by James Heskett - Publications - Faculty & Research

Research Summary

Working Papers

Anton, James J. and Dennis A. Yao (2011). "Delay as Agenda Setting."

Abstract: In this paper we examine a class of... View Details

27 Jun 2005
Research & Ideas

The Potential Downside of Win-Win

In The Real World James Gillespie, of the Illinois Institute of Technology's Chicago-Kent College of Law, and I coined the term parasitic integration to describe instances in which the value created by... View Details

Keywords: by Max H. Bazerman

04 Sep 2019
News

Deep Dive

1911; Edmund Hillary and Tenzing Norgay, the first to stand atop Mount Everest, in 1953; and Neil Armstrong, the first on the moon, in 1969. But Vescovo hadn’t gotten there by himself. To send one person to the most remote places on the... View Details

Keywords: April White; photo by Jeff Wilson; Scientific Research and Development Services

Video

Moving the Eliot Table

30 Jul 2008
Op-Ed

Why the U.S. Should Encourage FDI

two reasons. First, they are systematically lower than the returns of American outbound FDI. By way of example, the data indicate that GE earns a much higher return on overseas activities than Siemens does in the United States. Indeed,... View Details

Keywords: by Mihir A. Desai

Research Summary

The Value Profit Chain: Treat Employees Like Customers and Customers Like Employees

By: W. Earl Sasser

W. Earl Sasser, Jr., Leonard A. Schlesinger, and James L. Heskett complted a multi-firm study that provides further empirical verification of relationships established in their earlier examinations of 'breakthrough' service and the service profit chain.... View Details

2012
Working Paper

Level II Negotiations: Helping the Other Side Meet Its 'Behind the Table' Challenges

By: James K. Sebenius

A long analytic tradition explores the challenge of productively synchronizing "internal" with "external" negotiations, especially focusing on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work is... View Details

Keywords: Negotiation; Conflict Management; Agreements and Arrangements; Government and Politics; Mathematical Methods; United States; Germany

Citation

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31 Jul 2006
Research & Ideas

When Not to Trust Your Gut

In past issues of this newsletter, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition. Of course, negotiators are not always affected by bias; we often think... View Details

Keywords: by Max H. Bazerman & Deepak Malhotra

2024
Book

When Democracy Breaks: Studies in Democratic Erosion and Collapse, from Ancient Athens to the Present Day

By: Archon Fung, David Moss and Odd Arne Westad

Democracy is often described in two opposite ways, as either wonderfully resilient or dangerously fragile. Curiously, both characterizations can be correct, depending on the context. When Democracy Breaks aims to deepen our understanding of what separates democratic... View Details

Keywords: Government and Politics; History; Culture; Failure

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01 Sep 2018
News

What I Do: Clare Reichenbach (AMP 185, 2013)

Described by Julia Child as “the quintessential American cook,” James Beard died in 1985, leaving a long legacy of cookbooks written, chefs mentored, and many, many meals enjoyed. He also left a townhouse in... View Details

Keywords: Julia Hanna; illustrations by Peter and Maria Hoey

July 2021 (Revised September 2024)
Case

Supreme: Remaining Cool While Pursuing Growth

By: Jill Avery, Sandrine Crener, Marie-Cecile Cervellon and Ranjit Thind

Following VF Corporation’s acquisition of cult streetwear brand Supreme, consumers and industry pundits were nervous that becoming part of a large, public corporation would put an end to Supreme’s slow and careful growth trajectory as pressure for quarterly results... View Details

Keywords: Marketing; Brands and Branding; Luxury; Marketing Strategy; Consumer Behavior; Growth Management; Fashion Industry; Retail Industry; United States; North America

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Educators

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03 Mar 2017
News

Big Blue’s Big Bet

students began to attack these cases by working together. The goal was threefold, says Dr. James Young, executive dean of the Cleveland Clinic Lerner College of Medicine: Watson was to help doctors get... View Details

Keywords: Paul Kix; illustrations by Dan Page

June 2021 (Revised November 2021)
Case

Equity Bank: Charting the Future

By: Lauren Cohen, Michael Chitavi and Spencer C. N. Hagist

After climbing the ranks among Kenya's financial institutions from 66th to 1st, and toppling a quarter of the market share held by mobile money giant Safaricom, CEO James Mwangi must now guide Equity Bank into its next stage of development beyond "Equity 3.0." Should... View Details

Keywords: Growth and Development Strategy; Leadership; Decision Making; Market Entry and Exit; Developing Countries and Economies; Financial Institutions; Economics; Kenya

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12 Jan 2010
First Look

First Look: Jan. 12

to meet or beat key benchmarks. This paper examines this hypothesis by testing how different types of marketing expenditures are used to boost earnings for a durable commodity consumer product, which can be easily stockpiled View Details

Keywords: Martha Lagace

11 Feb 2014
First Look

First Look: February 11

its effect was quantitatively dominated by inequality-raising effects of population growth. The land distribution program lowered landlessness, but this was partly offset by targeting failures and induced... View Details

Keywords: Sean Silverthorne

01 Mar 2016
First Look

March 1, 2016

2016 Boston: Self-published An Easy Introduction to Financial Accounting: A Self-Study Guide By: Narayanan, V.G. Abstract—This book is a self-study guide written for someone who wishes to teach themselves basic financial accounting. It is based on a course View Details

Keywords: Sean Silverthorne

13 Sep 2019
News

Hollywood Ending

Whitman explains Quibi’s great gambit: by doing for short-form mobile media what HBO did for premium television, the company (whose name is shorthand for “quick bites”) will revolutionize the way we watch video on our phones. The idea was... View Details

Keywords: Jen McFarland Flint; photo by Christina Gandolfo

01 Dec 2016
News

The Year in Books 2016

hard-earned knowledge, and the enduring allure of books in the age of Twitter. Read on. Takeaways — Lessons from some of 2016’s business books The Words in Numbers Inside the Bestseller List with Neil Pasricha (MBA 2007) LA Reid’s Song — An excerpt from a life in music... View Details

Keywords: April White; illustrations by Brian Stauffer

01 Mar 2019
News

The Fight Beyond

B-17s instead touched down on the dirt runway at Tri Duby airfield, miles behind German lines. When James Holt Green (MBA 1935) dropped out of the forward crew hatch he was surrounded by a throng of... View Details

Keywords: April White; illustration by Wesley Allsbrook

November 2021 (Revised March 2022)
Case

Pacesetters

By: Jeffrey J. Bussgang and Mel Martin

City Sealcoating CEO Keith Chaney had just publicly called out the Boston Chamber of Commerce for their slow progress on their supplier diversity program, Pacesetters. Established in 2018 by regional business leaders, Pacesetters was supposed to facilitate... View Details