Publications

2019
Book

Becoming a Manager: How New Managers Master the Challenges of Leadership

By: Linda A. Hill

In your career, or anyone's, there is one transition that stands out as the most crucial—going from individual contributor to competent manager.

New managers have to learn how to lead others rather than do the work themselves, to win trust and respect, to... View Details

Keywords: Management; Leadership; Leadership Development; Management Skills; Learning

April 2014 (Revised July 2017)
Case

The Park Hotels: Revitalizing an Iconic Indian Brand

By: Jill Avery and Chekitan S. Dev

Priya Paul, chairperson of The Park Hotels, an award-winning portfolio of thirteen boutique hotels scattered across India, was in the midst of a brand revitalization program. Landor Associates, a leading brand consultancy had identified three areas of concern: the... View Details

Keywords: Organizational Change and Adaptation; Product Positioning; Competition; Brands and Branding; Accommodations Industry; India

June 2002 (Revised June 2014)
Case

The Netherlands: Is the Polder Model Sinking?

By: Huw Pill, Marie-Laure Y Goepfer, Mathijs Robbens and Ingrid Vogel

The Netherlands suffered economic crisis in the late 1970s and early 1980s, despite (or perhaps because of) its access to North Sea gas. In response to mounting inflation and unemployment, a tripartite agreement between employers, unions, and government was reached in... View Details

Keywords: Macroeconomics; Labor Unions; Netherlands

October 2001 (Revised December 2001)
Case

EU Takeover Directive

By: Guhan Subramanian and Michelle Kalka

The draft 13th Company Law Directive, originally written in the 1980s and first formally proposed in 1990, was intended to harmonize the takeover laws of the member states of the European Union (EU). From its inception, though, this bill was controversial. Nations... View Details

Keywords: Conflict of Interests; Mergers and Acquisitions; Laws and Statutes; Policy; Problems and Challenges; Cross-Cultural and Cross-Border Issues; Germany; United Kingdom; European Union

09 Nov 2020
News

Best Business Books 2020: Technology & innovation

27 Apr 2020
News

How Indie Bookstores Fought Their Way Back

Tempur Sealy International

This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX’s largest customer). For almost 20 years, the firms have enjoyed a mutually beneficial and commercially prosperous... View Details

August 2020
Case

24M Technologies

By: John R. Wells and Benjamin Weinstock

In early 2020, 24M Technologies (24M) announced that two of its strategic investors had commenced building plants to produce lithium-ion (Li-ion) batteries based on 24M’s novel semi-solid electrode technology. This promised to halve the cost of conventional Li-ion... View Details

Keywords: Lithium-ion Batteries; Technological Innovation; Commercialization; Growth and Development Strategy; Competitive Strategy

07 Dec 2021
Op-Ed

Want to Build Better Leaders? Focus on Mindset, Skills, Knowledge

enterprise-level leadership. The goal is to build technical competencies in both directions. While the T-shaped manager framework has many advantages, it has a critical flaw: It overlooks the importance of emotional intelligence. Enter... View Details

Keywords: by Hise Gibson and Shawnette Rochelle

07 Jun 2023
HBS Case

3 Ways to Gain a Competitive Advantage Now: Lessons from Amazon, Chipotle, and Facebook

the customer’s willingness to use the platform, it could also increase the advertiser’s willingness to pay to reach that audience. So far, at least, the company has been able to take advantage of its network effects by copying the features of rivals—as it did with... View Details

Keywords: by Michael Blanding

18 Feb 2009
First Look

First Look: February 18, 2009

and Miklos Sarvary Publication:Marketing Science (forthcoming) Abstract Abstract: Media firms compete in two connected markets. They face rivalry for the sale of content to consumers, and at the same time, they View Details

Keywords: Martha Lagace

March 2025
Article

Boomerasking: Answering Your Own Questions

By: Alison Wood Brooks and Michael Yeomans

Humans spend much of their lives in conversation, where they tend to hold many simultaneous motives. We examine two fundamental desires: to be responsive to a partner and to disclose about oneself. We introduce one pervasive way people attempt to reconcile these... View Details

Keywords: Interpersonal Communication; Motivation and Incentives; Perception; Behavior

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May–June 2015
Article

Television Advertising and Online Shopping

By: Jura Liaukonyte, Thales Teixeira and Kenneth Wilbur

Media multitasking competes with television advertising for consumers' attention, but it also may facilitate immediate and measurable response to some advertisements. This paper explores whether and how television advertising influences online shopping. We construct a... View Details

Keywords: Content Analysis; Difference-in-differences; Internet; Media Multitasking; Online Purchases; Advertising; Advertising Industry; United States

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2019
Working Paper

Managing Churn to Maximize Profits

By: Aurelie Lemmens and Sunil Gupta

Customer defection threatens many industries, prompting companies to deploy targeted, proactive customer retention programs and offers. A conventional approach has been to target customers either based on their predicted churn probability, or their responsiveness to a... View Details

Keywords: Churn Management; Defection Prediction; Loss Function; Stochastic Gradient Boosting; Customer Relationship Management; Consumer Behavior; Profit

SSRN

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September 2004 (Revised December 2004)
Case

Metso Paper: Globalization of Finnish Metal Workshops

By: Lynda M. Applegate, Marikka Heikkila and Kalle Lyytinen

Metso Paper, the world's largest producer of paper machines, aims to transform itself into a knowledge- and information-based service and solution provider for the paper industry by aggressively exploiting information technologies. In the fall of 2002, Jorma Hujala, a... View Details

Keywords: Production; Customer Value and Value Chain; Information Technology; Corporate Strategy; Knowledge Management; Machinery and Machining; Expansion; Service Delivery; Manufacturing Industry; Pulp and Paper Industry; Finland

21 Jan 2014
First Look

First Look: January 21

nets and subsequent improvements in our health measures, the link between regional spraying and individual health level appears rather weak in the data. Publisher's link: http://www.nber.org/papers/w16069 August 2013 Management Science View Details

Keywords: Sean Silverthorne

16 Jan 2006
Research & Ideas

What Customers Want from Your Products

would entail a very different product, of course. By understanding the job and improving the product's social, functional, and emotional dimensions so that it did the job better, the company's milk shakes would gain share against the real competition—not just View Details

Keywords: by Clayton M. Christensen, Scott Cook & Taddy Hall; Consumer Products

Teaching Interest

Management of Technology: Strategies for the Digital Economy

Companies make decisions daily to compete in the digital age; some are laying strategic building blocks for the future while others are toiling away on tactical distractions or leading their organizations headlong down the path to obsolescence. The advent of digital... View Details

Keywords: Strategy; Technology Industry

October 2024
Article

Canary Categories

By: Eric Anderson, Chaoqun Chen, Ayelet Israeli and Duncan Simester

Past customer spending in a category is generally a positive signal of future customer spending. We show that there exist “canary categories” for which the reverse is true. Purchases in these categories are a signal that customers are less likely to return to that... View Details

Keywords: Churn; Churn Management; Churn/retention; Assortment Planning; Retail; Retailing; Retailing Industry; Preference Heterogeneity; Assortment Optimization; Customers; Retention; Consumer Behavior; Forecasting and Prediction; Retail Industry