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      • October 2021
      • Article

      Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach

      By: Nicolas Padilla and Eva Ascarza
      The success of Customer Relationship Management (CRM) programs ultimately depends on the firm's ability to understand consumers' preferences and precisely capture how these preferences may differ across customers. Only by understanding customer heterogeneity, firms can... View Details
      Keywords: Customer Management; Targeting; Deep Exponential Families; Probabilistic Machine Learning; Cold Start Problem; Customer Relationship Management; Programs; Consumer Behavior; Analysis
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      Padilla, Nicolas, and Eva Ascarza. "Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach." Journal of Marketing Research (JMR) 58, no. 5 (October 2021): 981–1006.
      • 2021
      • Report

      The Economic Impact of the Market-Making Internet Advertising, Content, Commerce, and Innovation

      By: John A. Deighton and Leora Kornfeld
      This research about the economic value of the Internet is conducted approximately every four years and highlights the importance of the internet ecosystem, which enables job creation and market-making opportunities. This highly valued, extensive piece of economic... View Details
      Keywords: Internet and the Web; Digital Marketing; Innovation and Invention; Communication Technology; Social Media; Advertising; Value; Brands and Branding
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      Deighton, John A., and Leora Kornfeld. "The Economic Impact of the Market-Making Internet Advertising, Content, Commerce, and Innovation." Report, Interactive Advertising Bureau (IAB), New York, October 2021.
      • October 2021
      • Case

      Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)

      By: James K. Sebenius and Alex Green
      When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for... View Details
      Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry
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      Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)." Harvard Business School Case 922-012, October 2021.
      • October 2021
      • Supplement

      Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)

      By: James K. Sebenius and Alex Green
      When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for... View Details
      Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry
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      Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)." Harvard Business School Supplement 922-013, October 2021.
      • September 2021 (Revised December 2023)
      • Case

      On the Bubble: Startup Bootstrapping

      By: Jeffrey J. Bussgang, Tom Quinn and Annelena Lobb
      Bubble was a software company in the low-code/no-code market, making tools that allowed users without traditional programming backgrounds or technical skills to build software. The case covers cofounder Joshua Haas’s engineering background, as he experienced a high... View Details
      Keywords: Business Startups; Business Growth and Maturation; Business Model; Business Plan; Disruption; Transformation; Trends; Customer Focus and Relationships; Customer Relationship Management; Cost vs Benefits; Decisions; Entrepreneurship; Venture Capital; Equity; Executive Compensation; Recruitment; Selection and Staffing; Disruptive Innovation; Technological Innovation; Job Interviews; Growth and Development Strategy; Ownership Stake; Opportunities; Applications and Software; Technology Adoption; Technology Industry; Web Services Industry; New York (city, NY); California; France
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      Bussgang, Jeffrey J., Tom Quinn, and Annelena Lobb. "On the Bubble: Startup Bootstrapping." Harvard Business School Case 822-033, September 2021. (Revised December 2023.)
      • September 2021 (Revised October 2022)
      • Supplement

      Hester Pharmaceuticals (B): Securing Supply

      By: Dante Roscini and John Masko
      Supplements the (A) case. In late 2020, demand for Hester Pharmaceutical’s (Hester’s) breakthrough oncology drug Akrozumab was outstripping the company’s most optimistic projections. In order to increase manufacturing capacity and meet the demand, Hester was... View Details
      Keywords: COVID-19 Pandemic; Cost vs Benefits; Trade; Supply Chain; Global Strategy; Buildings and Facilities; Operations; Health Care and Treatment; Demand and Consumers; Global Range; Globalized Markets and Industries; Pharmaceutical Industry; Italy; China; United States; Germany
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      Roscini, Dante, and John Masko. "Hester Pharmaceuticals (B): Securing Supply." Harvard Business School Supplement 722-009, September 2021. (Revised October 2022.)
      • September 2021 (Revised December 2021)
      • Case

      Telepass: From Tolling to Mobility Platform

      By: Chiara Farronato, Stefano Denicolai and Sarah Mehta
      Telepass, until very recently the sole processor of electronic toll payments on Italy’s highways, has ambitions beyond tolling. Since the mid-2010s, the company has been expanding into adjacent services. In 2017, Telepass launched TelepassPay—a mobile payment... View Details
      Keywords: Mobile Payment; App; Mobility Services; Analysis; Change; Change Management; Transformation; Transition; Innovation and Invention; Strategy; Information Technology; Mobile and Wireless Technology; Transportation; Transportation Networks; Value; Value Creation; Consumer Behavior; Technology Industry; Transportation Industry; Insurance Industry; Europe; Italy; Milan
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      Farronato, Chiara, Stefano Denicolai, and Sarah Mehta. "Telepass: From Tolling to Mobility Platform." Harvard Business School Case 622-011, September 2021. (Revised December 2021.)
      • 2021
      • Working Paper

