Publications

September 1992 (Revised July 1994)
Case

MEM Company, Inc.: English Leather

By: Frank V. Cespedes and Laura Goode

In 1992, the president of MEM (a producer of personal care products, including men's fragrances) considered a redeployment of field sales efforts and changes in sales compensation policies. Any changes, moreover, must consider the context of strategic decisions... View Details

Keywords: Change Management; Decision Choices and Conditions; Brands and Branding; Product Positioning; Consumer Behavior; Distribution Channels; Business Strategy; Consumer Products Industry

From Apple to Merck to Wikipedia, more and more organizations are turning to crowds for help in solving their most vexing innovation and research questions, but managers remain understandably cautious. It seems risky and even unnatural to push problems out to vast... View Details

August 2001 (Revised October 2001)
Case

Shinsei Bank (D)

By: Michael Y. Yoshino and Perry Fagan

One year later, Yashiro and his management team can be proud of the young bank's first-year results, but face a set of difficult implementation issues. View Details

Keywords: Financial Reporting; Restructuring; Management Systems; Management Teams; Success; Banking Industry

12 Mar 2008
Working Paper Summaries

Allocating Marketing Resources

Keywords: by Sunil Gupta & Thomas J. Steenburgh

01 Dec 2023
News

The Exchange: Help Wanted

think about the C-suite with four other positions, and the general inventory of social skills across that group. We’re getting a more nuanced and textured profile of how the senior management systems work... View Details

Keywords: Business Schools & Computer & Management Training; Business Schools & Computer & Management Training

May 2011
Article

Overconfidence by Bayesian Rational Agents

By: Eric J. Van den Steen

This paper derives two mechanisms through which Bayesian-rational individuals with differing priors will tend to be relatively overconfident about their estimates and predictions, in the sense of overestimating the precision of these estimates. The intuition behind one... View Details

Keywords: Decision Choices and Conditions; Forecasting and Prediction; Knowledge Acquisition; Risk Management; Prejudice and Bias

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17 Dec 2012
Research & Ideas

Teaming in the Twenty-First Century

reality of hierarchical social systems is that people hold deeply ingrained, taken-for-granted beliefs that it's dangerous to speak up or disagree with those in power." And management can be part of the... View Details

Keywords: by Maggie Starvish

2015
Chapter

"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

By: James K. Sebenius

Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details

Keywords: Negotiation Tactics; Negotiation Participants; Negotiation Deal

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16 Jun 2009
First Look

First Look: June 16

research. Analysis of the citation rates of the articles in our data set by non-negotiation organizational research indicates that more open systems assumptions increase the likelihood that a negotiation article will be cited in... View Details

Keywords: Martha Lagace

October 2005
Case

Tad Piper and Piper Jaffray

By: William W. George and Andrew N. McLean

In 2005, Tad Piper reflects on the successful spin-off from US Bancorp of Piper Jaffray, the investment bank founded by his grandfather. Profiles the development of Piper Jaffray from a Midwestern brokerage house to a national, diversified financial services firm. In... View Details

Keywords: Crisis Management; Leadership Style; Management Style; Leadership; Growth and Development Strategy; Financial Services Industry

March 2012
Article

Fixing What's Wrong with U. S. Politics

By: David A. Moss

In America today there's a growing sense that the political system is broken and that its ineffectiveness is a major threat to U.S. competitiveness. Why do so many think the political system is not working? Research shows that in Congress, Republicans and Democrats are... View Details

Keywords: Government and Politics; System; Conflict Management; Performance Productivity; Policy; Public Administration Industry; United States

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2021
Working Paper

Accounting for Product Impact in the Telecommunications Industry

By: George Serafeim and Katie Trinh

We apply the product impact measurement framework of the Impact-Weighted Accounts Initiative (IWAI) in two competitor companies within the telecommunications industry. We design a monetization methodology that allows us to calculate monetary impact estimates of network... View Details

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September – October 2008
Article

Care Platforms: A Basic Building Block for Care Delivery

By: Richard Bohmer and David Lawrence

Without significant operational reform within the nation's health care delivery organizations, new financing models, payment systems, or structures are unlikely to realize their promise. Adapting insights from high-performing companies in other high-risk, high-cost,... View Details

Keywords: Health Care and Treatment; Management Systems; Standards; Service Delivery; Service Operations; Business Processes; Organizational Design; Customization and Personalization; Health Industry

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Program

Compensation Committees

trends in executive compensation Examine the impact of regulatory issues in different countries Respond to a more vigilant investor community Create successful compensation plans and processes Design better incentive systems and know the... View Details

Program

Audit Committees in a New Era of Governance

profit objectives Ensure the integrity of financial information Foster the right culture regarding compliance and risk Develop a financial reporting strategy Improve audit committee effectiveness Develop better tools to View Details

January 2025
Case

A Tiger in the Tank: Exxon Sues Investors

By: Clayton S. Rose, Sarah Sasso and James Weber

In June 2024, investors were trying to make sense of ExxonMobil’s (Exxon) lawsuit against two impact investors, Arjuna Capital (Arjuna) and Follow This, that had just been dismissed by the U.S. District Court of Northern Texas. Exxon’s suit challenged the rights of two... View Details