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      • Faculty Publications  (185)

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      • December 2017
      • Supplement

      Bega Cheese: Bidding to Bring Vegemite Back Home

      By: Benjamin C. Esty and Lauren G. Pickle
      In January 2017, the leadership team of Bega Cheese—the Australian dairy company—was considering a bid for Mondelēz International’s Australia and New Zealand (ANZ) grocery business which included several leading consumer brands (Vegemite—the iconic Australian spread,... View Details
      Keywords: Mergers & Acquisitions; Value Drivers; Discounted Cash Flow (DCF); Dairy Industry; Corporate Scope; Diversification; Consumer Goods; Iconic Brands; Australia; Corporate Finance; Bidding Strategy; Cross Border; Mergers and Acquisitions; Valuation; Value Creation; Business Divisions; Capital Structure; Food; Bids and Bidding; Retail Industry; Consumer Products Industry; Food and Beverage Industry; Australia; United States
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      Esty, Benjamin C., and Lauren G. Pickle. "Bega Cheese: Bidding to Bring Vegemite Back Home." Harvard Business School Spreadsheet Supplement 218-701, December 2017.
      • November 2017 (Revised April 2019)
      • Case

      Summa Equity: Building Purpose-Driven Organizations

      By: George Serafeim
      In 2015, Reynir Indahl left top Nordic private equity firm Altor Equity Partners to found Summa Equity (Summa). After long contemplation following the financial crisis, Indahl was convinced the financial system was producing negative externalities and that the current... View Details
      Keywords: Corporate Purpose; ESG; ESG (Environmental, Social, Governance) Performance; Social Impact; Investment Management; Management Practices; Innovation; Voice; Environmental Impact; Private Equity; Social Enterprise; Finance; Capital Markets; Management Practices and Processes; Innovation Leadership; Leadership; Innovation and Management; Entrepreneurship; Mission and Purpose; Value Creation; Financial Services Industry; Norway; Sweden; Scandinavia
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      Serafeim, George, and David Freiberg. "Summa Equity: Building Purpose-Driven Organizations." Harvard Business School Case 118-028, November 2017. (Revised April 2019.)
      • 2017
      • Book

      Entering StartUpLand: An Essential Guide to Finding the Right Job

      By: Jeffrey J. Bussgang
      Many professionals aspire to work for startups. Executives from large companies view them as models to help them adapt to today's dynamic innovation economy, while freshly minted MBAs see magic in founding something new. Yes, startups look magical, but they can also be... View Details
      Keywords: Business Startups; Managerial Roles; Job Search
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      Bussgang, Jeffrey J. Entering StartUpLand: An Essential Guide to Finding the Right Job. Boston: Harvard Business Review Press, 2017.
      • August 2017
      • Article

      Incentives versus Reciprocity: Insights from a Field Experiment

      By: Doug J. Chung and Das Narayandas
      We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
      Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits
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      Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Journal of Marketing Research (JMR) 54, no. 4 (August 2017): 511–524. (Lead article.)
      • July 2017 (Revised March 2019)
      • Technical Note

      The Future of Mobility: Economic, Environmental, and Social Implications

      By: George Serafeim and David Freiberg
      This technical note explores how advancements in technology are fundamentally transforming how consumers interact with mobility. Transformation is being driven by three independent trends: the emergence of affordable electric vehicles, the development of autonomous... View Details
      Keywords: Oil & Gas; Automobile Manufacturing; Technological And Scientific Innovation; Mobility; Inequality; Electric Vehicles; Ride-sharing; Ambidexterity; Transformation; Disruption; Change; Technological Innovation; Transportation; Equality and Inequality; Auto Industry; Technology Industry; Transportation Industry; Distribution Industry
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      Serafeim, George, and David Freiberg. "The Future of Mobility: Economic, Environmental, and Social Implications." Harvard Business School Technical Note 118-008, July 2017. (Revised March 2019.)
      • July 2017
      • Article

      What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?

