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      • Faculty Publications  (71)

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      • June 2022 (Revised October 2022)
      • Case

      Buurtzorg

      By: Ethan Bernstein, Tatiana Sandino, Joost Minnaar and Annelena Lobb
      As co-founders of home nursing company Buurtzorg, Jos de Blok and Gonnie Kronenberg prized both self-management and organizational learning. Buurtzorg’s 10,000 nurses across 950 neighborhood nursing teams in the Netherlands were empowered to manage themselves, both in...  View Details
      Keywords: Healthcare; Best Practices; Best Practices Transfer; Flat Organization; Self-Managed Organizations; Self-Managed Teams; Organizational Learning; Knowledge Management; Learning; Management Practices and Processes; Human Resources; Communication; Organizational Structure; Organizational Design; Organizational Change and Adaptation; Groups and Teams; Networks; Health Industry; Netherlands; Europe
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      Bernstein, Ethan, Tatiana Sandino, Joost Minnaar, and Annelena Lobb. "Buurtzorg." Harvard Business School Case 122-101, June 2022. (Revised October 2022.)
      • June 2022
      • Teaching Note

      Katie Couric Media: Landing the First Client

      By: N. Louis Shipley, William R. Kerr and Paige Boehmcke
      Developed for teaching Entrepreneurial Sales, the Katie Couric Media case supports class discussion on client selection, sales strategy, and scaling a startup media firm.  View Details
      Keywords: Customer Relationship Management; Marketing; Mergers And Acquisitions; Start-up; Entrepreneurship; Sales; Business and Stakeholder Relations; Media and Broadcasting Industry
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      Shipley, N. Louis, William R. Kerr, and Paige Boehmcke. "Katie Couric Media: Landing the First Client." Harvard Business School Teaching Note 822-138, June 2022.
      • May 2022 (Revised June 2022)
      • Case

      Proposing to Redesign a Global Investment Bank

      By: David G. Fubini
      A major, NYC-based, global investment bank is looking to rethink its Systems strategy amid a rapidly evolving digital landscape. Your firm has served the client across most of its major geographies on a range of substantial Systems and IT efforts, but is facing...  View Details
      Keywords: Consulting; Professional Services; Business and Stakeholder Relations; Digital Strategy; Presentations; Competitive Strategy; Consulting Industry; New York (city, NY)
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      Fubini, David G. "Proposing to Redesign a Global Investment Bank." Harvard Business School Case 422-096, May 2022. (Revised June 2022.)
      • February 2022
      • Case

      Leading The UK Vaccine Task Force

      By: Amy C. Edmondson and Claudia Pienica
      This case describes the first six months of the UK Vaccine Taskforce, under the leadership of Kate Bingham. With a career spent in the private sector as a biotech investor, Bingham’s appointment within the government was considered unusual. The overarching brief given...  View Details
      Keywords: COVID-19; Vaccine; Government; Health Pandemics; Health Care and Treatment; Science; Innovation and Invention; Groups and Teams; Leadership; Decision Making; Government and Politics; Health; Innovation and Management; Governance; Change; Government Administration; Health Industry; Financial Services Industry; Public Administration Industry; Europe; United Kingdom
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      Edmondson, Amy C., and Claudia Pienica. "Leading The UK Vaccine Task Force." Harvard Business School Case 622-079, February 2022.
      • 2021
      • Working Paper

      CRM and AI in Time of Crisis

      By: Michelle Y. Lu and Navid Mojir
      A crisis can affect the incentives of various players within a firm’s multi-layered sales and marketing organization (e.g., headquarters and branches of a bank). Such shifts can result in sales decisions against the firm’s best interests. Motivated by the backlash to...  View Details
      Keywords: CRM; Artificial Intelligence; AI; B2B Marketing; Decision Authority; Crisis Marketing; Intra-organizational Conflict; COVID-19 Pandemic; Customer Relationship Management; Technological Innovation; Decision Making; Strategy; Health Pandemics; Crisis Management; AI and Machine Learning
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      Lu, Michelle Y., and Navid Mojir. "CRM and AI in Time of Crisis." Harvard Business School Working Paper, No. 22-035, November 2021.
      • February 2021
      • Article

      Trust and Disintermediation: Evidence from an Online Freelance Marketplace

      By: Grace Gu and Feng Zhu
      As an intermediary improves trust between the two sides of its market to facilitate matching and transactions, it faces an increased risk of disintermediation: with sufficient trust, the two sides may circumvent the intermediary to avoid the intermediary’s fees. In...  View Details
      Keywords: Disintermediation; Intermediaries; Online Marketplace; Platform Strategy; Trust; Marketplace Matching; Digital Platforms
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      Gu, Grace, and Feng Zhu. "Trust and Disintermediation: Evidence from an Online Freelance Marketplace." Management Science 67, no. 2 (February 2021): 794–807.
      • January 2021
      • Supplement

