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    • All HBS Web  (5,241)
      • Faculty Publications  (988)

      Behavioral Decision ResearchRemove Behavioral Decision Research →

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      • September 2010
      • Article

      Do Inventory and Gross Margin Data Improve Sales Forecasts for U.S. Public Retailers?

      By: Saravanan Kesavan, Vishal Gaur and Ananth Raman
      Firm-level sales forecasts for retailers can be improved if we incorporate cost of goods sold, inventory, and gross margin (defined here as the ratio of sales to cost of goods sold) as three endogenous variables. We construct a simultaneous equations model, estimated... View Details
      Keywords: Sales; Forecasting and Prediction; Distribution; Goods and Commodities; Cost; Public Sector; Profit; Mathematical Methods; Analytics and Data Science; Retail Industry; United States
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      Kesavan, Saravanan, Vishal Gaur, and Ananth Raman. "Do Inventory and Gross Margin Data Improve Sales Forecasts for U.S. Public Retailers?" Management Science 56, no. 9 (September 2010): 1519–1533.
      • 2016
      • Working Paper

      The Impact of Supplier Inventory Service Level on Retailer Demand

      By: Nathan Craig, Nicole DeHoratius and Ananth Raman
      To set inventory service levels, suppliers must understand how changes in inventory service level affect demand. We build on prior research, which uses analytical models and laboratory experiments to study the impact of a supplier's service level on demand from... View Details
      Keywords: Customer Satisfaction; Forecasting and Prediction; Learning; Consumer Behavior; Service Delivery; Performance Expectations; Apparel and Accessories Industry; Service Industry
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      Craig, Nathan, Nicole DeHoratius, and Ananth Raman. "The Impact of Supplier Inventory Service Level on Retailer Demand." Working Paper. (Revised January 2016.)
      • August 2010
      • Case

      Flash Memory, Inc.

      By: William E. Fruhan and Craig Stephenson
      The CFO of Flash Memory, Inc. prepares the company's investing and financing plans for the next three years. Flash Memory is a small firm that specializes in the design and manufacture of solid state drives (SSDs) and memory modules for the computer and electronics... View Details
      Keywords: Forecasting; Financial Management; Cash Flow; Forecasting and Prediction; Capital Budgeting; Computer Industry; Electronics Industry; United States
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      Fruhan, William E., and Craig Stephenson. "Flash Memory, Inc." Harvard Business School Brief Case 104-230, August 2010.
      • August 2010 (Revised July 2011)
      • Supplement

      Erik Peterson at Biometra (E)

      By: John J. Gabarro, Thomas J. DeLong and Jevan Soo
      Presents the final outcome of the events. The Richard Jenkins at SciMat case presents a description from the executive vice-president's point of view of the series of events as reported in the Erik Peterson at Biometra (A), (B), (C), and (D) cases. The Jenkins at... View Details
      Keywords: Decision Choices and Conditions; Leadership; Business or Company Management; Management Succession; Product Launch; Outcome or Result; Problems and Challenges; Behavior; Perspective
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      Gabarro, John J., Thomas J. DeLong, and Jevan Soo. "Erik Peterson at Biometra (E)." Harvard Business School Supplement 411-035, August 2010. (Revised July 2011.)
      • 2010
      • Working Paper

      Employee Selection as a Control System

      By: Dennis Campbell
      Theories from the economics, management control, and organizational behavior literatures predict that when it is difficult to align incentives by contracting on output, aligning preferences via employee selection may provide a useful alternative. This study... View Details
      Keywords: Accounting; Decision Making; Governance Controls; Employees; Selection and Staffing; Management Systems; Financial Services Industry
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      Campbell, Dennis. "Employee Selection as a Control System." Harvard Business School Working Paper, No. 11-021, August 2010. (Revised September 2010, April 2012.)
      • July 2010
      • Supplement

      Marketing Analysis Toolkit: Customer Lifetime Value Analysis (CW)

      By: Thomas J. Steenburgh and Jill Avery
      Customers are increasingly being viewed as assets that bring value to the firm. Customer lifetime value is a metric which allows managers to understand the overall value of their customer base and relate it to three customer strategies firms employ: asset acquisition -... View Details
      Keywords: Competency and Skills; Customer Relationship Management; Customer Value and Value Chain; Decisions; Framework; Management Practices and Processes; Marketing; Marketing Strategy; Strategic Planning; Mathematical Methods; Value
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      Steenburgh, Thomas J., and Jill Avery. "Marketing Analysis Toolkit: Customer Lifetime Value Analysis (CW)." Harvard Business School Spreadsheet Supplement 511-702, July 2010.
      • July 2010
      • Case