      By: Kenneth A. Froot, Namho Kang, Gideon Ozik and Ronnie Sadka
      We develop real-time proxies of retail corporate sales from multiple sources, including approximately 50 million mobile devices. These measures contain information from both the earnings quarter (within quarter) and the period between that quarter's end and the... View Details
      Keywords: Announcements; Business Earnings; Sales; Retail Industry
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      Froot, Kenneth A., Namho Kang, Gideon Ozik, and Ronnie Sadka. "What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?" Journal of Financial Economics 125, no. 1 (July 2017): 143–162. (Revised from NBER Working Paper No. 22366, June 2016, Harvard Business School Working Paper No. 16-123, April 2016.)
      • June 2017 (Revised September 2021)
      • Case

      Sales Misconduct at Wells Fargo Community Bank

      By: Suraj Srinivasan, Dennis W. Campbell, Susanna Gallani and Amram Migdal
      Set in early 2017, this case examines widespread sales misconduct at Wells Fargo Community Bank. Wells Fargo's governance and controls are described in the lead up to the September 2016 announcement that Wells Fargo had settled with regulators for $185 million in... View Details
      Keywords: Corporate Governance; Governance Controls; Governing Rules, Regulations, and Reforms; Governing and Advisory Boards; Executive Compensation; Lawsuits and Litigation; Crisis Management; Mission and Purpose; Organizational Design; Business and Community Relations; Business and Government Relations; Crime and Corruption; Business Organization; Business Model; Ethics; Corporate Accountability; Governance Compliance; Policy; Compensation and Benefits; Resignation and Termination; Laws and Statutes; Legal Liability; Business or Company Management; Risk Management; Business Processes; Organizational Culture; Organizational Structure; Failure; Agency Theory; Business and Shareholder Relations; Business and Stakeholder Relations; Risk and Uncertainty; Salesforce Management; Public Opinion; Banking Industry; North and Central America
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      Srinivasan, Suraj, Dennis W. Campbell, Susanna Gallani, and Amram Migdal. "Sales Misconduct at Wells Fargo Community Bank." Harvard Business School Case 118-009, June 2017. (Revised September 2021.)
      • June 2017 (Revised May 2018)
      • Supplement

      Hilti Fleet Management Video Supplements

      By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
      This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers’ needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new... View Details
      Keywords: Hilti; Business Model Innovation; Fleet Management; Decision-making; Implementation; Power Tools Industry; Europe; Switzerland; Liechtenstein; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Construction; Leasing; Strategy; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Latin America; North America; Africa; Japan; Hong Kong
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      Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management Video Supplements." Harvard Business School Multimedia/Video Supplement 717-808, June 2017. (Revised May 2018.)
      • May 2017 (Revised November 2017)
      • Case

      Cotopaxi: Managing Growth for Good

      By: Andy Wu and Laura Huang
      Cotopaxi, an innovative outdoor gear business targeting millennials, focuses on profit and social impact. This registered benefit corporation was formed by Davis Smith who coalesced his experiences as a Wharton MBA student along with professional knowledge from an... View Details
      Keywords: Entrepreneurship; Social Venture; Benefit Corporation; B-Corp; Retail; Consumer Products; Apparel; Social Impact; Social Entrepreneurship; Business Model; Product Positioning; Social Enterprise; Mission and Purpose; Consumer Products Industry; Retail Industry
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      Wu, Andy, and Laura Huang. "Cotopaxi: Managing Growth for Good." Harvard Business School Case 717-488, May 2017. (Revised November 2017.)
      • May 2017
      • Teaching Note

      Hilti Fleet Management (A) and (B)

      By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
      These notes are meant to accompany Hilti Fleet Management (A): Turning a Successful Business Model on Its Head (717-427) and Hilti Fleet Management (B): Towards a New Business Model (717-465).
      This case explores the introduction of fleet management in the... View Details
      Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Europe; Switzerland; Liechtenstein; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Growth Management; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Latin America; Africa; Japan; Hong Kong; France; Italy; Spain
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      Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management (A) and (B)." Harvard Business School Teaching Note 717-507, May 2017.
      • May 2017 (Revised September 2018)
      • Case

