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Publications

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    • All HBS Web  (561)
      • Faculty Publications  (43)

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      • 2022
      • Chapter

      Coordinating Marketing and Sales in B2B Organizations

      By: Frank V. Cespedes
      This Handbook is targeted at academics and graduate students who want an overview of the academic state of the business-to-business marketing domain and at B2B practitioners who want to be aware of the current state of knowledge in their domains. This chapter examines...  View Details
      Keywords: B2B Marketing; Marketing
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      Cespedes, Frank V. "Coordinating Marketing and Sales in B2B Organizations." Chap. 7 in Handbook of Business-to-Business Marketing. 2nd ed. Edited by Gary L. Lilien, J. Andrew Petersen, and Stefan Wuyts, 117–137. Edward Elgar Publishing, 2022.
      • 2021
      • Working Paper

      Going by the Book: Valuation Ratios and Stock Returns

      By: Ki-Soon Choi, Eric So and Charles C.Y. Wang
      We study the use of firms’ book-to-market ratios (B/M) in value investing and its implications for comovements in firms’ stock returns and trading volumes. We show B/M has become increasingly detached from common alternative valuation ratios over time while also...  View Details
      Keywords: Valuation Ratios; Book-to-market Ratios; Investment Return; Investment; Decision Making
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      Choi, Ki-Soon, Eric So, and Charles C.Y. Wang. "Going by the Book: Valuation Ratios and Stock Returns." Harvard Business School Working Paper, No. 21-126, May 2021.
      • February 2021
      • Background Note

      Jobs to Be Done: A Toolbox

      By: Derek C. M. van Bever, Bob Moesta, Iuliana Mogosanu, Shaye Roseman and Katie Zandbergen
      The Jobs to Be Done methodology is both a theory and a practical approach for understanding customer behavior and why people make the choices they make. Many practitioners, whether they work for startups or incumbent businesses, find Jobs to Be Done useful because it...  View Details
      Keywords: Customer Value and Value Chain; Decision Choices and Conditions; Knowledge Acquisition; Attitudes; Perception; Theory; Behavior; Customer Relationship Management
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      van Bever, Derek C. M., Bob Moesta, Iuliana Mogosanu, Shaye Roseman, and Katie Zandbergen. "Jobs to Be Done: A Toolbox." Harvard Business School Background Note 321-095, February 2021.
      • 2020
      • Working Paper

      Learning with People Like Me: The Role of Age-Similar Peers on Online Business Course Engagement

      By: Laura R. Huber, Jacqueline N. Lane and Karim R. Lakhani
      Over the past decade, online learning has witnessed tremendous growth in popularity due to its ability to reach diverse participants in a scalable manner. However, one primary area of concern is the low course completion rates in digital platform-based learning,...  View Details
      Keywords: Homophily; Online Courses; Social Engagement; Business Skills Training; Business Education; Internet and the Web; Knowledge Sharing; Age
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      Huber, Laura R., Jacqueline N. Lane, and Karim R. Lakhani. "Learning with People Like Me: The Role of Age-Similar Peers on Online Business Course Engagement." Harvard Business School Working Paper, No. 21-072, December 2020.
      • October 2020
      • Article

      What Goes Down When Advice Goes Up: Younger Advisers Underestimate Their Impact

      By: Ting Zhang and Michael S. North
      Common wisdom suggests that older is wiser. Consequently, people rarely give advice to older individuals—even when they are relatively more expert—leading to missed learning opportunities. Across six studies (N=3,445), we explore the psychology of advisers when they...  View Details
      Keywords: Advice; Expertise; Knowledge Sharing; Experience and Expertise; Age; Perception
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      Zhang, Ting, and Michael S. North. "What Goes Down When Advice Goes Up: Younger Advisers Underestimate Their Impact." Personality and Social Psychology Bulletin 46, no. 10 (October 2020): 1444–1460.
      • Article

      Common Variants of the Oxytocin Receptor Gene Do Not Predict the Positive Mood Benefits of Prosocial Spending

      By: Ashley V. Whillans, Lara B. Aknin, Colin Ross, Lihan Chen and Frances S. Chen
      Who benefits most from helping others? Previous research suggests that common polymorphisms of the oxytocin receptor gene (OXTR) predict whether people behave generously and experience increases in positive mood in response to socially-focused experiences in daily...  View Details
      Keywords: Prosocial Behavior; Positivity; Behavior Genetics; Individual Differences; Behavior; Emotions; Genetics; Spending
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      Whillans, Ashley V., Lara B. Aknin, Colin Ross, Lihan Chen, and Frances S. Chen. "Common Variants of the Oxytocin Receptor Gene Do Not Predict the Positive Mood Benefits of Prosocial Spending." Emotion 20, no. 5 (August 2020): 734–749.
      • July–August 2020
      • Article

      Make the Most of Your Relocation

      By: Prithwiraj Choudhury
      Although the COVID-19 crisis has halted travel in recent months, geographic mobility has become critical for managers and knowledge workers hoping to advance in today’s globalized economy, and that trend is unlikely to reverse. Geographic mobility can pay off...  View Details
      Keywords: Relocation; Mobility; Personal Development and Career; Geographic Location; Work-Life Balance
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      Choudhury, Prithwiraj. "Make the Most of Your Relocation." Harvard Business Review 98, no. 4 (July–August 2020): 104–113.
      • 2020
      • Article

      Why Do User Communities Matter for Strategy?

