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Publications

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    • Faculty Publications  (26)

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    • All HBS Web  (452)
      • Faculty Publications  (26)

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      • 2022
      • Working Paper

      Algorithmic Assortment Curation: An Empirical Study of Buybox in Online Marketplaces

      By: Santiago Gallino, Nil Karacaoglu and Antonio Moreno
      Most online sales worldwide take place in marketplaces that connect sellers and buyers. The presence of numerous third-party sellers leads to a proliferation of listings for each product, making it difficult for customers to choose between the available options. Online...  View Details
      Keywords: Algorithms; E-commerce; Sales; Digital Marketing; Internet and the Web; Customer Satisfaction
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      Gallino, Santiago, Nil Karacaoglu, and Antonio Moreno. "Algorithmic Assortment Curation: An Empirical Study of Buybox in Online Marketplaces." Working Paper, September 2022.
      • Article

      The Conversational Circumplex: Identifying, Prioritizing, and Pursuing Informational and Relational Motives in Conversation

      By: Michael Yeomans, Maurice E. Schweitzer and Alison Wood Brooks
      The meaning of success in conversation depends on people’s goals. Often, individuals pursue multiple goals simultaneously, such as establishing shared understanding, making a favorable impression, and persuading a conversation partner. In this article, we introduce a...  View Details
      Keywords: Conversation; Goal Pursuit; Communication; Interpersonal Communication; Goals and Objectives; Framework
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      Yeomans, Michael, Maurice E. Schweitzer, and Alison Wood Brooks. "The Conversational Circumplex: Identifying, Prioritizing, and Pursuing Informational and Relational Motives in Conversation." Current Opinion in Psychology 44 (April 2022): 293–302.
      • January 2021
      • Case

      Saham Group: It's In the Genes

      By: Christina R. Wing and Gamze Yucaoglu
      The case opens in August 2020 as Moulay Mhamed Elalamy (Mhamed), CEO of the Saham Group (the Group), a pan-African investment company that operates a variety of businesses out of Morocco, contemplates the Group’s identity, its investment strategy, and how to navigate...  View Details
      Keywords: Family and Family Relationships; Family Business; For-Profit Firms; Transformation; Transition; Emerging Markets; Change Management; Private Equity; Investment; Strategy; Insurance Industry; Real Estate Industry; Education Industry; Agriculture and Agribusiness Industry; Morocco; Africa
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      Wing, Christina R., and Gamze Yucaoglu. "Saham Group: It's In the Genes." Harvard Business School Case 621-069, January 2021.
      • September 7, 2020
      • Article

      Remote Networking as a Person of Color

      By: Laura Morgan Roberts and Anthony J. Mayo
      In remote work situations, where people cannot rely on impromptu elevator conversations or water cooler chats with coworkers, the answer isn’t to turn inward. In fact, the need for networking is even more important. In particular, our interactions with people whose...  View Details
      Keywords: Remote Work; Networking; Networks; Interpersonal Communication; Race
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      Morgan Roberts, Laura, and Anthony J. Mayo. "Remote Networking as a Person of Color." Harvard Business Review Digital Articles (September 7, 2020).
      • August 6, 2020
      • Article

      It's Okay to Say 'No' to Social Events During COVID

      By: Ashley V. Whillans, Annie Wilson and Tobias Schlager
      As COVID turns even the most benign of social activities into risky propositions, many of us find ourselves in the uncomfortable position of rejecting our friends’ and family’s invitations to non-socially-distant activities. It can be particularly challenging to...  View Details
      Keywords: Difficult Conversations; Psychology; COVID-19; Health Pandemics; Relationships
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      Whillans, Ashley V., Annie Wilson, and Tobias Schlager. "It's Okay to Say 'No' to Social Events During COVID." Harvard Business Review Digital Articles (August 6, 2020).
      • July 2020
      • Supplement

      Instabeat—Crossing the Finish Line

      By: Shikhar Ghosh, Nicole Tempest Keller and Alpana Thapar
      Lebanese entrepreneur Hind Hobeika was just 21 years old when she launched her startup, Instabeat, which had developed the first real-time bio-feedback device for swimmers to monitor and improve their performance. It had been an extremely testing 10-year journey to...  View Details
      Keywords: Start-up; Wearables; Entrepreneurship; Business Startups; Information Technology; Information Infrastructure; Strategy; Operations; Management; United States; Lebanon
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      Ghosh, Shikhar, Nicole Tempest Keller, and Alpana Thapar. "Instabeat—Crossing the Finish Line." Harvard Business School Supplement 821-012, July 2020.
      • November 2019
      • Case

