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  • June 2016 (Revised March 2017)
  • Case

Global Wine War 2015: New World Versus Old

By: Christopher A. Bartlett and Sarah McAra
This case contrasts the tradition-bound Old World wine industry with the market-oriented New World producers in the battle for the Chinese wine market in 2015. China’s wine consumption growth presented a large and fast-growing export target that was extremely... View Details
Keywords: Competitive Advantage; Government Regulation; Industry Analysis; International Business; International Marketing; Market Entry; Exports; Business And Government Relations; China; Europe; France; Australia; Trade; Global Strategy; Governing Rules, Regulations, and Reforms; Consumer Behavior; Market Entry and Exit; Competition; Food and Beverage Industry; France; Europe; Australia; China
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    Michael L. Tushman

    Michael Tushman holds degrees from Northeastern University (B.S.E.E.), Cornell University (M.S.), and the Sloan School of Management at M.I.T. (Ph.D.). Tushman was on the faculty of the Graduate School of Business, Columbia University, from 1976 to 1998 where he was... View Details

    • 05 Jul 2017
    • Research & Ideas

    Are Stockbrokers Illegally Leaking Confidential Information to Favored Clients?

    and the broker—who earns higher fees by executing their piggyback trades. This behavior of the brokers is not confined to activists’ trades but systematically occur for informed trades: that is, any time the ‘smart money’ View Details
    Keywords: by Carmen Nobel; Financial Services
    • 05 May 2003
    • Research & Ideas

    Sharing the Responsibility of Corporate Governance

    500 are incorporated) have made it clear that maximizing shareholder return is required only when the breakup of the corporation has become inevitable or there is a change of control. For this purpose, a merger of two publicly held firms... View Details
    Keywords: by Carla Tishler

      Frances X. Frei

      Frances Frei is a Professor of Technology and Operations Management at Harvard Business School. Her research investigates how leaders accelerate performance and design for excellence in leadership, strategy, and operations. She regularly advises senior executives... View Details

      Keywords: airline; banking; fast food; financial services; health care; hotels ＆ motels; management consulting; media; nonprofit industry; professional services; retail financial services; service industry; sports; telecommunications; tourism; travel
      • 06 Jul 2009
      • What Do You Think?

      Are You Ready to Manage in an Irrational World?

      approach has supposed." Marie Taillard adds, "we are shifting away from thinking that we can predict or control the behavior of others ." Because economics is a study of value, Deepak Alse comments that "what we need... View Details
      Keywords: by Jim Heskett
      • Article

      Developing a Digital Mindset: How to Lead Your Organization into the Age of Data, Algorithms, and AI

      By: Tsedal Neeley and Paul Leonardi
      Learning new technological skills is essential for digital transformation. But it is not enough. Employees must be motivated to use their skills to create new opportunities. They need a digital mindset: a set of attitudes and behaviors that enable people and... View Details
      Keywords: Machine Learning; AI; Information Technology; Transformation; Competency and Skills; Employees; Technology Adoption; Leading Change; Digital Transformation
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      • 27 Oct 2020
      • Research & Ideas

      Can Being the ‘Token’ Give Women and Minorities a Competitive Edge?

      beliefs, attitudes, and demographic traits. The study, Going It Alone: Competition Increases the Attractiveness of Minority Status, will appear in the November issue of Organizational Behavior and Human Decision Processes. Standing out to... View Details
      Keywords: by Danielle Kost

        Learning to Successfully Hire in Online Labor Markets

        Hiring in online labor markets involves considerable uncertainty: which hiring choices are more likely to yield successful outcomes and how do employers adjust their hiring behaviors to make such choices? We argue that employers will initially explore the value... View Details
        • May 3, 2023
        • Article

        What Top-Performing Sales Managers Do Differently

        By: Mike Schultz and Frank V. Cespedes
        Sales managers hire reps, influence their training, provide (we hope) feedback and so reinforce good selling behaviors, and are key in the execution of growth and change initiatives. In a study of more than 1,000 sales managers and sellers across industries, we found... View Details
        Keywords: Management Practices and Processes; Sales; Performance Effectiveness
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        • January 2021 (Revised March 2022)
        • Case

        Arçelik: From a Dealer Network to an Omnichannel Experience

        By: Ayelet Israeli and Fares Khrais
        Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details
        Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Digital Platforms; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
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        • Research Summary

        Corporate Investment and Stock Market Listing: A Puzzle?

        In joint work with John Asker and Alexander Ljungqvist, we investigate whether short-termism distorts the investment decisions of stock market listed firms. To do so, we compare the investment behavior of observably similar public and private firms using a new... View Details

        • 11 Aug 2003
        • Research & Ideas

        Why Budgeting Kills Your Company

        opposite has occurred; Hope cites this as evidence that the further out toward the customer-facing nodes of an organization you push the profit responsibility, the more cost-conscious and innovative the employee behavior you get. Indeed,... View Details
        Keywords: by Loren Gary
        • Article

        Real Effects of Relational Contracts

        By: Steven Blader, Claudine Gartenberg, Rebecca Henderson and Andrea Pratt
        How important are factors such as "firm culture" and "employee engagement" in driving firm performance? Increasing evidence from a wide range of fields suggests that productivity differs widely across firms, even after the inclusion of careful controls for factors such... View Details
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        • 15 May 2013
        • Research & Ideas

        From McRibs to Maseratis: The Power of Scarcity Marketing

        Editor's note: Think money can't buy happiness? Behavioral economists Elizabeth Dunn and Michael Norton beg to differ. It actually can, they say—but only if we spend it the right way. In their book released this week, Happy Money: The... View Details
        Keywords: Re: Michael I. Norton
        • 08 Feb 2021
        • Book

        How to Make the World Better, Not Perfect

        think like a social scientist about what would actually lead another person, one I didn’t know well, to change his behavior. I am confident that my effort flopped and that Doug understood the psychology of View Details
        Keywords: by Michael Blanding
        • May 2019
        • Supplement

        Kjell and Company: Motivating Salespeople with Incentive Compensation (D)

        By: Doug J. Chung
        Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
        Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
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        • 24 Jul 2019
        • Lessons from the Classroom

        Can These Business Students Motivate Londoners to Do the Right Thing?

        choices are presented—can encourage people to change their behavior in pursuit of policy goals, says Michael Luca, the Lee J. Styslinger III Associate Professor of Business Administration at Harvard Business... View Details
        Keywords: by Dina Gerdeman

          Linda A. Hill

          Linda A. Hill is the Wallace Brett Donham Professor of Business Administration at the Harvard Business School and Faculty Chair of the Leadership Initiative. Hill is regarded as one of the top experts on leadership and innovation. Hill is... View Details

          • 03 Apr 2007
          • First Look

          First Look: April 3, 2007

          Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=707027 eClinicalWorks: The Paths to Growth Harvard Business School Case 807-025 In January 2006, eClinicalWorks (eCW) had an acquisition opportunity that could fundamentally View Details
          Keywords: Martha Lagace