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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%...  View Details
Keywords: Growth and Development Strategy; Innovation and Management; Organizational Culture; Leadership Style; Decision Making
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  • 2022
  • Working Paper

When the Journey—Not Only the Destination—Matters: Internationalization Shaping Entrepreneurial Experimentation
By: Nataliya Langburd Wright and Laura Huang
Internationalization—gaining exposure to cross-border markets—often results in the aftermath of an entrepreneurial venture’s initial success. Ventures develop strong products or services, and they rely on international markets to help them continue growing and scaling...  View Details
Keywords: Entrepreneurship And Strategy; Entrepreneurial Ventures; Entrepreneurial Journey; International Entrepreneurship; Entrepreneurship; Business Startups; Global Range; Strategy
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  • July 2021
  • Article

How Trust and Distrust Shape Perception and Memory
By: Ann-Christin Posten and Francesca Gino
Trust is a key ingredient in decision making, as it allows us to rely on the information we receive. Although trust is usually viewed as a positive element of decision making, we suggest that its effects on memory are costly rather than beneficial. Across nine studies...  View Details
Keywords: Distrust; Memory; Similarity; Misinformation; Trust; Perception; Decision Making
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  • January 2021
  • Article

Machine Learning for Pattern Discovery in Management Research
By: Prithwiraj Choudhury, Ryan Allen and Michael G. Endres
Supervised machine learning (ML) methods are a powerful toolkit for discovering robust patterns in quantitative data. The patterns identified by ML could be used for exploratory inductive or abductive research, or for post-hoc analysis of regression results to detect...  View Details
Keywords: Machine Learning; Supervised Machine Learning; Induction; Abduction; Exploratory Data Analysis; Pattern Discovery; Decision Trees; Random Forests; Neural Networks; ROC Curve; Confusion Matrix; Partial Dependence Plots; AI and Machine Learning
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  • November 2020
  • Article

Disrupting the Disruptors or Enhancing Them? How Blockchain Re‐Shapes Two‐Sided Platforms
By: Daniel Trabucchi, Antonella Moretto, Tommaso Buganza and Alan MacCormack
The importance of platform‐based businesses in the modern economy is growing continuously and becoming increasingly relevant. Specifically, the deployment of digital technologies has enhanced the applicability of two‐sided business models, enabling companies to act not...  View Details
Keywords: Blockchain; Two-Sided Platforms; Business Model; Innovation and Invention; Technological Innovation
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  • Article

A Theories-in-Use Approach to Building Marketing Theory
By: G. Zaltman, Valarie A. Zeithaml, Bernard Jaworski, Ajay K. Kohli, Kapil R. Tuli and Wolfgang Ulaga
This article’s objective is to inspire and provide guidance on the development of marketing knowledge based on the theories-in-use (TIU) approach. The authors begin with a description of the TIU approach and compare it with other inductive and deductive research...  View Details
Keywords: Building Theory; Grounded Theory; Theories-in-use; Theory Construction; Theory Development; Marketing; Knowledge; Theory
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  • Article

Why Am I Seeing This Ad? The Effect of Ad Transparency on Ad Effectiveness
By: Tami Kim, Kate Barasz and Leslie K. John
Given the increasingly specific ways marketers can target ads, many consumers and regulators are demanding ad transparency: disclosure of how consumers’ personal information was used to generate ads. We investigate how and why ad transparency impacts ad effectiveness....  View Details
Keywords: Digital Marketing; Customization and Personalization; Information; Trust; Performance Effectiveness
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  • March 2016
  • Article

The Role of Investor Gut Feel in Managing Complexity and Extreme Risk
By: Laura Huang
Securing financial resources from investors is a key challenge for many early stage entrepreneurial ventures. Given the inherent uncertainty surrounding a decision to invest in these ventures, prior research has found that experienced investors rely heavily on their...  View Details
Keywords: Angel Investors; Gut Feel; Intuition; Entrepreneurship; Finance; Risk and Uncertainty; Complexity; Decision Making
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  • 2020
  • Working Paper

Machine Learning for Pattern Discovery in Management Research
By: Prithwiraj Choudhury
Supervised machine learning (ML) methods are a powerful toolkit for discovering robust patterns in quantitative data. The patterns identified by ML could be used as an observation for further inductive or abductive research, but should not be treated as the result of a...  View Details
Keywords: Machine Learning; Theory Building; Induction; Decision Trees; Random Forests; K-nearest Neighbors; Neural Network; P-hacking; Analytics and Data Science; Analysis
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  • August 2018 (Revised September 2018)
  • Supplement

LendingClub (B): Decision Trees & Random Forests
By: Srikant M. Datar and Caitlin N. Bowler
This case builds directly on the LendingClub (A) case. In this case students follow Emily Figel as she builds two tree-based models using historical LendingClub data to predict, with some probability, whether borrower will repay or default on his loan.
...  View Details
Keywords: Data Science; Data Analytics; Decision Trees; Investment; Financing and Loans; Analytics and Data Science; Analysis; Forecasting and Prediction
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  • February 2018
  • Teaching Note