      The Demand for Executive Skills

      By: Stephen Hansen, Raffaella Sadun, Tejas Ramdas and Joseph B. Fuller
      We use a unique corpus of job descriptions for C-suite positions to document skills requirements in top managerial occupations across a large sample of firms. A novel algorithm maps the text of each executive search into six separate skill clusters reflecting... View Details
      Keywords: C-Suite; Jobs and Positions; Competency and Skills; Management Skills; Job Search; Job Design and Levels
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      Hansen, Stephen, Raffaella Sadun, Tejas Ramdas, and Joseph B. Fuller. "The Demand for Executive Skills." Harvard Business School Working Paper, No. 21-133, June 2021.
      • September 13, 2021
      • Article

      Managing Through Crunch Time—Without Burning Out Your Team

      By: Flavio Serapiao, Andrew Hill and Boris Groysberg
      Crunch times—the long, stressful hours of work that are often required in the final weeks before a new product launch—can have an inordinate impact on the success of businesses and they’re powerful shapers of organizational culture. Effective leaders understand that... View Details
      Keywords: Leadership; Situation or Environment; Management Skills
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      Serapiao, Flavio, Andrew Hill, and Boris Groysberg. "Managing Through Crunch Time—Without Burning Out Your Team." Harvard Business Review Digital Articles (September 13, 2021).
      • September 2021
      • Case

      Tonya Thayer

      By: David Fubini
      Tonya Thayer, Senior Partner and leader of the Consumer Package Goods practice at Sinclair Consulting, must evaluate Alan Henderson, a Principal (junior) Partner and a key member within CPG, as the six-month update on his progress and development nears. While prior... View Details
      Keywords: Advice Giving; Performance Review; Performance Evaluation; Personal Development and Career
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      Fubini, David. "Tonya Thayer." Harvard Business School Case 422-022, September 2021.
      • September 2021 (Revised December 2021)
      • Case

      STARZPLAY: Shooting for the Stars

      By: Elie Ofek, Marco Bertini and Alpana Thapar
      In mid-2021, Maaz Sheikh, cofounder and CEO of STARZPLAY, a Dubai-based subscription video on demand (SVOD) provider that catered to the Middle East and North Africa region, was wrestling with how to find the right balance between continued subscriber growth and... View Details
      Keywords: Pricing; Growth; Profitability; Subscription Business; Business Model Innovation; Fintech; Subscription; Performance Measurement; Promotions; International Marketing; Streaming; Competition; Marketing; Price; Strategy; Entrepreneurship; Performance; Measurement and Metrics; Business Model; Media and Broadcasting Industry; Middle East; North Africa
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      Ofek, Elie, Marco Bertini, and Alpana Thapar. "STARZPLAY: Shooting for the Stars." Harvard Business School Case 522-005, September 2021. (Revised December 2021.)
      • September 2021
      • Article

      Network Interconnectivity and Entry into Platform Markets

      By: Feng Zhu, Xinxin Li, Ehsan Valavi and Marco Iansiti
      Digital technologies have led to the emergence of many platforms in our economy today. In certain platform networks, buyers in one market purchase services from providers in many other markets, whereas in others, buyers primarily purchase services from providers within... View Details
      Keywords: Network Interconnectivity; Platform Competition; Market Entry; Networks; Digital Platforms; Competition; Market Entry and Exit
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      Zhu, Feng, Xinxin Li, Ehsan Valavi, and Marco Iansiti. "Network Interconnectivity and Entry into Platform Markets." Information Systems Research 32, no. 3 (September 2021): 1009–1024.
      • Article

      Party-State Capitalism in China

      By: Margaret Pearson, Meg Rithmire and Kellee Tsai
      The “state capitalism” model, in which the state retains a dominant role as owner or investor-shareholder amidst the presence of markets and private firms, has received increasing attention, with China cited as the main exemplar. Yet as models evolve, so has China’s... View Details
      Keywords: Economic Policy; Communism; Capitalism; State Capitalism; Economic Systems; Economics; Policy; China
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      Pearson, Margaret, Meg Rithmire, and Kellee Tsai. "Party-State Capitalism in China." Current History 120, no. 827 (September 2021).
      • 2024
      • Working Paper

      The Pay of Finance Professors

      By: Claire Célérier, Boris Vallée and Alexey Vasilenko
      This paper documents the existence of a significant wage finance premium in academia, and investigates its underlying mechanism. By exploiting an extensive dataset covering wages, publications and socio-demographics for 60,000 public-university faculty from all fields,... View Details
      Keywords: Finance Wage Premium; Finance Academia; Wages; Higher Education
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      Célérier, Claire, Boris Vallée, and Alexey Vasilenko. "The Pay of Finance Professors." Working Paper, 2024.
      • August 2021
      • Case

