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July 2017
Case

Magpie: Developing and Using Buyer Personas

By: Frank V. Cespedes

The founders of a start-up platform for publishers have developed preliminary personas of target customers and are evaluating the implications for initial target buyers, messaging, and marketing programs. The case is useful for discussing the process of developing... View Details

Keywords: Buying Process; Marketing; Sales; Distribution Channels; Segmentation; Entrepreneurship; Social Media; Consumer Products Industry; Fashion Industry; United States

November 2018 (Revised May 2019)
Case

Almarai Company: Milk and Modernization in the Kingdom of Saudi Arabia

By: Kristin Fabbe, Safwan Al-Amin, Esel Cekin and Natalie Kindred

With SAR 14 billion ($3.7 billion) in 2017 revenues, Almarai was Saudi Arabia’s largest dairy producer, distributor, and marketer, with a large portfolio of branded dairy products, juices, bakery goods, and infant formula and a sales presence across the Gulf region,... View Details

April 2017
Article

The Responsibilities and Role of Business in Relation to Society: Back to Basics?

By: Nien-he Hsieh

In this address, I outline a back-to-basics approach to specifying the responsibilities and role of business in relation to society. Three “basics” comprise the approach. The first is arguing that basic principles of ordinary morality, such as a duty not to harm,... View Details

Keywords: Business And Society; Corporate Responsibility; Harm; Human Rights; Institutions; Pareto Efficiency; Corporate Social Responsibility and Impact; Moral Sensibility; Society; Rights

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October 1989 (Revised November 2006)
Background Note

Deployment, Focus, and Measuring Effectiveness

By: Frank V. Cespedes

Written for a module in the Marketing Implementation course (second-year MBA elective). Offers a framework for considering relevant factors that affect sales force deployment and criteria for measuring sales effectiveness and the conduct of field marketing efforts. View Details

Keywords: Performance Effectiveness; Sales; Marketing

January 1992 (Revised December 1994)
Background Note

Note on E-Mail and Privacy: U.S. Law and Company Policies

By: Lynn S. Paine

Describes the legal landscape of employee privacy as it applies to e-mail interception: the various legal theories on which a privacy claim might be based and proposed federal legislation relevant to the subject. Also describes the policies companies like UPS,... View Details

Keywords: Risk and Uncertainty; Information; Rights; Government Legislation; Internet and the Web; Interpersonal Communication; Ethics; Theory; Policy; Employees

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Research Summary

Advancing Leadership: Research and Teaching

By: Nitin Nohria

Despite the fact that most business schools' mission statement proclaim their commitment to developing leaders who can contribute in a meaningful way to the betterment of their organizations and society, research and teaching on leadership remains a fragmented and... View Details

2016
Working Paper

The Mirroring Hypothesis: Theory, Evidence and Exceptions

By: Lyra J. Colfer and Carliss Y. Baldwin

The mirroring hypothesis predicts that organizational ties within a project, firm, or group of firms (e.g., communication, collocation, employment) will correspond to the technical patterns of dependency in the work being performed. A thorough understanding of the... View Details

Keywords: Modularity; Innovation; Product And Process Development; Organization Design; Design Structure; Organizational Ties; Mirroring Hypothesis; Industry Architecture; Product Architecture; Complex Technical Systems; Information Technology; Organizational Design; Organizational Structure; Relationships; Innovation and Invention; Product Development

2011
Chapter

Financing Constraints and Entrepreneurship

By: William R. Kerr and Ramana Nanda

Financing constraints are one of the biggest concerns impacting potential entrepreneurs around the world. Given the important role that entrepreneurship is believed to play in the process of economic growth, alleviating financing constraints for would-be entrepreneurs... View Details

Keywords: Economic Growth; Entrepreneurship; Financing and Loans; Investment; Policy; Research

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July 1995
Background Note

Managerial Effectiveness and Diversity: Individual Choices

Provides an introduction to the key concepts and questions individuals encounter in a diverse workplace. These concepts and questions are organized around three critical interactions and experiences in any individual's career: entry into an organization or work group;... View Details

