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- November–December 2022
- Article
Can AI Really Help You Sell?
By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
Many salespeople today are struggling; only 57% of them make their annual quotas, surveys show. One problem is that buying processes have evolved faster than selling processes, and buyers today can access a wide range of online resources that let them evaluate products...
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- September 2022
- Technical Note
Addressing Social Determinants of Health in the American Landscape
By: Susanna Gallani and Jacob Riegler
Social determinants of health (SDOH) have gained significant attention in recent years. A growing body of research shows that a person’s health is influenced by a large number of non-genetic factors, most of which operate outside the realm of health care and are...
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- September 10, 2022
- Article
NFT Sales: Clearing the Market, Avoiding Gas Wars
By: Scott Duke Kominers and Tim Roughgarden
Instead of letting the market decide the price for their primary sale offerings, many NFT projects choose to initially sell their NFTs at prices below the market-clearing level. But what happens when market designers trade off efficiency for equity; or when demand far...
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- August, 2022
- Article
Billing and Insurance-Related Administrative Costs: A Cross-National Analysis
By: Barak D. Richman, Robert S. Kaplan, Japees Kohli, Dennis Purcell, Mahek Shah, Igna Bonfrer, Brian Golden, Rosemary Hannam, Will Mitchell, Daniel Cehic, Garry Crispin and Kevin A. Schulman
Billing and insurance-related costs are a significant source of wasteful health care spending in Organization for Economic Cooperation and Development nations, but these administrative burdens vary across national systems. We executed a microlevel accounting of these...
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- 2022
- Article
Nonparametric Subset Scanning for Detection of Heteroscedasticity
By: Charles R. Doss and Edward McFowland III
We propose Heteroscedastic Subset Scan (HSS), a novel method for identifying covariates that are responsible for violations of the homoscedasticity assumption in regression settings. Viewing the problem as one of anomalous pattern detection, we use subset scanning...
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- 2022
- Working Paper
Dynamic Pricing and Demand Volatility: Evidence from Restaurant Food Delivery
By: Alexander J. MacKay, Dennis Svartbäck and Anders G. Ekholm
Pricing technology that allows firms to rapidly adjust prices has two potential benefits. Prices can respond more rapidly to demand shocks, leading to higher revenues. On the other hand, time-varying prices can be used to smooth out demand across periods, reducing...
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- 2022
- Working Paper
Does the Invisible Hand Efficiently Guide Entry and Exit? Evidence from a Vegetable Market Experiment in India
By: Abhijit Banerjee, Greg Fischer, Dean Karlan, Matt Lowe and Benjamin N. Roth
What accounts for the ubiquity of small vendors operating side-by-side in the urban centers
of developing countries? Why don’t competitive forces drive some vendors out of the
market? We ran an experiment in Kolkata vegetable markets in which we induced...
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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...
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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
- Article
Weak Corporate Insolvency Rules: The Missing Driver of Zombie Lending
By: Bo Becker and Victoria Ivashina
"Zombie lending"—lending to less-productive firms at subsidized rates—can help banks with misaligned incentives in the short run, but it prolongs economic downturns. We propose that inefficient resolution of insolvency is a significant contributor to this problem. We...
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- 2022
- Book
Productive Tensions: How Every Leader Can Tackle Innovation's Toughest Trade-Offs
By: Chris Bingham and Rory McDonald
Why is leading innovation in nascent business environments so distressingly hit-or-miss? More than 90% of high-potential ventures don’t reach their projected targets. Surveys show that 80% of executives consider innovation crucial to their growth strategy, but only 6%...
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- 2021
- Working Paper
Public Disclosure of Private Meetings: Does Observing Peers' Information Acquisition Affect Analysts' Attention Allocation?
By: Yi Ru, Ronghuo Zheng and Yuan Zou
We investigate the impact of observing peers’ information acquisition on financial analysts’ attention allocation. Using the timely disclosure mandate by the Shenzhen Stock Exchange as a setting, we find that, when analysts can observe that a firm is visited by other...
