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  • October, 2024
  • Article

Canary Categories
By: Eric Anderson, Chaoqun Chen, Ayelet Israeli and Duncan Simester
Past customer spending in a category is generally a positive signal of future customer spending. We show that there exist “canary categories” for which the reverse is true. Purchases in these categories are a signal that customers are less likely to return to that...  View Details
Keywords: Churn; Churn Management; Churn/retention; Assortment Planning; Retail; Retailing; Retailing Industry; Preference Heterogeneity; Assortment Optimization; Customers; Retention; Consumer Behavior; Forecasting and Prediction; Retail Industry
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  • September–October 2024
  • Article

Should a Family Business Accept a Returning Daughter’s Radical Proposal?
By: John D. Macomber
A family-owned and controlled conglomerate in Cote d'Ivoire, West Africa, has to decide what titles and authority to give to a daughter who is being courted to leave a promising career in Europe to come back and join the business. The choices of role range from an...  View Details
Keywords: Succession Planning; Power Grid; Family Business; Management Succession; Emerging Markets; Business Strategy; Agriculture and Agribusiness Industry; Côte d'Ivoire
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  • September–October 2024
  • Article

Why Multibusiness Strategies Fail and How to Make Them Succeed
By: Bharat Anand and David J. Collis
Enterprises that own multiple businesses often have a flawed approach to strategy: They focus too much on the makeup of their portfolios and too little on enhancing the businesses in them.
Strategies for adding value to a corporation’s businesses fall on a...  View Details
Keywords: Value Creation; Corporate Strategy; Organizational Structure; Management Systems
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  • September 2024
  • Technical Note

How to Pay Family Employees in a Family Business
By: Christina R. Wing, Maryann G Bell and Kara A Perusse
Family businesses play a pivotal role in global economies, contributing significantly to employment and wealth creation. However, managing compensation for family members within these enterprises can be complex. Family employees frequently intertwine their roles as...  View Details
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  • September 9, 2024
  • Article

Ten Questions for a Winning Climate-transition Business Strategy
By: George Serafeim
The move to a low-carbon economy will create opportunities for innovation and growth. To make the most of them, leaders must understand the challenges they could face along the way.  View Details
Keywords: Strategy; Innovation; Technology; Sustainability; Entrepreneurship; Organizational Transformations; Business Model Innovation; Environment; Leadership And Change Management; Innovation and Invention; Climate Change; Environmental Management; Transformation; Change; Leadership
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  • September–October 2024
  • Article

How AI Can Power Brand Management
By: Julian De Freitas and Elie Ofek
Marketers have begun experimenting with AI to improve their brand-management efforts. But unlike other marketing tasks, brand management involves more than just repeatedly executing one specialized function. Long considered the exclusive domain of creative talent, it...  View Details
Keywords: Creativity; AI and Machine Learning; Brands and Branding; Product Positioning; Customer Focus and Relationships
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  • September 2024
  • Article

Sales Coaching and Value Creation
By: Frank V. Cespedes
Despite the prevalence of “coachability” in firms’ stated hiring criteria, managers over-estimate the amount of time they actually devote to coaching their people. For example, research indicates that only 15% of sales managers even spend as much as 25% of their time...  View Details
Keywords: Competency and Skills
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  • 2024
  • Working Paper

Determinants of Top-Down Sabotage
By: Hashim Zaman and Karim R. Lakhani
We investigate the conditions that motivate managers to impede the growth of talented subordinates due to fears of future competition for their own positions. Our research expands on existing tournament and contest theory literature that considers peer-to-peer...  View Details
Keywords: Talent and Talent Management; Organizational Structure; Employee Relationship Management; Performance Evaluation; Organizational Culture; Management Skills
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  • 2024
  • Working Paper

The Wade Test: Generative AI and CEO Communication
By: Prithwiraj Choudhury, Bart S. Vanneste and Amirhossein Zohrehvand
Can generative artificial intelligence (AI) transform the role of the CEO by effectively automating CEO communication? This study investigates whether AI can mimic a human CEO and whether employees’ perception of the communication’s source matter. In a field...  View Details
Keywords: Business or Company Management; AI and Machine Learning; Perception; Communication
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  • August 2024
  • Case

Iogen: Decarbonizing Hard-to-Abate Sectors
By: George Serafeim, Charlotte Foody and John Mulliken
Brian Foody, CEO of Iogen Corporation, was an early leader in advanced biofuels, developing a range of technologies to transform agricultural waste into transportation fuel. With $100 million in revenue and 350 patents across various biofuel technologies, Iogen was...  View Details
Keywords: Technology; Biofuel; Market Attractiveness; Strategy; Decarbonization; Sustainability; Technological Innovation; Climate Change; Energy; Energy Industry; United States; United Kingdom
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  • August 2024
  • