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  • Web

Organizational Behavior - Faculty & Research

authenticity and achieving financial stability and scalability. This case explores how purpose-driven companies navigate this tension between social mission and pragmatic market realities. Keywords: Purpose ; Identity ; Cultural Branding ; Impression Management ;... View Details
  • 2010
  • Article

The Strategic Use of Brand Biographies

By: Jill Avery, Neeru Paharia, Anat Keinan and Juliet Schor
We introduce the concept of a brand biography to describe an emerging trend in branding in which firms author a dynamic, historical account of the events that have shaped the brand over time. Using a particular type of brand biography, "the underdog," we empirically... View Details
Keywords: Marketing; Brands; Brand Management; Brand Building; Brand Positioning; Competitive Positioning; Marketing Strategy; Brands and Branding; Managerial Roles; Strategy; Product Positioning; Consumer Behavior; Biography; Success; Perception; Markets; Power and Influence; Consumer Products Industry; Beauty and Cosmetics Industry; Apparel and Accessories Industry; Auto Industry; Fashion Industry; Food and Beverage Industry
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  • September 2002
  • Teaching Note

Strategic Planning at NFTE

By: Allen S. Grossman and Daniel F. Curran
Teaching Note for (9-302-002). View Details
Keywords: Nonprofit Organizations; Growth Management; Management Practices and Processes; Corporate Entrepreneurship; Strategic Planning; Change; Organizational Design; Behavior; Decision Choices and Conditions; Partners and Partnerships
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  • October 2023
  • Article

Coordination and Bandwagon Effects: How Past Rankings Shape the Behavior of Voters and Candidates

By: Riako Granzier, Vincent Pons and Clémence Tricaud
Candidates’ placements in polls or past elections can be powerful coordination devices for both parties and voters. Using a regression discontinuity design in French elections, we show that candidates who place first by only a small margin in the first round are more... View Details
Keywords: Strategic Voting; Coordination; Bandwagon Effect; Regression Discontinuity Design; French Elections; Voting; Political Elections; Behavior; France
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  • December 2022 (Revised February 2025)
  • Module Note

How Do You Compete and Cooperate? Understanding Strategic Interactions

By: Jorge Tamayo
This module examines how firms interact strategically, both competitively and cooperatively, as they create and capture value. Although the module focuses on strategic interactions between competitors, an organization's relationships with buyers, suppliers, and... View Details
Keywords: Competitive Strategy; Cooperation; Value Creation; Business and Stakeholder Relations
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  • 08 Sep 2014
  • Research & Ideas

The Strategic Way To Hire a Sales Team

Cespedes explains a strategic process for hiring and managing an effective salesforce: book excerpt Build your Team: Recruitment And Selection From Aligning Strategy and Sales By Frank Cespedes Putting the right team on the field is... View Details
Keywords: by Carmen Nobel
  • Web

Organizational Behavior Curriculum - Faculty & Research

Organizational Behavior Overview Faculty Curriculum Seminars & Conferences Awards & Honors Doctoral Students MBA Required Curriculum (FIRST YEAR) Leadership and Organizational Behavior (LEAD) This course... View Details
  • Teaching Interest

MBA Required Curriculum Leadership and Organizational Behavior (LEAD)

By: Rakesh Khurana

This course focuses on how managers become effective leaders by addressing the human side of enterprise.

The first modules examine teams, individuals, and networks in the context of:

  • Web

Human Behavior & Decision-Making - Faculty & Research

that controversial choice. It traces the company’s scaling efforts, major fundraising rounds, acquisitions, and ultimate expansion to general access by 2023. Keywords: Purpose ; Identity ; Cultural Branding ; Impression Management ; Organization View Details
  • Summer 2017
  • Article

Measuring Consumer Preferences for Video Content Provision via Cord-Cutting Behavior

By: Jeffrey Prince and Shane Greenstein
The television industry is undergoing a generational shift in structure; however, many demand-side determinants are still not well understood. We model how consumers choose video content provision among over-the-air (OTA), paid subscription to cable or satellite, and... View Details
Keywords: Information Technology; Service Delivery; Consumer Behavior; Television Entertainment; Service Industry; Media and Broadcasting Industry
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  • Web

Organizational Behavior Awards & Honors - Faculty & Research

Organizational Behavior Overview Faculty Curriculum Seminars & Conferences Awards & Honors Doctoral Students 2025 Linda A. Hill : Named to Inc. 2025 Female Founders 500 List. 2024 Summer R. Jackson : Runner-up for the 2024 Administrative... View Details
  • 2022
  • Working Paper

