Publications

Find at Harvard

March 2023
Article

Reaching for Rigor and Relevance: Better Marketing Research for a Better World

By: Shilpa Madan, Gita Venkataramani Johar, Jonah Berger, Pierre Chandon, Rajesh Chandy, Rebecca Hamilton, Leslie John, Aparna Labroo, Peggy J. Liu, John G. Lynch, Nina Mazar, Nicole Mead, Vikas Mittal, Christine Moorman, Michael I. Norton, John Roberts, Dilip Soman, Madhu Viswanathan and Katherine White

Over the past several decades, scholars have highlighted the obligations and opportunities for marketing as a discipline to play a role in creating a better world — or risk becoming irrelevant for the largest problems facing consumers and society. Climate change,... View Details

Keywords: COVID-19 Pandemic; Marketing; Social Issues; Corporate Social Responsibility and Impact; Business and Community Relations; Research

2021
Article

Reflections: Voice and Silence in Workplace Conversations

By: Amy C. Edmondson and Tijs Besieux

We highlight conversations at work as an arena of change. Drawing on and extending the psychological safety literature, we offer a new framework to distinguish between productive and unproductive forms of both voice and silence. The framework’s four... View Details

Keywords: Conversation; Silence; Voice; Psychological Safety; Interpersonal Communication; Quality; Management Practices and Processes; Organizational Change and Adaptation

Find at Harvard

Read Now

March 2020
Article

The Role of Numbers in the Customer Journey

By: Shelle Santana, Manoj Thomas and Vicki Morwitz

At each stage in customers’ journeys, they encounter different types of numeric information that they process using different judgment strategies. Relevant numbers might include budgets, price, product attributes, product counts, product ratings, numbers in brand... View Details

Keywords: Numbers; Heuristics; Numerical Cognition; Pricing; Customer Journey; Information; Consumer Behavior

Find at Harvard

November 2012 (Revised July 2012)
Supplement

Andrew Sullivan and Faraway Ltd (C): Anthony Pierce of John Lewis

By: Frank V. Cespedes and Alex Godden

The "Andrew Sullivan and Faraway Ltd" case series focuses on entrepreneurial selling, and is based on an older case study, "Deaver Brown and Cross River Inc." (9-394-042). It concerns two entrepreneurs, Andrew Sullivan and Hope Abasi, who have designed an innovative... View Details

Keywords: Entrepreneurship; Management; Sales; Marketing; Consumer Products Industry; United Kingdom

21 Mar 2017
News

Why Is The Alt-Right Obsessed With Jane Austen

August 2020
Background Note

US Private Equity Firms: ESG and Impact (A)

By: Lynn S. Paine and Holly Fetter

This Note has two parts. The first part (A) explores how U.S. private equity firms are incorporating ESG (Environmental, Social, & Governance) factors and impact objectives into their investment strategies and firm practices. It is based on publicly available... View Details

Keywords: Private Equity; Corporate Social Responsibility and Impact; Social Issues; Financial Services Industry; United States

August 2020
Background Note

US Private Equity Firms: ESG and Impact (B)

By: Lynn S. Paine and Holly Fetter

This is the second part of a two-part note. The first part (A) explores how US private equity firms are incorporating ESG (Environmental, Social, & Governance) factors and impact objectives into their investment strategies and firm practices. It is based on publicly... View Details

Keywords: Private Equity; Corporate Social Responsibility and Impact; Social Issues; Financial Services Industry; United States

February 2021
Case

Emma Dench: Leadership and Ancient Rome

By: Francesca Gino and Frances X. Frei

In this multimedia case, classics scholar Emma Dench guides us in understanding leadership insights that can be captured from historical figures and works dating back to Ancient Rome. We learn the language, ideas, and patterns of behavior that are relevant to... View Details

Keywords: Empowerment Leadership; Leadership; History; Management Skills

Web

Faculty & Advisors | MBA

Peter was a Commercial, M&A, and Strategy executive at J&J for 30 years and is now working with a cadre of medtech and digital (operative AR, RCM, and sales targeting SaaS) companies, including as Executive Chair of neurosurgical tissue engineering firm Nurami Medical.... View Details

Research Summary

The "New" Corporate Communications

By: Stephen A. Greyser

Stephen A. Greyser continues to explore the issues and problems organizations face as they attempt to communicate effectively with a variety of constituencies. Greyser's work and the course to which it contributes are structured around the business-media-publics... View Details

October 2024
Article

How to Use Sales Assessments

By: Frank V. Cespedes

Judging a person’s fit for a sales job is complex, and research shows that managers greatly overrate their ability to predict someone’s performance on the basis of interviews. Hence, using assessments is a growing trend in sales hiring and training. This article... View Details

Keywords: Forecasting and Prediction; Performance Evaluation; Sales

Read Now

September 2024
Exercise

Assessing the Value of Unifying and De-Duplicating Customer Data

By: Elie Ofek and Hema Yoganarasimhan

This exercise provides an opportunity for students to gain hands on experience with assessing the value of unifying various customer databases that a firm may have (e.g., across the different brands it markets) and of properly identifying customers to avoid duplication... View Details

Keywords: Customer Relationship Management; Measurement and Metrics; Analytics and Data Science; Value

May 2018 (Revised October 2019)
Case

Managing the Future of Work

By: William R. Kerr, Allison Ciechanover and Jeff Huizinga

By 2019, leaders from the public and private sector had become increasingly anxious about how advanced technologies and aging global populations could affect labor markets, workplaces, and workers’ lives. Some analysts forecasted that hundreds of millions of workers... View Details

Keywords: Labor Markets; Workplace; Employment; Technological Innovation; Demographics; Organizational Change and Adaptation; Change Management; Problems and Challenges; Opportunities

November 2012 (Revised July 2014)
Case

Andrew Sullivan and Faraway Ltd

By: Frank V. Cespedes and Alex Godden

The "Andrew Sullivan and Faraway Ltd" case series focuses on entrepreneurial selling, and is based on an older case study, "Deaver Brown and Cross River Inc." (9-394-042). It concerns two entrepreneurs, Andrew Sullivan and Hope Abasi, who have designed an innovative... View Details

Keywords: Entrepreneurship; Marketing; Sales; Management; Consumer Products Industry; United Kingdom