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  • March 2024 (Revised January 2025)
  • Case

Hippo: Weathering the Storm of the Home Insurance Crisis

By: Lauren Cohen, Grace Headinger and Sophia Pan
Rick McCathron, CEO of Hippo, considered how the firm’s underwriting model could account for the effects of climate change. Along with providing smart home packages, targeting risk-friendly customers, and using data-driven pricing, the Insurtech used technologically... View Details
Keywords: Fintech; Underwriters; Big Data; Insurance Companies; Business Model Design; Weather Insurance; Business Model; Forecasting and Prediction; Climate Change; Environmental Sustainability; Green Technology; Technological Innovation; Natural Environment; Natural Disasters; Weather; Business Strategy; Competitive Advantage; Business Earnings; Insurance; Social Issues; Insurance Industry; United States; California
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  • May 2013
  • Case

Transport Corporation of India (A): The Cross-selling Conundrum

By: V.G. Narayanan and Saloni Chaturvedi
Transport Corporation of India was a logistics company that provided multi-modal transport solutions to its customers. Set up in 1958, TCI had grown from a 'one man, one truck, one office' set-up to a company with revenues of $400 million in half a century. TCI's... View Details
Keywords: Customer Relationship Management; Business Divisions; Performance; Sales; Transportation Industry; India
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  • Article

The Value of Intermediation in the Stock Market

By: Marco Di Maggio, Mark Egan and Francesco Franzoni
We estimate a structural model of broker choice to quantitatively decompose the value that institutional investors attach to broker services. Studying over 300 million institutional equity trades, we find that investors are sensitive to both explicit and implicit... View Details
Keywords: Financial Intermediation; Institutional Investors; Research Analysts; Broker Networks; Equity Trading; Institutional Investing
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    Brian J. Hall

    Brian J. Hall is the Albert H. Gordon Professor of Business Administration at Harvard Business School. He served as the Unit Head for the Negotiation, Organizations and Markets (NOM) Unit for 14 years. Previously, he was an assistant professor of economics in the... View Details

    Keywords: financial services; financial services; financial services; financial services; financial services; financial services; financial services; financial services; financial services; financial services; financial services; financial services
    • March 2008 (Revised March 2009)
    • Case

    Purolator Courier Ltd.

    By: Rajiv Lal and Catherine Ross
    On a fall day in September 2003, Robert Swanborough made his way down a thickly carpeted hallway in Purolator's headquarters in Toronto, Canada, toward a meeting with his two deputies. Several months earlier, Swanborough, then vice-president of Marketing, had been... View Details
    Keywords: Conferences; Customer Focus and Relationships; Leading Change; Marketing Strategy; Performance Effectiveness; Strategic Planning; Research; Segmentation; Canada
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    • April 1998 (Revised November 1999)
    • Case

    Hambrecht & Quist

    By: Thomas J. DeLong and Nicole Tempest
    Hambrecht & Quist (H&Q), an investment bank headquartered in San Francisco, has a very unique culture relative to its Wall Street counterparts. Firm members and even competitors describe the culture as entrepreneurial, team-driven, non-bureaucratic, and... View Details
    Keywords: Mergers and Acquisitions; Corporate Entrepreneurship; Investment Banking; Growth and Development Strategy; Emerging Markets; Organizational Culture; Competitive Advantage; Banking Industry; San Francisco
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    • January 19, 2024
    • Article

    Value-Based Health Care Can Transform the Treatment of Patients with Substance Use Disorder

    By: Robert S. Kaplan and Sarah E. Wakeman
    U.S. overdose deaths currently exceed 100,000 per year. New facilities, known as bridge clinics, are broadening access to high-quality care by offering outpatient substance use disorder (SUD) treatment with few access barriers. But many of the critical services offered... View Details
    Keywords: Health Care and Treatment; Cost; Adoption
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    • March 2018
    • Article

    In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions

    By: Eva Ascarza, Scott A. Neslin, Oded Netzer, Zachery Anderson, Peter S. Fader, Sunil Gupta, Bruce Hardie, Aurelie Lemmens, Barak Libai, David T. Neal, Foster Provost and Rom Schrift
    In today’s turbulent business environment, customer retention presents a significant challenge for many service companies. Academics have generated a large body of research that addresses part of that challenge—with a particular focus on predicting customer churn.... View Details
    Keywords: Customer Retention; Churn; Customer Relationship Management; Measurement and Metrics
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    • Profile

    Eryn Schultz

    months into my new job, and I’ve been able to apply so much of what I learned in school in both my internship and my current job – things ranging from how incentives influence behavior to how to manage a P&L. In addition, the friends... View Details
    Keywords: Services; Services

      Robert C. Merton

      Robert C. Merton is the School of Management Distinguished Professor of Finance at the MIT Sloan School of Management.

