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Publications

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  • All HBS Web  (153)
    • Faculty Publications  (9)

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    • All HBS Web  (153)
      • Faculty Publications  (9)

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      Hold or Fold?: The War of Attrition
      For Women, the Corporate Ladder Is a Battle of Attrition
      → Search All HBS Web
      • September 2020
      • Article

      Regulatory Sandboxes: A Cure for mHealth Pilotitis?

      By: Abhishek Bhatia, Rahul Matthan, Tarun Khanna and Satchit Balsari
      Mobile health (mHealth) and related digital health interventions in the past decade have not always scaled globally as anticipated earlier despite large investments by governments and philanthropic foundations. The implementation of digital health tools has suffered...  View Details
      Keywords: Covid-19; Mhealth; Digital Health; Design Thinking; Regulation; Intervention; Regulatory Sandbox; Health Care and Treatment; Technological Innovation; Design; Governing Rules, Regulations, and Reforms; India
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      Bhatia, Abhishek, Rahul Matthan, Tarun Khanna, and Satchit Balsari. "Regulatory Sandboxes: A Cure for mHealth Pilotitis?" Journal of Medical Internet Research 22, no. 9 (September 2020).
      • February 2019 (Revised July 2019)
      • Case

      Sales Force Management at Nobel Ilac

      By: Doug J. Chung and Gamze Yucaoglu
      Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales...  View Details
      Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey
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      Chung, Doug J., and Gamze Yucaoglu. "Sales Force Management at Nobel Ilac." Harvard Business School Case 519-067, February 2019. (Revised July 2019.)
      • January 2018
      • Case

      Pravost Consulting Services

      By: Andrew Wasynczuk and Tiffany Y. Chang
      Pravost Consulting Services considers a division manager's response to the stringent demands of his boss who lambasts him for the division's weak performance. Six months earlier Jakub Kowalski, CEO of Pravost, promoted Viktor Novak to head up the faltering Pravost...  View Details
      Keywords: Consulting; Consulting Services; Employee Retention; Eastern Europe; Performance; Attrition; Culture; Krakow; Retention; Performance Improvement; Organizational Culture; Consulting Industry; Information Technology Industry; Poland; Europe
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      Wasynczuk, Andrew, and Tiffany Y. Chang. "Pravost Consulting Services." Harvard Business School Case 918-033, January 2018.
      • 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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      Ascarza, Eva, Oded Netzer, and Bruce G.S. Hardie. "Some Customers Would Rather Leave Without Saying Goodbye." Marketing Science 37, no. 1 (January–February 2018): 54–77.
      • February 2016 (Revised June 2016)
      • Case

      Janalakshmi Financial Services' HR Dilemma

      By: Doug J. Chung and Radhika Kak
      Janalakshmi Financial Services (JFS), an Indian microfinance institution, had grown rapidly by providing financial products to its main customer base, the urban poor. However, the company was facing several challenges. JFS’s productivity was declining, and it was...  View Details
      Keywords: Microfinance; Salesforce Management; Compensation and Benefits; Sales; Strategy; Financial Services Industry
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      Chung, Doug J., and Radhika Kak. "Janalakshmi Financial Services' HR Dilemma." Harvard Business School Case 516-039, February 2016. (Revised June 2016.)
      • 2015
      • Working Paper

      Curbing Adult Student Attrition: Evidence from a Field Experiment

      By: Raj Chande, Michael Luca, Michael Sanders, Xian‐Zhi Soon, Oana Borcan, Netta Barak-Corren, Elizabeth Linos, Elspeth Kirkman and Sean Robinson
      Roughly 20% of adults in the OECD lack basic numeracy and literacy skills. In the UK, many colleges offer fully government-subsidized adult education programs to improve these skills. Constructing a unique dataset consisting of weekly attendance records for 1179...  View Details
      Keywords: Behavioral Economics; Field Experiment; Education; Economics; United Kingdom
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      Chande, Raj, Michael Luca, Michael Sanders, Xian‐Zhi Soon, Oana Borcan, Netta Barak-Corren, Elizabeth Linos, Elspeth Kirkman, and Sean Robinson. "Curbing Adult Student Attrition: Evidence from a Field Experiment." Harvard Business School Working Paper, No. 15-065, February 2015.
      • October 2014 (Revised September 2015)
      • Case

      Sanford C. Bernstein Goes to Asia

      By: Linda A. Hill, Dana M. Teppert and Allison J. Wigen
      Sanford C. Bernstein, a premier sell-side research firm, is expanding globally. Three years after launching Bernstein's Asian business, senior management has appointed Ghislain de Charentenay, a six-year sales veteran of the firm, as director of Asian research in Hong...  View Details
      Keywords: Collaboration; Talent Management; Leadership; Talent and Talent Management; Organizational Design; Emerging Markets; Globalization; Hong Kong
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      Hill, Linda A., Dana M. Teppert, and Allison J. Wigen. "Sanford C. Bernstein Goes to Asia." Harvard Business School Case 415-037, October 2014. (Revised September 2015.)
      • January 2013 (Revised March 2017)
      • Case

      CloudFlare, Inc.: Running Hot?

      By: Thomas R. Eisenmann and Alex Godden
      In July 2012, the cofounders of CloudFlare, a Silicon Valley startup that protects websites and accelerates their traffic, are considering the implications of five employees' resignations over the prior three months. Was this natural attrition for a high-tech venture...  View Details
      Keywords: Management Practices and Processes; Employee Relationship Management; Organizational Structure; Organizational Culture; Organizational Change and Adaptation; Growth Management; Web Sites; Entrepreneurship; Resignation and Termination; Business Startups; Information Technology Industry; Web Services Industry; California
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      Eisenmann, Thomas R., and Alex Godden. "CloudFlare, Inc.: Running Hot?" Harvard Business School Case 813-145, January 2013. (Revised March 2017.) (request a courtesy copy.)
      • Forthcoming
      • Article

      The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

      By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
      This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that...  View Details
      Keywords: Salesforce Management; Recruitment; Selection and Staffing; Compensation and Benefits; Resignation and Termination; Training; Behavior; Analysis
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      Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training." Management Science (forthcoming).
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      Hold or Fold?: The War of Attrition
      For Women, the Corporate Ladder Is a Battle of Attrition
      → Search All HBS Web
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