      Danone S.A.: Becoming a Mission-Driven Company (A)

      By: Benjamin C. Esty and Emilie Billaud
      Emmanuel Faber became CEO of Danone SA, the French food and beverage company, in 2014. Right from the start, he ran the company with a dual commitment to both profit and purpose (i.e., ESG objectives). In fact, in 2018, he said, “It’s time to make sustainable business... View Details
      Keywords: Business and Stakeholder Relations; Corporate Governance; Leadership; Corporate Social Responsibility and Impact; Mission and Purpose; Environmental Sustainability; Goals and Objectives; Consumer Products Industry; Consumer Products Industry; France; Europe
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      Esty, Benjamin C., and Emilie Billaud. "Danone S.A.: Becoming a Mission-Driven Company (A)." Harvard Business School Case 722-354, August 2021.
      • August 2021
      • Supplement

      Danone S.A.: Becoming a Mission-Driven Company (B)

      By: Benjamin C. Esty and Emilie Billaud
      Describes the events that took place in the first six months after Danone became France’s first “entreprise à mission” (mission-driven company). View Details
      Keywords: Business and Stakeholder Relations; Corporate Governance; Leadership; Corporate Social Responsibility and Impact; Mission and Purpose; Environmental Sustainability; Goals and Objectives; Consumer Products Industry; Consumer Products Industry; France; Europe
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      Esty, Benjamin C., and Emilie Billaud. "Danone S.A.: Becoming a Mission-Driven Company (B)." Harvard Business School Supplement 722-355, August 2021.
      • August 2021
      • Supplement

      Danone S.A.: Becoming a Mission-Driven Company (C)

      By: Benjamin C. Esty and Emilie Billaud
      Describes the events that took place in the first year after Danone became France’s first “entreprise à mission” (mission-driven company). View Details
      Keywords: Business and Stakeholder Relations; Corporate Governance; Leadership; Corporate Social Responsibility and Impact; Mission and Purpose; Environmental Sustainability; Goals and Objectives; Consumer Products Industry; Consumer Products Industry; France; Europe
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      Esty, Benjamin C., and Emilie Billaud. "Danone S.A.: Becoming a Mission-Driven Company (C)." Harvard Business School Supplement 722-356, August 2021.
      • August 2021
      • Case

      Precision Paint Co.

      By: Iavor I. Bojinov, Chiara Farronato, Janice H. Hammond, Michael Parzen and Paul Hamilton
      Describes a marketing director about to launch a new process for demand forecasting. Provides data that allow students to do a multivariable regression analysis. A rewritten version of an earlier case. View Details
      Keywords: Regression; Prediction; Forecasting; Data Science; Analysis; Forecasting and Prediction
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      Bojinov, Iavor I., Chiara Farronato, Janice H. Hammond, Michael Parzen, and Paul Hamilton. "Precision Paint Co." Harvard Business School Case 622-055, August 2021.
      • August 2021 (Revised March 2023)
      • Technical Note

      Crossing Borders and Cultures: Global Branding

      By: Jill Avery and Michael Moynihan
      Many of the world's most valuable brands are global in scope. They benefit from shared meanings, systems, and stories across markets, and much of their allure for consumers lies in their "global-ness." Creating value from global brands requires successfully managing... View Details
      Keywords: Global Branding; Marketing; Brands and Branding; Globalized Markets and Industries; Supply and Industry; Cross-Cultural and Cross-Border Issues; Value Creation
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      Avery, Jill, and Michael Moynihan. "Crossing Borders and Cultures: Global Branding." Harvard Business School Technical Note 522-032, August 2021. (Revised March 2023.)
      • August 2021
      • Case

      Mylestone: Can Multiple Pivots Preserve the Life of a Death Tech Startup?

      By: Shikhar Ghosh and Marilyn Morgan Westner
      Dave Balter and Jim Myers co-founded Mylestone, a death tech startup that applied technology to transform how grieving people memorialize the dead. The startup addressed a cultural problem and promised to solve a pressing need in the antiquated, multi-billion dollar... View Details
      Keywords: Pivot; Startup; Business Model; Cryptocurrency; Ethical Decision Making; Emotions; Growth and Development Strategy; Ethics; Market Entry and Exit; Customer Relationship Management; Loss; Change Management; Relationships
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      Ghosh, Shikhar, and Marilyn Morgan Westner. "Mylestone: Can Multiple Pivots Preserve the Life of a Death Tech Startup?" Harvard Business School Case 822-018, August 2021.
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