      By: Sonali K. Shah and Frank Nagle
      In this essay, we explore how strategic management research and practice could benefit from considering the benefits and challenges obtainable through working with user communities. User communities represent a unique organizing structure for the exchange of ideas and...  View Details
      Keywords: User Communities; Innovation; Open Source; Collaboration; Cooperative Strategy; Knowledge Sharing; Strategy; Collaborative Innovation and Invention
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      Shah, Sonali K., and Frank Nagle. "Why Do User Communities Matter for Strategy?" Special Issue on Open Innovation. Strategic Management Review 1, no. 2 (2020): 305–353.
      • April 2020
      • Article

      Field Comparisons of Incentive-Compatible Preference Elicitation Techniques

      By: Shawn A. Cole, A. Nilesh Fernando, Daniel Stein and Jeremy Tobacman
      Knowledge of consumer demand is important for firms, policy makers, and economists. One common tool for incentive-compatible demand elicitation, the Becker-DeGroot-Marschak (BDM) mechanism, has been widely used in laboratory settings but rarely evaluated for...  View Details
      Keywords: Incentive-compatible Elicitation; Experimental Methods; Weather Insurance; Rainfall Insurance; Agricultural Extension; Demand and Consumers
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      Cole, Shawn A., A. Nilesh Fernando, Daniel Stein, and Jeremy Tobacman. "Field Comparisons of Incentive-Compatible Preference Elicitation Techniques." Journal of Economic Behavior & Organization 172 (April 2020): 33–56.
      • April 2020
      • Article

      Long-term Firm Growth: An Empirical Analysis of U.S. Manufacturers 1959–2015

      By: Giovanni Dosi, Marco Grazzi, Daniele Moschella, Gary P. Pisano and Federico Tamagni
      Firm growth is an essential feature of market economies, shaping together macroeconomic performance and the evolution of industry structures. As a potential indicator of organizational “fitness” within a competitive environment, firm growth is also a central concern to...  View Details
      Keywords: Firm Growth; Organizations; Growth and Development; Theory; Analysis; Production; Data and Data Sets
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      Dosi, Giovanni, Marco Grazzi, Daniele Moschella, Gary P. Pisano, and Federico Tamagni. "Long-term Firm Growth: An Empirical Analysis of U.S. Manufacturers 1959–2015." Industrial and Corporate Change 29, no. 2 (April 2020): 309–332.
      • Article

      Organizational Innovation in the Multinational Enterprise: Internalization Theory and Business History

      By: Teresa da Silva Lopes, Mark Casson and Geoffrey Jones
      This article engages in a methodological experiment by using historical evidence to challenge a common misperception about internalization theory. The theory has often been criticized for maintaining that it assumes a hierarchically organized MNE based on knowledge...  View Details
      Keywords: Internalization; Multinational Strategy; Business History; Organization And Management Theory; Globalization; Entrepreneurship; Governance; History; Organizations; Theory; Africa; Asia; Europe; Latin America; North and Central America
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      da Silva Lopes, Teresa, Mark Casson, and Geoffrey Jones. "Organizational Innovation in the Multinational Enterprise: Internalization Theory and Business History." Journal of International Business Studies 50, no. 8 (October 2019): 1338–1358.
      • July 9, 2019
      • Article

      Common Knowledge, Coordination, and Strategic Mentalizing in Human Social Life

      By: Julian De Freitas, Kyle A. Thomas, Peter DiScioli and Steven Pinker
      People often coordinate for mutual gain, such as keeping to opposite sides of a stairway, dubbing an object or place with a name, or assembling en masse to protest a regime. Because successful coordination requires complementary choices, these opportunities raise the...  View Details
      Keywords: Coordination; Common Knowledge; Theory Of Mind; Bystander Effect; Knowledge; Cooperation
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      De Freitas, Julian, Kyle A. Thomas, Peter DiScioli, and Steven Pinker. "Common Knowledge, Coordination, and Strategic Mentalizing in Human Social Life." Proceedings of the National Academy of Sciences 116, no. 28 (July 9, 2019).
      • Article

      The Feeling of Not Knowing It All

      By: Haiyang Yang, Ziv Carmon, Dan Ariely and Michael I. Norton
      How do consumers assess their mastery of knowledge they have learned? We explore this question by investigating a common knowledge consumption situation: encountering opportunities for further learning. We argue and show that such opportunities can trigger a...  View Details
      Keywords: Knowledge Consumption; Consumption Of Learning; Judgment Of Knowledge; Feeling Ofknowing; Confidence In Knowledge; WYSIATI; FONKIA; Knowledge Acquisition; Learning; Perception
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      Yang, Haiyang, Ziv Carmon, Dan Ariely, and Michael I. Norton. "The Feeling of Not Knowing It All." Journal of Consumer Psychology 29, no. 3 (July 2019): 455–462.
      • 2019
      • Working Paper

      Why Do User Communities Matter for Strategy?

