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  • May 2019
  • Supplement

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

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; Change Management; Behavior; Electronics Industry; Sweden
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  • 2019
  • Working Paper

The Wisdom of Crowds in Operations: Forecasting Using Prediction Markets

By: Achal Bassamboo, Ruomeng Cui and Antonio Moreno
Prediction is an important activity in various business processes, but it becomes difficult when historical information is not available, such as forecasting demand of a new product. One approach that can be applied in such situations is to crowdsource opinions from... View Details
Keywords: Wisdom Of Crowds; Demand Forecasting; Price Forecasting; Forecasting and Prediction; Social and Collaborative Networks; Size; Performance
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  • 2016
  • Working Paper

The State of Small Business Lending: Innovation and Technology and the Implications for Regulation

By: Karen Gordon Mills and Brayden McCarthy
Small businesses were among the hardest hit in the Great Recession, accounting for more than 60% of the total jobs lost. The economic crisis was one focused on the banking sector, which is one reason for the disproportionately high impact on America’s small businesses,... View Details
Keywords: Small Business; Financing and Loans; Financial Crisis
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  • October 2016
  • Case

Turkasset: Bringing Customer-Centricity to Debt Collection

By: Dennis Campbell and Gamze Yucaoglu
In December 2014, in preparation for the year-end board presentation, Hilmi Guvenal (PMD 1993), shareholder and CEO of Turkasset, and Ilker Yoney, COO, sat down to discuss Turkasset’s five- and ten-year strategic plans. Since taking leadership of the company in 2009,... View Details
Keywords: Customer Satisfaction; Customer Experience; Customer Service; Customer-centric; Emerging Market; Customer Focus; Employee Empowerment; Employee Engagement; Employee Training; Staffing; Operations Management; Quality Management; Service Management; Service Quality; Continuous Improvement; Turkasset; Collections Agency; NPL; Call Center; Financial Services; Borrowing and Debt; Customer Focus and Relationships; Organizational Culture; Operations; Management; Service Operations; Quality; Competitive Advantage; Cost vs Benefits; Financial Services Industry; Turkey
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  • 11 Jul 2023
  • Blog Post

Second Life: Reflections on Complementing Success with an Encore Career

C-suite executive. “I took a year off to decompress and do some fun things,” Kloeblen explains. As a skilled woodworker, an experienced health coach, and a licensed sea captain, he had many interests to explore and enjoy long subordinated... View Details
  • Web

Teaching Quantitative Material - Christensen Center for Teaching & Learning

an analysis. Core Principles Although case instructors exhibit a variety of styles and approaches in teaching quantitative materials, many incorporate the following principles: View quant segments as “workshops”—not polished performances Approach quant segments as... View Details
  • 23 Jun 2008
  • Research & Ideas

Innovative Ways to Encourage Personal Savings

many ways from the type of finance researched and taught at business schools. I explored how financial services were practiced in a place like South Central, focusing in particular on the opportunities to leverage social organizations to... View Details
Keywords: by Martha Lagace; Financial Services
  • 17 Dec 2007
  • Research & Ideas

The Rise of Medical Tourism

describes, the globalization of health care also provides a fascinating angle on globalization generally and is of great interest to corporate strategists. "Apollo Hospitals—First-World Health Care at Emerging-Market Prices" View Details
Keywords: by Martha Lagace; Health; Medical Devices & Supplies
  • 19 Mar 2012
  • HBS Case

HBS Cases: Overcoming the Stress of ‘Englishnization’

improve. Future research, Neeley says, includes exploring the role of language as the mechanism by which companies transform from a domestic to a global player-the fulcrum of language. When teaching the Rakuten case at HBS, where 35... View Details
Keywords: by Kim Girard
  • 26 May 2003
  • Research & Ideas

When Silence Spells Trouble at Work

failed to create a compelling vision, and the company continued with no clear direction. Pressure For Unanimity This meeting shows how the pressure for unanimity can prevent employees of roughly equal grade and status—even top managers—from View Details
Keywords: by Leslie A. Perlow
  • Profile

Emily Schlichting

issue," she says. "I'm somebody who's really good at managing processes and getting things done. The HBS curriculum is designed to explore all the different business functions, giving you a strong foundation in general... View Details
Keywords: Healthcare/Biotech; Nonprofit/Government/Education
  • 25 Aug 2014
  • Working Paper Summaries

