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Mojir, Navid, and V. Kasturi Rangan. "Dell Technologies: Bringing the Cloud to the Ground." Harvard Business School Teaching Note 522-017, August 2021.
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Dolan, Robert J., and Navid Mojir. "Aura Biosciences: Bringing a Breakthrough Drug to Market." Harvard Business School Case 519-042, November 2018.
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All Publications
Navid Mojir is an assistant professor of business administration in the Marketing Unit. He teaches Business Marketing and Sales in the MBA elective curriculum and Marketing Models in the marketing PhD program. Navid also teaches in an Executive Education program on Sales and Distribution Channels. He has previously taught the Marketing course in the MBA required curriculum.
Navid is interested in studying organizational buying and selling and the implications of novel data collection and analysis technologies like the internet of things (IoT) and artificial intelligence (AI) for the practice of business-to-business (B2B) marketing and sales. While the transactional values of B2B and B2C sectors in the US are roughly the same, less than 4% of research in marketing is about the B2B sector. This knowledge gap partially stems from the historical lack of access to detailed purchase and usage data in B2B. The new technologies that provide B2B sellers with detailed usage data that they never had access to before can potentially help sellers create more value for buyers. However, these technologies also raise new questions for B2B sellers: How can they use detailed usage data to provide more value for their clients? What is the value of such data for sellers? How would more data and novel analytics technology affect sales organizations and personnel in B2B markets? How would more detailed usage data affect competition in B2B markets? Navid employs various methodologies to answer these questions (e.g., analytical models, empirical reduced-form models, structural models, online experiments).
Navid received his PhD in management from Yale School of Management, where he also received an M.Phil. and an MA. He holds an MBA from the University of Tehran, a B.Sc. in civil engineering, and a B.Sc. in applied mathematics. Navid's dissertation won the Alden G. Clayton Doctoral Dissertation Proposal Competition Award, the INFORMS Society for Marketing Science Doctoral Dissertation Proposal Competition Award, and the Institute for the Study of Business Markets (ISBM) Doctoral Support Award. He is also a member of the Edward A. Bouchet Graduate Honor Society.
- Journal Articles
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- Working Papers
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- Mojir, Navid, and Sriya Anbil. "The Value of Professional Ties in B2B Markets." Harvard Business School Working Paper, No. 22-037, November 2021. View Details
- Lu, Michelle Y., and Navid Mojir. "CRM and AI in Time of Crisis." Harvard Business School Working Paper, No. 22-035, November 2021. View Details
- Mojir, Navid, and K. Sudhir. "A Structural Model of Organizational Buying: Innovation Adoption under Share of Wallet Price Contracts." Harvard Business School Working Paper, No. 22-038, November 2021. (Original draft, 2018.) View Details
- Cases and Teaching Materials
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- Mojir, Navid, and V. Kasturi Rangan. "Dell Technologies: Bringing the Cloud to the Ground." Harvard Business School Teaching Note 522-017, August 2021. View Details
- Mojir, Navid, and Gamze Yucaoglu. "Borusan CAT: Monetizing Prediction in the Age of AI (A)." Harvard Business School Case 521-053, April 2021. (Revised August 2021.) View Details
- Mojir, Navid, and V. Kasturi Rangan. "Dell Technologies: Bringing the Cloud to the Ground." Harvard Business School Case 521-036, November 2020. (Revised March 2021.) View Details
- Dolan, Robert J., and Navid Mojir. "Aura Biosciences: Bringing a Breakthrough Drug to Market." Harvard Business School Case 520-032, September 2019. (Revised October 2019.) View Details
- Dolan, Robert J., and Navid Mojir. "Aura Biosciences: Bringing a Breakthrough Drug to Market." Harvard Business School Case 519-042, November 2018. View Details
- Research Summary
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Navid has worked with different organizations across various industries, from the Federal Reserve to medical device manufacturers, heavy construction equipment sellers, and B2B software providers, to assemble proprietary datasets in studying organizational buying. For example, in one of his recent papers, he shows how professional ties between individuals working for buyers and sellers can affect pricing in B2B markets. Individual decision-makers in selling organizations who previously worked for a buyer charge the buyer a higher price. The higher reliability of the seller towards the buyer in the face of supply shortages justifies this price premium.
In another project, Navid explores organizational buying in the context of medical device markets. He assembles a unique multi-year panel dataset on contracting by hospital administrators and product usage by surgeons at over 200 hospitals. He uses these data to answer questions about how share-of-wallet contracts—where a seller gives discounts to a buyer based on the seller’s share of the buyer’s total purchase in a category—affect the rate of innovation adoption among hospitals. He finds that the impact of share-of-wallet contracts depends on the nature of innovation and the initial market share of the innovator. While these contracts slow down innovation adoption for minor innovations from smaller players, they speed up the adoption process for major innovations. The impact of these contracts on innovations from market leaders is limited.
More recently, Navid has focused on the implications of novel data collection and analysis technologies, like the internet of things (IoT) and artificial intelligence (AI), for the practice of B2B marketing and sales.
- Awards & Honors
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Winner of the 2016 Alden G. Clayton Doctoral Dissertation Proposal Competition from the Marketing Science Institute.
Winner of the 2016 INFORMS Society for Marketing Science (ISMS) Doctoral Dissertation Proposal Competition.
Winner of the 2015 Institute for the Study of Business Markets (ISBM) Doctoral Support Award.
Member of the Edward A. Bouchet Graduate Honor Society at Yale University.
- Areas of Interest
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