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      • January 2023
      • Case

      Natura: Weathering the Pandemic at Brazil's Cosmetic Giant

      By: Brian Trelstad, Pedro Levindo and Carla Larangeira
      Brazil's Natura, a multi-brand cosmetics group, has taken several measures to safeguard the livelihoods of its thousands of employees and millions of sales representatives during the COVID-19 health and economic crisis. The company has also made strides in its efforts...  View Details
      Keywords: COVID-19 Pandemic; ESG Reporting; Acquisition; Customer Focus and Relationships; Decision Making; Social Entrepreneurship; Environmental Sustainability; Environmental Management; Climate Change; Ethics; Moral Sensibility; Values and Beliefs; Global Strategy; Corporate Governance; Health Pandemics; Human Resources; Human Capital; Crisis Management; Growth and Development Strategy; Marketing; Distribution Channels; Supply Chain; Corporate Social Responsibility and Impact; Mission and Purpose; Organizational Culture; Customer Ownership; Relationships; Business and Community Relations; Business and Stakeholder Relations; Networks; Partners and Partnerships; Science-Based Business; Reputation; Human Needs; Social Issues; Strategy; Equality and Inequality; Beauty and Cosmetics Industry; Brazil; Latin America
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      Trelstad, Brian, Pedro Levindo, and Carla Larangeira. "Natura: Weathering the Pandemic at Brazil's Cosmetic Giant." Harvard Business School Case 323-065, January 2023.
      • January 2023
      • Supplement

      The END Fund (B)

      By: V. Kasturi Rangan and Courtney Han
      Founded in 2012, the END fund focused on eliminating five Neglected Tropical Diseases that accounted for 80% of the tropical diseases affecting nearly 1.5 billion people worldwide. Its roughly $25 million/year annual budget was fully committed when it got news that the...  View Details
      Keywords: Health Disorders; Investment Funds; Global Range; Nonprofit Organizations; Resource Allocation; Decisions; Health Care and Treatment; Mission and Purpose
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      Rangan, V. Kasturi, and Courtney Han. "The END Fund (B)." Harvard Business School Supplement 523-064, January 2023.
      • January 2023
      • Case

      The END Fund: To Eliminate Neglected Tropical Diseases

      By: V. Kasturi Rangan and Courtney Han
      Founded in 2012, the END fund focused on eliminating five Neglected Tropical Diseases that accounted for 80% of the tropical diseases affecting nearly 1.5 billion people worldwide. Its roughly $25 million/year annual budget was fully committed when it got news that the...  View Details
      Keywords: Nonprofit Organizations; Health Disorders; Health Care and Treatment; Resource Allocation; Global Range; Decisions; Investment Funds
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      Rangan, V. Kasturi, and Courtney Han. "The END Fund: To Eliminate Neglected Tropical Diseases." Harvard Business School Case 523-063, January 2023.
      • 2023
      • Working Paper

      Summarizing the Mental Customer Journey

      By: Julian De Freitas, Ahmet Uğuralp, Zeliha Uğuralp, Pechthida Kim and Tomer Ullman
      How do consumers summarize and act on their experiences, as when deciding whether an interaction with a firm was satisfying and whether to buy from it? Previous work on the summary of continuous experiences has tended to focus on a handful of experience patterns and...  View Details
      Keywords: Customer Experience; Customer Journey; Natural Language Processing; Summarization; Customer Satisfaction; Outcome or Result; Decision Choices and Conditions
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      De Freitas, Julian, Ahmet Uğuralp, Zeliha Uğuralp, Pechthida Kim, and Tomer Ullman. "Summarizing the Mental Customer Journey." Harvard Business School Working Paper, No. 23-038, January 2023.
      • December 2022
      • Article

      The Emotional Rewards of Prosocial Spending Are Robust and Replicable in Large Samples

      By: Lara B. Aknin, Elizabeth W. Dunn and Ashley V. Whillans
      Past studies show that spending money on other people—prosocial spending—increases a person’s happiness. However, foundational research on this topic was conducted prior to psychology’s credibility revolution (or “replication crisis”), so it is essential to ask...  View Details
      Keywords: Happiness; Money
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      Aknin, Lara B., Elizabeth W. Dunn, and Ashley V. Whillans. "The Emotional Rewards of Prosocial Spending Are Robust and Replicable in Large Samples." Current Directions in Psychological Science 31, no. 6 (December 2022): 536–545. (Pre-published online, November 9, 2022.)
      • November 15, 2022
      • Article

