Publications

2022
Chapter

Coordinating Marketing and Sales in B2B Organizations

By: Frank V. Cespedes

This Handbook is targeted at academics and graduate students who want an overview of the academic state of the business-to-business marketing domain and at B2B practitioners who want to be aware of the current state of knowledge in their domains. This chapter examines... View Details

Keywords: B2B Marketing; Marketing

Article

Améliorer la coordination des soins: Enjeux et stratégies États-Unis/France [Improving Care Coordination: Challenges and Strategies in the U.S. and in France]

By: Maryaline Catillon

Keywords: Health Policy; Hospital Management; Care Coordination; Health; Health Care and Treatment; Health Industry

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fall 1990
Article

Improving Channel Coordination Through Franchising

By: R. Lal

Keywords: Franchise Ownership

Research Summary

Innovations in Logistics: The Impact of Channel Coordination

By: Janice H. Hammond

Roy D. Shapiro (with Janice H. Hammond and Marshall L. Fisher) is studying innovative systems and management approaches that integrate and coordinate material and information flows through the supply chain so as to reduce or eliminate the redundant activities that tend... View Details

Article

Equitable and Efficient Coordination in Traffic Flow Management

By: Cynthia Barnhart, Dimitris Bertsimas, Constantine Caramanis and Douglas S. Fearing

When air traffic demand is projected to exceed capacity, the FAA implements Traffic Flow Management programs. Independently, these programs maintain a first-scheduled, first-served invariant, which is the accepted standard of fairness within the industry. Coordinating... View Details

Keywords: Traffic Flow Management; Ground Holding Programs; Equitable Flight Delay; Equity; Saving; Management; Management Practices and Processes; Demand and Consumers; Performance Capacity; Performance Efficiency; Conflict and Resolution; System; Aerospace Industry

2023
Working Paper

Coordinated R&D Programs and the Creation of New Industries

By: Daniel P. Gross and Maria P. Roche

Government R&D programs have a long history in supporting industry development, yet their impacts are often overlooked in strategy research. We examine how a large, coordinated, government-funded effort to develop radar in World War II spawned a new high-tech industry.... View Details

Keywords: Research and Development; Policy; Business and Government Relations; Technological Innovation; Collaborative Innovation and Invention

02 Sep 2011
Working Paper Summaries

First-Party Content, Commitment and Coordination in Two-Sided Markets

Keywords: by Andrei Hagiu & Daniel Spulber

11 May 2017
Working Paper Summaries

Coordination Frictions in Venture Capital Syndicates

Keywords: by Ramana Nanda and Matthew Rhodes-Kropf; Banking

Research Summary

Supply Chain Coordination for Products with Uncertain Demand

By: Ananth Raman

Ananth Raman has been investigating supply chain coordination for products with uncertain demand in industries as diverse as apparel, power tools, computers, and footwear. Most recently he has been exploring the role of intermediaries, particularly in supply chains... View Details

April 2013
Article

First-Party Content and Coordination in Two-Sided Markets

By: Andrei Hagiu and Daniel Spulber

The strategic use of first-party content by two-sided platforms is driven by two key factors: the nature of buyer and seller expectations (favorable versus unfavorable) and the nature of the relationship between first-party content and third-party content (complements... View Details

Keywords: Two-sided Platforms; Platform Strategy; Technology; Information Technology; Performance Expectations; Strategy; Digital Platforms

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27 Oct 2002
Research & Ideas

Want a Happy Customer? Coordinate Sales and Marketing

even more difficult than in the past. Why the concern about coordination between sales and marketing? Every business exists for financial performance—making money. We know generally how to measure it across different companies and... View Details

Keywords: by Benson Shapiro

Research Summary

Information, Coordination and the Industrialisation of Countries (with Markus Reisinger)

The industrialization process of a country is often plagued by a failure to coordinate firms' investment decisions. Using the Global Games approach we can solve this coordination problem and eliminate the problem of multiple equilibria. We show how appropriate... View Details

December 2023
Article

Looking Forward – To Better Strategy-Sales Coordination

By: Frank V. Cespedes

Business decisions are about tomorrow, not yesterday. A key to looking forward in most firms is the annual strategy meeting, where linking sales efforts with strategy is vital for implementation and profitable growth. But according to surveys, less than half of... View Details

Keywords: Sales; Growth and Development Strategy; Corporate Strategy

2006
Conference Presentation

Coordinating Centralized Information and Decentralized Decision Making

By: Ranjay Gulati

August 2012 (Revised December 2012)
Case

Telecommunications Regulation and Coordinated Competition in Romania

By: Arthur Daemmrich, Alex Radu and Ana Sarbu

Leaders of the Romanian telecommunications agency must decide about a proposed international merger and how to structure bandwidth auctions critical to the telecoms market. The case is designed to teach about regulatory choices from the perspective of a regulatory... View Details

Keywords: Regulation; Auction Policy; European Union; Government Policy; Cell Phone Industry; Mergers and Acquisitions; Telecommunications Industry; Romania

Educators

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2022
Working Paper

Coordination and Incumbency Advantage in Multi-Party Systems: Evidence from French Elections

By: Kevin Dano, Francesco Ferlenga, Vincenzo Galasso, Caroline Le Pennec and Vincent Pons

In theory, free and fair elections can improve the selection of politicians and incentivize them to exert effort. In practice, incumbency advantage and coordination issues may lead to the (re)election of bad politicians. We ask whether these two forces compound each... View Details

Keywords: Political Parties; Incumbent Politicians; Democracy; Political Elections; Competitive Advantage

2012
Article

The Two Facets of Collaboration: Cooperation and Coordination in Strategic Alliances

By: Ranjay Gulati, Franz Wohlgezogen and Pavel Zhelyazkov

This paper unpacks two underspecified facets of collaboration: cooperation and coordination. Prior research has emphasized cooperation, and specifically the partners' commitment and alignment of interests, as the key determinant of collaborative success. Scholars have... View Details

Keywords: Alliances; Social and Collaborative Networks; Cooperation

Article

When Feeling Skillful Impairs Coordination in a Lottery Selection Task

By: Anna Dorfman, Yoella Bereby-Meyer and Simone Moran

Choosing a major field of study to secure a good job after graduation is a tacit coordination problem that requires considering others' choices. We examine how feeling skillful, either induced (Experiment 1) or measured (Experiment 2), affects coordination in this type... View Details

Article

Team Scaffolds: How Mesolevel Team Structures Enable Role-based Coordination in Temporary Groups

By: Melissa A. Valentine and Amy C. Edmondson

This paper shows how mesolevel structures support effective coordination in temporary groups. Prior research on coordination in temporary groups describes how roles encode individual responsibilities so that coordination between relative strangers is possible. We... View Details

Keywords: Groups and Teams; Health Care and Treatment; Cooperation; Health Industry