      Hilti Fleet Management (A): Turning a Successful Business Model on Its Head

      By: Ramon Casadesus-Masanell, Oliver Gassmann and Roman Sauer
      This case explores the introduction of fleet management in the construction industry by the premium power tools manufacturer Hilti in 2000. Following its customers’ needs, Hilti moved from selling power tools to leasing them as a service. The introduction of the new... View Details
      Keywords: Hilti; Business Model Innovation; BMI; Fleet Management; Decision-making; Implementation; Power Tools Industry; Business Model; Restructuring; Transformation; Transition; Customer Value and Value Chain; Customer Focus and Relationships; Construction; Innovation and Invention; Leasing; Strategy; Decision Making; Construction Industry; Switzerland; Liechtenstein; Germany; Austria; Europe; United States; Asia; Brazil; China; Japan; Hong Kong
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      Casadesus-Masanell, Ramon, Oliver Gassmann, and Roman Sauer. "Hilti Fleet Management (A): Turning a Successful Business Model on Its Head." Harvard Business School Case 717-427, May 2017. (Revised September 2018.)
      • May 2017 (Revised August 2021)
      • Case

      Mavi: Fashioning a Path to Brand Growth

      By: Jill Avery and Gamze Yucaoglu
      This case examines the strategic choices and business model with regards to branding at Mavi, a leading Turkish apparel retailer. The case is presented from the perspective of the company CEO and its global brand director who is also part owner. In 2015, Mavi had sales... View Details
      Keywords: Brand Management; Brand Architecture; Brand Portfolio Strategy; Brand Positioning; International Expansion; Retailing; Fashion; Pricing; Fast Fashion; Emerging Economies; Brand Extension; Marketing; Marketing Strategy; Brands and Branding; Emerging Markets; Growth and Development Strategy; Expansion; Global Range; Decision Choices and Conditions; Fashion Industry; Retail Industry; Turkey; Europe; Asia
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      Avery, Jill, and Gamze Yucaoglu. "Mavi: Fashioning a Path to Brand Growth." Harvard Business School Case 517-075, May 2017. (Revised August 2021.)
      • 2018
      • Working Paper

      Opportunistic Returns and Dynamic Pricing: Empirical Evidence from Online Retailing in Emerging Markets

      By: Chaithanya Bandi, Antonio Moreno, Donald Ngwe and Zhiji Xu
      We investigate how dynamic pricing can lead to higher operational costs through more product returns in the online retail industry. Dynamic pricing has been widely applied by many online retailers. Research has shown that, in response to dynamic pricing, some customers... View Details
      Keywords: Price; Policy; Consumer Behavior; Cost Management; Emerging Markets; Retail Industry
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      Bandi, Chaithanya, Antonio Moreno, Donald Ngwe, and Zhiji Xu. "Opportunistic Returns and Dynamic Pricing: Empirical Evidence from Online Retailing in Emerging Markets." Working Paper, September 2018.
      • November 2016 (Revised December 2016)
      • Case

      Anthology: Pivoting the Business Model

      By: Shikhar Ghosh and Christopher Payton
      In July 2014, after 18 months and eight unsuccessful product launches, the CEO of Yabbly has agreed to sell his company to a larger, well-funded startup, providing a return of capital for his investors and a home for his team. Two weeks prior to the scheduled closing,... View Details
      Keywords: Mergers & Acquisitions; Business Model; Business Plan; Business Startups; Entrepreneurship; Innovation Strategy; Mobile and Wireless Technology; Internet and the Web; Mergers and Acquisitions; Business Exit or Shutdown; Fairness; Valuation; Technology Industry; Consumer Products Industry; North America; United States; Seattle
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      Ghosh, Shikhar, and Christopher Payton. "Anthology: Pivoting the Business Model." Harvard Business School Case 817-066, November 2016. (Revised December 2016.)
      • October 2016 (Revised April 2018)
      • Case