Keywords: Management; Diversity

2016
Working Paper

Patent Disclosures and Standard-Setting

By: Josh Lerner, Haris Tabakovic and Jean Tirole

A key role of standard setting organizations (SSOs) is to aggregate information on relevant intellectual property (IP) claims before deciding on a standard. This article explores the firms’ strategies in response to IP disclosure requirements—in particular, the choice... View Details

Keywords: Patents; Corporate Disclosure; Standards

20 Jul 2020
Op-Ed

It's Time for a Bipartisan Health Plan for Employers and Employees

less than private insurers for the same services. Using 2018 data (the most recent year for which all relevant data is available), we found that a pay-as-you-go Public Option could lower the price for the 3.4 million people who now buy... View Details

Keywords: by Regina E. Herzlinger and Richard J. Boxer; Health; Insurance

November 2011 (Revised August 2012)
Background Note

Customer Discovery and Validation for Entrepreneurs

By: Frank V. Cespedes, Thomas Eisenmann and Steven G. Blank

Provides practical guidelines for conducting market research to explore and validate demand for entrepreneurial offering. Explains how the research objectives of entrepreneurs might differ from those relevant to managers evaluating product or service offerings to... View Details

Keywords: Customer Value and Value Chain; Entrepreneurship

September 2016 (Revised September 2016)
Case

The Tavistock Group and the Australian Agricultural Company

By: Dante Roscini and Matthew Preble

In late 2015, Dr. Shehan Dissanayake, a managing director and board member of Bahamian investment firm The Tavistock Group (Tavistock), the largest shareholder in the Australian Agricultural Company (AACo), one of the country's largest agribusinesses, faces a... View Details

Keywords: Agribusiness; Foreign Direct Investment; Cross-Cultural and Cross-Border Issues; Business and Government Relations; Agriculture and Agribusiness Industry; Australia; Bahamas

Teaching Interest

Investing: Risk, Return and Impact (MBA)

By: Shawn A. Cole

This is an investing/finance course, designed to build on skills introduced in the RC finance course, but with an emphasis on how and whether investors should incorporate what have traditionally been considered “non-financial” criteria in their decisions: for... View Details

2014
Working Paper

Poverty and Crime: Evidence from Rainfall and Trade Shocks in India

By: Lakshmi Iyer and Petia Topalova

Does poverty lead to crime? We shed light on this question using two independent and exogenous shocks to household income in rural India: the dramatic reduction in import tariffs in the early 1990s and rainfall variations. We find that trade shocks, previously shown to... View Details

Keywords: Rainfall; Weather; Crime; Trade Liberalization; India; Crime and Corruption; Poverty; India

May 2009
Article

Lobbies and Technology Diffusion

By: Diego Comin and Bart Hobijn

This paper explores whether lobbies slow down technology diffusion. To answer this question, we exploit the differential effect of various institutional attributes that should affect the costs of erecting barriers when the new technology has a technologically close... View Details

Keywords: Technology Adoption; Cost; Problems and Challenges; Knowledge Dissemination; Competition

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Research Summary

Real Options and Financial Decisions Under Uncertainty

Marc L. Bertoneche is developing material relevant to the business world in this field. He is particularly interested in applying the Real Option approach to Brand Valuation. View Details

June 2012
Article

A Reexamination of Tunneling and Business Groups: New Data and New Methods

By: Jordan I. Siegel and Prithwiraj Choudhury

One of the most rigorous methodologies in the corporate governance literature uses firms' reactions to industry shocks to characterize the quality of governance. This methodology can produce the wrong answer unless one considers the ways firms compete. Because... View Details

Keywords: Governance; System Shocks; India

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May 2023
Course Overview Note

Space: Public and Commercial Economics (SPACE)

By: Matthew C. Weinzierl

SPACE is a course with two goals: to use the tools of economics to better understand the rapidly evolving space sector, and to train the next generation of commercial space leaders. We pursue these goals through a systematic study of the growing space economy,... View Details

Keywords: Industry Growth; Aerospace Industry

2004
Book

Entrepreneurship and Venture Capital

By: Amar Bhidé

Academics and practitioners readily admit the importance of entrepreneurs for the wealth of nations. However, the relationship between the economic and social environment, entrepreneurship and value creation is not yet well understood. Moreover, at the micro-level, the... View Details

Keywords: Entrepreneur; Entrepreneurship; Venture Capital; Corporate Finance

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