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• Case | HBS Case Collection | October 2018

  BulkWhiz: Negotiating as a Startup Founder in the UAE

  Katherine Coffman, Christine Exley and Alpana Thapar

  This case follows Amira Rashad as she founds BulkWhiz, a Dubai-based buy-in-bulk grocery delivery platform. Following its launch in September 2017, BulkWhiz experiences rapid growth of 30 percent per month in the United Arab Emirates. Despite this initial success, Rashad finds herself at a critical juncture just nine months later, with a number of internal and external negotiations awaiting her. First, she is eager to convince her Chief Technology Officer to come on-board full-time, and needs to finalize details on his transition and compensation. Second, she is wrestling with how to expand her business beyond the UAE market. Finally, she is seeking series A fundraising, to fuel the company’s growth. How should she approach and sequence these negotiations, and what obstacles might loom?

  Keywords: entrepreneurial management; start-ups; Startup; Female Entrepreneur; technology; e-commerce; decision-making; negotiations; Middle East; co-founders; fundraising; Expansion; Entrepreneurship; Business Startups; Management; Negotiation; Growth and Development Strategy; Decision Making; Middle East;

  Citation:

  Coffman, Katherine, Christine Exley, and Alpana Thapar. "BulkWhiz: Negotiating as a Startup Founder in the UAE." Harvard Business School Case 919-004, October 2018.  View Details

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• Working Paper | HBS Working Paper Series | 2018

  The Impact of Penalties for Wrong Answers on the Gender Gap in Test Scores

  Katherine B. Coffman and David Klinowski

  Multiple-choice exams play a critical role in university admissions across the world. A key question is whether imposing penalties for wrong answers on these exams deters guessing from women more than men, disadvantaging female test takers. We consider data from a large-scale, high-stakes policy change that removed penalties for wrong answers on the national college entry exam in Chile. We find that the policy change significantly reduced a large gender gap in questions skipped. It also impacted gender gaps in performance, leading to increased representation of women in the top percentiles of achievement.

  Keywords: Gender; Higher Education; Prejudice and Bias;

  Citation:

  Coffman, Katherine B., and David Klinowski. "The Impact of Penalties for Wrong Answers on the Gender Gap in Test Scores." Harvard Business School Working Paper, No. 19-017, August 2018.  View Details

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• Case | HBS Case Collection | April 2018

  Happy UAE

  Joshua Schwartzstein, Brian J. Hall, Tiffany Y. Chang, Karim Sameh and Alpana Thapar

  This case centers on the United Arab Emirates' (UAE) national goal of raising the happiness of its residents and visitors through ambitious government initiatives. They combined this bold national goal with an accountability structure (incentive plan) built on Key Performance Indicators (KPIs), as more typically done at a company level. A key case protagonist is Ohood Al Roumi: the UAE and the world's first dedicated Minister of State for Happiness and Well-being. She was assigned to this role by Sheikh Mohammed, the Prime Minister and Vice President of the UAE and Ruler of Dubai. Al Roumi attempted to drive national progress towards happiness in UAE society through several means: measuring happiness in the community and happiness with government services, aligning and coordinating government entities towards promoting happiness and positivity at work, and promoting happiness as a lifestyle more generally. The case details the UAE's progress through February 2018. The class discussion gives students a chance to reflect on the role of government in promoting happiness and well-being and how a government could go about encouraging happiness. The UAE in effect implemented a complex incentive scheme with the aim of coordinating attempts to increase happiness and well-being. The connection between the UAE's efforts and incentive schemes emerges in the course of the class discussion, which enables students to reflect on concrete managerial implications of the analysis.

  Keywords: Happiness; Welfare or Wellbeing; Governance; Motivation and Incentives; United Arab Emirates;

  Citation:

  Schwartzstein, Joshua, Brian J. Hall, Tiffany Y. Chang, Karim Sameh, and Alpana Thapar. "Happy UAE." Harvard Business School Case 918-041, April 2018.  View Details

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