Publications

January 1994 (Revised July 1998)
Case

Repligen Corporation: January 1992

By: Josh Lerner and David Kane

Sandford Smith, CEO of Repligen, faces the breakdown of negotiations about a proposed joint venture with a large pharmaceutical firm. He must decide whether to proceed using his firm's internal resources or whether to seek to revise the proposed collaboration. If the... View Details

Keywords: Joint Ventures; Decisions; Contracts; Agreements and Arrangements; Value

2022
Article

How to Choose a Default

By: John Beshears, Richard T. Mason and Shlomo Benartzi

We have developed a model for setting a default when a population is choosing among ordered choices—that is, ones listed in ascending or descending order. A company, for instance, might want to set a default contribution rate that will increase employees’ average... View Details

Keywords: Nudge; Choice Architecture; Behavioral Economics; Behavioral Science; Default; Savings; Decision Choices and Conditions; Behavior; Motivation and Incentives

February 2021
Tutorial

What are Agile Teams?

By: Tsedal Neeley

This video explores the elements that constitute agile teams. From its history in the "Agile Manifesto," this philosophy for organizational behavior prioritizes working software over comprehensive documentation, customer collaboration over contract negotiation, and... View Details

Keywords: Agile Practices; Organization Behavior; Priorities; Groups and Teams; Decision Choices and Conditions; Values and Beliefs

July 1995
Teaching Note

Air Products and Chemicals, Inc.: MIS Reorganization (A) and Project ICON (A), (Abridged) TN

By: F. Warren McFarlan

Teaching Note for (9-193-008). View Details

Keywords: Restructuring; Management Teams; Transformation; Decisions; Management Succession; Chemical Industry; London

May 1994
Case

Laura Ashley (C): Rebuilding and Transforming a Global Brand

By: Richard L. Nolan

Over the course of two years a CEO executes a business transformation strategy and key decisions. View Details

Keywords: Transition; Decisions; Performance Consistency; Performance Improvement; Business Strategy

July 2010
Teaching Note

Xanadu on Broadway

By: Anita Elberse

Teaching Note for 508062. View Details

Keywords: Leadership; Film Entertainment; Decision Choices and Conditions; Failure; Motion Pictures and Video Industry

01 Dec 2008
News

Summit Sound Bites

too.” —Yong Tao, Chairman, Strategic Decision Resources Group “Executives who now make 350 times what the lowest worker in their firms make are... View Details

October 2024
Article

How to Use Sales Assessments

By: Frank V. Cespedes

Judging a person’s fit for a sales job is complex, and research shows that managers greatly overrate their ability to predict someone’s performance on the basis of interviews. Hence, using assessments is a growing trend in sales hiring and training. This article... View Details

Keywords: Forecasting and Prediction; Performance Evaluation; Sales

2023
Working Paper

The Value of Professional Ties in B2B Markets

By: Navid Mojir and Sriya Anbil

We study how a particular form of social ties (i.e., professional ties proxied by past employment) aﬀects price and proﬁtability in business-to-business (B2B) markets. While most of the work on social ties focuses on information diﬀusion in business-to-consumer... View Details

Keywords: Professional Ties; Social Ties; Business-to-business Marketing; B2B Marketing; Repo; Individual Connections; B2B Pricing; Pricing; Decision-making In Financial Markets; Marketing; Relationships; Price; Financial Markets; Decision Making

SSRN

June 2018 (Revised February 2019)
Teaching Note

Rose Electronics Distributing Company

By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld

Itamar Frankenthal (HBS ’13) wanted a $4.5 million bank loan to partially finance his planned acquisition of a small company, Rose Electronics. He received nine proposals which varied widely in term, interest rate, amortization schedule, and covenants. Frankenthal had... View Details

Keywords: Financing and Loans; Acquisition; Decision Making; Electronics Industry

September 2012 (Revised March 2013)
Teaching Note

Ultimate Fighting Championship: License to Operate (A) & (B) (TN)

By: George Serafeim

The case describes the challenges that Ultimate Fighting Championship faced as a result of regulatory opposition and loss of the license to operate. The genesis of the business idea, the subsequent growth, and the fall of the UFC are described. The case concludes with... View Details

Keywords: Governance Compliance; Ethics; Judgments; Investment; Sports Industry; Entertainment and Recreation Industry; United States

Article

Hype and Suspicion: The Effects of Pretrial Publicity, Race, and Suspicion on Jurors' Verdicts.

By: Steven Fein, Seth J. Morgan, Michael I. Norton and Samuel R. Sommers

Keywords: Courts and Trials; Judgments; Diversity

Find at Harvard

November 1989 (Revised March 1992)
Background Note

Concept Testing

By: Robert J. Dolan

Describes concept testing products. Presents guidelines for effective design, execution, and interpretation of test procedures. Discusses limitations of these techniques and sets out the situations for which they are appropriate. View Details

Keywords: Marketing; Mathematical Methods; Forecasting and Prediction

2000
Chapter

Is Management Consulting the Right Career—For You?

By: James Waldroop and Timothy Butler

Keywords: Personal Development and Career; Decision Making; Management Systems; Consulting Industry