      The Boss Has the Wrong Idea: Confidential Role Material for Julia Smith

      By: Katherine Coffman, Kathleen McGinn, Judith A. Clair and Katherine Chen
      “The Boss Has the Wrong Idea” is a two-person conversation exercise in which an MBA student seeks advice from a mentor in her field about how to handle an incident of workplace sexual harassment. The case consists of two confidential role materials: a role for the...  View Details
      Keywords: Sexual Harassment; Interpersonal Communication; Organizational Culture
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      Coffman, Katherine, Kathleen McGinn, Judith A. Clair, and Katherine Chen. "The Boss Has the Wrong Idea: Confidential Role Material for Julia Smith." Harvard Business School Case 920-023, November 2019.
      • November 2019
      • Case

      The Boss Has the Wrong Idea: Confidential Role Material for Lee Clancy

      By: Katherine Coffman, Kathleen McGinn, Judith A. Clair and Katherine Chen
      “The Boss Has the Wrong Idea” is a two-person conversation exercise in which an MBA student seeks advice from a mentor in her field about how to handle an incident of workplace sexual harassment. The case consists of two confidential role materials: a role for the...  View Details
      Keywords: Sexual Harassment; Interpersonal Communication; Organizational Culture
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      Coffman, Katherine, Kathleen McGinn, Judith A. Clair, and Katherine Chen. "The Boss Has the Wrong Idea: Confidential Role Material for Lee Clancy." Harvard Business School Case 920-024, November 2019.
      • September 2019
      • Exercise

      Difficult Conversations (A)

      By: Shikhar Ghosh and Shweta Bagai
      The exercises can be used as a follow-up to the Yesware (A) case (#816-039), or in conjunction with any case that involves replacing a founding team member (and/or providing feedback to a top executive). This is a role-playing exercise, and has been carried out in the...  View Details
      Keywords: Firing; Feedback; Founders; Culture; Values; Neuroscience; Business Startups; Organizational Culture; Resignation and Termination; Communication; Emotions; Trust; Human Resources; Entrepreneurship
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      Ghosh, Shikhar, and Shweta Bagai. "Difficult Conversations (A)." Harvard Business School Exercise 820-055, September 2019.
      • September 2019
      • Teaching Note

      Difficult Conversations (A) and (B)

      By: Shikhar Ghosh and Shweta Bagai
      Teaching Note for HBS Nos. 820-055 and 820-056.  View Details
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      Ghosh, Shikhar, and Shweta Bagai. "Difficult Conversations (A) and (B)." Harvard Business School Teaching Note 820-057, September 2019.
      • September 2019
      • Exercise

      Difficult Conversations (B)

      By: Shikhar Ghosh and Shweta Bagai
      The exercises can be used as a follow-up to the Yesware (A) case (#816-039), or in conjunction with any case that involves replacing a founding team member (and/or providing feedback to a top executive). This is a role-playing exercise, and has been carried out in the...  View Details
      Keywords: Firing; Feedback; Founders; Culture; Values; Neuroscience; Business Startups; Organizational Culture; Resignation and Termination; Communication; Emotions; Trust; Human Resources; Entrepreneurship
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      Ghosh, Shikhar, and Shweta Bagai. "Difficult Conversations (B)." Harvard Business School Exercise 820-056, September 2019.
      • June 2018
      • Case

      Candor at Clever

      By: Ethan Bernstein and Om Lala
      Clever, a high-growth EdTech company based in San Francisco, had grown quickly in market share and headcount. As with many high-growth companies, however, early employees (many of whom had never managed people before) had been given the opportunity to manage teams, and...  View Details
      Keywords: Performance Feedback; Talent Development And Retention; Talent Management; Feedback; Difficult Conversations; Radical Candor; Scaling Start-ups; Scaling And Growth; Developing Effective Managers; Effective Managers; First-time Managers; Kim Scott; Clever; Bay Area; Silicon Valley; Interpersonal Communication; Talent and Talent Management; Human Resources; Leadership Development; Management Practices and Processes; Management Skills; Management Style; Organizations; Organizational Culture; Performance Evaluation; Conflict and Resolution; Technology Industry; Education Industry; San Francisco; United States
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      Bernstein, Ethan, and Om Lala. "Candor at Clever." Harvard Business School Case 418-087, June 2018.
      • June 2018
      • Teaching Note

