Publications

SSRN

September 2013 (Revised June 2019)
Case

Marquee: Reinventing the Business of Nightlife

By: Anita Elberse, Ryan Barlow and Sheldon Wong

In January 2013, nightlife impresarios Jason Strauss and Noah Tepperberg are celebrating the re-opening of their famed New York City–based nightclub Marquee. While most clubs are over within their first one and a half years, Strauss and Tepperberg managed to keep... View Details

Keywords: Creative Industries; Nightlife; Service Management; Entertainment; Fashion; Celebrities; Event Marketing; Risk Management; Customer Relationship Management; Change Management; Supply Chain Management; Music Entertainment; Product Marketing; Entertainment and Recreation Industry; Las Vegas

September 2012 (Revised September 2014)
Case

Doing Business in Malaysia

By: C. Fritz Foley, Michael Shih-Ta Chen and Keith Chi-Ho Wong

This case focuses on the current business environment in Malaysia as of 2012 by introducing the main economic, political and cultural aspects of the country for those interested in doing business there. The advantages and challenges of investing and doing business in... View Details

Keywords: Emerging Market Finance; Emergent Countries; Business History; Economic History; Fieldwork; Emerging Markets; Business Ventures; Strategy; Malaysia

03 Nov 2008
HBS Case

Economics of the Ethanol Business

production levels and the potential sale of the ethanol plant in an increasingly competitive, complex environment. "For the first time in history, the food and energy markets are converging," says... View Details

Keywords: by Julia Hanna; Agriculture & Agribusiness; Energy

March 2023
Case

Innovation at Google Ads: The Sales Acceleration and Innovation Labs (SAIL) (A)

By: Linda A. Hill and Emily Tedards

In 2018, Ana Owczarzak was appointed to lead Google Ads' new innovation and accelerator team - the Sales Acceleration and Innovation Labs (SAIL). The purpose of SAIL was to offer testing and incubation services for individuals within Google Ads who were developing new... View Details

Keywords: Innovation Leadership; Innovation Strategy; Organizational Design; Technology Industry; Advertising Industry; Information Technology Industry; United States

2020
Book

Capitalism at Risk: How Business Can Lead

By: Joseph L. Bower, Dutch Leonard and Lynn S. Paine

Who should take the lead in fixing market capitalism? Business—not government alone. The spread of capitalism worldwide has made people wealthier than ever before. But capitalism's future is far from assured. Pandemics, income inequality, resource depletion, mass... View Details

Keywords: Capitalism; Business And Society; Economic Systems; Economic Growth; Policy; Leading Change; Corporate Social Responsibility and Impact; Business and Community Relations; Corporate Strategy

November 2023
Case

Team Liquid: Fueling the Business of Fandom

By: Youngme Moon and Kerry Herman

In 2023, the co-CEOs of Team Liquid, one of the world's most prominent Esports organizations, are deciding whether and how to evolve their business model to include (1) a greater focus on enterprise revenue; and (2) more direct-to-consumer activity. Team Liquid has one... View Details

Keywords: Business Model; Customer Focus and Relationships; Games, Gaming, and Gambling; Revenue; Organizational Culture; Business and Community Relations; Video Game Industry

21 Jun 2011
News

The Business Secrets of Rock Bands

December 2014
Article

The Discipline of Business Experimentation

By: Stefan Thomke and Jim Manzi

The data you already have can't tell you how customers will react to innovations. To discover if a truly novel concept will succeed, you must subject it to a rigorous experiment. In most companies, tests do not adhere to scientific and statistical principles. As a... View Details

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June 2012
Article

A Reexamination of Tunneling and Business Groups: New Data and New Methods

By: Jordan I. Siegel and Prithwiraj Choudhury

One of the most rigorous methodologies in the corporate governance literature uses firms' reactions to industry shocks to characterize the quality of governance. This methodology can produce the wrong answer unless one considers the ways firms compete. Because... View Details

Keywords: Corporate Governance; Mergers And Acquisitions; Business Economics; Firm Organization; Firm Performance; Groups and Teams; Analytics and Data Science

05 Jul 2006
Working Paper Summaries

Deep Links: Business School Students’ Perceptions of the Role of Law and Ethics in Business

Keywords: by Constance E. Bagley, Gavin Clarkson & Rachel Power; Legal Services

December 2012 (Revised October 2022)
Case

Plastiq

By: Jeffrey J. Bussgang, Gaurav Jain, Liroy Haddad, Luke Langford and Matt Noble

The young CEO of a venture-backed startup needs to figure out his go to market strategy and the right profile for his first key sales hires. Should he develop partnerships with channels that would provide leverage or build out a direct sales force? And should the sales... View Details

Keywords: Payments; Sales; Channels; Credit Cards; Digital Platforms; Selection and Staffing; Cost vs Benefits; Salesforce Management; Marketing Channels; Business Startups; Business Strategy; Marketing Strategy; Partners and Partnerships; Management Systems

Program

The Business of Entertainment, Media, and Sports

driving revenue and success in today's entertainment environment. Through an up-close examination of why some creative businesses thrive while others fail to survive, you will learn when to make smaller... View Details

Keywords: Media & Entertainment; Media & Entertainment

December 2017
Article

Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions

By: Lakshmi Ramarajan, Nancy Rothbard and Steffanie Wilk

Across multiple studies, we examine how identity conflict and enhancement within people affect performance in tasks that involve interactions between people through two mechanisms: role-immersion, operationalized as intrinsic motivation, and role-taking,... View Details

Keywords: Identity; Interpersonal Communication; Sales; Performance

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10 Apr 2021
News

With Georgia Voting Law, the Business of Business Becomes Politics

September 2006
Book Review

Book Review of 'Selling Technology: The Changing Shape of Sales in an Information Technology,' by Asaf Darr

By: Michel Anteby

11 Feb 2019
Research & Ideas

The Business of Saving the Planet

"The fact that the benefits of addressing the problem of climate change almost certainly outweigh the costs ... does not make concerted global action to address the problem easy." —Climate Change in 2018: Implications for Business If there is one positive... View Details

Keywords: by Sean Silverthorne; Energy; Green Technology

August 15, 2022
Article

Preparing Sales for a Changing Economy: Part 2: Getting More from Your Training Spending

By: Frank V. Cespedes

A previous article discussed changing business development requirements and some implications. This article discusses three areas that are fundamental to getting ROI from training initiatives and how engagement between Sales and L&D professionals, completed by smart... View Details

Keywords: Training; Sales

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September 2012 (Revised September 2015)
Case

Doing Business in Turkey

By: Felix Oberholzer-Gee, Robin J. Ely, Daniela Beyersdorfer, Emilie Billaud and Cigdem Çelik

In a rather flat international business environment characterized by shrinking markets and economic turmoil, Turkey promoted itself as one of the safe havens for investments. Led by the strong domestic demand of a young population, the country had tripled its GDP... View Details

Keywords: Emerging Market Finance; Emergent Countries; Business History; Economic History; Fieldwork; Emerging Markets; Business Ventures; Strategy; Turkey

October 2017 (Revised March 2020)
Case

Medicetra Medtech Company, Inc.

By: Doug J. Chung

Medicetra MedTech Company is a dental equipment distributor, and senior management is deciding whether to implement a new incentive compensation program for the sales force. For many years, Medicetra had paid salespeople only a fixed salary. Although the current plan... View Details

Keywords: Sales Compensation; Sales Force Retention; Employee Fairness; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Retention; Fairness; Performance Improvement