      DataXu: Selling Ad Tech

      By: Frank V. Cespedes, John Deighton, Lisa Cox and Olivia Hull
      DataXu served marketers by buying digital advertising for brands using its demand-side platform. It sought a way to build a more predictable revenue stream in the very transactional media marketplace, and hoped that two new marketing analytics products would give it a... View Details
      Keywords: Sales Management; Pricing; Programmatic Ad Buying; "Marketing Analytics"; Advertising Technology; Sales; Digital Marketing; Marketing Strategy; Advertising Campaigns; Product Launch; Product Positioning; Media; Technology Industry; Advertising Industry; Boston; Massachusetts
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      Cespedes, Frank V., John Deighton, Lisa Cox, and Olivia Hull. "DataXu: Selling Ad Tech." Harvard Business School Case 817-012, October 2016. (Revised April 2018.)
      • September 2016 (Revised November 2017)
      • Case

      Casper Sleep Inc.: Marketing the 'One Perfect Mattress for Everyone'

      By: Robert J. Dolan
      “A Warby Parker of mattresses? Somebody is going to do it. Why not us?” This was the topic of a conversation begun in spring 2013 among Gabe Flateman, Philip Krim, Neil Parikh, and T. Luke Sherwin. The four met as members of a New York City venture accelerator... View Details
      Keywords: Mattress; Sleep; Marketing; Business Model; Marketing Channels; Adoption; Sales; Consumer Products Industry
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      Dolan, Robert J. "Casper Sleep Inc.: Marketing the 'One Perfect Mattress for Everyone'." Harvard Business School Case 517-042, September 2016. (Revised November 2017.)
      • October 2015
      • Article

      How Smart, Connected Products Are Transforming Companies

      By: Michael E. Porter and James E. Heppelmann
      The evolution of products into intelligent, connected devices is revolutionizing business. In a November 2014 article, "How Smart, Connected Products Are Transforming Competition," Harvard Business School professor Michael Porter and PTC president and CEO James... View Details
      Keywords: Organizational Change and Adaptation; Technological Innovation; Information Technology; Organizational Structure; Operations; Business Strategy
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      Porter, Michael E., and James E. Heppelmann. "How Smart, Connected Products Are Transforming Companies." Harvard Business Review 93, no. 10 (October 2015): 97–114.
      • 2015
      • Working Paper

      Incentives versus Reciprocity: Insights from a Field Experiment

      By: Doug J. Chung and Das Narayandas
      We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
      Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Motivation and Incentives; Salesforce Management; Compensation and Benefits
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      Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Harvard Business School Working Paper, No. 15-084, April 2015. (Revised November 2015.)
      • March 2015
      • Article

      Vulnerable Banks

      By: Robin Greenwood, Augustin Landier and David Thesmar
      We present a model in which fire sales propagate shocks across bank balance sheets. When a bank experiences a negative shock to its equity, a natural way to return to target leverage is to sell assets. If potential buyers are limited, then asset sales depress prices,... View Details
      Keywords: Financial Liquidity; Financial Crisis; Banks and Banking; Banking Industry; Europe
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      Greenwood, Robin, Augustin Landier, and David Thesmar. "Vulnerable Banks." Journal of Financial Economics 115, no. 3 (March 2015): 471–485.
      • February 2015 (Revised September 2016)
      • Teaching Note

      Making stickK Stick: The Business of Behavioral Economics

      By: Leslie K. John and Michael Norton
      Email mking@hbs.edu for a courtesy copy.

      This Teaching Note explains the theory of the case and teaching plan for the case: Making sticK Stick: The Business of Behavioral Economics (514019). The case focuses on a... View Details
      Keywords: Behavioral Economics; Behavior Change; B2B Vs. B2C; Human Resource Management; Marketing Of Innovations; Health & Wellness; Weight Loss; Charitable Giving; Marketing; Consumer Behavior; Entrepreneurship; Internet and the Web; Health; Business Model; Sales; Human Resources; Health Industry; United States
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      John, Leslie K., and Michael Norton. "Making stickK Stick: The Business of Behavioral Economics." Harvard Business School Teaching Note 515-088, February 2015. (Revised September 2016.) (Email mking@hbs.edu for a courtesy copy.)
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