Still Leading Series—Issues in Transitioning to New Forms of Service Later in Life
By: Rosabeth Moss Kanter, Rakesh Khurana, James Honan and Ai-Ling Jamila Malone
The Still Leading case series includes an introductory note, “Still Leading (A): Issues in Transitioning to New Forms of Service Later in Life” and 10 supplementary cases that cover the transition of highly accomplished and prolific leaders (Hon. Robert McDonald, Hon....  View Details
Keywords: Leadership; Personal Development and Career; Transition
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  • November 2017
  • Article

Overcoming Institutional Voids: A Reputation-Based View of Long Run Survival
By: Cheng Gao, Tiona Zuzul, Geoffrey Jones and Tarun Khanna
Emerging markets are characterized by underdeveloped institutions and frequent environmental shifts. Yet they also contain many firms that have survived over generations. How are firms in weak institutional environments able to persist over time? Motivated by 69...  View Details
Keywords: Institutional Voids; Intangible Resources; Emerging Markets; Reputation; Business History
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  • 2016
  • Working Paper

Overcoming Institutional Voids: A Reputation-Based View of Long Run Survival
By: Cheng Gao, Tiona Zuzul, Geoffrey Jones and Tarun Khanna
Emerging markets are characterized by underdeveloped institutions and frequent environmental shifts. Yet they also contain many firms that have survived over generations. How are firms in weak institutional environments able to persist over time? Motivated by 69...  View Details
Keywords: Institutional Voids; Intangible Resources; Business Ventures; Business or Company Management; Business History; Reputation; Emerging Markets
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  • July–August 2016
  • Article

Minimum Advertised Pricing: Patterns of Violation in Competitive Retail Markets
By: Ayelet Israeli, Eric Anderson and Anne Coughlan
Manufacturers in many industries frequently use vertical price policies, such as minimum advertised price (MAP), to influence prices set by downstream retailers. Although manufacturers expect retail partners to comply with MAP policies, violations of MAP are common in...  View Details
Keywords: Pricing Policies; Pricing; Channel Management; Legal Aspects Of Business; Price; Governance Compliance; Marketing Channels; Retail Industry
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  • 2022
  • Working Paper

Category Kings or Commoners? Marketing Shaping and Its Consequences in Nascent Categories
By: Rory McDonald
For a new market category to materialize, someone must actively bring it into existence. Yet it remains a mystery how entrepreneurs, whose resources are stretched thin, can accomplish this task. Prior research emphasizes the importance of market-shaping...  View Details
Keywords: Nascent Markets; New Categories; Innovation; Qualitative Methods; Emerging Markets; Strategy; Cultural Entrepreneurship; Innovation and Invention
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  • Article

Managing the Unknowable: The Effectiveness of Early-stage Investor Gut Feel in Entrepreneurial Investment Decisions
By: Laura Huang and Jone L. Pearce
Using an inductive theory-development study, a field experiment, and a longitudinal field test, we examine early-stage entrepreneurial investment decision making under conditions of extreme uncertainty. Building on existing literature on decision making and risk in...  View Details
Keywords: Entrepreneurship; Venture Capital; Risk and Uncertainty; Decision Making; Emotions; Performance Effectiveness
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  • Article

Guilt Enhances the Sense of Control and Drives Risky Judgments
By: Maryam Kouchaki, Christopher Oveis and F. Gino
The present studies investigate the hypothesis that guilt influences risk-taking by enhancing one's sense of control. Across multiple inductions of guilt, we demonstrate that experimentally induced guilt enhances optimism about risks for the self (Study 1), preferences...  View Details
Keywords: Risk and Uncertainty; Behavior; Emotions
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  • Article

Putting Patients First: Social Marketing Strategies for Treating HIV in Developing Nations
By: Zoe Chance and Rohit Deshpandé
It is more than mere coincidence that the highest rates of HIV occur in the world's poorest countries. Of the over 40 million people currently living with HIV, 95 percent are in the developing world. The first part of this paper explores the economics of HIV and...  View Details
Keywords: Health Disorders; Developing Countries and Economies; Poverty; Health Care and Treatment; Social Marketing; Perspective; Customer Focus and Relationships; Profit; Africa; Asia; South America
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  • January 2004 (Revised February 2005)
  • Background Note

A Note on Methodological Fit in Management Field Research
By: Amy C. Edmondson and Stacy McManus
To use in doctoral-level management courses on the design of field research methods. Advocates the importance of fit, or internal consistency, among the different elements of a field research project. Although the scientific method provides an essential framework for...  View Details
Keywords: Management; Research
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  • Research Summary

Overview
By: Rory M. McDonald
Professor McDonald studies how firms successfully navigate new markets. He examines how widely accepted strategic prescriptions can actually undermine managers’ attempts to develop a viable business model or stake out a defining new market position, and considers the...  View Details

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