      Using Simulations to Upskill Employees

      By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
      Reskilling employees tops the agenda in many organizations, according to a LinkedIn report. Korn Ferry estimates an 85-million person talent shortage by 2030, and McKinsey likens the challenge to the shift from agricultural to manufacturing work that occurred in the...  View Details
      Keywords: Employee Engagement; Managing People; Talent Development; Training; Human Capital; Experience and Expertise; Talent and Talent Management; Retention; Personal Development and Career
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      Cespedes, Frank V., Trond Aas, Alex Hunt, and Huw Newton-Hill. "Using Simulations to Upskill Employees." Harvard Business Review (website) (November 15, 2022).
      • 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...  View Details
      Keywords: Sales; AI and Machine Learning; Customers
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      Dickie, Jim, Boris Groysberg, Benson P. Shapiro, and Barry Trailer. "Can AI Really Help You Sell?" Harvard Business Review (November–December 2022): 120–129.
      • July 2022
      • Case

      General Mills: Responding to the Killing of George Floyd (A)

      By: Debora L. Spar and Alicia Dadlani
      Jeff Harmening, CEO of General Mills, one of the world's largest manufacturers of breakfast cereals and packaged foods, was deeply disturbed and instantly aware that he and General Mills would need to respond. George Floyd, an African-American man who had been accused...  View Details
      Keywords: Race; Decisions; Social Issues; Corporate Social Responsibility and Impact; Consumer Products Industry; Food and Beverage Industry; Minneapolis; Minnesota; United States
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      Spar, Debora L., and Alicia Dadlani. "General Mills: Responding to the Killing of George Floyd (A)." Harvard Business School Case 323-019, July 2022.
      • July 2022
      • Supplement

      General Mills: Responding to the Killing of George Floyd (B)

      By: Debora L. Spar and Alicia Dadlani
      Jeff Harmening, CEO of General Mills, one of the world's largest manufacturers of breakfast cereals and packaged foods, was deeply disturbed and instantly aware that he and General Mills would need to respond. George Floyd, an African-American man who had been accused...  View Details
      Keywords: Race; Decisions; Social Issues; Corporate Social Responsibility and Impact; Consumer Products Industry; Minneapolis; Minnesota; United States
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      Spar, Debora L., and Alicia Dadlani. "General Mills: Responding to the Killing of George Floyd (B)." Harvard Business School Supplement 323-020, July 2022.
      • May 2022
      • Case

      What's Next

      By: Richard S. Ruback and Royce Yudkoff
      Is there a typical long-term career path for people who become entrepreneurs through acquisition? What choices do searchers and investors make subsequent to their first search? The former searchers profiled here identified five common longer-term career paths and...  View Details
      Keywords: Personal Development and Career; Entrepreneurship; Investment Portfolio; Decision Making; Financial Services Industry
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      Ruback, Richard S., and Royce Yudkoff. "What's Next." Harvard Business School Multimedia/Video Case 222-709, May 2022.
      • May 2022 (Revised October 2022)
      • Case

      The Freedom Fund (A): Ending Modern Slavery

      By: V. Kasturi Rangan and Courtney Han
      The Freedom Fund founded in 2013 to end modern slavery had raised more than half its intended target (by 2025) of $200 million. In 2021, impressed by its decentralized-partnering style of operations, philanthropist MacKenzie Scott awarded the Fund a gift of $35 million...  View Details
      Keywords: Social Issues; Corporate Social Responsibility and Impact; Philanthropy and Charitable Giving; Spending; Decisions; India; Thailand; Ethiopia
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      Rangan, V. Kasturi, and Courtney Han. "The Freedom Fund (A): Ending Modern Slavery." Harvard Business School Case 522-099, May 2022. (Revised October 2022.)
      • May 2022 (Revised October 2022)
      • Supplement

      The Freedom Fund (B)

      By: V. Kasturi Rangan and Courtney Han
      The Freedom Fund (B) case describes the management’s plan of how to use the windfall of $35 million granted by philanthropist Mackenzie Scott. The case also describes the process by which the decisions were arrived at.  View Details
      Keywords: Philanthropy and Charitable Giving; Spending; Decision Making
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      Rangan, V. Kasturi, and Courtney Han. "The Freedom Fund (B)." Harvard Business School Supplement 522-100, May 2022. (Revised October 2022.)
      • April 2022
      • Case

      Highland Park Wood Co. (Abridged)

      By: David E. Bell
      A major home builder wishes to purchase lumber (Southern pine). The builder wants delivery in six months but prefers to lock-in the price near current rates. The lumber wholesaler must decide on a pricing and sourcing strategy. Examples include: 1) buy & hold, 2) wait...  View Details
      Keywords: Decision Choices and Conditions; Goods and Commodities
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      Bell, David E. "Highland Park Wood Co. (Abridged)." Harvard Business School Case 122-098, April 2022.
      • March 2022
      • Case

