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    Chasing Stars

    It is taken for granted in the knowledge economy that companies must employ the most talented performers to compete and succeed. Many firms try to buy stars by luring them away from competitors. But Boris Groysberg shows what an uncertain and disastrous practice... View Details

    • 03 Apr 2012
    • First Look

    First Look: April 3

    goal of residency training. The Confederacy of Heterogeneous Software Organizations and Heterogeneous Developers: Field Experimental Evidence on Sorting and Worker Effort Authors:Kevin J. Boudreau and Karim R. Lakhani Publication:In The Rate and Direction of Inventive... View Details
    Keywords: Carmen Nobel
    • Web

    Business Economics - Doctoral

    lens of business. Jointly administered by HBS and the Department of Economics in the Faculty of Arts and Sciences, the program combines theoretical analysis with in-depth, interdisciplinary research rooted in real-world applications.... View Details
    • Web

    Placement - Doctoral

    studies, are uniquely individualized. Factors like departmental fit, location preferences, dual career choices, and family needs shape these decisions. We celebrate when students secure a position that brings them joy! Students are supported throughout their job search... View Details
    • July 8, 2022
    • Article

    How to Conduct a Great Performance Review

    By: Frank V. Cespedes
    Dissatisfaction with performance appraisals is pervasive, but they remain an essential managerial responsibility. The purpose of performance reviews is two-fold: an accurate and actionable evaluation of performance, and then development of that person’s skills in line... View Details
    Keywords: Performance Review; Feedback; Employees; Management Skills
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    • 26 Oct 2010
    • First Look

    First Look: October 26, 2010

    trust. Building trust is crucial for successful negotiations between cultures, yet intercultural negotiations are often characterized by a lack of trust. We discuss what trust is, why it matters, and why it is so difficult to establish in... View Details
    Keywords: Sean Silverthorne
    • Research Summary

    Informing Brand Marketing Practice

    Susan M. Fournier is involved with several projects relating more generally to brand managment issues. These include boardroom-level projects (with Professors Thomas Madden and Franke Fehle of the University of South Carolina, and sponsored by Interbrand) on the... View Details
    • 01 Aug 2012
    • News

    Face Fears with Courage

    • 2024
    • Working Paper

    Contributing to Growth? The Role of Open Source Software for Global Startups

    By: Nataliya Langburd Wright, Frank Nagle and Shane Greenstein
    How does participating in open source software (OSS) communities spur entrepreneurial growth? To address this question, we analyze novel data matching accounts from GitHub—the largest OSS hosting platform—to the universe of global software venture-backed firms... View Details
    Keywords: Applications and Software; Open Source Distribution; Entrepreneurship; Business Growth and Maturation; Human Capital; Valuation; Corporate Strategy
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    • Web

    South Asia - Global

    broader economic trends reshape the private equity landscape, emphasizing the mounting challenges for smaller funds and the resilience of established firms amid industry consolidation. The event, attended by around 60 alumni, was... View Details
    • January 2013
    • Case

    Andrew Ryan at VC Brakes

    By: Frank V. Cespedes and Sunru Yong
    An aftermarket brake component manufacturer, VC Brakes, is bought out by a global automotive parts corporation after the 2008 financial crisis. Unlike its previous parent company, the new owner attempts to change VC Brakes' autocratic management style and... View Details
    Keywords: Organizational Culture; Quality Management; Crisis Management; Human Resource Management; Organizational Change and Adaptation; Quality; Change Management; Leading Change; Restructuring; Management Practices and Processes; Problems and Challenges; Auto Industry
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    • March 1994 (Revised March 1995)
    • Case

    Astra/Merck Group

    By: Frank V. Cespedes and Marie Bell
    Astra/Merck (A/M), originally a joint venture of AB Astra and Merck & Co., is preparing to be an independent company in 1993. Since the company does not engage in basic research and development of drugs, it is essentially a distribution organization. Fundamental to... View Details
    Keywords: Cost vs Benefits; Marketing Strategy; Distribution; Performance Evaluation; Research and Development; Risk and Uncertainty; Sales; Competitive Strategy; Pharmaceutical Industry
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    • Article

    Sales Methodologies and Selling

    By: Frank V. Cespedes
    Sales methodologies play an important role. A common approach in a sales force allows for consistency, dissemination of best practices, acceleration of learning, and it helps the firm to scale because management then has common metrics to monitor and evaluate. However,... View Details
    Keywords: Methodology; Sales; Analysis
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    • 2021
    • Book

    Sales Management That Works: How to Sell in a World That Never Stops Changing

    By: Frank V. Cespedes
    Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive... View Details
    Keywords: Sales; Strategy; Salesforce Management; Change; Adaptation
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    • Web

    Asia Pacific - Global

    expropriation. Additional predictions of the framework are tested and supported by the data. June 2025 Case TagHive: Edtech Pricing and Distributor Decisions By: Isamar Troncoso , Frank V. Cespedes and Stacy... View Details
    • 2024
    • Working Paper

    Igniting Innovation: Evidence from PyTorch on Technology Control in Open Collaboration

    By: Daniel Yue and Frank Nagle
    Many companies offer free access to their technology to encourage outside addon innovation, hoping to later profit by raising prices or harnessing the power of the crowd while continuing to steer the direction of innovation. They can achieve this balance by opening... View Details
    Keywords: Technological Innovation; Power and Influence; Collaborative Innovation and Invention; Corporate Governance
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    • Web

    Technology & Innovation - Faculty & Research

    production workers) are associated with more autonomy and a wider span of control. By contrast, communication technologies (like data networks) decrease autonomy for both workers and plant managers. Treating technology as endogenous using... View Details
    • April 2002 (Revised May 2003)
    • Case

    Nghe An Tate & Lyle Sugar Company (Vietnam)

    By: Benjamin C. Esty, Frank J. Lysy and Carrie Ferman
    In September 1998, Paul Cooper, Tate & Lyle's finance director for international investments, asked the International Finance Corp. (IFC) to consider lending up to $45 million to finance a $90 million sugar mill in northern Vietnam. Ewen Cobban, an IFC agricultural... View Details
    Keywords: Business and Government Relations; Food and Beverage Industry; Viet Nam
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    • Web

    Measure Outcomes & Cost for Every Patient - Institute For Strategy And Competitiveness

    reported by condition, are essential for both care improvement and for making informed choices by patients, payers, and other provider organizations. Outcomes represent the ultimate measure of quality. The... View Details
    • February 2024
    • Case

    Does “Matter” Matter? Amazon and Open Standards in the Smart Home Industry

    By: Frank Nagle
    In early 2023, the smart home industry stood at a pivotal juncture. The recent launch of “Matter” version 1.0, an ambitious interoperability standard developed by the Connectivity Standards Alliance (CSA), promised to unify a fragmented market plagued by incompatible... View Details
    Keywords: Digital Platforms; Resource Allocation; Standards; Business Strategy
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