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- March 2022
- Case
Unilever: Remote Work in Manufacturing
By: Prithwiraj Choudhury and Susie L. Ma
In December 2021, Unilever—one of the world’s largest producers of consumer goods—was in the midst of a pilot project to digitize its manufacturing facilities and enable remote work for factory employees. This was possible because of an earlier project to retrofit a...
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- March 2022 (Revised April 2022)
- Case
Innovation at Moog Inc.
This case focuses on the challenges of incentivizing innovation within Moog, an engineering company based in New York state that designs and builds guidance systems for space, air, and land-based travel. The case enables students to grapple with the challenges of using...
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Keywords:
Innovation;
Innovation Lab;
Innovation Management;
Motivation;
Incentives;
Culture;
Compensation;
Compensation And Benefits;
Scalability;
Business Growth and Maturation;
Collaborative Innovation and Invention;
Independent Innovation and Invention;
Innovation and Management;
Innovation Leadership;
Innovation Strategy;
Organizational Culture;
Performance Consistency;
Performance Effectiveness;
Performance Efficiency;
Performance Productivity;
Performance Evaluation;
Creativity;
Motivation and Incentives;
Aerospace Industry;
Transportation Industry;
United States
- February 2022 (Revised February 2022)
- Case
Huazhu: A Chinese Hotel Giant's Journey of Digital Transformation
By: Feng Zhu, Yulin Fang, Bonnie Yining Cao and Duan Yang
Based in Shanghai, China, Huazhu Group, the world’s third-largest hotel operator, was known for its standardized IT system. It helped the company boost efficiency during the COVID-19 pandemic. Chief Digital Officer Xinxin Liu also faced some longer-term challenges:...
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- 2022
- Chapter
Key Success Factors in Environmental Entrepreneurship: The Case of Wilderness Safaris
By: James E. Austin, Megan Epler Woods and Herman B. Leonard
Book abstract: This volume is the culmination of many discussions among the editors over the years, especially at the Sustainability, Ethics and Entrepreneurship (SEE) Conference, related to the growth and institutionalization of environmental and social...
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- 2022
- Working Paper
Passive Ownership and Price Informativeness
By: Marco Sammon
I propose three new empirical measures of price informativeness motivated by a theoretical model. I find average price informativeness declined over the past 30 years and passive ownership is negatively correlated with price informativeness. To establish causality, I...
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Keywords:
Passive Ownership;
ETFs;
Market Efficiency;
Ownership;
Price;
Theory;
Measurement and Metrics
- 2022
- Article
Improving Efficiency and Reducing Costs of MRI-Guided Prostate Brachytherapy Using Time-Driven Activity-Based Costing
By: Nikhil G. Thaker, Rajat J. Kudchadker, James R. Incalcaterra, Tharakeswara K. Bathala, Robert S. Kaplan, Ankit Agarwal, Deborah A. Kuban, Benjamin D. Frank, Prajnan Das, Thomas W. Feeley and Steven J. Frank
Integrated quality improvement (QI) and cost reduction strategies can help increase value in cancer care. We applied standard QI and TDABC methods to improve workflow efficiency and reduce costs for MRI-guided prostate brachytherapy. We constructed process maps,...
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- Article
Pattern Detection in the Activation Space for Identifying Synthesized Content
By: Celia Cintas, Skyler Speakman, Girmaw Abebe Tadesse, Victor Akinwande, Edward McFowland III and Komminist Weldemariam
Generative Adversarial Networks (GANs) have recently achieved unprecedented success in photo-realistic image synthesis from low-dimensional random noise. The ability to synthesize high-quality content at a large scale brings potential risks as the generated samples may...
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- December 16, 2021
- Article
Avoid a One-Size-Fits-All Approach to Sales Coaching
Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others demonstrate capability but seemingly lack motivation or effort. Good coaching helps to clarify...
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- Article
Reliable Post hoc Explanations: Modeling Uncertainty in Explainability
By: Dylan Slack, Sophie Hilgard, Sameer Singh and Himabindu Lakkaraju
As black box explanations are increasingly being employed to establish model credibility in high stakes settings, it is important to ensure that these explanations are accurate and reliable. However, prior work demonstrates that explanations generated by...
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