      DealShare: Social E-Commerce for the Indian Mass Market

      By: Krishna G. Palepu and Malini Sen
      Launched in September 2018, e-retail startup DealShare has created a tech-enabled model for the Indian mass market that allows customers to buy together, save money on good quality goods, and at the same time have fun. It targets customers who are still getting used to...  View Details
      Keywords: Business Model; Disruption; Trends; Talent and Talent Management; Customer Focus and Relationships; Value; Cost vs Benefits; Value Creation; Internet and the Web; India
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      Palepu, Krishna G., and Malini Sen. "DealShare: Social E-Commerce for the Indian Mass Market." Harvard Business School Case 322-099, March 2022.
      • March 2022
      • Article

      When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms

      By: Elizabeth A. Keenan, Anne V. Wilson and Leslie K. John
      When trying to make a good impression on consumers through charitable giving, is it better for brands to maximize the overall dollars they donate or how much they give in relative terms; for example, the proportion of profits? Across five studies we show that consumers...  View Details
      Keywords: Cause-related Marketing; Charitable Donations; Generosity; Altruism; Philanthropy and Charitable Giving; Brands and Branding; Consumer Behavior
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      Keenan, Elizabeth A., Anne V. Wilson, and Leslie K. John. "When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms." Marketing Letters 33, no. 1 (March 2022): 31–43.
      • February 15, 2022
      • Article

      How Managers Can Build a Culture of Experimentation

      By: Frank V. Cespedes and Neil Hoyne
      Testing in business presents qualitatively different challenges than those in clinical trials and most scientific research. There are very few opportunities for randomized control experiments in a changing, competitive market. Yet, change and competition make testing a...  View Details
      Keywords: Experimentation; Management; Decision Making
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      Cespedes, Frank V., and Neil Hoyne. "How Managers Can Build a Culture of Experimentation." Harvard Business Review Digital Articles (February 15, 2022).
      • January 2022 (Revised October 2022)
      • Case

      Second Harvest Heartland: Ending Hunger Together

      By: V. Kasturi Rangan and Courtney Han
      In March 2020, Second Harvest Heartland, one of six Foodbanks serving Minnesota, was caught in the COVID-19 emergency with considerably more people exposed to hunger and food insecurity. Its management team led by CEO Allison O’Toole and COO Thierry Ibri alertly...  View Details
      Keywords: COVID-19 Pandemic; Food Insecurity; Social Enterprise; Food; Health Pandemics; Crisis Management; Strategy; Adaptation; Social Issues; Mission and Purpose; Decision Making; United States; Minnesota
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      Rangan, V. Kasturi, and Courtney Han. "Second Harvest Heartland: Ending Hunger Together." Harvard Business School Case 522-062, January 2022. (Revised October 2022.)
      • November 2021
      • Article

      People Overestimate the Self-Presentation Costs of Deadline Extension Requests

      By: Ashley V. Whillans, Jaewon Yoon and Grant Donnelly
      Across five studies (N = 4,151), we investigate a novel barrier that prevents people from making personally beneficial requests: the overestimation of self-presentation costs. Even when deadlines are easily adjustable, people are less likely to request an extension and...  View Details
      Keywords: Extension Request; Help Request; Task Deadlines; Self-presentation; Meta-perceptions; Time Management; Behavior; Perception
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      Whillans, Ashley V., Jaewon Yoon, and Grant Donnelly. "People Overestimate the Self-Presentation Costs of Deadline Extension Requests." Art. 104253. Journal of Experimental Social Psychology (November 2021).
      • November 2021
      • Article

      A Salient Sugar Tax Decreases Sugary Drink Buying

      By: Grant E. Donnelly, Paige Guge, Ryan Howell and Leslie John
      Many governments have introduced sugary drink excise taxes to reduce purchasing and consumption of such drinks; however, they do not typically stipulate how such taxes should be communicated at point-of-purchase. Historical, field, and experimental data entailing over...  View Details
      Keywords: Decision-making; Open Data; Open Materials; Preregistered; Health; Policy; Taxation; Consumer Behavior; Decision Making
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      Donnelly, Grant E., Paige Guge, Ryan Howell, and Leslie John. "A Salient Sugar Tax Decreases Sugary Drink Buying." Psychological Science 32, no. 11 (November 2021): 1830–1841.
      • Article

      How Direct-to-Consumer Brands Can Continue to Grow

      By: V. Kasturi Rangan, Daniel Corsten, Matt Higgins and Leonard A. Schlesinger
      Direct-to-consumer (DTC) brands such as Allbirds, Casper, Peloton, and Warby Parker have creatively found a weakness in the marketing citadel of incumbent brands. By using data gleaned from daily interactions with customers, these brands have been able to adapt how...  View Details
      Keywords: Direct-to-consumer; Customer Journey; Business Model; Customer Relationship Management; Growth and Development Strategy
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      Rangan, V. Kasturi, Daniel Corsten, Matt Higgins, and Leonard A. Schlesinger. "How Direct-to-Consumer Brands Can Continue to Grow." Harvard Business Review 99, no. 6 (November–December 2021): 101–109.
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