The Need for Speed: The Impact of Capital Constraints on Strategic Misconduct

By: F. Christopher Eaglin
Under what conditions do firms engage in strategic misconduct? Why do they undertake actions that increase profitability yet break laws or violate strong norms often with costly consequences for public welfare? The strategic management literature offers two external... View Details
Keywords: Corporate Misconduct; Capital Constraints; Organizations; Crime and Corruption; Behavior; Situation or Environment; Capital
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  • 2013
  • Article

The Strategic Fitness Process: A Collaborative Action Research Method for Developing Organizational Prototypes and Dynamic Capabilities

By: Michael Beer
Organizations underperform and sometimes fail because their leaders are unable to learn the unvarnished truth from relevant stakeholders about how the design and behavior of the organization is misaligned with its goals and strategy. The Strategic Fitness Process (SFP)... View Details
Keywords: Organization Alignment; Dynamic Capabilities; Organization Design; Organizational Prototyping; Organizational Silence; Organizational Learning; Organizational Change and Adaptation; Strategic Planning; Organizational Design
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  • 2018
  • Working Paper

Opportunistic Returns and Dynamic Pricing: Empirical Evidence from Online Retailing in Emerging Markets

By: Chaithanya Bandi, Antonio Moreno, Donald Ngwe and Zhiji Xu
We investigate how dynamic pricing can lead to more product returns in the online retail industry. Using detailed sales data of more than two million transactions from the Indian online retail market, where price promotions are very common, we document two types of... View Details
Keywords: Cash On Delivery; Dynamic Pricing; Online Retail; Payment Methods; Strategic Customer Behavior; Opportunistic Returns; Price; Policy; Consumer Behavior; Emerging Markets; Retail Industry
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  • March 2010
  • Article

The Desire to Win: The Effects of Competitive Arousal on Motivation and Behavior

By: Deepak Malhotra
The paper theoretically elaborates and empirically investigates the "competitive arousal" model of decision making, which argues that elements of the strategic environment (e.g., head-to-head rivalry and time pressure) can fuel competitive motivations and behavior.... View Details
Keywords: Decision Making; Auctions; Bids and Bidding; Behavior; Motivation and Incentives; Personal Characteristics; Competition
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  • 2014
  • Book

Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling

By: Frank V. Cespedes
There are many books that provide strategy advice and selling methodologies. But there is a gap in the management literature when it comes to linking sales efforts with strategy. Part 1 of this book provides data indicating how and why sales remain (by far) the biggest... View Details
Keywords: Strategy; Sales
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  • Web

2018 Financial Risk and Regulation Survey - Behavioral Finance & Financial Stability

makers, HBS faculty members, and leading HBS alumni to examine and reflect on the events of the fall of 2008. In preparation for this event, the Behavioral Finance and Financial Stability Project (BFFS) at HBS conducted the 2018 Financial... View Details
  • July 2025
  • Teaching Note

Greenwood Online: A Fin-Tech Service for Culture and Community

By: James Riley and Bernal Cortés
In 2020, Ryan Glover and Paul Judge launched Greenwood, a fintech startup designed to counter systemic racial discrimination in the American banking ecosystem by offering accessible financial services tailored to Black and Brown communities, but available to all.... View Details
Keywords: Purpose; Identity; Cultural Branding; Impression Management; Organization Behavior; Strategic Alignment; Start-up; Mission and Purpose; Decision Making; Decisions; Marketing Strategy; Organizational Structure; Banking Industry; United States
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  • July 2025
  • Case

Greenwood Online: A Fin-Tech Service for Culture and Community (A)

By: James Riley and Bernal Cortés
In 2020, Ryan Glover and Paul Judge launched Greenwood, a fintech startup designed to counter systemic racial discrimination in the American banking ecosystem by offering accessible financial services tailored to Black and Brown communities, but available to all.... View Details
Keywords: Purpose; Identity; Cultural Branding; Impression Management; Organization Behavior; Strategic Alignment; Start-up; Mission and Purpose; Decisions; Marketing Strategy; Organizational Structure; Banking Industry; United States
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  • December 2000 (Revised March 2001)
  • Background Note

Strategic Use of Music in Marketing, The: A Selective Review

By: Gerald Zaltman and Nancy Puccinelli
Summarizes selected research on music and its impact on mood and shopping behavior, and its impact on the communication of ideas. View Details
Keywords: Communication Intention and Meaning; Music Entertainment; Marketing Strategy; Consumer Behavior; Behavior
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