• 2009
• Working Paper

Taking a 'Deep Dive': What Only a Top Leader Can Do

By: Howard H. Yu and Joseph L. Bower

Unlike most historical accounts of strategic change inside large firms, empirical research on strategic management rarely uses the day-to-day behaviors of top executives as the unit of analysis. By examining the resource allocation process closely, we introduce the... View Details

Keywords: Leading Change; Management Practices and Processes; Resource Allocation; Business Processes; Organizational Change and Adaptation; Organizational Culture; Organizational Structure

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Yu, Howard H., and Joseph L. Bower. "Taking a 'Deep Dive': What Only a Top Leader Can Do." Harvard Business School Working Paper, No. 09-109, April 2009. (Revised February 2010, May 2010.)

• 13 Feb 2006
• Research & Ideas

When Gender Changes the Negotiation

make matters worse, Park's two best analysts both requested significant raises after their annual reviews. Both women expressed their belief that they were earning substantially less than analysts at comparable firms and probably less... View Details

Keywords: by Dina W. Pradel, Hannah Riley Bowles & Kathleen L. McGinn

Ashley V. Whillans

Ashley Whillans is the Volpert Family Associate Professor of Business Administration at the Harvard Business School, where she teaches the Motivation and Incentives course to MBA students. Professor Whillans earned her PhD in Social Psychology from the University of... View Details

• September 2013
• Article

Do Short Sellers Front-Run Insider Sales?

By: Mozaffar N. Khan and Hai Lu

We study the behavior of short sellers as informed market participants and examine potential sources of their information. Using a newly available dataset with high-frequency short sales data, we find evidence of significant increases in short sales immediately prior... View Details

Keywords: Information; Consumer Behavior; Accounting; Financial Services Industry

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Khan, Mozaffar N., and Hai Lu. "Do Short Sellers Front-Run Insider Sales?" Accounting Review 88, no. 5 (September 2013): 1743–1768.

• April 2006
• Background Note

Designing Sustainable Service Models

By: Frances X. Frei

Taught as the second module in a Harvard Business School course on Managing Service Operations. Addresses the challenge of designing service models that effectively incorporate a customer operating role, as well as how to align operations to deliver value to both the... View Details

Keywords: Business Model; Customers; Design; Managerial Roles; Consumer Behavior; Service Operations; Power and Influence; Value

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Frei, Frances X. "Designing Sustainable Service Models." Harvard Business School Background Note 606-031, April 2006.

• Research Summary

Corporate Investment and Stock Market Listing: A Puzzle?

In joint work with John Asker and Alexander Ljungqvist, we investigate whether short-termism distorts the investment decisions of stock market listed firms. To do so, we compare the investment behavior of observably similar public and private firms using a new... View Details

• 2020
• Working Paper

Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach

By: Eva Ascarza

The success of Customer Relationship Management (CRM) programs ultimately depends on the firm's ability to understand consumers' preferences and precisely capture how these preferences may differ across customers. Only by understanding customer heterogeneity, firms can... View Details

Keywords: Customer Management; Targeting; Deep Exponential Families; Probabilistic Machine Learning; Cold Start Problem; Customer Relationship Management; Customer Value and Value Chain; Consumer Behavior; Analytics and Data Science; Mathematical Methods; Retail Industry

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Padilla, Nicolas, and Eva Ascarza. "Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach." Harvard Business School Working Paper, No. 19-091, February 2019. (Revised May 2020. Accepted at the Journal of Marketing Research.)

• October 2021
• Article

Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach

By: Nicolas Padilla and Eva Ascarza

The success of Customer Relationship Management (CRM) programs ultimately depends on the firm's ability to understand consumers' preferences and precisely capture how these preferences may differ across customers. Only by understanding customer heterogeneity, firms can... View Details

Keywords: Customer Management; Targeting; Deep Exponential Families; Probabilistic Machine Learning; Cold Start Problem; Customer Relationship Management; Programs; Consumer Behavior; Analysis

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Padilla, Nicolas, and Eva Ascarza. "Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach." Journal of Marketing Research (JMR) 58, no. 5 (October 2021): 981–1006.

• 21 Mar 2017
• First Look

First Look at New Research, March 21

https://www.hbs.edu/faculty/Pages/item.aspx?num=52435 CEO Behavior and Firm Performance By: Bandiera, Oriana, Stephen Hansen, Andrea Pratt, and Raffaella Sadun Abstract—We measure the View Details

Keywords: Sean Silverthorne

• Article

Sales Managers Must Manage

By: Frank V. Cespedes

A common complaint from C-level executives about their sales colleagues concerns the latter’s ability to manage, not sell. Nearly every firm has examples of successful salespeople who are poor managers because they persist in their behaviors as reps rather than... View Details

Keywords: Sales; Management Skills

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Cespedes, Frank V. "Sales Managers Must Manage." Top Sales Magazine (February 2019).

• Article

Specialization and Success: Evidence from Venture Capital

By: Paul A. Gompers, Anna Kovner and Josh Lerner

This paper examines how organizational structure affects behavior and outcomes, studying the performance of different types of venture capital organizations. We find a strong positive relationship between the degree of specialization by individual venture capitalists... View Details

Keywords: Experience and Expertise; Venture Capital; Organizational Structure; Outcome or Result; Performance Effectiveness; Behavior; Financial Services Industry

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Gompers, Paul A., Anna Kovner, and Josh Lerner. "Specialization and Success: Evidence from Venture Capital." Journal of Economics & Management Strategy 18, no. 3 (Fall 2009): 817–844.

• 2006
• Article

Schumpeter's Plea: Historical Methods in the Study of Entrepreneurship

By: Rohit Daniel Wadhwani and Geoffrey Jones

This paper outlines the case for why and how historical methods are important to the study of entrepreneurship. We show that research in entrepreneurship has displayed declining attention to historical context since the field first emerged in the 1940s. We discuss why... View Details

Keywords: History; Research; Entrepreneurship

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Wadhwani, Rohit Daniel, and Geoffrey Jones. "Schumpeter's Plea: Historical Methods in the Study of Entrepreneurship." Academy of Management Annual Meeting Proceedings (2006).

• 07 Oct 2014
• News

How to Select Sales Managers Who Can Actually Manage

• 17 Sep 2021
• Research & Ideas

The Trial of Elizabeth Holmes: Visionary, Criminal, or Both?

Ramesh Balwani, had long known that Theranos’ home blood test didn’t work, but misled investors to keep money flowing in. Holmes and Balwani are accused of defrauding patients, doctors, and investors of over $700 million. At its peak in 2013-14, the privately held... View Details

Keywords: by Christina Pazzanese, Harvard Gazette; Biotechnology; Technology; Medical Devices & Supplies

• 2022
• Working Paper

Flight to Safety: How Economic Downturns Affect Talent Flows to Startups

By: Shai Bernstein, Richard Townsend and Ting Xu

Using proprietary data from AngelList Talent, we study how individuals’ job search and application behavior changed during the COVID-19 downturn. We find that job seekers shifted their searches toward more established firms and away from early-stage startups, even... View Details

Keywords: Startup Labor Market; Flight To Safety; COVID-19; Recession; Business Startups; Human Capital; Business Cycles; Health Pandemics

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Bernstein, Shai, Richard Townsend, and Ting Xu. "Flight to Safety: How Economic Downturns Affect Talent Flows to Startups." Harvard Business School Working Paper, No. 21-045, September 2020. (Revised March 2022.)

• 13 Mar 2008
• Working Paper Summaries

An Investigation of Earnings Management through Marketing Actions

Keywords: by Craig J. Chapman & Thomas J. Steenburgh