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  • Article

Your Sales Training Is Probably Lackluster. Here's How to Fix It

By: Frank V. Cespedes and Yuchun Lee
U.S. companies spend over $70 billion annually on training and an average of $1,459 per salesperson—almost 20% more than they spend on workers in all other functions. Yet, when it comes to equipping sales teams with relevant knowledge and skills, the ROI of sales... View Details
Keywords: Salesforce Management; Training
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  • June 28, 2011
  • Article

Using Implementation Intentions Prompts to Enhance Influenza Vaccination Rates

By: Katherine L Milkman, John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
We evaluate the results of a field experiment designed to measure the effect of prompts to form implementation intentions on realized behavioral outcomes. The outcome of interest is influenza vaccination receipt at free on-site clinics offered by a large firm to its... View Details
Keywords: Behavioral Economics; Nudge; Libertarian Paternalism; Public Health; Flu Shot; Behavior; Consumer Behavior; Health Care and Treatment; Cognition and Thinking
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  • Web

Podcast - Business & Environment

into new polyester, and how it tackles the logistical and technical challenges of sorting, processing, and regenerating blended fabrics at scale. Patrik also describes relevant policy trends such as extended producer responsibility and... View Details
  • Research Summary

Railroads and the Making of Modern China

My current book project is entitled Railroads and the Making of the Modern China and explores China’s economic and socio-political transformation from the last decades of the empire to the present using railroad infrastructure as a focus. Based on a large... View Details

  • 2015
  • Published Proceedings

Academic Engagement in Public and Political Discourse: Proceedings of the Michigan Meeting, May 2015

By: Andrew J. Hoffman, Kirsti Ashworth, Chase Dwelle, Peter Goldberg, Andrew Henderson, Louis Merlin, Yulia Muzyrya, Norma-Jean Simon, Veronica Taylor, Corinne Weisheit and Sarah Wilson
What is the role of the academic scholar within the discussions of the global challenges that are relevant to society, such as sustainability, health care, gun control, fiscal policy, and international affairs? How do scholars engage in a world in which knowledge is... View Details
Keywords: Higher Education; Social Issues; Knowledge Sharing; Communication Strategy
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  • June 2023
  • Article

When Does Uncertainty Matter? Understanding the Impact of Predictive Uncertainty in ML Assisted Decision Making

By: Sean McGrath, Parth Mehta, Alexandra Zytek, Isaac Lage and Himabindu Lakkaraju
As machine learning (ML) models are increasingly being employed to assist human decision makers, it becomes critical to provide these decision makers with relevant inputs which can help them decide if and how to incorporate model predictions into their decision... View Details
Keywords: AI and Machine Learning; Decision Making
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  • May 2017
  • Article

Behavioral Processes in Long-Lag Interventions

By: Dale T. Miller, Jennifer E. Dannals and Julian Zlatev
We argue that psychologists who conduct experiments with long lags between the manipulation and the outcome measure should pay more attention to behavioral processes that intervene between the manipulation and the outcome measure. Neglect of such processes, we contend,... View Details
Keywords: Field Experiments; Interventions; Behavioral Mediation; Theories Of Change; Longitudinal Studies; Behavior; Research; Change; Theory
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  • Article

The Corporate Brand Identity and Reputation Matrix—The Case of the Nobel Prize

By: Mats Urde and Stephen A. Greyser
The purpose of this article is to explore corporate brand identity and reputation, with the aim of integrating them into a single managerial framework. The Nobel Prize serves as an in-depth field-based case study and is analysed using the Corporate Brand Identity and... View Details
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  • 11 Sep 2012
  • Working Paper Summaries

Spatial Organization of Firms: Internal and External Agglomeration Economies and Location Choices Through the Value Chain

Keywords: by Juan Alcácer & Mercedes Delgado
  • Web

Case Method Teaching - Case Method Project

most relevant issues and events leading up to the decision point. For example, a case that focuses on a decision facing Martin Luther King Jr. during the campaign for black voting rights in 1965 also traces the broader civil rights... View Details
  • Research Summary

