managerial Economics & Decision Sciences, Kellogg School of Management, Northwestern University

Program

Creating Brand Value

individuals will have the opportunity to work together during the program if they so choose. Learning and Living at HBS When you participate in an Executive Education program on the HBS campus, you enter an immersive experience where every aspect of the learning View Details

Entering StartUpLand: An Essential Guide to Finding the Right Job

Many professionals aspire to work for a start-up. Executives from large companies view them as models to help them adapt to today’s dynamic innovation economy. Yes, start-ups look magical, but they can also be chaotic and inaccessible. Many books are written for... View Details

Program

Strategic Marketing for Driving Growth

capture value Thrive in the era of digital marketing and digital business models Assess ROI for your marketing spend Balance performance and brand marketing Craft engaging, outcome-based omni-channel experiences Harness the power of AI... View Details

30 Nov 2009
Research & Ideas

Tracks of My Tears: Reconstructing Digital Music

drop of around one-third of the total weekly sales across the album and its associated songs is directly attributable to people switching to buy music online. And it might be helpful to point out that my View Details

Keywords: by Sean Silverthorne; Music

2011
Chapter

American Exceptionalism?: A Comparative Analysis of the Origins and Trajectory of U.S. Business Education Development

By: Rakesh Khurana

As business education in an academic setting becomes an increasingly global phenomenon, the university-based business school in America remains a unique institution. This holds true despite the fact that the American business school as it evolved in the post-World War... View Details

Keywords: Values and Beliefs; Business History; Business Education; Power and Influence; Society; United States; Europe

September 2021 (Revised December 2023)
Case

On the Bubble: Startup Bootstrapping

By: Jeffrey J. Bussgang, Tom Quinn and Annelena Lobb

Bubble was a software company in the low-code/no-code market, making tools that allowed users without traditional programming backgrounds or technical skills to build software. The case covers cofounder Joshua Haas’s engineering background, as he experienced a high... View Details

October 1997 (Revised July 1999)
Case

Best Buy

By: V. Kasturi Rangan and Balaji Chakravarthy

Documents the evolution of Best Buy, an electronics retailer, from its founding in 1966 to its very successful "Concept 2" strategy in 1996, boosting its sales ($7.2 billion) past industry #1 Circuit City. Its CEO Richard Schulze offers a new vision (Concept 3) to... View Details

Keywords: History; Business Model; Competitive Strategy; Adaptation; Customer Focus and Relationships; Customization and Personalization; Retail Industry

01 May 2008
Research & Ideas

The Marketing Challenges of the China Olympics

events can boost brand awareness, preference, and sales over competitors who cannot afford the global sponsorship prices set by the International Olympic Committee. Lenovo hardly wishes to be known as the Chinese PC company that consumers... View Details

Keywords: by John Quelch; Sports

September 2002 (Revised July 2012)
Case

Athleta

By: William A. Sahlman and Taslim Pirmohamed

The management team at Athleta is attempting to raise equity capital for the company in March 2002. Athleta is a catalog and online retailer of women's athletic clothing. The company has made substantial progress, with anticipated 2002 sales over $20 million, but has... View Details

Keywords: Management Teams; Financing and Loans; Business Model; Business Strategy; Equity; Capital; Retail Industry

December 2017 (Revised June 2021)
Case

Tesla's Bid for SolarCity

By: Charles C.Y. Wang and Raaj Zutshi

In October 2016, Tesla asked its shareholders to ratify their $2.4 billion bid for SolarCity. Tesla had announced a series of large projects in the preceding months including the unveiling of the Model 3, the new Solar Roof, and pushing forward the opening of the... View Details

Keywords: Mergers and Acquisitions; Business and Shareholder Relations; Project Finance