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Research Summary

Overview

By: Rohit Deshpande

Customer Centricity Rohit Deshpandé's research program focuses on Customer-Centricity. A stream of projects examines the interaction between corporate and national culture as they influence the development and implementation of global marketing strategies in high... View Details

June 2020
Background Note

Customer Management Dynamics and Cohort Analysis

By: Elie Ofek, Barak Libai and Eitan Muller

The digital revolution has allowed companies to amass considerable amounts of data on their customers. Using this information to generate actionable insights is fast becoming a critical skill that firms must master if they wish to effectively compete and win in today’s... View Details

Keywords: Cohort Analysis; Customers; Analytics and Data Science; Segmentation; Analysis; Customer Value and Value Chain

16 Jun 2014
Blog Post

Recruiting Millennials in a Global Market

The recruiting landscape is in constant flux and influenced by numerous external factors. The nancial crisis several years ago was a global event that affected all of us directly. But more often than not there are subtle changes that... View Details

20 Apr 2016
Research & Ideas

When CEOs Become Activists

Business, Aaron Chatterji, call “CEO activism,” in which corporate executives speak out about social or environmental issues not obviously related to their core businesses. “What prompted this research is that we kept observing instances... View Details

Keywords: by Carmen Nobel; Technology; Publishing

29 Oct 2018
Working Paper Summaries

Public Sentiment and the Price of Corporate Sustainability

Keywords: by George Serafeim

September–October 2024
Article

The Art of Leading Teammates

By: Tom Brady and Nitin Nohria

When our society talks about leaders, we focus on formal roles, such as the CEO. This view undervalues the role of informal leaders—team members who influence outcomes by the tone they set, how they conduct themselves, and how they interact with their peers. Their job... View Details

Keywords: Groups and Teams; Power and Influence; Leadership; Status and Position

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Admissions & Financial Support - Doctoral

Shunyuan Zhang Marketing Student Research Reputation Burning: Analyzing the Impact of Brand Sponsorship on Social Influencers By: Mengjie Cheng and Shunyuan Zhang 01 JUL 2025 | Management Science Extraverts... View Details

October 1975 (Revised June 1983)
Background Note

Understanding Communications in One-To-One Relationships

By: John J. Gabarro

Introduces the concepts of assumptions, perceptions and feelings, and applies these concepts to the problem of understanding the behavior that takes place between people in relationships. The note discusses a particular interaction that takes place between two men in a... View Details

Keywords: Interpersonal Communication; Emotions; Behavior; Attitudes; Perspective; Relationships

August 2007 (Revised September 2007)
Background Note

Negotiation Strategy: Pattern Recognition Game

By: Gregory M. Barron and Michael A. Wheeler

In negotiation, correctly identifying your counterpart's strategy is vital. Only then can you constructively influence their behavior-or adapt appropriately to what they are doing. This case-and its related computer-based exercise (Negotiation Strategy... View Details

Keywords: Negotiation; Behavior; Conflict and Resolution; Power and Influence; Strategy; Competition; Cooperation

08 Mar 2016
Research & Ideas

Solving an Economic Mystery Surrounding Argentina and Chile

at a time when there are many social protests calling for more spending on education and health care. However one needs to keep things in perspective. The unemployment rate, for example, is 6 per cent. Compare that to 7.5 per cent in... View Details

Keywords: by Sean Silverthorne

2016
Book

Strategy Beyond Markets

By: John de Figueiredo, Michael Lenox, Felix Oberholzer-Gee and Rick Vanden Bergh

Strategy beyond markets has been an active area of research inquiry since the early 1990s. Since its inception, the scholarship emanating from this research stream has grown substantially in quantity, quality, and breadth. Likewise, firms across the world have... View Details

Keywords: Strategy

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12 Sep 2012
Research & Ideas

The Unexpected Link Between Cadavers and Careers

individual factors that might influence co-donation by married couples. Focus On Hawaii The team set out to analyze and classify 1,746 archived records of registered donors to the University of Hawaii's Willed Body Program from 1967 to... View Details

Keywords: by Carmen Nobel; Education; Health

May 1996
Background Note

The GM's Operational Challenge: Managing Through People

By: Christopher A. Bartlett and Ashish Nanda

Highlights and explores how a general manager adds value to the firm at the operational level by managing through people. Discusses how assumptions about human motivation influence the employment contract that the general manager implicitly enters into with the workers... View Details

Keywords: Employee Relationship Management; Selection and Staffing; Contracts; Managerial Roles; Operations; Problems and Challenges; Labor and Management Relations; Motivation and Incentives; Value

January 2022 (Revised April 2025)
Case

Steem Versus Hive: Testing Blockchain Governance

By: Shikhar Ghosh and Shweta Bagai

This case examines a pivotal governance conflict that occurred in 2020 when Justin Sun, founder of the TRON blockchain, acquired Steemit Inc., the company behind a popular social media platform operating on the Steem blockchain. Steem, launched in 2016 by Daniel... View Details

Keywords: Blockchain; Mergers and Acquisitions; Values and Beliefs; Corporate Governance; Organizational Culture; Social and Collaborative Networks; Technology Industry

05 Jan 2017
Blog Post

Crossing the River: The HBS/HKS Joint Degree Program

rigor it deserved. The more time I spent in the social sector, the more I recognized that robust applications of strategy, financial analysis, and enterprise management were underrepresented in the field. After surveying potential... View Details

2014
Article

Are Patents Creative or Destructive?

By: Tom Nicholas

Current debate over patent aggregation has led to renewed interest in the long-standing question concerning whether patents are a creative or a destructive influence on the process of technological development. In this paper I examine the basic patent tradeoff between... View Details

Keywords: Innovation; Incentives; Patents; Technological Innovation; Motivation and Incentives

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March 2018
Exercise

Does It Hurt To Ask?

By: Alison Wood Brooks

Does It Hurt To Ask? (DIHTA) is an interactive exercise that pairs students (in groups of two) for a brief, spontaneous, open-ended conversation during class. Each student is given instructions to ask many questions (as many as possible) or few questions (ideally zero)... View Details

Keywords: Interpersonal Communication; Communication Strategy; Perception; Information; Power and Influence

2021
Working Paper

Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences

By: Valerio Capraro, Jillian J. Jordan and Ben Tappin

A growing body of work suggests that people are sensitive to moral framing in economic games involving prosociality, suggesting that people hold moral preferences for doing the “right thing”. What gives rise to these preferences? Here, we evaluate the explanatory power... View Details

Keywords: Moral Preferences; Moral Frames; Observability; Trustworthiness; Trust Game; Trade-off Game; Moral Sensibility; Reputation; Behavior; Trust