Mutiny in the Workplace: When Leaders Are Challenged From Within

My dissertation focuses on the rarely studied phenomenon of mutiny in organizations. Based on three recent cases of mutiny in professional organizations, I examine the process by which employee dissatisfaction transforms into collective mobilization... View Details

  • March–April 2025
  • Article

Getting Value from Digital Technologies

By: Frank Cespedes and Georg Krentzel
Companies need digital technologies in an omni-channel buying world where online and in-person interactions are complements, not either/or substitutes. Multi-channel hybrid sales solutions are required, but what are the key requirements for using the available... View Details
Keywords: Sales; Technology Adoption; Competitive Advantage
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  • 2025
  • Working Paper

Why Most Resist AI Companions

By: Julian De Freitas, Zeliha Oğuz-Uğuralp, Ahmet Kaan Uğuralp and Stefano Puntoni
AI companion applications—designed to serve as synthetic interaction partners—have recently become capable enough to reduce loneliness, a growing public health concern. However, behavioral research has yet to fully explain the barriers to adoption of such AI and... View Details
Keywords: Generative Ai; Chatbots; Artificial Intelligence; Algorithmic Aversion; Lonelines; Technology Adoption; AI and Machine Learning; Well-being; Emotions
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  • June 2024
  • Teaching Note

Dirk Nowitzki: Changing the Game

By: Boris Groysberg, Katherine Connolly Baden and Robin Abrahams
Teaching Note for HBS Case No. 420-031. NBA Superstar Dirk Nowitzki was unsure whether the 2018-19 season would be his last as an NBA player. He had not faced such uncertainty since 1998, when he had navigated a difficult decision regarding the timing of his move to... View Details
Keywords: Problems and Challenges; Practice; Retirement; Work-Life Balance; Success; Knowledge Acquisition; Knowledge Sharing; Knowledge Use and Leverage; Growth and Development; Philanthropy and Charitable Giving; Performance; Sports Industry; United States
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  • 2020
  • Article

Why Do User Communities Matter for Strategy?

By: Sonali K. Shah and Frank Nagle
In this essay, we explore how strategic management research and practice could benefit from considering the benefits and challenges obtainable through working with user communities. User communities represent a unique organizing structure for the exchange of ideas and... View Details
Keywords: User Communities; Innovation; Open Source; Collaboration; Cooperative Strategy; Knowledge Sharing; Strategy; Collaborative Innovation and Invention
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  • August 2014
  • Article

Incentives in a Stage-Gate Process

By: Raul O. Chao, Kenneth C. Lichtendahl and Yael Grushka-Cockayne
Many large organizations use a stage‐gate process to manage new product development projects. In a typical stage‐gate process project managers learn about potential ideas from research and exert effort in development while senior executives make intervening go/no‐go... View Details
Keywords: Stage-Gate Process; Production; Operations; Product Development; Innovation and Invention
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  • 2013
  • Working Paper

Cross-Border Reverse Mergers: Causes and Consequences

By: Jordan Siegel and Yanbo Wang
We study non-U.S. companies that have used reverse mergers as a means to adopt U.S. corporate law (and sometimes U.S. securities law as well). Early adopters of cross-border reverse mergers and those firms that hired a Big Four auditor exhibited superior corporate... View Details
Keywords: Reverse Merger; Corporate Law; Corporate Governance; Nevada; United States
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  • Web

Behavioral Finance & Financial Stability

national banks from state laws against predatory lending by the Office of the Comptroller of the Currency (OCC) as a quasi-experiment to study the effect of deregulation and its interaction with competition on the supply of complex mortgages. More Info The View Details
  • 22 Jan 2019
  • First Look

New Research and Ideas, January 22, 2019

historic links with the motion picture industry and benefitting from the so-called “analog revival.” The case explores issues of cultural branding, focusing on how relevance can be built through connections to crowd cultures, communities,... View Details
Keywords: Dina Gerdeman
  • Web

Africa - Global

management issues, trends, and practices, as well as develop locally relevant case studies and course materials for use in business education programs around the world. The Africa Research Center also supports alumni engagement, webinars... View Details