      A Half-Deal

      By: Marco Di Maggio, Pedro Levindo and Carla Larangeira
      In June 2020, XP and Itaú faced intensified competition and tension in their partnership, with the latter owning a minority stake at XP. Two years earlier, in May 2017, Itaú had announced it would acquire 49.9% of XP for $1.8 billion, followed by three additional...  View Details
      Keywords: Fintech; Financing Strategy; Competition; Partners and Partnerships; Financing and Loans; Strategy; Latin America; Brazil
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      Di Maggio, Marco, Pedro Levindo, and Carla Larangeira. "A Half-Deal." Harvard Business School Supplement 221-058, January 2021.
      • June 2020
      • Case

      RBC: Transforming Transformation (A)

      By: Ethan Bernstein, Francesca Gino and Aldo Sesia
      In 2017, the Royal Bank of Canada (RBC), a Canadian financial icon, mandated a swat team of “enablers of collaboration” (their job description) to support the personal and commercial bank in the enterprise-wide RBC Cultural Transformation initiative. Historically,...  View Details
      Keywords: Service Delivery; Information Technology; Transformation; Change Management; Collaborative Innovation and Invention; Innovation and Management; Decision Making; Human Resources; Management Systems; Organizational Design; Organizational Structure; Groups and Teams; Management Teams; Banking Industry; Financial Services Industry; Canada
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      Bernstein, Ethan, Francesca Gino, and Aldo Sesia. "RBC: Transforming Transformation (A)." Harvard Business School Case 920-008, June 2020.
      • June 2020
      • Supplement

      RBC: Transforming Transformation (B)

      By: Ethan Bernstein, Francesca Gino and Aldo Sesia
      In 2017, the Royal Bank of Canada (RBC), a Canadian financial icon, mandated a swat team of “enablers of collaboration” (their job description) to support the personal and commercial bank in the enterprise-wide RBC Cultural Transformation initiative. Historically,...  View Details
      Keywords: Service Delivery; Information Technology; Transformation; Change Management; Collaborative Innovation and Invention; Innovation and Management; Decision Making; Human Resources; Management Systems; Organizational Design; Organizational Structure; Groups and Teams; Management Teams; Banking Industry; Financial Services Industry; Canada
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      Bernstein, Ethan, Francesca Gino, and Aldo Sesia. "RBC: Transforming Transformation (B)." Harvard Business School Supplement 920-045, June 2020.
      • January 2020 (Revised November 2020)
      • Case

      Crisis at the 11th Hour

      By: David G. Fubini, Rebecca Henderson, Sarah Gulick and Trevor Fetter
      A successful lawyer describes an important decision she had to make as a young attorney about whether to disclose information in a contract.  View Details
      Keywords: Contracts; Agreements and Arrangements; Attorney and Client Relationships; Rank and Position; Trust; Decisions; Legal Services Industry; New York (city, NY)
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      Fubini, David G., Rebecca Henderson, Sarah Gulick, and Trevor Fetter. "Crisis at the 11th Hour." Harvard Business School Case 320-041, January 2020. (Revised November 2020.)
      • November 2019
      • Article

      The Relevance of Broker Networks for Information Diffusion in the Stock Market

      By: Marco Di Maggio, Francesco Franzoni, Amir Kermani and Carlo Sommavilla
      This paper shows that the network of relationships between brokers and institutional investors shapes information diffusion in the stock market. We exploit trade-level data to show that central brokers gather information by executing informed trades, which is then...  View Details
      Keywords: Broker Networks; Institutional Investors; Asset Prices; Business and Shareholder Relations; Institutional Investing; Information; Knowledge Dissemination; Financial Markets; Asset Pricing
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      Di Maggio, Marco, Francesco Franzoni, Amir Kermani, and Carlo Sommavilla. "The Relevance of Broker Networks for Information Diffusion in the Stock Market." Journal of Financial Economics 134, no. 2 (November 2019): 419–446.
      • October 2019 (Revised January 2020)
      • Case

      John Branca: Negotiating Michael Jackson's Thriller (A)

      By: James K. Sebenius and Alex Green
      John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests and creative license during a period of rising stardom.  View Details
      Keywords: Dealmaking; Negotiation; Entertainment; Music Entertainment
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      Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson's Thriller (A)." Harvard Business School Case 920-027, October 2019. (Revised January 2020.)
      • August 2019
      • Supplement

      Legal Time - Confidential Information for the Defense Attorney (Drew Davis)

      By: Christine L. Exley, Katherine B. Coffman and Joshua Schwartzstein
      Legal Time is a two-party dynamic negotiation simulation. Students take the role of either the prosecution or the defense in a case that centers on a client who has been accused of spear-heading a conspiracy to commit wire fraud. This conflict-resolution scenario gives...  View Details
      Keywords: Conflict Resolution; Time Stress; Negotiation; Conflict and Resolution; Fairness; Learning
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      Exley, Christine L., Katherine B. Coffman, and Joshua Schwartzstein. "Legal Time - Confidential Information for the Defense Attorney (Drew Davis)." Harvard Business School Supplement 920-011, August 2019.
      • January 2018 (Revised January 2020)
      • Case