      Metabical: Positioning and Communications Strategy for a New Weight Loss Drug

      By: John A. Quelch and Heather Beckham
      Cambridge Sciences Pharmaceuticals (CSP) expects final approval for its revolutionary weight loss drug, Metabical. Metabical will be the only weight loss drug with FDA approval that is also clinically proven to be effective for moderately overweight people. Barbara... View Details
      Keywords: Product Positioning; Marketing Communications; Product Launch; Consumer Behavior; Pharmaceutical Industry; United States
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      Quelch, John A., and Heather Beckham. "Metabical: Positioning and Communications Strategy for a New Weight Loss Drug." Harvard Business School Brief Case 104-240, July 2010.
      • July 2010
      • Supplement

      Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)

      By: Thomas J. Steenburgh and Jill Avery
      Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details
      Keywords: Management Analysis, Tools, and Techniques; Marketing Strategy; Decisions; Strategic Planning; Price; Partners and Partnerships; Cost; Demand and Consumers; Revenue; Profit; Mathematical Methods; Measurement and Metrics
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      Steenburgh, Thomas J., and Jill Avery. "Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)." Harvard Business School Spreadsheet Supplement 511-701, July 2010.
      • July 2010 (Revised December 2011)
      • Background Note

      Marketing Analysis Toolkit: Pricing and Profitability Analysis

      By: Thomas J. Steenburgh and Jill Avery
      Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details
      Keywords: Forecasting and Prediction; Price; Profit; Management Analysis, Tools, and Techniques; Marketing Strategy; Demand and Consumers; Measurement and Metrics; Strategic Planning; Mathematical Methods; Retail Industry
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      Steenburgh, Thomas J., and Jill Avery. "Marketing Analysis Toolkit: Pricing and Profitability Analysis." Harvard Business School Background Note 511-028, July 2010. (Revised December 2011.)
      • June 2010 (Revised May 2017)
      • Teaching Note

      Sydney IVF: Stem Cell Research

      By: Robert Simons and Kathryn Rosenberg
      Teaching Note for 109017. View Details
      Keywords: Strategy And Execution; Management Control Systems; Levers Of Control; Strategy; Risk Management; Decisions; Cooperative Ownership; Product Development; Moral Sensibility; Governing Rules, Regulations, and Reforms; Expansion; Science-Based Business; Research; Management Practices and Processes; Business Subsidiaries; Biotechnology Industry; Sydney
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      Simons, Robert, and Kathryn Rosenberg. "Sydney IVF: Stem Cell Research." Harvard Business School Teaching Note 110-092, June 2010. (Revised May 2017.)
      • June 2010 (Revised July 2011)
      • Case

      Classic Knitwear and Guardian: A Perfect Fit?

      By: John A. Quelch and Patricia Girardi
      Classic Knitwear manufactures and distributes casual apparel, either unbranded or under a private-label brand name. Partly because Classic has no brand recognition with consumers, gross margins are low. To improve margins, the company considers partnering via a... View Details
      Keywords: Market Research; Forecasting; Consumer Marketing; New Product Marketing; Product Lines; Merchandising; Branding; Demand and Consumers; Partners and Partnerships; Marketing Strategy; Forecasting and Prediction; Product Marketing; Brands and Branding; Product Development; Manufacturing Industry; Apparel and Accessories Industry
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      Quelch, John A., and Patricia Girardi. "Classic Knitwear and Guardian: A Perfect Fit?" Harvard Business School Brief Case 104-217, June 2010. (Revised July 2011.)
      • June 2010 (Revised July 2011)
      • Teaching Note

      Classic Knitwear and Guardian: A Perfect Fit? (Brief Case)

      By: John A. Quelch and Patricia Girardi
      Teaching Note for 4217. View Details
      Keywords: Market Research; Forecasting; Consumer Marketing; New Product Marketing; Product Lines; Merchandising; Branding; Research; Marketing Channels; Forecasting and Prediction; Product Launch; Brands and Branding
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      Quelch, John A., and Patricia Girardi. "Classic Knitwear and Guardian: A Perfect Fit? (Brief Case)." Harvard Business School Teaching Note 104-218, June 2010. (Revised July 2011.)
      • 2010
      • Other Unpublished Work

      Is High School the Right Time to Teach Self-control? The Effect of Financial Education and Mathematics Courses on Savings Behavior

      By: Shawn A. Cole and Gauri Kartini Shastry
      Household financial behavior affects household welfare and the economy at large. Yet our understanding of how to improve financial decisions is limited. Recent literature and policy attention have focused on financial education, for example, in high school. We use... View Details
      Keywords: Saving; Financial Management; Secondary Education; Behavior; Decision Choices and Conditions; Personal Finance; Household
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      Cole, Shawn A., and Gauri Kartini Shastry. "Is High School the Right Time to Teach Self-control? The Effect of Financial Education and Mathematics Courses on Savings Behavior." June 2010.
      • 2010
      • Article

      The Ethical Mirage: A Temporal Explanation as to Why We Are Not as Ethical as We Think We Are

