Publications

October 2004
Case

Sales Force Training at Arrow Electronics (A)

By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman

In the mid-1980s, Arrow, the world's largest electronics distributor, implemented a college recruiting program to hire salespeople. The program was part of an effort to increase the professionalism and skill set of the sales force in an industry where few salespeople... View Details

Keywords: Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition

December 2000
Background Note

Online Market Makers

By: Thomas R. Eisenmann and Chris Hackett

Describes the business model for online market makers, firms that use the Internet to organize a marketplace, providing participants with a virtual "place" to trade, rules to govern their exchanges, and infrastructure to support trading. First it proposes a definition... View Details

Keywords: Business Model; Web Services Industry

10 Feb 2015
First Look

First Look: February 10

Publications February 2015 RAND Journal of Economics Performance Responses to Competition Across Skill-Levels in Rank Order Tournaments: Field Evidence and Implications for Tournament Design By: Boudreau, Kevin J., Karim R. Lakhani, and... View Details

Keywords: Sean Silverthorne

March 2019 (Revised June 2021)
Case

HelloSelf: Foundation

By: John R. Wells and Benjamin Weinstock

On January 6, 2019, HelloSelf, a London-based “BrainTech” company, founded a year earlier by Charles Wells, soft launched. The proposition was simply to help its members “Be your Best Self.” The company provided its registered members with access to a clinical... View Details

29 Jan 2013
First Look

First Look: Jan. 29

reaping the benefits of FDI (which relate to when FDI will generate growth) and (2) the mechanisms by which FDI creates positive externalities (which relate to how FDI generates growth). Technology and Innovation Management... View Details

Keywords: Sean Silverthorne

August 2017 (Revised November 2021)
Case

Ryan Greene at Rainier Wearables

By: Shikhar Ghosh, Thomas R. Eisenmann and Christopher Payton

This case provides a platform for discussing mental health and depression in entrepreneurship. Why do entrepreneurs have more mental health issues than other professions? What can an entrepreneur do if they face a situation where their mental well-being is being... View Details

Keywords: Mental Health; Depression; Entrepreneurship; Well-being; Personal Development and Career

1985
Working Paper

Sequential Innovation and Market Structure

By: Jerry R. Green and Jean-Jacques Laffont

This paper concerns the introduction of a sequence of new, higher-quality durable products in a market in which there already exists a lower-quality substitute. The product has the further attribute that a real resource cost is incurred at the time a higher-quality... View Details

Article

A Theories-in-Use Approach to Building Marketing Theory

By: G. Zaltman, Valarie A. Zeithaml, Bernard Jaworski, Ajay K. Kohli, Kapil R. Tuli and Wolfgang Ulaga

This article’s objective is to inspire and provide guidance on the development of marketing knowledge based on the theories-in-use (TIU) approach. The authors begin with a description of the TIU approach and compare it with other inductive and deductive research... View Details

Keywords: Building Theory; Grounded Theory; Theories-in-use; Theory Construction; Theory Development; Marketing; Knowledge; Theory

Register to Read

06 Feb 2018
First Look

First Look at New Research and Ideas: February 6, 2018

workers; and the production of knowledge, including the idea of the economy, among other topics. Together, the essays suggest emerging themes in the field: a fascination with capitalism as it is made by political authority, how it is... View Details

August 2019 (Revised July 2023)
Course Overview Note

Demystifying the Family Enterprise

By: Christina R. Wing and Madeline Keulen

90% of the GDP in the world is created through family-owned businesses. Family businesses are frequently thought to be exclusively mom-and-pop, small businesses. Most fail to realize that Walmart, Fidelity, Cargill, Koch Industries, and Ford, to name a few, are all... View Details

Keywords: Family Office; Family Business; Family Ownership

Summer 2013
Article

Nuclear Negotiations With Iran

By: Paul R. Pillar, Robert Reardon, James K. Sebenius and Michael K. Singh

Paul Pillar and Robert Reardon challenge the analysis and substantive policy inputs that Sebenius and Singh developed for their article "Is a Nuclear Deal with Iran Possible? An Analytic Framework for the Iran Nuclear Negotiations" (International Security 37, no. 3... View Details

Keywords: Nuclear Proliferation; Zone Of Possible Agreement; ZOPA; International Relations; Negotiation; Iran; United States

October 24, 2018
Article

End the Corporate Health Care Tax

By: Mark R. Kramer and John Pontillo

Imagine if a single piece of legislation could effectively eliminate all U.S. corporate taxes, subsidize hundreds of millions of dollars in new corporate investment, increase the take-home pay of most U.S. employees, ease state and local budgets, and reduce the U.S.... View Details

Keywords: Corporate Taxation; Health Care and Treatment; Insurance; Taxation; Governing Rules, Regulations, and Reforms; United States

Register to Read

2015
Working Paper

Informal Tradables and the Employment Growth of Indian Manufacturing

By: Ejaz Ghani, William R. Kerr and Alexander Segura

India's manufacturing growth from 1989 to 2010 displays two intriguing properties: 1) a substantial fraction of absolute and net employment growth is concentrated in informal tradable industries, and 2) much of this growth is connected to the development of one-person... View Details

Keywords: Manufacturing; India; Informality; Small And Medium-sized Enterprises; Development Economics; Manufacturing Industry; India

16 Dec 2014
First Look

First Look: December 16

benefits are at most partially realized. The same institutions and practices that facilitate efficient ad placement can also facilitate fraud. The networks that should be serving advertisers have decidedly mixed incentives, such as cost savings from cutting corners,... View Details

Keywords: Sean Silverthorne

July 24, 2024
Article

Research: How Passion Can Backfire at Work

By: Erica R. Bailey, Kai Krautter, Wen Wu, Adam D. Galinsky and Jon M. Jachimowicz

Passion has long been championed as a key to workplace success. However, scientific studies have found mixed results: On the one hand, some studies find evidence that passionate employees tend to perform better, while other research has documented null or even negative... View Details

Keywords: Performance Effectiveness; Personal Characteristics; Behavior; Outcome or Result

Register to Read

29 Jun 2007
First Look

First Look: June 29, 2007

are not large in magnitude and appear to be driven mainly by the increased security of tenure provided by the law, rather than by increased access to credit markets or greater... View Details

Keywords: Martha Lagace

December 2011 (Revised May 2014)
Case

ReSource Pro

By: Lynda M. Applegate, William R. Kerr, Elisabeth Koll and David Lane

Matt Bruno, founder and general manager of ReSource Pro, left his job working for a New York City-based insurance program shortly after the World Trade Center bombing and arrived in China. Initially he planned to teach English, but soon the entrepreneurial spirit of... View Details

Keywords: Geographic Location; Talent and Talent Management; Corporate Entrepreneurship; Cross-Cultural and Cross-Border Issues; Insurance Industry; Service Industry; China

January 2022
Article

Investing Outside the Box: Evidence from Alternative Vehicles in Private Equity

By: Josh Lerner, Jason Mao, Antoinette Schoar and Nan R. Zhang

This paper uses previously unexplored custodial data to examine the use of alternative investment vehicles in private equity (PE) over four decades. We document a steep increase in the capital directed to alternative vehicles, with these vehicles approaching a 40%... View Details

Keywords: Alternative Investment Vehicles; Investment Funds; Private Equity; Venture Capital; Performance