Publications

June 2013
Supplement

Multiasistencia: Redefining the Relationship with its Service Professionals. Spreadsheet Supplement

By: Francisco de Asis Martinez-Jerez

Multiasistencia, a major Spanish BPO of insurance repairs, is changing the relational contract with its service profesionals from a referral model to a guaranteed workload one. View Details

Keywords: Outsourcing; Incentives; Relational Contracts; Business Model; Motivation and Incentives; Job Cuts and Outsourcing; Contracts; Insurance Industry; Spain

March 1990 (Revised December 1995)
Teaching Note

Westinghouse Electric Corp.: Automating the Capital Budget Process Series, Teaching Note

By: Lynda M. Applegate and Julie H. Hertenstein

Keywords: Capital Budgeting; Business Processes; Manufacturing Industry; Consumer Products Industry

January 2019
Case

Accenture's Code of Business Ethics

By: Eugene Soltes

Leaders of Accenture’s compliance and ethics program are seeking to design a new code of business ethics for its global workforce of over 400,000 employees. The case explores the decision-making process that went into the design process and ultimately how they created... View Details

Keywords: Code Of Conduct; Compliance; Ethics; Law; Leadership; Governance Compliance

January 2007
Background Note

Note on Biotech Business Development

By: Richard G. Hamermesh and Robert F. Higgins

Describes the business development process in biotechnology companies. Topics covered include: participants in the licensing process and their interests, the major steps in the licensing process, the terms that are part of most agreements, and the most contentious... View Details

Keywords: Agreements and Arrangements; Entrepreneurship; Intellectual Property; Biotechnology Industry

June 2025
Article

Outcome and Process Frames: Strategic Renewal and Capability Reprioritization at the Federal Bureau of Investigation

By: Ryan Raffaelli, Tiona Zuzul, Ranjay Gulati and Jan Rivkin

[Research Summary]: Framing is critical for leaders who must build support for strategic renewal. While research has concentrated on renewal that replaces one set of capabilities with another, we explore a distinctive challenge: how leaders persuade stakeholders to... View Details

Keywords: Framing; Stakeholder Management; Capabilities; Transformation; Leading Change; Crisis Management; Resource Allocation; Government and Politics; Business and Stakeholder Relations; Public Administration Industry

December 2011 (Revised March 2013)
Background Note

The Business Development Manager

By: Jeffrey J. Bussgang, Thomas R. Eisenmann, Sarah Dillard, Katharine Nevins and Puja Ramani

Describes the role of business development (BD) managers in technology companies, detailing: 1) BD managers' key responsibilities at each step in the process of creating a partnership agreement; 2) how the nature of the BD function evolves as a technology startup... View Details

Keywords: Entrepreneurship; Partnerships; High Technology Products; Information Technology; Business or Company Management; Partners and Partnerships; Management Skills; Business Startups; Growth and Development Strategy; Technology Industry

summer 2007
Article

Fast-Track Profit Models: Creating the New Due-Diligence Process for Mergers and Acquisitions

By: Steven R. Anderson, Kevin J. Prokop and Robert S. Kaplan

Keywords: Profit; Mergers and Acquisitions

Find at Harvard

August 2018
Article

Creative Sparks or Paralysis Traps? The Effects of Contradictions on Creative Processing and Creative Products

By: Goran Calic and Sébastien Hélie

Paradoxes are an unavoidable part of work life. The unusualness of attempting to simultaneously satisfy contradictory imperatives can result in creative outcomes that simultaneously satisfy both imperatives by inducing search for, and selection of, novel and useful... View Details

Keywords: Creativity; Cognition and Thinking; Business or Company Management; Performance

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November 1997 (Revised June 1999)
Teaching Note

Becton Dickinson: Designing the New Strategic, Operational, and Financial Planning Process TN

By: Robert L. Simons and Antonio Davila

Teaching Note for (9-197-014). View Details

Keywords: Business Strategy; Planning; Finance

11 Feb 2019
Research & Ideas

The Business of Saving the Planet

"The fact that the benefits of addressing the problem of climate change almost certainly outweigh the costs ... does not make concerted global action to address the problem easy." —Climate Change in 2018: Implications for Business If there is one positive... View Details

