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December 2020
Article

Consumer Reactance to Promotional Favors

By: Marco Bertini and Aylin Aydinli

Promotional favors are an increasingly popular but seldom researched form of price promotion where the receipt of the saving by consumers depends on an action on their part that is nonmonetary in nature, such as completing a questionnaire, posting a review, or making a... View Details

Keywords: Promotional Favors; Conditional Discounts; Psychological Reactance; Price Promotions; Pricing; Marketing; Price; Consumer Behavior

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March 2011
Case

Cash Flow Productivity at PepsiCo: Communicating Value to Retailers

PepsiCo developed a new metric that better measured the value added by Pepsi products than did gross margin, the traditional metric used by retailers to determine shelf space and promotional activity. The new metric, cash flow productivity, captured the value of... View Details

Keywords: Customer Relationship Management; Cash Flow; Measurement and Metrics; Distribution; Performance Productivity; Value Creation; Food and Beverage Industry; Retail Industry

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March 2000
Background Note

Fall Before Rising, A: The Story of Jai Jaikumar (A)

By: H. Kent Bowen, Richard Compton Squire, Sarah Patricia Vickers-Willis and Harry James Wilson

What is the relationship between good fortune, professional success, and a moral obligation to other people? Jai Jaikumar, who as a youth was saved by a shepherd woman after a tragic mountaineering accident in the Himalayas, and who later rose to the top of his... View Details

Keywords: Moral Sensibility; History; Personal Development and Career; Relationships; Familiarity; Perception; Welfare

September 2001 (Revised July 2002)
Case

Fraud Prevention at Omni Bank

By: Frances X. Frei and Hanna Rodriguez-Farrar

Omni Bank is undergoing a merger and has two important decisions ahead. First, should it enforce the use of its model-driven approach to interacting with customers at the recently acquired Friends Savings and Loan branches. Friends has a culture of personal touch with... View Details

Keywords: Mergers and Acquisitions; Business Model; Crime and Corruption; Customer Relationship Management; Decisions; Banks and Banking; Banking Industry

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2021
Book

The Heart of Business—Leadership Principles for the Next Era of Capitalism

By: Hubert Joly and Caroline Lambert

A remarkable turnaround by a leader with a remarkable philosophy: Find your noble purpose. Put people at the center. Unleash human magic.
"It was fall in Minnesota. It was getting cold and we were supposed to die." This is how Hubert Joly describes the early,... View Details

Keywords: Capitalism; Leadership; Mission and Purpose; Business and Stakeholder Relations; Leading Change

Research Summary

Prudence in Bargaining

We investigate the outcome of Rubinstein’s (1982) alternating-offer bargaining game when noise is added to a player’s pay-off. We find that a risk-averse player typically increases his equilibrium receipts when his pay-off is made risky. This is because... View Details

August 2012
Article

Organ Allocation Policy and the Decision to Donate

By: Judd B. Kessler and Alvin E. Roth

Organ donations from deceased donors (cadavers) provide the majority of transplanted organs in the United States, and one deceased donor can save numerous lives by providing multiple organs. Nevertheless, most Americans are not registered organ donors despite the... View Details

Keywords: Organ Donation; Health; Philanthropy and Charitable Giving; Decision Making; Resource Allocation; Mathematical Methods; United States

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26 Jul 2016
Working Paper Summaries

The Impact of the Entry of Biosimilars: Evidence from Europe

Keywords: by Fiona Scott Morton, Ariel Dora Stern, and Scott Stern; Health; Biotechnology; Pharmaceutical

Research Summary

Working Hard and Investing for an Early Retirement

I examine consumption, leisure, and portfolio choices made over the life-cycle using a model allowing for semi-flexible leisure and an endogenously chosen retirement date. Under a Cobb-Douglas utility specification, I present closed-form expressions for optimal... View Details

February 1, 2019
Article

What Theresa May Might Learn from Woodrow Wilson's Failed Negotiations in 1919

By: Deepak Malhotra

On December 13, 2018, UK Prime Minister Theresa May met with her European counterparts in an attempt to renegotiate the “Brexit deal” she had reached with them only weeks earlier; the deal was facing harsh criticism and almost certain rejection at home. Perhaps only... View Details

Keywords: Brexit; Negotiation; Negotiation Deal; Learning; History

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2013
Working Paper

Span of Control and Span of Attention

By: Oriana Bandiera, Andrea Prat, Raffaella Sadun and Julie Wulf

Using novel data on CEO time use, we document the relationship between the size and composition of the executive team and the attention of the CEO. We combine information about CEO span of control for a sample of 65 companies with detailed data on how CEOs allocate... View Details

