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  • Teaching Interest

MBA Elective Curriculum Personal Selling and Sales Force Management

Personal selling is the primary (and sometimes the only) form of marketing activity for many firms, especially in a business-to-business context. The course focuses on the tactical component of managing a salesforce and on the strategic element of linking sales... View Details

  • Article

The Price of Anarchy of Self-Selection in Tullock Contests

By: Hau Chan, David C. Parkes and Karim R. Lakhani
Crowdsourcing platforms operate by offering their clients the ability to obtain cost-effective solutions for their problems through contests. The top contestants with the best solutions are rewarded, and the submitted solutions are provided to the clients. Within the... View Details
Keywords: Crowdsourcing Contests; Game Theory
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  • January 1999
  • Article

An Analysis of Value Destruction and Recovery in the Alliance and Proposed Merger of Volvo and Renault

By: Robert Bruner
Volvo's attempt to merge with Renault in 1993 temporarily destroyed SEK 8.6 billion (US$ 1.1 billion) in Volvo shareholder wealth. This study traces the destruction to hubris, managerialism, and the escalation of commitment—elements suggested in previous research. In... View Details
Keywords: Mergers ＆ Acquisitions; Institutional Investors; Alliances; Privatization; Mergers and Acquisitions; Institutional Investing; Auto Industry
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  • Article

Renegotiation and the Form of Efficient Contracts

By: Jerry R. Green and J. J. Laffont
Two parties may agree to a mutually binding contract that will govern their behavior after an uncertain event becomes known. As there is no agent who can both observe this uncertain outcome and enforce the contract, contingent agreements are precluded. However, the... View Details
Keywords: Negotiation; Contracts
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  • 14 Feb 2012
  • First Look

First Look: February 14

Publication:Psychological Science (forthcoming) Abstract Five studies investigate whether the practice of "regifting"-a social taboo-is as offensive to givers as regifters assume. Participants who imagined regifting thought that... View Details
Keywords: Carmen Nobel
  • 03 Oct 2017
  • First Look

First Look at Research and Ideas, October 3, 2017

industries. Extreme Teaming provides new insights into the world of complex, cross-industry projects and the ways they must be managed. The authors analyze contemporary cases that expose the complex demands of cross-boundary collaboration... View Details
Keywords: by Sean Silverthorne
  • October 2008 (Revised October 2009)
  • Case

New Century Financial Corporation

By: Krishna G. Palepu, Suraj Srinivasan and Aldo Sesia
After years of rapid growth and stock price appreciation, New Century Financial Corporation, one of the largest subprime loan originators in the U.S., reported accounting problems in early 2007. The resulting liquidity crisis forced the company to file for Chapter 11... View Details
Keywords: Accounting Audits; Financial Reporting; Business Model; Financial Crisis; Insolvency and Bankruptcy; Mortgages; Financial Services Industry; United States
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  • 31 May 2023
  • Video

Martine Rothblatt: Making Implausible Dreams Reality

  • December 2009
  • Article

Restructuring Within an Academic Health Center to Support Quality and Safety: The Development of the Center for Quality and Safety at the Massachusetts General Hospital

By: Richard Bohmer, Jonathan David Bloom, Elizabeth Mort MD, Akinluwa Demehin and Gregg Meyer MD
Recent focus on the need to improve the quality and safety of health care has created new challenges for academic health centers (AHCs). Whereas previously quality was largely assumed, today it is increasingly quantifiable and requires organized systems for... View Details
Keywords: Health Care and Treatment; Organizational Change and Adaptation; Organizational Culture; Organizational Design; Performance Improvement; Quality; Safety; Massachusetts
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  • 08 Aug 2006
  • First Look

First Look: August 8, 2006

source of inferences about and precursors to perceived justice. The study offers implications for the management of queues as well as other artifacts.   Cases & Course MaterialsChoicePoint (A) Harvard... View Details
Keywords: Sean Silverthorne
  • 2014
  • Working Paper

The Nobel Prize: A 'Heritage-based' Brand-oriented Network

By: Mats Urde and Stephen A. Greyser
Purpose — Understanding the Nobel Prize as a 'true' heritage brand in a networked situation and its management challenges, especially regarding identity and reputation.

Methodology — The Nobel Prize serves as an in-depth case study and is analysed within... View Details
Keywords: Nobel Prize; Heritage Brand; Brand Network; Networked Brand; Brand Within A Network; Brand Orientation; Brand Stewardship; Corporate Brand Identity; Reputation; Networks; Organizations; Philanthropy and Charitable Giving; Brands and Branding
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    Leonard A. Schlesinger

    Leonard A. Schlesinger is Baker Foundation Professor at the Harvard Business School where he serves as Chair of the School’s Practice based faculty and faculty Chair of the MBA Field Global Immersion program. He has served as a member of the HBS faculty from 1978 to... View Details

    • December 2017 (Revised November 2023)
    • Technical Note

    The BGIE Twenty (2024 version)

    By: Alberto Cavallo, Kristin Fabbe, Mattias Fibiger, Jeremy Friedman, Reshmaan Hussam, Vincent Pons and Matthew Weinzierl
    The purpose of this technical note is to explain the BGIE Twenty, an “idea-kit” that serves as the intellectual backbone of the BGIE course. Each year, the BGIE professors decide on the twenty ideas that we believe are the most important for students to study in... View Details
    Keywords: Ideas; Business Education; Curriculum and Courses; Analysis
    Related
    • 01 Sep 2020
    • News

    Navigating the Populism Phenomenon

    • 09 Feb 2017
    • News

    A New Approach to Civics Education

    • 15 Jun 2020
    • Research & Ideas

    A Mass Crisis Can Overwhelm Health Care. Liberia Found a Solution.

    If one thing has been made clear by the COVID-19 pandemic, it is this: The health care system in the United States (and most other nations) is not set up to respond to a large-scale medical emergency that affects tens of thousands of citizens simultaneously. But there... View Details
    Keywords: by Rachel Layne; Health
    • 14 Apr 2023
    • Blog Post

    New MBA Course Asks Students: What’s More Important—Purpose or Profits?

    Institute for the Study of Business in Global Society (BiGS). Over two days, 11 faculty members from across the School taught five new cases involving companies ranging from Microsoft to Sweden’s Northvolt... View Details
    • 18 Jul 2006
    • First Look

    First Look: July 18, 2006

      Working PapersNone available this week   Cases & Course MaterialsThe Company Sale Process Author:William E. Fruhan Jr. Harvard Business School Note 206-108 Lays out the steps, timeline, and process by which a company is sold.... View Details
    Keywords: Sean Silverthorne
    • 29 Jun 2007
    • First Look

    First Look: June 29, 2007

    PeopleSoft: A Case Study Authors:D. Millstone and Guhan Subramanian Periodical:Harvard Negotiation Law Review (winter 2007) Abstract This case describes Oracle's hostile... View Details
    Keywords: Martha Lagace
    • 19 Apr 2016
    • First Look

    April 19, 2016

    presidential election. These results highlight the trade-offs associated with mobilizing voters in recently established democracies. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=50950 Harvard Business School Case... View Details
    Keywords: Sean Silverthorne