Keywords: by Sean Silverthorne; Energy; Green Technology

August 2018
Teaching Note

Magpie: Developing and Using Buyer Personas

By: Frank V. Cespedes

Teaching Note for HBS No. 818-013. Magpie is a startup with a platform that allows publishers to natively tag the products discussed in their content and thus allows consumers to purchase those products without needing to leave that publisher’s web page. A key aspect... View Details

Keywords: Buying Process; Marketing; Sales; Distribution Channels; Segmentation; Entrepreneurship; Social Media; Consumer Products Industry; Fashion Industry; United States

2013
Working Paper

Increased Speed Equals Increased Wait: The Impact of a Reduction in Emergency Department Ultrasound Order Processing Time

By: Jillian Berry Jaeker, Anita L. Tucker and Michael H. Lee

We exploit an exogenous process change at two emergency departments (EDs) within a health system to test the theory that increasing capacity in a discretionary work setting increases wait times due to additional services being provided to customers as a consequence of... View Details

Keywords: Technology; Demand and Consumers; Service Delivery; Health Care and Treatment; Business Processes; Health Industry

Research Summary

Managing Networked Businesses

By: Thomas R. Eisenmann

Platform-based businesses that leverage network effects face a distinctive set of management challenges. A platform encompasses components and rules that facilitate interactions between the platform's users. A platform-based product or service exhibits a network... View Details

04 Sep 2001
Research & Ideas

Governing the Family-Run Business

The topic of governance is hot. Shareholders, managers, and business advisors are demanding improved governance of (typically public) companies by strengthening their boards of directors and developing more responsive shareholder... View Details

19 Sep 2016
Research & Ideas

Why Isn't Business Research More Relevant to Business Practitioners?

Like many business leaders, Donovan Neale-May routinely seeks out information on business innovation and management trends. He reads reports from market analysis firms, white papers from companies in his... View Details

Keywords: by Carmen Nobel; Education

2019
Working Paper

The Young Venture Lifecycle Revisited: Stage-Contingent Benefits of Technical, Commercial and Process Activities

By: Ranjay Gulati, Alicia DeSantola and Pavel Zhelyazkov

Keywords: Organizational Growth; Business Growth and Maturation; Entrepreneurship

March 2013
Article

Breaking Them in or Eliciting Their Best? Reframing Socialization around Newcomers' Authentic Self-expression

By: Daniel M. Cable, Francesca Gino and Brad Staats

Socialization theory has focused on enculturating new employees such that they develop pride in their new organization and internalize its values. Drawing on authenticity research, we propose that the initial stage of socialization leads to more effective employment... View Details

Keywords: Socialization; Authenticity; Self-Expression; Best Self; Outsourcing; Employee Retention; Organizational Culture; Retention; Identity; Customer Satisfaction

June 2013
Case

Multiasistencia: Redefining the Relationship with Its Service Professionals

By: F. Asis Martinez-Jerez, Maria Garcia Perez and Katherine M. Miller

Multiasistencia, a major Spanish BPO of insurance repairs, is changing the relational contract with its service professionals from a referral model to a guaranteed workload one. View Details

Keywords: Outsourcing; Incentives; Relational Contracts; Business Model; Motivation and Incentives; Job Cuts and Outsourcing; Contracts; Insurance Industry; Spain

Article

Unraveling the Process of Creative Destruction: Complementary Assets and Incumbent Survival in the Typesetter Industry

By: M. Tripsas

When radical technological change transforms an industry established firms sometimes fail drastically and are displaced by new entrants, yet other times survive and prosper. Drawing upon an unusually rich data set that covers the technological and competitive... View Details

Keywords: Technology; Transformation; Market Entry and Exit; Competition; History; Management Analysis, Tools, and Techniques; Business Processes; Competency and Skills; Assets; Perspective; Disruptive Innovation