Keywords: Conferences; Analytics and Data Science; Leadership Style; Management Style; Managerial Roles; Time Management; Planning

November 2008 (Revised January 2017)
Case

Maggie Lena Walker and the Independent Order of St. Luke

By: Anthony Mayo and Shandi Onise Smith

As America struggled to regain its balance in the aftermath of the American Civil War, Maggie Lena Walker did her best to actively effect change by finding solutions to the social and economic problems facing blacks and especially black women. Taking charge of the... View Details

Keywords: Organizational Change and Adaptation; Leading Change; Ethnicity; Race; Social Entrepreneurship; Personal Development and Career; Welfare; Business and Community Relations; Gender; Banks and Banking

January 2023 (Revised December 2023)
Case

OhmConnect: Energizing the Future

By: Jeffrey F. Rayport, Jennifer Fonstad and Nicole Tempest Keller

Founded in 2013, OhmConnect was a free consumer web app that alerted customers about peak hours of electricity demand, and paid them to lower their energy use at home during these periods. The company sold the aggregated reductions generated by thousands of households... View Details

Keywords: App Development; Renewable Energy; Electricity Usage; Regulations; VC; Technology; Customer Acquisition Cost (CAC); Scalability; Applications and Software; Growth and Development Strategy; Governing Rules, Regulations, and Reforms; Business Model; Venture Capital; Energy Industry; United States; California; Texas; Europe

September 2017 (Revised December 2017)
Case

Hulu: Redefining the Way People Experience TV

By: Henry W. McGee and Christine Snively

In May 2017, Hulu CEO Mike Hopkins announced the launch of Hulu Live TV, a new offering that would "change the way people experience TV." The new service would allow consumers to bypass traditional cable and satellite delivery and use the Internet to access live... View Details

Keywords: Television Industry; Internet; Television Entertainment; Internet and the Web; Disruptive Innovation; Competitive Strategy; Price; Media and Broadcasting Industry; Entertainment and Recreation Industry

September 2016
Article

Value Based Care and Bundled Payments: Anesthesia Care Costs for Outpatient Oncology Surgery Using Time-driven Activity-based Costing

By: Katy E. French, Alexis B. Guzman, Augustin C. Rubio, John C. Frenzel and Thomas Feeley

Background: With the movement towards bundled payments, stakeholders should know the true cost of the care they deliver. Time-driven activity-based costing (TDABC) can be used to estimate costs for each episode of care. In this analysis, TDABC is used to both... View Details

Keywords: Cost; Insurance; Health Care and Treatment; Insurance Industry; Health Industry

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20 Nov 2007
Working Paper Summaries

The “Fees → Savings” Link, or Purchasing Fifty Pounds of Pasta

Keywords: by Michael I. Norton & Leonard Lee; Retail

March 2022
Case

DealShare: Social E-Commerce for the Indian Mass Market

By: Krishna G. Palepu and Malini Sen

Launched in September 2018, e-retail startup DealShare has created a tech-enabled model for the Indian mass market that allows customers to buy together, save money on good quality goods, and at the same time have fun. It targets customers who are still getting used to... View Details

Keywords: Business Model; Disruption; Trends; Talent and Talent Management; Customer Focus and Relationships; Value; Cost vs Benefits; Value Creation; Internet and the Web; India

July 2009 (Revised December 2009)
Case

Diageo and East African Breweries Ltd.: Tapping New Markets for Social Good

By: Rosabeth M. Kanter and Matthew Bird

James Musyoki, Lemmy Mutahi, and Ken Kariuki, all from East African Breweries Limited (EABL), a subsidiary of London-based Diageo, heard the disheartening news in the first week of December 2008. For the second time in six months, the Kenyan Finance Ministry had raised... View Details

Keywords: Change Management; Innovation and Management; Emerging Markets; Taxation; Price; Food and Beverage Industry; Kenya; United Kingdom

January 1994 (Revised April 1995)
Case

Judo Economics

The early 1990s saw a new wave of start-ups in the U.S. airline business. One entrant, Kiwi International Air Lines, took to the skies in September 1992 with a strategy of attracting small-business travelers looking to save money but lacking the flexibility to book in... View Details

Keywords: Market Entry and Exit; Competitive Advantage; Business Startups; Air Transportation Industry; Financial Services Industry

16 May 2007
Working Paper Summaries

On The General Relativity of Fiscal Language

Keywords: by Jerry Green & Laurence J. Kotlikoff

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