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      Behavioral Decision ResearchRemove Behavioral Decision Research →

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      • November 1996 (Revised December 1996)
      • Case

      Rogers Communications, Inc.: The Wave

      By: John A. Deighton, Karsten Voermann and Reginal Gilyard
      Rogers Communications, Inc., Canada's largest cable television provider, is deciding how it should respond to developments that appear to portend the convergence of its industry with the computing and telecommunications industries. In particular, it is investigating... View Details
      Keywords: Decisions; Innovation and Invention; Marketing Strategy; Market Entry and Exit; Internet and the Web; Mobile and Wireless Technology; Consumer Behavior; Technology Adoption; Telecommunications Industry; Canada
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      Deighton, John A., Karsten Voermann, and Reginal Gilyard. "Rogers Communications, Inc.: The Wave." Harvard Business School Case 597-050, November 1996. (Revised December 1996.) (request a courtesy copy.)
      • October 1996 (Revised April 1997)
      • Case

      Team New Zealand (A)

      By: Marco Iansiti and Alan D. MacCormack
      The case describes the development process used by Team New Zealand to design their two yachts for the 1995 America's Cup. During development, the team makes extensive use of simulation and physical prototyping to improve the initial design concept. As they approach... View Details
      Keywords: Product Design; Design; Product Development; Sports; Ship Transportation; Research and Development; Situation or Environment; Decisions; Sports Industry; New Zealand
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      Iansiti, Marco, and Alan D. MacCormack. "Team New Zealand (A)." Harvard Business School Case 697-040, October 1996. (Revised April 1997.)
      • March 1996 (Revised January 2002)
      • Case

      CIBA Vision: The Daily Disposable Lens Project (A)

      By: Gary P. Pisano
      Examines CIBA Vision's decision on whether to launch a major new R&D initiative to develop a low-cost, daily disposable contact lens, and how to organize such a project should it proceed. One group of executives favors setting up a small, autonomous project team... View Details
      Keywords: Product Development; Operations; Research and Development; Decision Making; Production; Strategy; Management; Organizational Design; Globalization; Medical Devices and Supplies Industry
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      Pisano, Gary P. "CIBA Vision: The Daily Disposable Lens Project (A)." Harvard Business School Case 696-100, March 1996. (Revised January 2002.)
      • February 1996
      • Case

      Chadwick, Inc.: The Balanced Scorecard (Abridged)

      By: Robert S. Kaplan
      The pharmaceutical division of a diversified company has been asked to develop a Balanced Scorecard. Research and development projects take about ten years to bring a new product to the marketplace and the division depends on good relations and active feedback from its... View Details
      Keywords: Balanced Scorecard; Research and Development; Product Launch; Commercialization; Consumer Behavior; Customer Focus and Relationships; Performance Evaluation; Pharmaceutical Industry
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      Kaplan, Robert S. "Chadwick, Inc.: The Balanced Scorecard (Abridged)." Harvard Business School Case 196-124, February 1996.
      • 1996
      • Chapter

      Behavioral Decision Research

      By: M. H. Bazerman
      Keywords: Decision Making; Behavior; Research
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      Bazerman, M. H. "Behavioral Decision Research." In The Blackwell Encyclopedia of Organizational Behavior, edited by N. Nicholson. Blackwell Publishers, 1996.
      • October 1995 (Revised December 1995)
      • Case

      Marketing the National Hockey League

      By: V. Kasturi Rangan and Marie Bell
      One third of the 24 National Hockey League (NHL) teams are unprofitable. Another third are barely profitable. This case provides the background and market research data to help the senior managers of the NHL make decisions pertaining to how they would like to grow the... View Details
      Keywords: Advertising; Decision Choices and Conditions; Management Analysis, Tools, and Techniques; Marketing Channels; Marketing Strategy; Research; Sports Industry
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      Rangan, V. Kasturi, and Marie Bell. "Marketing the National Hockey League." Harvard Business School Case 596-059, October 1995. (Revised December 1995.)
      • April 1995
      • Teaching Note