      Difficult Conversations and Dealing with Challenging Situations at Work

      By: Boris Groysberg and Amram Migdal
      Teaching Note for HBS Nos. 416-031, 416-032, 416-033, 416-034, 416-035, and 416-036.  View Details
      Keywords: Communication; Communication Intention and Meaning; Human Resources; Employee Relationship Management; Management Skills; Performance; Performance Evaluation; Personal Development and Career; Relationships; Groups and Teams; Social Psychology; Attitudes; Behavior; Conflict and Resolution; Conflict Management; Emotions; Perception; Personal Characteristics; Perspective; Power and Influence; Prejudice and Bias; Reputation; Satisfaction; Trust
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      Groysberg, Boris, and Amram Migdal. "Difficult Conversations and Dealing with Challenging Situations at Work." Harvard Business School Teaching Note 418-084, June 2018.
      • September 2016
      • Supplement

      ZenRecruit: Sales Coaching and Performance Reviews

      By: Mark N. Roberge
      Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two...  View Details
      Keywords: Business or Company Management; Salesforce Management; Applications and Software; Employees; Performance Evaluation; Information Technology Industry; Retail Industry
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      Roberge, Mark N. "ZenRecruit: Sales Coaching and Performance Reviews." Harvard Business School Spreadsheet Supplement 817-704, September 2016.
      • September 2016 (Revised February 2017)
      • Case

      ZenRecruit: Sales Coaching and Performance Reviews

      By: Mark Roberge
      Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two...  View Details
      Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Marketing; Entrepreneurship; Sales
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      Roberge, Mark. "ZenRecruit: Sales Coaching and Performance Reviews." Harvard Business School Case 817-041, September 2016. (Revised February 2017.)
      • December 2015
      • Case

      Difficult Conversations and Dealing with Challenging Situations at Work: Adjusting as a CEO

      By: Boris Groysberg and Ann Leamon
      Keywords: Organization Behavior; Organizations
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      Groysberg, Boris, and Ann Leamon. "Difficult Conversations and Dealing with Challenging Situations at Work: Adjusting as a CEO." Harvard Business School Case 416-036, December 2015.
      • December 2015
      • Case

      Difficult Conversations and Dealing with Challenging Situations at Work: Managing Communication

      By: Boris Groysberg and Ann Leamon
      Keywords: Organization Behavior; Communication; Interpersonal Communication; Organizations
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      Groysberg, Boris, and Ann Leamon. "Difficult Conversations and Dealing with Challenging Situations at Work: Managing Communication." Harvard Business School Case 416-034, December 2015.
      • December 2015
      • Case

      Difficult Conversations and Dealing with Challenging Situations at Work: The Case of the Ineffectual FD

      By: Boris Groysberg and Ann Leamon
      Keywords: Communication; Organization Behavior; Interpersonal Interactions; Interpersonal Communication; Organizations
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      Groysberg, Boris, and Ann Leamon. "Difficult Conversations and Dealing with Challenging Situations at Work: The Case of the Ineffectual FD." Harvard Business School Case 416-031, December 2015.
      • December 2015
      • Case

      Difficult Conversations and Dealing with Challenging Situations at Work: The Friend Who Asked for Feedback

      By: Boris Groysberg and Ann Leamon
      Keywords: Feedback; Organization Behavior; Interpersonal Communication; Organizations
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      Groysberg, Boris, and Ann Leamon. "Difficult Conversations and Dealing with Challenging Situations at Work: The Friend Who Asked for Feedback." Harvard Business School Case 416-032, December 2015.
      • December 2015
      • Case

      Difficult Conversations and Dealing with Challenging Situations at Work: The Partner Who Didn't Take Part

      By: Boris Groysberg and Ann Leamon
      Keywords: Organization Behavior; Interaction; Communication; Interpersonal Communication; Organizations; Interactive Communication
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      Groysberg, Boris, and Ann Leamon. "Difficult Conversations and Dealing with Challenging Situations at Work: The Partner Who Didn't Take Part." Harvard Business School Case 416-033, December 2015.
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