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    How Fast and Flexible Do You Want Your Information, Really?

    Almost all executives want more and faster information, and almost all companies are racing to provide it. What many of them are overlooking is that the real aim should not be faster information but faster decision making, and those aren't the same things. Executives... View Details
    • 2018
    • Working Paper

    Trade Creditors' Information Advantage

    By: Victoria Ivashina and Benjamin Iverson
    Using information on the sales of debt claims for 132 U.S. Chapter 11 bankruptcy cases, we show that large trade creditors’ decisions to sell receivables of a distressed company in bankruptcy are predictive of lower recovery rates, and that in such cases these... View Details
    Keywords: Trade Credit; Distress; Bankruptcy; Credit; Information; Insolvency and Bankruptcy
    Related
    • 07 Feb 2007
    • Research & Ideas

    Dividends from Schumpeter’s Noble Failure

    them."6 This may be true enough, but here Schumpeter extends the theme of cycles into something like a determinate paradigm. He attempts the hopeless task of fitting historical patterns of business... View Details
    Keywords: by Thomas K. McCraw
    • October 2010 (Revised June 2014)
    • Case

    Volkswagen do Brasil: Driving Strategy with the Balanced Scorecard

    By: Robert S. Kaplan and Ricardo Reisen de Pinho
    A new management team at VW do Brazil develops and deploys a strategy map and Balanced Scorecard to accomplish a turnaround and cultural change after eight consecutive years of financial losses and market share declines. The team uses the strategy map to align... View Details
    Keywords: Business Cycles; Developing Countries and Economies; Management Teams; Leadership; Balanced Scorecard; Strategic Planning; Balance and Stability; Motivation and Incentives; Communication Strategy; Competitive Advantage; Auto Industry; Brazil; Germany
    Related
    • 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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    • November 1999 (Revised July 2003)
    • Case

    Pre-Paid Legal Services, Inc.

    By: Paul M. Healy and Jacob Cohen
    Pre-Paid Legal Services' business model reveals two key issues--managing the sales force and sales growth and managing claims. Students analyze the economics of the business and consider how to measure firm performance, how to evaluate and reward the sales force, and... View Details
    Keywords: Financial Management; Financial Strategy; Salesforce Management; Marketing Strategy; Accrual Accounting; Business Cycles; Forecasting and Prediction; Insurance; Business Growth and Maturation; Insurance Industry
    Related
    • January – February 2009
    • Article

    Content vs. Advertising: The Impact of Competition on Media Firm Strategy

    By: David Godes, Elie Ofek and Miklos Sarvary
    Media firms compete in two connected markets. They face rivalry for the sale of content to consumers, and at the same time, they compete for advertisers seeking access to the attention of these consumers. We explore the implications of such two-sided competition on the... View Details
    Keywords: Monopoly; Duopoly and Oligopoly; Business Model; Price; Media; Competitive Strategy; Competitive Advantage; Advertising; Profit; Media and Broadcasting Industry
    Related
    • September 2022 (Revised January 2025)
    • Case

    The Pokémon Company: Evolving into an Everlasting Brand

    By: Tomomichi Amano and Masaki Nomura
    Super Bowl 50, the fiftieth annual championship game of the American National Football League played in February 2016, featured 52 commercials, and brands spent more than six million dollars each for a 30-second commercial slot. Surprisingly, the commercial that... View Details
    Keywords: Advertising; Brands and Branding; Marketing Strategy; Consumer Behavior; Growth and Development Strategy; Video Game Industry; Japan
    Related
    • 2017
    • Working Paper

    Salience through Information Technology: The Effect of Balance Availability on the Smoothing of SNAP Benefits

    By: Andrew Hillis
    Recipients of the Supplemental Nutrition Assistance Program (SNAP) run out of most benefits before halfway through a benefit deposit cycle. I study the introduction of a mobile software application, Fresh EBT, that enables beneficiaries to check their available balance... View Details
    Keywords: Mobile Technology; Welfare or Wellbeing; Technology Adoption; Behavior
    Related
    • 07 Jun 2016
    • Op-Ed

    Can Brand Trump Win a Presidency?