      Freemark Abbey Winery TN

      By: David E. Bell
      Teaching Note for (9-181-027). View Details
      Keywords: Decision Choices and Conditions; Consumer Behavior; Value; Risk and Uncertainty; Plant-Based Agribusiness; Agriculture and Agribusiness Industry
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      Bell, David E. "Freemark Abbey Winery TN." Harvard Business School Teaching Note 895-053, April 1995.
      • 1995
      • Book

      Introduction to Statistical Decision Theory

      By: John W. Pratt, Howard Raiffa and Robert Schlaifer
      Keywords: Mathematical Methods; Decision Making; Theory
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      Pratt, John W., Howard Raiffa, and Robert Schlaifer. Introduction to Statistical Decision Theory. MIT Press, 1995.
      • Article

      A Brand's Eye View of Response Segmentation in Consumer Choice Behavior

      By: Randolph E. Bucklin, Sunil Gupta and Sangman Han
      Keywords: Brands and Branding; Segmentation; Decision Choices and Conditions; Customers; Behavior
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      Bucklin, Randolph E., Sunil Gupta, and Sangman Han. "A Brand's Eye View of Response Segmentation in Consumer Choice Behavior." Journal of Marketing Research (JMR) 32, no. 1 (February 1995): 66–74.
      • January 1995
      • Background Note

      A Note on Distribution of Venture Investments

      By: Josh Lerner
      Venture capitalists typically exit investments by distributing shares to investors. These transfers pose challenges for these investors. Predictions and evidence about the behavior of stock prices of firms around the time of these distributions are presented. View Details
      Keywords: Forecasting and Prediction; Venture Capital; Stocks; Investment; Price
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      Lerner, Josh. "A Note on Distribution of Venture Investments." Harvard Business School Background Note 295-095, January 1995.
      • December 1994
      • Case

      AB SKA (Sweden)

      By: David F. Hawkins, V.G. Narayanan and Robert L. Simons
      A senior manager faces three accounting and control decisions related to a new R&D project: to expense or capitalize, how to implement management control over the R&D function, and how to use activity-based cost drivers for product costing. View Details
      Keywords: Cost Accounting; Management Practices and Processes; Cost Management; Activity Based Costing and Management; Research and Development; Sweden
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      Hawkins, David F., V.G. Narayanan, and Robert L. Simons. "AB SKA (Sweden)." Harvard Business School Case 195-180, December 1994.
      • November 1994
      • Case

      Pilkington Float Glass--1955

      By: Kim B. Clark
      The case examines the development of the float glass process at Pilkington in the mid-1950s. Pilkington has pursued the development of a radically new process for flat glass production, but has experienced serious problems at each stage of development. The senior... View Details
      Keywords: Transformation; Decision Choices and Conditions; Technological Innovation; Product Development; Research and Development; Commercialization; Technology
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      Clark, Kim B. "Pilkington Float Glass--1955." Harvard Business School Case 695-024, November 1994.
      • October 1994
      • Article

      When Worlds Collide: The Implications of Panel Data-Based Choice Models for Consumer Behavior

      By: R. S. Winer, R.E. Bucklin, J. A. Deighton, J. Erdem, P.S. Fader, J.J. Inman, H. Katahira, Katherine N. Lemon and A. Mitchell
      Keywords: Analytics and Data Science; Consumer Behavior; Decision Choices and Conditions
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      Winer, R. S., R.E. Bucklin, J. A. Deighton, J. Erdem, P.S. Fader, J.J. Inman, H. Katahira, Katherine N. Lemon, and A. Mitchell. "When Worlds Collide: The Implications of Panel Data-Based Choice Models for Consumer Behavior." Marketing Letters 5, no. 4 (October 1994).
      • September 1994 (Revised January 2002)
      • Case

      BMW: The 7-Series Project (B)

