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  • March 2021
  • Article

Active Choice, Implicit Defaults, and the Incentive to Choose
By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
Home-delivered prescriptions have no delivery charge and lower copayments than prescriptions picked up at a pharmacy. Nevertheless, when home delivery is offered on an opt-in basis, the take-up rate is only 6%. We study a program that makes active choice of either home...  View Details
Keywords: Active Choice; Defaults; Implicit Defaults; Incentives; Consumer Behavior; Decision Choices and Conditions; Motivation and Incentives
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  • January 2021
  • Article

A Model of Relative Thinking
By: Benjamin Bushong, Matthew Rabin and Joshua Schwartzstein
Fixed differences loom smaller when compared to large differences. We propose a model of relative thinking where a person weighs a given change along a consumption dimension by less when it is compared to bigger changes along that dimension. In deterministic settings,...  View Details
Keywords: Relative Thinking; Econometric Models; Behavior; Cognition and Thinking
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  • September–October 2020
  • Article

The Air War Versus the Ground Game: An Analysis of Multi-Channel Marketing in U.S. Presidential Elections
By: Lingling Zhang and Doug J. Chung
This study jointly examines the effects of television advertising and field operations in U.S. presidential elections, with the former referred to as the “air war” and the latter as the “ground game.” Specifically, the study focuses on how different campaign...  View Details
Keywords: Multi-channel Marketing; Ground Campaigning; Political Campaigns; Discrete-choice Model; Instrumental Variables; Political Elections; Marketing Channels; Advertising; United States
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  • August 2020 (Revised October 2020)
  • Exercise

To Prioritize Money or Time? The P-Mot Exercise (Student)
By: Ashley Whillans and Liz Goldenberg
Working professionals are often in the predicament of needing to make a choice between activities that will grant them more money or more time. Indeed, in large-scale representative panels of working adults, most respondents report feeling pressed for both time and...  View Details
Keywords: Time; Time-as Money; Money; Time Management; Decision Making
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  • August 2020 (Revised October 2020)
  • Teaching Note

To Prioritize Money or Time? The P-Mot Exercise (Instructor)
By: Ashley Whillans and Liz Goldenberg
Teaching Note for HBS Case No. 921-012. Working professionals are often in the predicament of needing to make a choice between activities that will grant them more money or more time. Indeed, in large-scale representative panels of working adults, most respondents...  View Details
Keywords: Time; Time As Money; Trade-offs; Money; Time Management; Decision Making
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  • June 2020
  • Article

Lazy Prices
By: Lauren Cohen, Christopher J. Malloy and Quoc Nguyen
We explore the implications of a subtle "default" choice that firms make in their regular reporting practices, namely that firms typically repeat what they most recently reported. Using the complete history of regular quarterly and annual filings by U.S. corporations...  View Details
Keywords: Default Behavior; Inertia; Firms; Annual Reports; Disclosure; Information; Business or Company Management; Behavior; Corporate Disclosure; Financial Reporting; United States
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  • January 2020
  • Case

A Tough Call: SEAL Team Leader in Kandahar (A)
By: George A. Riedel
The case, which is a disguised version of real events, is set in Kandahar, Afghanistan (2013) during the long running Afghan war. Lt. Paul Rickson, a Navy SEAL Platoon Commander, is leading a team of 30 US and Afghan soldiers on a mission to clear hostile forces in...  View Details
Keywords: War; Leadership; Risk and Uncertainty; Safety; Decision Choices and Conditions; Afghanistan
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  • Article

Valuing Time Over Money Predicts Happiness After a Major Life Transition: A Preregistered Longitudinal Study of Graduating Students
By: A.V. Whillans, Lucia Macchia and Elizabeth Dunn
When making major life decisions—such as choosing what to do after graduation—is it better to prioritize time or money? In a pre-registered longitudinal study of 1,232 graduating university students, respondents who valued time over money chose more intrinsically...  View Details
Keywords: Time Use; Trade-offs; Career Decisions; Time Management; Money; Happiness; Values and Beliefs; Personal Development and Career
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  • July 2019
  • Supplement

Omidyar Network's Investment Decisions: MicroEnsure and Lenddo
By: Vikram S Gandhi
A team of investors at Omidyar Network explore two different investment possibilities in the budding financial inclusion space using their investment framework to consider capital alternatives available for both investments, each of which carries highly divergent...  View Details
Keywords: Impact Investing; Micro Finance; Investment; Investment Return; Investment Activism; Investment Portfolio; Microfinance; Decision Choices and Conditions; India; Philippines
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  • June 2019
  • Case

Rachael Ray: Cooking Up a Brand
By: Boris Groysberg, Robin Abrahams and Kerry Herman
Rachael Ray built a remarkable career and brand, first as a cooking personality, and then as a lifestyle maven. This case explores her early career, decisions taken along the way, and the successes she achieved in publishing, television and as a spokesperson. As her...  View Details
Keywords: Personal Development and Career; Decision Choices and Conditions; Brands and Branding; Entrepreneurship
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  • April 2019
  • Article

