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Human Behavior & Decision-Making - Faculty & Research

thoughts. Compare a wife's thought of a former lover while perusing her yearbook to that same thought during an intimate moment with her husband. In the former case, the reason for the production of that thought is clear ("I thought of... View Details
  • 29 Sep 2014
  • Research & Ideas

Why Do Outlet Stores Exist?

selling cast-off merchandise, some companies even design specific product lines for sale there. So what's going on? “We take for granted that outlet stores exist, but if you think about it, it's a little weird” "We take for granted... View Details
Keywords: by Michael Blanding; Apparel & Accessories; Fashion; Retail
  • 07 Jul 2008
  • Research & Ideas

Innovation Corrupted: How Managers Can Avoid Another Enron

natural gas market. Diversification into water utilities and broadband soon followed, as did expansion to other countries that promised to deregulate and privatize energy production and distribution. Unfortunately, applying the company's... View Details
Keywords: by Martha Lagace; Energy; Utilities
  • January 2021
  • Case

Anodot: Autonomous Business Monitoring

By: Antonio Moreno and Danielle Golan
Autonomous business monitoring platform Anodot leveraged machine learning to provide real-time alerts regarding business anomalies. Anodot’s solution was used in various industries in order to primarily monitor business health, such as revenue and payments, product... View Details
Keywords: Digital Platforms; Internet and the Web; Knowledge Sharing; Information Management; Sales; Value Creation; Product Positioning; Israel
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Moreno, Antonio, and Danielle Golan. "Anodot: Autonomous Business Monitoring." Harvard Business School Case 621-084, January 2021.
  • March 2023
  • Case

Woven Planet - Designing Software for the Car of the Future

By: Gary P. Pisano and Catherine Piner
Founded in 2021, Woven Planet Holdings—a subsidiary of Toyota Motor Corporation—was developing Arene, an automotive software platform consisting of an operating system, development and simulation tools, and a cloud-based service that could store and analyze vehicle... View Details
Keywords: Technology; Automated Driving; Innovation; Organizational Culture; Applications and Software; Safety; Product Launch; Product; Auto Industry; Technology Industry
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Pisano, Gary P., and Catherine Piner. "Woven Planet - Designing Software for the Car of the Future." Harvard Business School Case 623-064, March 2023.
  • March 2010
  • Case

Target: Responding to the Recession

By: Ranjay Gulati, Rajiv Lal and Cathy Ross
Within 10 months of Gregg Steinhafel's taking over as CEO at Target, the U.S. was mired in the most significant economic downturn in 50 years. Top competitor Wal-Mart had positioned itself well for the crisis, while Target's same store sales began to slide. While... View Details
Keywords: Financial Crisis; Strategy; Operations; Brands and Branding; Product Launch; Product Positioning; Competition; Retail Industry; United States
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Gulati, Ranjay, Rajiv Lal, and Cathy Ross. "Target: Responding to the Recession." Harvard Business School Case 510-016, March 2010.
  • 28 Jun 2022
  • Cold Call Podcast

Scaling a Fintech Startup for the Greater Good

Keywords: Financial Services
  • Research Summary

Women's Empowerment

"Female Empowerment: Further Evidence From a Commitment Savings Product in the Philippines." (with Dean Karlan and Wesley Yin) April 2009, World Development 38, Issue 3, March... View Details

  • Research Summary

Marketing and Privacy Concerns

When finer consumer information becomes available, competing firms sometimes target consumers too finely, disrupting scale economies prematurely. This leads to excessive product variety or to the wasteful exclusion of certain consumer types. This paper suggests that... View Details
  • Article

Are REC Markets a WRECk Waiting to Happen?

By: Jurgen Weiss
The paper examines a weakness of renewable portfolio standards (RPS) implemented via the use of renewable energy certificates (RECs) related to the uncertainty of REC-based revenue streams for renewable projects. Since the production of RECs in any given year depends... View Details
Keywords: Renewable Energy; Markets; Energy Industry
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Weiss, Jurgen. "Are REC Markets a WRECk Waiting to Happen?" Natural Gas & Electricity 23, no. 4 (November 2006): 7–11.
  • September 2018
  • Article

Assembling the Sales Team

By: Frank V. Cespedes
Data and analytical tasks have lengthened productivity ramp-up times in many sales contexts, making each hire a bigger sunk cost for a longer time. Most companies adopt two common practices: They hire on the basis of “experience” and/or look at their best reps and try... View Details
Keywords: Sales; Selection and Staffing
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Cespedes, Frank V. "Assembling the Sales Team." Top Sales Magazine (September 2018).
  • March 2018 (Revised April 2018)
  • Case