      By: Gary P. Pisano and Sharon L. Rossi
      Describes the decision made on the 7-Series project with respect to prototyping and its impact on quality. View Details
      Keywords: Research and Development; Quality; Auto Industry; Manufacturing Industry; Germany
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      Pisano, Gary P., and Sharon L. Rossi. "BMW: The 7-Series Project (B)." Harvard Business School Case 695-013, September 1994. (Revised January 2002.)
      • June 1994 (Revised September 1994)
      • Background Note

      Commercializing Technology: Imaginative Understanding of User Needs

      By: Dorothy A. Leonard
      The transformation of technology into commercially successful products is a process fraught with risk and uncertainty, and increasing pressure on time to market is exacerbating the difficulties. This note first describes a study conducted by Hewlett-Packard to improve... View Details
      Keywords: Transformation; Communication Strategy; Customers; Design; Marketing; Consumer Behavior; Product Development; Research; Risk and Uncertainty; Commercialization; Technology Adoption
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      Leonard, Dorothy A. "Commercializing Technology: Imaginative Understanding of User Needs." Harvard Business School Background Note 694-102, June 1994. (Revised September 1994.)
      • October 1993 (Revised August 1996)
      • Background Note

      Forecasting with Regression Analysis

      By: Arthur Schleifer Jr.
      Provides an example of regression in one of its most important roles. Relating probabilistic forecasts based on past data to decision analysis. View Details
      Keywords: Management Analysis, Tools, and Techniques; Analytics and Data Science; Forecasting and Prediction; Mathematical Methods
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      Schleifer, Arthur, Jr. "Forecasting with Regression Analysis." Harvard Business School Background Note 894-007, October 1993. (Revised August 1996.)
      • August 1993 (Revised April 1994)
      • Case

      Flanders of Springfield

      By: Arthur Schleifer Jr.
      Flanders is a catalog merchandiser. Various decisions on catalog distribution policy, ordering and inventory policy, and catalog format design are considered. This was a final examination, and serves as a review for a number of topics in the course. View Details
      Keywords: Decisions; Policy; Distribution; Product Design; Supply Chain; Mathematical Methods; Consumer Products Industry
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      Schleifer, Arthur, Jr. "Flanders of Springfield." Harvard Business School Case 894-005, August 1993. (Revised April 1994.)
      • May 1993 (Revised May 1994)
      • Case

      Managing for Integrity: Three Vignettes

      By: Lynn S. Paine
      Three situations are described. A branch manager for a retail brokerage firm must decide whether to change the branch's cash management techniques to increase interest earnings. An auto mechanic must decide whether to oversell parts and repairs to meet sales and... View Details
      Keywords: Growth Management; Ethics; Decision Making; Organizational Culture; Financial Management; Sales; Organizational Change and Adaptation
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      Paine, Lynn S. "Managing for Integrity: Three Vignettes." Harvard Business School Case 393-154, May 1993. (Revised May 1994.)
      • April 1993 (Revised October 1995)
      • Case

      ALZA and Bio-Electro Systems (A): Technological and Financial Innovation

      By: Josh Lerner and Peter Tufano
      To develop the next generation of risky products, ALZA, a mature and profitable biotechnology firm specializing in drug delivery systems, must raise $40 million. Organizational constraints and competitive concerns demand that the work be done inside the firm. However,... View Details
      Keywords: Risk and Uncertainty; Technological Innovation; Business Subsidiaries; Decision Choices and Conditions; Corporate Finance; Biotechnology Industry; Medical Devices and Supplies Industry
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      Lerner, Josh, and Peter Tufano. "ALZA and Bio-Electro Systems (A): Technological and Financial Innovation." Harvard Business School Case 293-124, April 1993. (Revised October 1995.)
      • March 1992
      • Article

      Negotiator Cognition and Rationality: A Behavioral Decision Theory Perspective

      By: M. A. Neale and M. H. Bazerman
      Keywords: Negotiation; Cognition and Thinking; Behavior; Decision Making; Perspective; Theory
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      Neale, M. A., and M. H. Bazerman. "Negotiator Cognition and Rationality: A Behavioral Decision Theory Perspective." Organizational Behavior and Human Decision Processes 51, no. 2 (March 1992): 157–175.
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