Internalizing Global Value Chains: A Firm-Level Analysis
By: Laura Alfaro, Pol Antràs, Davin Chor and Paola Conconi
In recent decades, advances in information and communication technology and falling trade barriers have led firms to retain within their boundaries and in their domestic economies only a subset of their production stages. A key decision facing firms worldwide is the...  View Details
Keywords: Global Value Chains; Sequential Production; Incomplete Contracts; Demand and Consumers; Customer Value and Value Chain; Globalization
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  • March 2019
  • Case

HOPI: Turkey's Shopping Companion
By: Sunil Gupta, Donald Ngwe and Gamze Yucaoglu
The case opens in 2017 as Onur Erbay, CEO of HOPI, a multi-vendor loyalty platform, is contemplating a critical decision. The case chronicles the origins of Boyner Group, the parent company of HOPI and a major retailer in Turkey, and development of retail and customer...  View Details
Keywords: Loyalty Programs; Multi-vendor Platform; Retail; Big Data; Customer Relationship Management; Mobile Technology; Business Model; Data and Data Sets; Competitive Strategy; Decision Making; Technology Industry; Retail Industry; Turkey
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  • 2019
  • Chapter

Behavioral Economics and Health-Care Markets
By: Amitabh Chandra, Benjamin Handel and Joshua Schwartzstein
This chapter summarizes research in behavioral health economics, focusing on insurance markets and product markets in health care. We argue that the prevalence of choice difficulties and biases leading to mistakes in these markets establish a special place for them in...  View Details
Keywords: Behavioral Economics; Consumer Behavior; Economics; Health Care and Treatment; Insurance; Markets
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  • 2018
  • Working Paper

Valuing Time Over Money Predicts Happiness After a Major Life Transition: A Pre-Registered Longitudinal Study of Graduating Students
By: Ashley V. Whillans and Elizabeth W. Dunn
When making major life decisions—such as choosing what to do after graduation—is it better to prioritize time or money? In a pre-registered longitudinal study of 1,232 graduating university students, respondents who valued time over money chose more intrinsically...  View Details
Keywords: Time; Money; Happiness; Personal Development and Career; Transition; Decision Making
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  • June 2018
  • Case

Meridian Systems
By: Frank V. Cespedes and Michael J. Roberts
The Meridian Systems case focuses on a start-up in the restaurant point of sale (POS) systems market. In early 2018, Meridian is getting ready to roll out a POS system based on a new technology—a tablet-based, Wi-Fi-enabled POS system (the "tablet" system, or...  View Details
Keywords: Business Startups; Sales; Strategy; Salesforce Management; Organizational Structure; Technological Innovation; Marketing Strategy
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  • March 2018 (Revised September 2018)
  • Case

Gene Lee Navigates the Darden Takeover
By: Joshua D. Margolis, H. Lawrence Culp, James Barnett and Aldo Sesia
Following a full takeover of Darden Restaurant’s Board of Directors, Darden COO Gene Lee is weighing an offer to become interim CEO.  View Details
Keywords: Shareholder Activism; Investment Activism; Crisis Management; Personal Development and Career; Decision Choices and Conditions; Food and Beverage Industry; United States
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  • January–February 2018
  • Article

Some Customers Would Rather Leave Without Saying Goodbye
By: Eva Ascarza, Oded Netzer and Bruce G.S. Hardie
We investigate the increasingly common business setting in which companies face the possibility of both observed and unobserved customer attrition (i.e., “overt” and “silent” churn) in the same pool of customers. This is the case for many online-based services where...  View Details
Keywords: Churn; Retention; Attrition; Customer Base Analysis; Hidden Markov Models; Latent Variable Models; Customer Relationship Management; Consumer Behavior
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  • 2018
  • Chapter

Product Market Strategy
By: Anoop Menon and Dennis Yao
Product market strategy is the collection of choices, actions and activities of a firm that determines how it positions itself in its product markets, and allows it to achieve and maintain a COMPETITIVE ADVANTAGE. This article examines product market strategy from the...  View Details
Keywords: Product Positioning; Competitive Advantage
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  • April 2017
  • Teaching Note

DoubleDutch
By: Frank Cespedes
This Teaching Note accompanies HBS No. 815-044 “DoubleDutch” in which the co-founders of the event management start-up, DoubleDutch, have to make a significant decision about their young company's sales function. The teaching note covers: Opportunity analysis,...  View Details
Keywords: Sales Management; Selling; Marketing Management; Strategy Implementation; Business Marketing; Salesforce Management; Marketing; Sales; Marketing Strategy; Strategy; Entrepreneurship; Business Startups; Technology Industry; United States; Europe; Asia
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  • March 2017
  • Article

Entrepreneurial Beacons: The Yale Endowment, Run-ups, and the Growth of Venture Capital
By: Y. Sekou Bermiss, Benjamin J. Hallen, Rory McDonald and Emily Cox Pahnke
This paper investigates the social context of entrepreneurship in organizational sectors. Prior research suggests that firm foundings are driven by collective patterns of activity—that is, by patterns of prior foundings—including support from related markets as well as...  View Details
Keywords: Signals; Social Salience; Venture Capital; Higher Education; Organizations; Entrepreneurship; Investment
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