Morgan Stanley: Building Long-Term Sustainability

By: Vikram S. Gandhi and Lynn Schenk
This case focuses on the 10-year journey of one of the world's largest global financial institutions developing a sustainability strategy and integrating it across all of its business units. The case provides a deep dive into the challenges and successes of trying to... View Details
Keywords: Finance; Sustainability; Green Bonds; ESG; Environmental Sustainability; Strategy; Business Units; Integration; Financial Institutions
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Gandhi, Vikram S., and Lynn Schenk. "Morgan Stanley: Building Long-Term Sustainability." Harvard Business School Case 318-103, March 2018. (Revised April 2018.)
  • February 2015 (Revised May 2015)
  • Supplement

Nokia's Bridge Program: Outcome and Results (B)

By: Sandra J. Sucher and Susan J. Winterberg
Nokia's leaders reflect on the Bridge program, lessons learned during its implementation, and the business benefits it brought to the company. Nokia's Bridge program resulted in 60% of employees knowing their next step the day they exited the firm. It also helped... View Details
Keywords: Layoffs; Plant Closure; Outplacement; Shared Value; Business or Company Management; Job Cuts and Outsourcing; Restructuring; Employee Relationship Management; Telecommunications Industry
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Sucher, Sandra J., and Susan J. Winterberg. "Nokia's Bridge Program: Outcome and Results (B)." Harvard Business School Supplement 315-003, February 2015. (Revised May 2015.)
  • July 2013 (Revised March 2015)
  • Case

Carl Zeiss and Free-Form Production: Can We See Clearly Yet?

By: Willy Shih
The prescription eyeglass lens industry was complicated and highly fragmented, and even though many of the tools and techniques employed have been relatively unchanged over the last century, there was still a surprising pace of innovation. An aging population around... View Details
Keywords: History; Demand and Consumers; Disruptive Innovation; Vertical Integration; Theory; Technology Adoption; Health Industry
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Shih, Willy. "Carl Zeiss and Free-Form Production: Can We See Clearly Yet?" Harvard Business School Case 614-007, July 2013. (Revised March 2015.)
  • April 2012 (Revised March 2014)
  • Case

Social Strategy at Nike

By: Mikolaj Jan Piskorski and Ryan Johnson
Nike, which first started experimenting with social media and networking in 2004, has been consistently reducing its spending on traditional advertising. Yet, Nike has not pulled back on its overall marketing budget, instead opting to focus on "nontraditional"... View Details
Keywords: Strategy; Advertising Campaigns; Social and Collaborative Networks; Online Advertising; Apparel and Accessories Industry; Sports Industry
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Piskorski, Mikolaj Jan, and Ryan Johnson. "Social Strategy at Nike." Harvard Business School Case 712-484, April 2012. (Revised March 2014.)
  • October 2011 (Revised December 2012)
  • Case

eHealthpoint: Healthcare for Rural India

By: Richard G. Hamermesh, Mona Sinha and Elizabeth Vrolyk
Healthpoint Services sought to address rural India's shortage of quality and affordable healthcare with a multi-service platform that comprised telemedical health clinics called eHealthpoints, clean drinking water, a diagnostic lab, and a pharmacy. Could they convince... View Details
Keywords: Health Care and Treatment; Health Industry; India
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Hamermesh, Richard G., Mona Sinha, and Elizabeth Vrolyk. "eHealthpoint: Healthcare for Rural India." Harvard Business School Case 812-020, October 2011. (Revised December 2012.)
  • September 2003 (Revised March 2007)
  • Case

Direvo Biotech AG

Describes the financing and growth decisions facing Direvo, a young German biotech firm with a customer/partner that wants to become an investor. Also discusses the business model for Direvo's directed evolution technology, with applications in both industrial enzymes... View Details
Keywords: Business Model; Decisions; Business Exit or Shutdown; Value; Business Startups; Biotechnology Industry; Germany
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Roberts, Michael J., Vincent Dessain, and Anders Sjoman. "Direvo Biotech AG." Harvard Business School Case 804-017, September 2003. (Revised March 2007.)
  • October 1991 (Revised August 2000)
  • Case

Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)

By: V. Kasturi Rangan and Frank V. Cespedes
Becton Dickinson, a phenomenally successful company with an 80% market share in the blood collection needles and syringes market faces a change in the customer buying environment (cost containment pressures at hospitals). This forces a reevaluation of the company's... View Details
Keywords: Business Divisions; Customer Satisfaction; Demand and Consumers; Market Participation; Distribution Channels; Success; Corporate Strategy; Value Creation; Health Industry
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Rangan, V. Kasturi, and Frank V. Cespedes. "Becton Dickinson & Company: VACUTAINER Systems Division (Condensed)." Harvard Business School Case 592-037, October 1991. (Revised August 2000.)
  • 20 Aug 2015
  • News

Innovation needed for long-term sustainability

  • 17 Jun 2014
  • News

Disruptive Genius

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