Publications

23 Aug 2019
Sharpening Your Skills

Has the Corporate Mission Just Been Disrupted?

friends—but employers seem hardly to notice the trend. Joseph Fuller discusses why companies should support them. Should US Companies Still Care About the Paris Climate Change Agreement?American President Donald Trump pulled out of the... View Details

Keywords: by Sean Silverthorne; Green Technology

1997
Book

Marketing Research

By: Donald R. Lehmann, Sunil Gupta and Joel Steckel

Keywords: Marketing; Research

01 Feb 2022
What Do You Think?

Is Concierge Management an Answer to the “Big Quit”?

Organization: Creating Psychological Safety in the Workplace for Learning, Innovation, and Growth (John Wiley & Sons, Inc., 2019). Sarah Kessler, “One Risk of Remote Work: Being Forgotten,” The New York Times, August 5, 2021. Donald... View Details

Keywords: by James Heskett

11 Sep 2019
Research & Ideas

Germany May Have the Answer for Reducing Drug Prices

(again) American political leaders have repeatedly tried and failed to stem spiraling drug costs. US President Donald Trump said in May that he expected drugmakers to voluntarily cut their costs, providing few details. However, a Wells... View Details

Keywords: by Danielle Kost; Health

08 Mar 2017
Op-Ed

Op-Ed: Can the Proposed American Health Care Act Improve on 'Obamacare'?

Yesterday, President Donald Trump endorsed the American Health Care Act (AHCA), a plan proposed by Republican United States lawmakers to replace the Affordable Care Act (ACA), more commonly known as “Obamacare.” Democrats rallied against... View Details

Keywords: by John Quelch, Dr. Gordon Moore, and Emily Boudreau

November 2001 (Revised October 2006)
Case

Smartix (A): Dancing with Elephants

By: Donald N. Sull, James K. Sebenius and Noam Wasserman

This case describes issues facing the founder-CEO of a high-tech start-up in Boston, as he negotiates with multiple large potential partners and investors. The negotiations include a potential business partnership with FleetCenter and Madison Square Garden, and a... View Details

Keywords: Information Technology; Venture Capital; Negotiation; Entrepreneurship; Business Startups; Power and Influence; Technology Industry; Boston

Article

Valuing Customers

By: Sunil Gupta, Donald R. Lehmann and Jennifer A. Stuart

Keywords: Value; Customers

08 Jan 2018
Research & Ideas

The Startling Percentage of Financial Advisors with Misconduct Records

iStock Even as President Donald Trump and Republican leaders seem set on a course to weaken Obama-administration consumer protection regulations, a soon-to-be-published study reports that 7.3 percent of financial advisors in the United... View Details

Keywords: by Michael Blanding; Financial Services

October 2006
Article

Customer Lifetime Value and Firm Valuation

By: Sunil Gupta and Donald R. Lehmann

Keywords: Customers; Value; Business Ventures; Valuation

October 1994 (Revised April 1996)
Case

Patricia Ostrander

By: Nancy F. Koehn, Donald J. Edwards and Antonio F. Weiss

Analyzes the career of former money manager Patricia Ostrander. Focuses on Ostrander's purchase of stock warrants issued in connection with the 1985 leveraged buyout of Storer Communications and on her later indictment and conviction for accepting unlawful... View Details

Keywords: Leveraged Buyouts; Ethics; Capital Markets; Managerial Roles; Outcome or Result; United States

1997
Working Paper

Managerial Commitments and Technological Change in the US Tire Industry

By: Donald N. Sull, Richard S. Tedlow and Richard S. Rosenbloom

November 1989 (Revised November 2002)
Case

American Dream, The

By: Donald A. Brown, William J. Poorvu and Richard E Crum

Explores the process of purchasing a single family house through the eyes of a young couple. The couple is trying to determine what type of home to buy as well as how to finance it. View Details

Keywords: Personal Finance; Financing and Loans; Decisions; Real Estate Industry

Article

Hospital Disclosure Practices: Results of a National Survey

By: Rae M. Lamb, David M. Studdert, Richard M.J. Bohmer, Donald M. Berwick and Troyan A. Brennan

Keywords: Health Care and Treatment; Practice; Health Industry

07 Apr 2014
Research & Ideas

Excerpt: ‘The Art of Negotiation’

sense, but sometimes you have to shock other parties to get their attention. Donald Dell tells about how in the 1970s he tried to dissuade high school basketball star Moses Malone from signing a multimillion-dollar contract to play in the... View Details

Keywords: Re: Michael A. Wheeler

2018
Working Paper

Shipping Fees and Product Assortment in Online Retail

By: Chaoqun Chen and Donald Ngwe

Shipping fees are an important aspect of online retail for both consumers and sellers. A common fee structure is contingent free shipping, in which consumers are granted free shipping for basket sizes above a minimum value and are charged a flat fee for orders below... View Details

Keywords: Shpping Fee; E-commerce; Multi-category Demand; Search Costs; Shipping Membership; Spending; Consumer Behavior; Retail Industry

Read Now

October 2002 (Revised February 2003)
Case

Administrative Data Project (B)

By: Lynda M. Applegate and Donald E. Heller

Supplements the (A) case. View Details

Keywords: Education Industry

March 1998 (Revised December 1999)
Case

Bronner Slosberg Humphrey

By: David E. Bell and Donald M Leavitt

Bronner Slosberg Humphrey has succeeded by providing integrated direct marketing solutions for major service companies such as AT&T, American Express, and FedEx. A new CEO takes over from the company's founder and is wondering how to grow the company. Options include... View Details

Keywords: Marketing; Growth and Development Strategy; Leading Change; Global Strategy; Service Operations; Competitive Strategy; Information Technology; Salesforce Management; Marketing Communications; Service Industry

November 1994 (Revised March 1996)
Case

Pepsi's Regeneration, 1990-1993

By: David A. Garvin and Donald N. Sull

Craig Weatherup, the president and CEO of Pepsi Cola, leads a change process that completely transforms his company. It includes a new vision, operating philosophy, strategy, and organizational structure. He also introduces process improvement techniques and builds new... View Details

Keywords: Transformation; Leading Change; Growth and Development Strategy; Management Systems; Standards; Organizational Structure; Outcome or Result; Performance Improvement; Problems and Challenges; Food and Beverage Industry