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Publications

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  • 10 Jan 2005
  • Research & Ideas

Motivation and the Cross-Sector Alliance

not doing this to increase our sales ... or our profits." Our sample cases have exhibited remarkable correlation between altruistic drives and family companies. From an ethical point of view, it is to be expected that individuals... View Details
Keywords: by James Austin, Ezequiel Reficco & SEKN research team
  • 13 Sep 2011
  • First Look

First Look: September 13

Advertising (DTCA), detailing, and Meetings and Events (M&E). We then propose an alternative choice model specification that relaxes the IPS property-the so-called "flexible substitution" logit (FSL) model. The (random coefficient) FSL model predicts that... View Details
Keywords: Sean Silverthorne
  • 01 Sep 2014
  • News

All For One

course before leaving for California in the morning, she arrives carrying a pile of books and papers. She’s considered one of the School’s preeminent management “gurus,” a title that has inevitably attached itself to her ability to View Details
Keywords: Michael Blanding; faculty; research; Market Research, Photo, Translation, Veterinary and Other Services; Professional Services
  • 14 Mar 2017
  • First Look

First Look at New Research, March 14

double sales. Should he focus on direct sales or add more channel partners? Purchase this case: https://cb.hbsp.harvard.edu/cbmp/product/817001-PDF-ENG Harvard Business School Case 516-023 Managing Marketing... View Details
Keywords: Sean Silverthorne
  • 29 Mar 2016
  • First Look

March 29, 2016

https://www.hbs.edu/faculty/Pages/item.aspx?num=45842 Strategic Channel Selection with Online Platforms: An Empirical Analysis of the Daily Deal Industry By: Zhang, Lingling, and Doug J. Chung Abstract—The platform—a business model that... View Details
Keywords: Sean Silverthorne
  • 20 Mar 2018
  • First Look

First Look at New Research and Ideas, March 20, 2018

aims to maximize revenue from multiple products with limited inventory constraints. As common in practice, the retailer does not know the consumer's purchase probability at each price and must learn the mean demand from sales data. We... View Details
Keywords: Sean Silverthorne
  • 26 Oct 2010
  • First Look

First Look: October 26, 2010

set of analytic and practical challenges arises, which this article explores via three cases: 1) a cross-border, large-dollar complex sales effort requiring interlocking financial, political, and organizational negotiations among dozens... View Details
Keywords: Sean Silverthorne
  • 02 Feb 2016
  • First Look

February 2, 2016

quality of accounting information. Overall, a tractable accounting-based valuation model provides a unifying framework for obtaining reliable proxies of expected returns worldwide. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=49238 Design of... View Details
Keywords: Sean Silverthorne
  • 21 Aug 2018
  • First Look

New Research and Ideas, August 21, 2018

accuracy of daily sales forecasts. We collaborated with an online apparel retailer to assemble a dataset that combines (1) detailed internal operational information, including data on sales, advertising, and promotions, as well as (2)... View Details
Keywords: Dina Gerdeman
  • 26 Jan 2016
  • First Look

January 26, 2016

entrepreneurial channel using data from the Longitudinal Business Database of the U.S. Census Bureau. The marginal effect of taxation for growth for a state at the 10th or 25th percentile of corruption is significantly positive; on the... View Details
Keywords: Sean Silverthorne
  • 08 Jun 2010
  • First Look

First Look: June 8

to accomplish the following: mine your sales data to identify "homerun" products you're missing; reinvent your forecasting and pricing strategies; build end-to-end agility into your supply chain; establish incentives that align... View Details
Keywords: Martha Lagace
  • 16 Sep 2014
  • First Look

First Look: September 16

channel is the most relevant one. Download working paper: http://ssrn.com/abstract=2419522 Competition and Social Identity in the Workplace: Evidence from a Chinese Textile Firm By: Kato, Takao, and Pian Shu Abstract—We study the impact... View Details
Keywords: Sean Silverthorne
  • 01 Dec 2003
  • News

Can Manufacturing Keep Its Edge?