      Merton is University Professor Emeritus at Harvard University and was the George Fisher Baker Professor of... View Details

      Keywords: financial services; financial services; financial services; financial services; financial services; financial services
      • January 2007 (Revised October 2007)
      • Case

      Procter & Gamble: Organization 2005 (A)

      By: Mikolaj Jan Piskorski and Alessandro L. Spadini
      In response to a huge crisis in 2000, the new CEO of Procter & Gamble has to decide whether to continue with an unusual organizational design or to revert to the old matrix organization. Describes all the organizational designs used by Procter & Gamble from the 1920s... View Details
      Keywords: Global Strategy; Globalized Firms and Management; Organizational Design; Organizational Structure
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      • April 1999
      • Case

      Steve Perlman and WebTV (A)

      By: James K. Sebenius and Ron Fortgang
      The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
      Keywords: Business Startups; Entrepreneurship; Agreements and Arrangements; Negotiation Tactics; Alliances; Internet; Communications Industry
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      • 22 Feb 2021
      • Book

      Reaching Today's Omnichannel Customer Takes a New Sales Strategy

      Management That Works: How to Sell in a World That Never Stops Changing, Cespedes, a senior lecturer at Harvard Business School, offers research-based insight and context, and presents sales productivity not only as a core way to increase... View Details
      Keywords: by Kristen Senz
      • April 2010
      • Case

      Globalization at Komatsu

      By: Michael Y. Yoshino
      The case captures the challenges Komatsu, the second largest manufacturer of the earth moving equipment faced during the past five decades as it sought to globalize its operations. By 2007, it had become the second largest manufacturer of the earth moving equipment... View Details
      Keywords: Multinational Firms and Management; Distribution Channels; Production; Organizational Culture; Networks; Partners and Partnerships; Manufacturing Industry; Japan
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      • April 1993 (Revised December 2001)
      • Case

      General Dynamics and Computer Sciences Corporation: Outsourcing the IS Function (B)

      By: F. Warren McFarlan and Katherine Seger
      Designed to look at outsourcing from the perspective of a major computer services company trying to get into the business. View Details
      Keywords: Communication Technology; Business Startups; Business Plan; Business Strategy; Job Cuts and Outsourcing; Financial Management; Management Teams; Communication Strategy; Organizational Design; Product Design; Accounting; Activity Based Costing and Management; Computer Industry; Information Technology Industry
      Related
      • 04 Apr 2011
      • Research & Ideas

      Attention Medical Shoppers: What Health Care Can Learn from Walmart and Amazon

      In order to get its financial and management woes under control, the health care industry might want to peek at the playbooks of retail giants like Walmart, Google, and Amazon.com. This was a key conversation point at "Perspectives... View Details
      Keywords: by Carmen Nobel; Health
      • April 2009 (Revised August 2010)
      • Case

      Buro Happold

      By: Robert G. Eccles and Kerry Herman
      Padraic Kelly became Managing Director (MD) of the engineering services firm Buro Happold in 1996. One of his first initiatives was "Aim for Growth," which was intended to help the firm grow beyond its current size where it was constrained by a structure of having each... View Details
      Keywords: Training; Entrepreneurship; Leadership Development; Growth and Development Strategy; Management Skills; Organizational Culture; Programs
      Related
      • February 1998 (Revised July 1998)
      • Case

      Rob Parson at Morgan Stanley (A)

      Rob Parson was a star producer in Morgan Stanley's Capital Markets division. He had been recruited from a competitor the prior year and had generated substantial revenues since joining the firm. Unfortunately, Parson's reviews from the 360-degree performance evaluation... View Details
      Keywords: Management; Personal Development and Career; Performance Evaluation; Financial Services Industry
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      • September 2013 (Revised August 2015)
      • Background Note

      Leadership and Teaming

      By: Ethan Bernstein
      Small differences in the leadership of teams can have large consequences for the success of their efforts. Many initiatives fail not because of a fatal error in judgment or insufficient ideas, knowledge, motivation, or capabilities to deliver a solution. They fail... View Details
      Keywords: Teams; Teaming; Leadership And Managing People; Leadership; Team Effectiveness; Team Performance; Team Design; Team Leadership; Teamwork; Team Process; Team Function; Team Launch; 60/30/10 Rule; Team Boundary; Distribution Of Leadership Authority; Self-Managed Teams; Virtual Teams; Unbounded Teams; Acts Of Leadership; Execution Teams; Decision Making Teams; Creativity Teams; Team Size; Task Design; Team Timeline; Team Roles; Team Representation; Diversity; Team Familiarity; Collective Intelligence; Team Stages Of Development; Team Coaching; Performance Pressure; X-Teams; Team Focus; Interaction; Management Teams; Managerial Roles; Management Systems; Management Style; Management Skills; Management Practices and Processes; Organizational Design; Organizational Structure; Performance Effectiveness; Performance Efficiency; Performance Productivity; Groups and Teams; Networks; Social Psychology; Behavior; Conflict and Resolution; Creativity; Social and Collaborative Networks; Satisfaction; Prejudice and Bias; Power and Influence; Personal Characteristics; Familiarity; Cognition and Thinking; Attitudes; Projects; Organizational Culture; Organizational Change and Adaptation; Leadership Development; Leadership Style; Leading Change; Knowledge Use and Leverage; Knowledge Sharing; Collaborative Innovation and Invention; Innovation and Management; Innovation Leadership; Design; Interpersonal Communication; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Financial Services Industry; Asia; North and Central America; South America; Atlantic Ocean; Central Asia; Europe; Latin America; Middle East; Oceania; West Indies
      Related
      • September 2003 (Revised March 2004)
      • Case

      Bharti Tele-Ventures

      By: Tarun Khanna, Krishna G. Palepu and Ingrid Vargas
      Following the liberalization of India's telecommunications service industry in the early 1990s, Bharti Tele-Ventures grew from a small entrepreneurial telephone equipment importer and manufacturer to become India's largest private-sector telecommunications service... View Details
      Keywords: Private Sector; Growth and Development; Customers; Foreign Direct Investment; Mergers and Acquisitions; Competition; Public Ownership; Profit; Partners and Partnerships; Rank and Position; Telecommunications Industry; India
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