Agglomeration and Innovation

Keywords: by Gerald A. Carlino & William R. Kerr
  • 20 Nov 2007
  • Working Paper Summaries

The “Fees → Savings” Link, or Purchasing Fifty Pounds of Pasta

Keywords: by Michael I. Norton & Leonard Lee; Retail
  • September 2024
  • Case

Eat App: Building and Monetizing an End-to-End Dining Experience Solution

By: Elie Ofek and Ahmed Dahawy
Founded in 2015 in Bahrain, Eat App was an up-and-coming player in the global restaurant management software business. In early 2024, having shifted to a product-led growth strategy, the company’s co-founders faced a host of decisions that could greatly impact their... View Details
Keywords: Price; Growth and Development Strategy; Product Marketing; Negotiation Deal; Internet and the Web; Value Creation; Profit; Revenue; Applications and Software; Product; Food and Beverage Industry; Technology Industry; Bahrain; United Arab Emirates; Abu Dhabi; Dubai
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  • August 15, 2014
  • Article

Can an Outside CEO Run a Family-Owned Business?

By: Josh Baron and Rob Lachenauer
This article explores the intricate dynamics that often characterize family-owned businesses, shedding light on key archetypes that play prominent roles within these organizations. Using a narrative approach, the article illustrates the challenges faced by leaders... View Details
Keywords: Family Ownership; Personal Characteristics; Family and Family Relationships; Management Practices and Processes
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  • 2022
  • Article

Social Interactivity in Live Video Experiences Reduces Loneliness

By: Benjamin T. Kaveladze, Robert R. Morris, Rosa Victoria Dimitrova-Gammeltoft, Amit Goldenberg, James J. Gross, Judd Antin, Melissa Sandgren and Melissa C. Thomas-Hunt
Background: Loneliness, especially when chronic, can substantially reduce one's quality of life. However, positive social experiences might help to break cycles of loneliness by promoting more prosocial cognitions and behaviors. Internet-mediated live video... View Details
Keywords: Lonelines; Social Connection; Internet-mediated Communication; Experiment; Emotions; Well-being; Interpersonal Communication; Internet
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  • October 2017
  • Article

Toward a Prescriptive Theory of Dynamic Capabilities: Connecting Strategic Choice, Learning, and Competition

By: Gary P. Pisano
The field of strategy has mounted an enormous effort to understand, define, predict, and measure how organizational capabilities shape competitive advantage. While the notion that capabilities influence strategy dates back to the work of Andrews (1971, The Concept... View Details
Keywords: Business Admnistration; Market Structure; Firm Structure; Market Efficiency; Competency and Skills; Organizational Structure; Strategy
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  • January 2009
  • Supplement

The Tip of the Iceberg: JP Morgan Chase and Bear Stearns (B1)

By: Clayton S. Rose, Daniel Baird Bergstresser and David Lane
Bear Stearns & Co burned through nearly all of its $18 billion in cash reserves during the week of March 10, 2008, and an unprecedented provision of liquidity support from the Federal Reserve on Friday March 13 was insufficient to reverse the decline in Bear's... View Details
Keywords: Economic Slowdown and Stagnation; Capital; Financial Liquidity; Banks and Banking; Governance; Crisis Management; Failure; Business and Stakeholder Relations; Balance and Stability; Valuation; New York (state, US)
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  • February 2008 (Revised May 2008)
  • Case

Lincoln Financial Group (A)

Lincoln Financial Group (LFG) reorganizes its business in order to improve customer intimacy. However, to implement the strategy, they need to effect significant changes in the skills of their salespeople. This case series straddles human resource management, corporate... View Details
Keywords: Competency and Skills; Customer Relationship Management; Training; Selection and Staffing; Organizational Change and Adaptation; Performance Evaluation; Sales; Corporate Strategy
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  • Teaching Interest

Contemporary Developing Countries: Entrepreneurial Solutions to Intractable Problems

By: Tarun Khanna

What problems do developing countries face, and how can individuals contribute to solutions rather than awaiting the largesse of the state or other actors? Intractable problems – such as lack of access to education and healthcare, forced reliance on contaminated... View Details