      People Analytics at McKinsey

      By: Jeffrey T. Polzer and Olivia Hull
      A private equity–backed fast food chain has hired McKinsey’s new People Analytics group to help it improve performance. As the final client workshop approaches, Associate Partner Alex DiLeonardo ponders the best way to present the team’s findings, especially those that...  View Details
      Keywords: Talent and Talent Management; Customer Relationship Management; Forecasting and Prediction; Cost Management; Human Resources; Employees; Recruitment; Retention; Selection and Staffing; Measurement and Metrics; Performance; Performance Capacity; Performance Efficiency; Performance Evaluation; Performance Improvement; Consulting Industry; Service Industry
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      Polzer, Jeffrey T., and Olivia Hull. "People Analytics at McKinsey." Harvard Business School Case 418-023, January 2018. (Revised January 2020.)
      • January–February 2017
      • Article

      Buying Your Way into Entrepreneurship

      By: Richard S. Ruback and Royce Yudkoff
      An increasingly popular route to success as a small business owner is “acquisition entrepreneurship”—buying and running an existing operation. If you’re considering such a path, the authors offer practical advice for each stage of the process. Think it through. Do you...  View Details
      Keywords: Entrepreneurship; Acquisition; Planning
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      Ruback, Richard S., and Royce Yudkoff. "Buying Your Way into Entrepreneurship." Harvard Business Review 95, no. 1 (January–February 2017): 149–153.
      • August 2016 (Revised August 2017)
      • Case

      AnswerDash (Abridged)

      By: Elie Ofek and Jeffrey D. Shulman
      It is 2014 and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of...  View Details
      Keywords: Pricing; Economic Value Estimation; Price Metrics; Organizational Selling; Innovation Adoption; Business To Business; Marketing; Customer Lifetime Value; Venture Capital; Customer Relationship Management; Price; Marketing Strategy; Entrepreneurship; Technology Adoption; Business Startups; Sales; Innovation and Invention; Product Marketing; Financial Services Industry
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      Ofek, Elie, and Jeffrey D. Shulman. "AnswerDash (Abridged)." Harvard Business School Case 517-020, August 2016. (Revised August 2017.)
      • June 2016 (Revised August 2017)
      • Case

      AnswerDash

      By: Elie Ofek and Jeffrey D. Shulman
      It is 2014, and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of...  View Details
      Keywords: Pricing; Economic Value Estimation; Price Metrics; Organizational Selling; Innovation Adoption; Business To Business; Marketing; Customer Lifetime Value; Venture Capital; Customer Relationship Management; Price; Marketing Strategy; Entrepreneurship; Technology Adoption; Business Startups; Sales; Innovation and Invention; Product Marketing; Financial Services Industry
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      Ofek, Elie, and Jeffrey D. Shulman. "AnswerDash." Harvard Business School Case 516-106, June 2016. (Revised August 2017.)
      • February 2016 (Revised July 2017)
      • Case

      Race, Justice, and the Jury System in Postbellum Virginia

      By: David Moss and Dean Grodzins
      In December 1877, an all-white grand jury in Patrick County, Virginia, indicted two black teenagers, Lee and Burwell Reynolds, for killing a white man. After a series of trials, an all-white trial jury convicted Lee of second-degree murder and sentenced him to prison....  View Details
      Keywords: Rights; Courts and Trials; Fairness; Race; Government and Politics; History; Virginia
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      Moss, David, and Dean Grodzins. "Race, Justice, and the Jury System in Postbellum Virginia." Harvard Business School Case 716-047, February 2016. (Revised July 2017.)
      • 2015
      • Working Paper

      Corporate Sponsorship in Culture—A Case of Partnership in Relationship Building and Collaborative Marketing by a Global Financial Institution and a Major Art Museum

      By: Ragnar Lund and Stephen A. Greyser
      Purpose: This paper examines cultural sponsorship from a partnership and relationship marketing perspective. It studies a case of how a partnership between two international institutions, a bank and a museum, adds value to both in terms of interaction with...  View Details
      Keywords: Value Creation; Partners and Partnerships; Marketing Strategy; Culture; Banks and Banking
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      Lund, Ragnar, and Stephen A. Greyser. "Corporate Sponsorship in Culture—A Case of Partnership in Relationship Building and Collaborative Marketing by a Global Financial Institution and a Major Art Museum." Harvard Business School Working Paper, No. 16-041, October 2015.
      • 2015
      • Working Paper

      Client Service, Compensation, and the Sell-Side Analyst Objective Function: An Empirical Analysis of Relational Incentives in the Investment-Research Industry

      By: David A. Maber, Boris Groysberg and Paul M. Healy
      This paper investigates how sell-side analysts build and sustain their client networks; the economic gains to successfully managing this challenge; and the metrics through which these incentives are delivered. In a typical semiannual period, the average analyst...  View Details
      Keywords: Networks; Measurement and Metrics; Operations; Customer Focus and Relationships; Jobs and Positions
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      Maber, David A., Boris Groysberg, and Paul M. Healy. "Client Service, Compensation, and the Sell-Side Analyst Objective Function: An Empirical Analysis of Relational Incentives in the Investment-Research Industry." Working Paper, 2015.
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