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  • All HBS Web  (286)
    • People  (1)
    • News  (64)
    • Research  (202)
    • Events  (4)
    • Multimedia  (1)
  • Faculty Publications  (59)

Show Results For

  • All HBS Web  (286)
    • People  (1)
    • News  (64)
    • Research  (202)
    • Events  (4)
    • Multimedia  (1)
  • Faculty Publications  (59)
← Page 3 of 286 Results →
  • 14 Feb 2013
  • HBS Seminar

Susan Crawford, Cardozo Law School

  • September 2007 (Revised April 2013)
  • Case

Peter Welz: When a Marquee Prospect Plays Hardball (A)

By: James K. Sebenius and Ellen Knebel
Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is led by Preston Spitzer, a notoriously tough player who fully understands his side's massive advantages in... View Details
Keywords: Negotiation Process; Negotiation Tactics; Behavior; Conflict and Resolution; Competitive Advantage
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Sebenius, James K., and Ellen Knebel. "Peter Welz: When a Marquee Prospect Plays Hardball (A)." Harvard Business School Case 908-010, September 2007. (Revised April 2013.)
  • November – December 2011
  • Article

Explaining Influence Rents: The Case for an Institutions-Based View of Strategy

By: Gautam Ahuja and Sai Yayavaram
Research in strategy has identified and tried to explain four types of rents: monopolistic rents, efficiency rents, quasi rents, and Schumpeterian rents. Building on previous work on political and institutional strategies, we add a fifth type of rent: influence rents.... View Details
Keywords: Institutions; Influence Rents; Generic Strategies; Strategy; Organizations; Renting or Rental; Economics
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Ahuja, Gautam, and Sai Yayavaram. "Explaining Influence Rents: The Case for an Institutions-Based View of Strategy." Organization Science 22, no. 6 (November–December 2011): 1631–1652.
  • Fall 2017
  • Article

Strengthening and Streamlining Bank Capital Regulation

By: Robin Greenwood, Samuel Gregory Hanson, Jeremy C. Stein and Adi Sunderam
We propose three core principles that should inform the design of bank capital regulation. First, wherever possible, multiple constraints on the minimum level of equity capital should be consolidated into a single constraint. This helps to avoid a distortionary... View Details
Keywords: Banks and Banking; Capital; Governing Rules, Regulations, and Reforms; Banking Industry
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Greenwood, Robin, Samuel Gregory Hanson, Jeremy C. Stein, and Adi Sunderam. "Strengthening and Streamlining Bank Capital Regulation." Brookings Papers on Economic Activity (Fall 2017). (Internet Appendix Here.)
  • August 2017
  • Article

Incentives versus Reciprocity: Insights from a Field Experiment

By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits
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Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Journal of Marketing Research (JMR) 54, no. 4 (August 2017): 511–524. (Lead article.)

    Incentives versus Reciprocity: Insights from a Field Experiment

    We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details

    • 2014
    • Book

    Accelerate: Building Strategic Agility for a Faster-Moving World

    By: John P. Kotter
    Based on the award-winning article in Harvard Business Review, from global leadership expert John Kotter. It's a familiar scene in organizations today: a new competitive threat or a big opportunity emerges. You quickly create a strategic initiative in response and... View Details
    Keywords: Competitive Strategy; Organizational Structure
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    Kotter, John P. Accelerate: Building Strategic Agility for a Faster-Moving World. Harvard Business Review Press, 2014.
    • 2015
    • Working Paper

    Incentives versus Reciprocity: Insights from a Field Experiment

    By: Doug J. Chung and Das Narayandas
    We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
    Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Motivation and Incentives; Salesforce Management; Compensation and Benefits
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    Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Harvard Business School Working Paper, No. 15-084, April 2015. (Revised November 2015.)
    • 2025
    • Article

    Statistical Inference for Heterogeneous Treatment Effects Discovered by Generic Machine Learning in Randomized Experiments

    By: Kosuke Imai and Michael Lingzhi Li
    Researchers are increasingly turning to machine learning (ML) algorithms to investigate causal heterogeneity in randomized experiments. Despite their promise, ML algorithms may fail to accurately ascertain heterogeneous treatment effects under practical settings with... View Details
    Keywords: AI and Machine Learning; Mathematical Methods; Analytics and Data Science
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    Imai, Kosuke, and Michael Lingzhi Li. "Statistical Inference for Heterogeneous Treatment Effects Discovered by Generic Machine Learning in Randomized Experiments." Journal of Business & Economic Statistics 43, no. 1 (2025): 256–268.
    • Research Summary

    Dynamic Demand Estimation in Platform and Two-Sided Markets

    This paper develops techniques to structurally estimate consumer demand in general platform-intermediated and two-sided markets. By estimating both sides of the market simultaneously, the methodology presented here is able to (1) endogenize the utility of a platform as... View Details
    • Research Summary