Linda Katz (both MBA 1994) considered thirty different companies before buying Molded Dimensions, Inc., a manufacturer of rubber and polyurethane products located outside Milwaukee, Wisconsin. Since purchasing the company in April 2001, the Katzes have concentrated on... View Details
Keywords: Julia Hanna; Manufacturing
  • 01 Dec 1996
  • News

An Entrepreneurial Journey

broadcaster in the country. In 1972, L. Lowry Mays (MBA '62) bought a Texas radio station for $175,000; today his Clear Channel Communications owns 18 TV stations and 140 radio stations across the country. HBS alumni would make their... View Details
  • October 2016
  • Supplement

24 Hour Fitness (B): Ownership Changes, 2005–2016

By: John R. Wells and Gabriel Ellsworth
In 2016, 24 Hour Fitness was the number-two fitness chain in the United States, generating revenues of $1.4 billion from 441 clubs serving 3.8 million members. Based in San Ramon, California, 24 Hour Fitness operated clubs in 13 states. Having grown rapidly to become... View Details
Keywords: Advertising; Advertising Campaigns; Buildings and Facilities; Acquisition; Business Growth and Maturation; Business Model; Business Organization; For-Profit Firms; Customers; Customer Focus and Relationships; Customer Satisfaction; Age; Training; Private Equity; Financing and Loans; Price; Profit; Revenue; Geographic Location; Geographic Scope; Health; Nutrition; Business History; Human Resources; Employees; Employee Relationship Management; Recruitment; Selection and Staffing; Journals and Magazines; Human Capital; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Management Teams; Marketing; Brands and Branding; Marketing Channels; Marketing Communications; Marketing Strategy; Social Marketing; Demand and Consumers; Market Entry and Exit; Media; Organizational Design; Private Ownership; Problems and Challenges; Groups and Teams; Sales; Salesforce Management; Situation or Environment; Welfare or Wellbeing; Sports; Strategy; Business Strategy; Competition; Competitive Strategy; Competitive Advantage; Corporate Strategy; Expansion; Segmentation; Information Technology; Internet; Mobile Technology; Online Technology; Software; Web Sites; Value; Valuation; Health Industry; Media and Broadcasting Industry; United States; California; San Francisco
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  • 21 Apr 2015
  • First Look

First Look: April 21

majority of aggregate productivity gains, suggesting that ignoring this channel could lead to substantial bias in understanding the nature of gains from multinational production. Download working paper: http://ssrn.com/abstract=2101302... View Details
Keywords: Carmen Nobel & Sean Silverthorne
  • 29 Jan 2008
  • First Look

First Look: January 29, 2008

1,582 loans financing private equity-sponsored leveraged buyouts between 1993 and 2005, we find that bank relationships explain cross-sectional variation in the loan interest rate and covenant structure. Our results indicate that two View Details
Keywords: Martha Lagace
  • 19 Feb 2019
  • First Look

New Research and Ideas, February 19, 2019

are more effective for partisans, candidate advertising is more effective for non-partisans, whereas outside advertising is more effective for partisan voters. Our findings can help strategists efficiently allocate resources across and within View Details
Keywords: Sean Silverthorne
  • 14 May 2008
  • Research & Ideas

Getting Down to the Business of Creativity

and behaviors of both consumers and the distribution channels so that Montague folding bicycles have legitimacy." Harry Montague, an avid cyclist, is an example of the sort of "user-entrepreneur" studied by Tripsas.... View Details
Keywords: by Julia Hanna; Retail; Apparel & Accessories; Fashion; Entertainment & Recreation
  • 06 Nov 2000
  • Research & Ideas

The Determinants of Corporate Venture Capital Success

emphasis toward xerography characterized the Haloid Company in the 1950s. In 1961, in recognition of the spectacular growth of sales engendered by the first plain-paper copier, the firm was renamed the Xerox Corporation. In response to... View Details
Keywords: by Paul Gompers & Josh Lerner