Publications

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03 Feb 2015
First Look

First Look: February 3

Abstract—Regulation Fair Disclosure was passed in 2000 in response to the concern that certain investors were gaining selective access to privileged firm information. In spite of the passage of this... View Details

Keywords: Sean Silverthorne

October 2010
Case

DLA Piper and Christie's International (A)

By: Robert G. Eccles and Dilyana Karadzhova

International law firm DLA Piper is selected as major legal services provider of renowned art business Christie's International. Nine months after the start of relationship, the client calls Nigel Knowles, DLA Piper joint CEO and Managing Partner, with a litany of... View Details

Keywords: Attorney and Client Relationships; Law; Practice; Reputation; Ethics; Risk and Uncertainty; Legal Services Industry

2021
Article

Decarbonizing Everything

By: Alex Cheema-Fox, Bridget LaPerla, George Serafeim, David Turkington and Hui (Stacie) Wang

We analyze how the use of different climate risk measures leads to different portfolio carbon outcomes and risk-adjusted returns. Our findings are synthesized in a rules-based investment framework, which selects a different type of climate metric across industries and... View Details

Keywords: Climate Risk; ESG; ESG (Environmental, Social, Governance) Performance; ESG Disclosure; ESG Disclosure Metrics; ESG Ratings; Investing; Investing For Impact; Investment Strategy; Environment; Decarbonization; Climate Change; Environmental Sustainability; Environmental Management; Environmental Accounting; Investment; Strategy; Investment Portfolio; Investment Return

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Article

Selling After the Crisis

By: Frank V. Cespedes

Like perishable goods in grocery stores, sales models have a sell-by date. As product standards evolve and new entrants emerge, buyers have more choices and demand more in terms of quality and performance across vendors. Firms that fail to adjust to changing customer... View Details

Keywords: Sales Model; Sales; Management; Customer Relationship Management; Health Pandemics

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February 2010
Article

Managing Know-How

By: Deishin Lee and Eric J. Van den Steen

We study how firms can use a knowledge management system to optimally leverage employee-generated know-how. In particular, we consider the following practical strategic questions for the manager of a knowledge-intensive firm: should her firm develop a formal knowledge... View Details

Keywords: Change; Employees; Information; Knowledge Management; Outcome or Result; Practice; Problems and Challenges; Motivation and Incentives; System; Value

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Deepak Malhotra's teaching, research and advisory work is focused on negotiation, deal-making and conflict resolution. In 2020, Deepak was named MBA Professor of the Year by Poets & Quants. He has won... View Details

February 2017
Teaching Note

Oversight Systems

By: Frank Cespedes

This Teaching Note accompanies the case, set in May 2016, which discusses sales strategy and channel partnerships at Oversight Systems, an early stage software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational... View Details

Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America

2019
Working Paper

Does Public Ownership and Accountability Increase Diversity? Evidence from IPOs

By: Rembrand Koning and John-Paul Ferguson

Does public ownership improve employment diversity? Organizational researchers theorize that increased transparency to regulators and the public should lead firms to conform to legal and social norms—but that social closure and decoupling should preserve the status... View Details

Keywords: IPO; Initial Public Offering; Employees; Diversity; Gender; Race; Entrepreneurship; United States

03 Oct 2013
HBS Seminar

Yanbo Wang, Boston University

January 2004 (Revised February 2006)
Case

Raymond James Financial

Raymond James Financial (RJF) currently sells financial services through two channels. It is considering adding a third in the "middle" of the other two. The current strategy has one channel with employees and another with independent contractors. These attract very... View Details

Keywords: Organizational Change and Adaptation; Salesforce Management; Marketing; Distribution Channels; Human Resources; Financial Services Industry; Service Industry

31 Aug 2007
Working Paper Summaries

Innovation through Global Collaboration: A New Source of Competitive Advantage

Keywords: by Alan MacCormack, Theodore Forbath, Peter Brooks & Patrick Kalaher

October 2001 (Revised September 2022)
Case

Le Petit Chef

By: Alan D. MacCormack, Sandra J. Sucher and Suraj Rangashayi

Brigitte Gagne, Le Petit Chef's director of microwave R&D, is deciding on the product development agenda for next year. She has to decide which of the available projects to fund, and evaluate the overall portfolio of projects currently under development. The recent... View Details

Keywords: Production; Product Development; Projects; Planning; Research and Development; Performance; Problems and Challenges; Management Teams; Resource Allocation

Research Summary

Corporate Risk Management

Traditionally companies have managed different kinds of risk individually: the corporate treasurer or finance director handles credit risk and foreign exchange risk, the human resources manager handles employment risk, and so on. Integrated risk management calls for... View Details

2024
Working Paper

The Uneven Impact of Generative AI on Entrepreneurial Performance

By: Nicholas G. Otis, Rowan Clarke, Solène Delecourt, David Holtz and Rembrand Koning

Scalable and low-cost AI assistance has the potential to improve firm decision-making and economic performance. However, running a business involves a myriad of open-ended problems, making it difficult to know whether recent AI advances can help business owners make... View Details

Keywords: AI and Machine Learning; Performance Improvement; Small Business; Decision Choices and Conditions; Kenya

SSRN

February 2009 (Revised April 2011)
Case

Mistry Architects (A)

By: Amy C. Edmondson, Robert G. Eccles and Mona Sinha

Describes an architecture firm founded and run by a husband and wife team, Sharukh and Renu Mistry, that emphasizes "green" building. The firm presents an unusual mix of projects-spanning the spectrum from larger corporate projects to small private homes. The mix also... View Details

Keywords: Family Business; Customer Focus and Relationships; Design; Housing; Corporate Social Responsibility and Impact; Business and Community Relations; Environmental Sustainability; Nonprofit Organizations; Conflict and Resolution

08 Sep 2014
Research & Ideas

The Strategic Way To Hire a Sales Team

Cespedes explains a strategic process for hiring and managing an effective salesforce: book excerpt Build your Team: Recruitment And Selection From Aligning Strategy and Sales By Frank Cespedes Putting the right team on the field is... View Details

Keywords: by Carmen Nobel

November 2005 (Revised March 2007)
Case

Leadership Development at Goldman Sachs

By: Boris Groysberg, Scott A. Snook and David Lane

In November 1999, 11 of Goldman Sachs' finest gathered to put the final touches on a revolutionary leadership development plan. Following Goldman's explosive growth during the 1990s and its eventual IPO in 1999, a diverse group of leaders from across the firm were... View Details

Keywords: Initial Public Offering; Leadership Development; Growth and Development Strategy; Management Skills; Organizational Design; Planning

2021
Working Paper

Going by the Book: Valuation Ratios and Stock Returns

By: Ki-Soon Choi, Eric So and Charles C.Y. Wang

We study the use of firms’ book-to-market ratios (B/M) in value investing and its implications for comovements in firms’ stock returns and trading volumes. We show B/M has become increasingly detached from common alternative valuation ratios over time while also... View Details

Keywords: Valuation Ratios; Book-to-market Ratios; Investment Return; Investment; Decision Making

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