    TripAdvisor. Brand Trump has been extended to other categories, from steaks, to education, to apparel. Not all of these ventures have succeeded. Few guests see the competencies of a good hotelier as relevant to designing distinctive... View Details
    Keywords: by John A. Quelch; Advertising; Media & Broadcasting

      James L. Heskett

      James L. Heskett is UPS Foundation Professor Emeritus at the Harvard Business School and author of his latest book, With From Within: Build Organizational Culture for Competitive... View Details

      • March 1997 (Revised January 1999)
      • Case

      SureCut Shears, Inc.

      By: W. Carl Kester
      A bank loan officer must determine whether to waive convenants and extend terms on a line of credit granted to SureCut Shears. At issue is whether the inability of SureCut to pay down its line of credit is due to a temporary cyclical downturn or other long-term... View Details
      Keywords: Business Cycles; Finance; Performance; Problems and Challenges
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      • 26 Feb 2019
      • First Look

      New Research and Ideas, February 26, 2019

      forthcoming Management Science Frenemies in Platform Markets: Heterogeneous Profit Foci as Drivers of Compatibility Decisions By: Adner, Ron, Jianqing Chen, and Feng Zhu Abstract— We study compatibility decisions of two competing platform owners that generate profits... View Details
      Keywords: Dina Gerdeman
      • March 2018
      • Teaching Note

      Mavi: Fashioning a Path to Brand Growth

      By: Jill Avery and Gamze Yucaoglu
      Mavi, a leading Turkish apparel retailer, had sales of $419 million in 2015, up 20%. Growth rates like these were becoming routine at Mavi. But, its path to growth was getting more challenging, and Turkven, Mavi’s private equity partner, was planning its exit options... View Details
      Keywords: Retailing; Fashion; Brand; Brand Management; Brand Extension; Brand Equity; Private Equity; Marketing; Marketing Strategy; Brands and Branding; Growth and Development Strategy; Decision Choices and Conditions; Retail Industry; Fashion Industry; Turkey; Europe
      Related
      • July 2009 (Revised June 2011)
      • Case

      Dharavi: Developing Asia's Largest Slum (A)

      By: Lakshmi Iyer, John D. Macomber and Namrata Arora
      Maharashtra state is accepting bids to redevelop Dharavi, the largest slum in Asia. A real estate developer assesses the risks and tenders a bid. The bid conditions include providing new free housing to tens of thousands of slum dwellers, which is anticipated to be... View Details
      Keywords: Risk Management; Development Economics; Housing; Urban Development; Emerging Markets; Social Issues; Business and Government Relations; Real Estate Industry; Mumbai
      Related
      • 02 Nov 2006
      • Working Paper Summaries

      Managing Functional Biases in Organizational Forecasts: A Case Study of Consensus Forecasting in Supply Chain Planning

      Keywords: by Rogelio Oliva & Noel H. Watson
      • August 2002 (Revised February 2003)
      • Case

      Siebel Systems: Anatomy of a Sale, Part 2

      By: John A. Deighton and Das Narayandas
      How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details
      Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
      Related
      • March 2022
      • Article

      Estimating the Effectiveness of Permanent Price Reductions for Competing Products Using Multivariate Bayesian Structural Time Series Models

      By: Fiammetta Menchetti and Iavor Bojinov
      Researchers regularly use synthetic control methods for estimating causal effects when a sub-set of units receive a single persistent treatment, and the rest are unaffected by the change. In many applications, however, units not assigned to treatment are nevertheless... View Details
      Keywords: Causal Inference; Partial Interference; Synthetic Controls; Bayesian Structural Time Series; Mathematical Methods
      Related
      • 2010
      • Working Paper

      Competing Complements

      By: Ramon Casadesus-Masanell, Barry Nalebuff and David B. Yoffie
      In Cournot's model of complements, the producers of A and B are both monopolists. This paper extends Cournot's model to allow for competition between complements on one side of the market. Consider two complements, A and B, where the A + B bundle is valuable only when... View Details
      Keywords: Profit; Revenue; Monopoly; Game Theory; Competition
      Related
      • 17 Jan 2017
      • First Look

      First Look at New Research: January 17

      suggests that social media may promote knowledge sharing because they allow social lubrication and the formation of trust. Our longitudinal and comparative analysis of social media usage at two large firms indicates that users who participate in non-work interactions... View Details
      Keywords: Sean Silverthorne