      By: Sonali K. Shah and Frank Nagle
      User communities represent a unique organizing structure for the exchange of ideas and knowledge. They are organizations composed primarily of users working collaboratively, voluntarily, and with minimal oversight to freely and openly develop and exchange knowledge...  View Details
      Keywords: Strategic Management; Knowledge Sharing; Collaborative Innovation and Invention; Organizations; Knowledge Use and Leverage; Strategy
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      Shah, Sonali K., and Frank Nagle. "Why Do User Communities Matter for Strategy?" Harvard Business School Working Paper, No. 19-126, June 2019.
      • Article

      Maimonides' Ladder: States of Mutual Knowledge and the Perception of Charitability

      By: Julian De Freitas, Peter DiScioli, Kyle A. Thomas and Steven Pinker
      Why do people esteem anonymous charitable giving? We connect normative theories of charitability (captured in Maimonides’ Ladder of Charity) with evolutionary theories of partner choice to test predictions on how attributions of charitability are affected by states of...  View Details
      Keywords: Charity; Reciprocity; Partner Choice; Common Knowledge; Philanthropy and Charitable Giving; Knowledge; Perception
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      De Freitas, Julian, Peter DiScioli, Kyle A. Thomas, and Steven Pinker. "Maimonides' Ladder: States of Mutual Knowledge and the Perception of Charitability." Journal of Experimental Psychology: General 148, no. 1 (January 2019): 158–173.
      • 2018
      • Conference Presentation

      Strategic Mentalizing and Common Knowledge in Social Life

      By: Julian De Freitas
      Citation
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      De Freitas, Julian. "Strategic Mentalizing and Common Knowledge in Social Life." Paper presented at the Social Brownbag Talk Series, Harvard University, Cambridge, MA, 2018.
      • Article

      What Managers Need to Know About Social Tools: Avoid the Common Pitfalls So That Your Organization Can Collaborate, Learn, and Innovate

      By: Paul Leonardi and Tsedal Neeley
      Workplaces have adopted internal social tools—think stand-alone technologies such as Slack, Yammer, and Chatter, or embedded applications such as Microsoft Teams and JIRA—at a staggering rate. In an ambitious study of 4,200 companies, conducted by the McKinsey Global...  View Details
      Keywords: Leadership; Social Tools; Social and Collaborative Networks; Knowledge Sharing; Performance Improvement; Management
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      Leonardi, Paul, and Tsedal Neeley. "What Managers Need to Know About Social Tools: Avoid the Common Pitfalls So That Your Organization Can Collaborate, Learn, and Innovate." Harvard Business Review 95, no. 6 (November–December 2017): 118–126.
      • 2017
      • Other Teaching and Training Material

      Organizational Behavior Reading: Leading Organizational Change

      By: Ryan Raffaelli
      This reading combines conceptual frameworks and research-based knowledge to provide practical guidance about how to lead organization change. The essential reading outlines key choices leaders must make when managing a change and the common traps that can cause a...  View Details
      Keywords: Leading Change; Organizational Change and Adaptation; Change Management
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      Raffaelli, Ryan. "Organizational Behavior Reading: Leading Organizational Change." Core Curriculum Readings Series. Boston, MA: Harvard Business Publishing 8324, 2017.
      • February 2017
      • Module Note

      Leading Global Teams

      By: Tsedal Neeley
      This module aims to help students become effective leaders and members of global teams that must work together across national boundaries and toward a common goal. Students will learn to diagnose the challenges that global teams often face as well as strategies that...  View Details
      Keywords: Groups and Teams; Leadership; Cross-Cultural and Cross-Border Issues
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      Neeley, Tsedal. "Leading Global Teams." Harvard Business School Module Note 417-073, February 2017. (https://hbsp.harvard.edu/product/417073-PDF-ENG?Ntt=tsedal%20neeley.)
      • July 2016
      • Case

      Spotify

      By: Anita Elberse and Alexandre de Pfyffer
      In November 2014, Spotify's chief content officer Ken Parks learns that record label Big Machine Records has requested the immediate removal of superstar artist Taylor Swift's entire catalogue from Spotify's music streaming service. Is it time for Spotify to reconsider...  View Details
      Keywords: Entertainment; Marketing; Superstar; Music; Entertainment Marketing; Media; Digital Technology; Creative Industries; Product Portfolio Management; General Management; Management; Strategy; Internet and the Web; Open Source Distribution; Creativity; Music Entertainment; Product Marketing; Music Industry
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      Elberse, Anita, and Alexandre de Pfyffer. "Spotify." Harvard Business School Case 516-046, July 2016.
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