Publications

May 2011
Supplement

The Morrison Company, Spreadsheet Supplement (Brief Case)

By: Steven C. Wheelwright and Paul Myers

Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Information Technology; Production; Analysis; Performance Capacity; Product Marketing

13 Apr 2007
Working Paper Summaries

Incorporating Price and Inventory Endogeneity in Firm-Level Sales Forecasting

Keywords: by Saravanan Kesavan, Vishal Gaur & Ananth Raman; Retail

Research Summary

Strategic Human Capital

My research focuses on the links between managerial background, job attributes, organizational/firm characteristics, and firm performance. Broadly speaking, I am interested in how a manager's skills, knowledge, connections, experiences, and other attributes... View Details

May 2011
Article

The Growing Power of Non-financial Reports

By: Ioannis Ioannou and George Serafeim

We are exploring the value of forcing corporations to issue sustainability reports, which provide information about corporate performance in terms of social, environmental and governance issues. In a breakthrough study they asked, what is the effect of mandatory... View Details

Keywords: Value; Reports; Performance; Management Practices and Processes; Globalization; Power and Influence; Natural Environment; Governance; Social Issues

2022
Book

Deep Purpose: The Heart and Soul of High-Performance Companies

By: Ranjay Gulati

This book offers a compelling reassessment and defense of purpose as a management ethos, documenting the vast performance gains and social benefits that become possible when firms manage to get purpose right. Few business topics have aroused more skepticism in recent... View Details

Keywords: Purpose; Business And Society; Organizations; Mission and Purpose; Performance Effectiveness; Organizational Culture

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Teaching

Overview

By: Tatiana Sandino

Professor Sandino teaches the second-year MBA course Mastering Strategy Execution. She also teaches the main doctoral course in management accounting, Management Control and Performance Measurement. Professor Sandino has taught several other MBA courses including the... View Details

July–August 2011
Article

Putting Business Models Under the Microscope

By: K. Merchant, Tatiana Sandino and D. Huelsbeck

The article provides advice for financial managers on evaluating business models for corporate performance measurement. Emphasis is given to a study sponsored by the Chartered Institute of Management Accountants (CIMA) that examined the business model of a medical... View Details

Keywords: Business Model; Financial Management; Performance Evaluation

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May 2011
Supplement

The Morrison Company, Faculty Spreadsheet (Brief Case)

By: Steven C. Wheelwright and Paul Myers

Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Information Technology; Production; Analysis; Performance Capacity; Product Marketing

24 Feb 2016
Research & Ideas

Why It's Best to Take Tests Early in the Day

Here’s a tip for parents of school-aged children. If your kids must take a standardized test, it’s best to do so either first thing in the morning or right after recess. On average, students perform best on tests at the start of the... View Details

Keywords: by Carmen Nobel; Education

May 2011
Teaching Note

Baria Planning Solutions, Inc.: Fixing the Sales Process (Brief Case)

By: Steven C. Wheelwright and William Schmidt

Teaching Note for 4568. View Details

Keywords: Quantitative Analysis; Technology; Operations Management; Product Lines; Manufacturing; Capacity Planning; Production Planning; Information Technology; Production; Mathematical Methods; Performance Capacity; Product Development; Planning; Manufacturing Industry

Research Summary

Relational Contracts

George Baker is exploring (with Robert Gibbons of MIT and Kevin Murphy of the USC) how relational contracts--contracts secured by reputation and trust, rather than by legal enforcement--affect the performance and boundaries of firms. Such relational contracts are... View Details

Causes and Consequences of Firm Disclosures of Anticorruption Efforts

Multinationals frequently operate in locations where laws against corruption are not widely enforced. We examine ratings of self-reported anticorruption efforts for 480 multinationals to better understand what factors underlie their efforts and their performance... View Details

June 2022 (Revised March 2024)
Case

Netflix's Culture: Binge or Cringe?

By: Hubert Joly, Leonard A. Schlesinger, James Barnett and Stacy Straaberg

In May 2022, streaming entertainment company Netflix lost customers for the first time in more than 10 years. Once a first mover in the streaming landscape, Netflix was facing competition from Amazon Prime Video, Disney+, HBO Max, and others. A key component of... View Details

13 Dec 2022
Research & Ideas

The Color of Private Equity: Quantifying the Bias Black Investors Face

they do it.” The color of money is mostly white The total share of assets managed by minority-owned firms in 2021 was 1.4 percent, according to Lerner, while minorities that year made up over 40 percent of the population. Lerner and... View Details

Keywords: by Pamela Reynolds; Financial Services

25 Apr 2012
Research & Ideas

The Importance of Teaming

performing together. Members of these teams learn how to interact. They've developed trust and know each other's roles. Advocating stable boundaries, well-designed tasks, and thoughtfully composed membership, many seminal theories of... View Details

Keywords: Re: Amy C. Edmondson

2021
Working Paper

Accounting for Product Impact in the Airlines Industry

By: George Serafeim and Katie Trinh

We apply the product impact measurement framework of the Impact-Weighted Accounts Initiative (IWAI) in two competitor companies within the airlines industry. We design a monetization methodology that allows us to calculate monetary impact estimates of fare... View Details

SSRN

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2021
Working Paper

Accounting for Product Impact in the Telecommunications Industry

By: George Serafeim and Katie Trinh

We apply the product impact measurement framework of the Impact-Weighted Accounts Initiative (IWAI) in two competitor companies within the telecommunications industry. We design a monetization methodology that allows us to calculate monetary impact estimates of network... View Details

SSRN

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October 2017 (Revised March 2020)
Case

Medicetra Medtech Company, Inc.

By: Doug J. Chung

Medicetra MedTech Company is a dental equipment distributor, and senior management is deciding whether to implement a new incentive compensation program for the sales force. For many years, Medicetra had paid salespeople only a fixed salary. Although the current plan... View Details

Keywords: Sales Compensation; Sales Force Retention; Employee Fairness; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Retention; Fairness; Performance Improvement

February 1985 (Revised July 1993)
Case

Puritan Drug Co.

David Thomas takes his first sales management assignment and is faced with a sales rep revolt because of a possible territory reorganization. In addition, his sales division is performing well below the national average. Rewritten version of a case by R.Z. Sorenson. View Details

Keywords: Salesforce Management; Conflict and Resolution; Beauty and Cosmetics Industry; Retail Industry; Pharmaceutical Industry