      By: A. E. Tenbrunsel, K. Diekmann, K A. Wade-Benzoni and Max Bazerman
      This paper explores the biased perceptions that people hold of their own ethicality. We argue that the temporal trichotomy of prediction, action and recollection is central to these misperceptions: People predict that they will behave more ethically than they actually... View Details
      Keywords: Forecasting and Prediction; Values and Beliefs; Framework; Research; Behavior; Cognition and Thinking; Perception; Prejudice and Bias
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      Tenbrunsel, A. E., K. Diekmann, K A. Wade-Benzoni, and Max Bazerman. "The Ethical Mirage: A Temporal Explanation as to Why We Are Not as Ethical as We Think We Are." Research in Organizational Behavior 30 (2010): 153–173.
      • 2010
      • Working Paper

      Trade Policy and Firm Boundaries

      By: Laura Alfaro, Paola Conconi, Harald Fadinger and Andrew F. Newman
      We study how trade policy affects firms' ownership structures. We embed an incomplete contracts model of vertical integration choices into a standard perfectly-competitive international trade framework. Integration decisions are driven by a trade-off between the... View Details
      Keywords: Trade; Policy; Vertical Integration; Business and Government Relations; Boundaries; Ownership; Mathematical Methods
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      Alfaro, Laura, Paola Conconi, Harald Fadinger, and Andrew F. Newman. "Trade Policy and Firm Boundaries." NBER Working Paper Series, No. 16118, June 2010.
      • May 2010
      • Supplement

      Tremblant Capital Group Exhibits (CW)

      By: Robin Greenwood
      Brett Barakett, CEO and founder of Tremblant Capital Group, a New York-based hedge fund, must decide what to do with his fund's position in Green Mountain Coffee Roasters, which has dropped in value by more than 40 percent in recent months. Tremblant is a hedge fund... View Details
      Keywords: Transformation; Decisions; Forecasting and Prediction; Cash Flow; Cost of Capital; Stocks; Investment Funds; Consumer Behavior; Business Strategy; Competitive Advantage; New York (state, US)
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      Greenwood, Robin. "Tremblant Capital Group Exhibits (CW)." Harvard Business School Spreadsheet Supplement 210-710, May 2010.
      • May 2010
      • Article

      Does Product Market Competition Lead Firms to Decentralize?

      By: Nicholas Bloom, Raffaella Sadun and John Van Reenen
      There is a widespread sense that over the last two decades firms have been decentralizing decisions to employees further down the managerial hierarchy. Economists have developed a range of theories to account for delegation, but there is less empirical evidence,... View Details
      Keywords: Product; Markets; Competition; Business Ventures; Geographic Location; Employees; Research; Programs; Decisions
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      Bloom, Nicholas, Raffaella Sadun, and John Van Reenen. "Does Product Market Competition Lead Firms to Decentralize?" American Economic Review: Papers and Proceedings 100, no. 2 (May 2010): 434–438.
      • 2010
      • Working Paper

      When Do Analysts Add Value? Evidence from Corporate Spinoffs

      By: Emilie Rose Feldman, Stuart Gilson and Belen Villalonga
      We investigate the information content and forecast accuracy of 1,793 analyst reports written around 62 spinoffs—a setting in which analysts' ability to inform investors is potentially very high. We find that analysts pay little attention to subsidiaries about to be... View Details
      Keywords: Earnings Management; Mergers and Acquisitions; Business Subsidiaries; Restructuring; Forecasting and Prediction; Insolvency and Bankruptcy; Initial Public Offering; Price; Reports; Research
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      Feldman, Emilie Rose, Stuart Gilson, and Belen Villalonga. "When Do Analysts Add Value? Evidence from Corporate Spinoffs." Harvard Business School Working Paper, No. 10-102, May 2010.
      • April 2010
      • Case

      Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug

      By: John A. Quelch and Heather Beckham
      Metabical is a new weight loss drug from Cambridge Sciences Pharmaceuticals intended for moderately overweight individuals. In anticipation of final FDA approval, the senior director of marketing, Barbara Printup, prepares for the product launch and must make several... View Details
      Keywords: Return On Investment; Forecasting; Pricing Policies; Demand Planning; Marketing Strategy; Price; Consumer Behavior; Investment Return; Forecasting and Prediction; Product Launch; Planning; Brands and Branding; Pharmaceutical Industry
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      Quelch, John A., and Heather Beckham. "Metabical: Pricing, Packaging, and Demand Forecasting Recommendations for a New Weight Loss Drug." Harvard Business School Brief Case 104-183, April 2010.
      • April 2010
      • Teaching Note

      Wyeth Pharmaceuticals: Spurring Scientific Creativity with Metrics

      By: Robert S. Huckman
      Teaching Note for [607008]. View Details
      Keywords: Restructuring; Decisions; Innovation and Invention; Research and Development; Health Industry; Pharmaceutical Industry
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      Huckman, Robert S. "Wyeth Pharmaceuticals: Spurring Scientific Creativity with Metrics." Harvard Business School Teaching Note 610-071, April 2010.
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