    The Role of the Internet in Enhancing Service and Reducing Cost

    Is delivering service (both internal and external) facilitated by the Internet a zero sum game in which costs associated with delivering superior service must always be passed on to customers in the form of higher prices? Does the quantity and type of service... View Details

    • 2015
    • Other Teaching and Training Material

    Competitive Strategies Marketing Reading

    By: Jill Avery and Sunil Gupta
    Core Curriculum Readings in Marketing cover the fundamental concepts, theories, and frameworks that business students must study.
    This Reading illuminates the dynamics of companies in competition and offers a process for planning and executing marketing... View Details
    Keywords: Competitive Strategy
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    Avery, Jill, and Sunil Gupta. "Competitive Strategies Marketing Reading." Core Curriculum Readings Series. Boston: Harvard Business School Publishing 8158, 2015.
    • September 2007
    • Article

    Do Vertical Mergers Facilitate Upstream Collusion?

    By: Volker Nocke and Lucy White
    We investigate the impact of vertical mergers on upstream firms' ability to collude when selling to downstream firms in a repeated game. We show that vertical mergers give rise to an outlets effect: the deviation profits of cheating unintegrated firms are reduced as... View Details
    Keywords: Mergers and Acquisitions; Profit; Game Theory; Sales; Vertical Integration
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    Nocke, Volker, and Lucy White. "Do Vertical Mergers Facilitate Upstream Collusion?" American Economic Review 97, no. 4 (September 2007): 1321–1339.
    • November–December 2013
    • Article

    The Dynamic Effects of Bundling as a Product Strategy

    By: Timothy Derdenger and Vineet Kumar
    Several key questions in bundling have not been empirically examined: Is mixed bundling more effective than pure bundling or pure components? Does correlation in consumer valuations make bundling more or less effective? Does bundling serve as a complement or substitute... View Details
    Keywords: Product Strategy; Bundling; Complementary Goods; Marketing; Strategy; Video Game Industry
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    Derdenger, Timothy, and Vineet Kumar. "The Dynamic Effects of Bundling as a Product Strategy." Marketing Science 32, no. 6 (November–December 2013): 827–859.
    • March 2004 (Revised February 2006)
    • Case

    Salt Lake Organizing Committee, The: 2002 Olympics

    By: H. Kent Bowen, Bryce LaPierre and Courtney Purrington
    After two and a half years of effort, Fraser Bullock, COO of the 2002 Winter Olympics, faced projected deficits and post-9/11 security requirements only five months before the opening ceremony. Summarizes the organizational structure and processes put in place by... View Details
    Keywords: Framework; Knowledge Dissemination; Business or Company Management; Managerial Roles; Organizational Design; Organizational Structure; Planning; Practice; Risk and Uncertainty; Safety; Sports; System
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    Bowen, H. Kent, Bryce LaPierre, and Courtney Purrington. "Salt Lake Organizing Committee, The: 2002 Olympics." Harvard Business School Case 604-092, March 2004. (Revised February 2006.)
    • 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.
    • 2020
    • Working Paper

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

    By: 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; Customer Value and Value Chain; Consumer Behavior; Analytics and Data Science; Mathematical Methods; Retail Industry
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    Padilla, Nicolas, and Eva Ascarza. "Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach." Harvard Business School Working Paper, No. 19-091, February 2019. (Revised May 2020. Accepted at the Journal of Marketing Research.)
    • 2023
    • Article

    Experimental Evaluation of Individualized Treatment Rules

    By: Kosuke Imai and Michael Lingzhi Li
    The increasing availability of individual-level data has led to numerous applications of individualized (or personalized) treatment rules (ITRs). Policy makers often wish to empirically evaluate ITRs and compare their relative performance before implementing them in a... View Details
    Keywords: Causal Inference; Heterogeneous Treatment Effects; Precision Medicine; Uplift Modeling; Analytics and Data Science; AI and Machine Learning
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    Imai, Kosuke, and Michael Lingzhi Li. "Experimental Evaluation of Individualized Treatment Rules." Journal of the American Statistical Association 118, no. 541 (2023): 242–256.

      Political Standards

      The University of Chicago Press November 2015.

      Prudent, verifiable, and timely corporate accounting is a bedrock of our modern capitalist system. In recent years, however, the rules that govern corporate accounting have been subtly changed in... View Details

      • 2016
      • Other Teaching and Training Material

      Organizational Behavior Reading: Decision Making

      By: Francesca Gino, Max Bazerman and Katherine Shonk
      This Reading argues that decision making is systematically flawed and introduces methods to improve decision-making effectiveness. The Essential Reading section covers the rational decision-making model and three important ideas that challenge it: Herbert Simon's... View Details
      Keywords: Game Theory; Decision Making
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      Gino, Francesca, Max Bazerman, and Katherine Shonk. "Organizational Behavior Reading: Decision Making." Core Curriculum Readings Series. Boston, MA: Harvard Business Publishing 8383, 2016. Electronic.
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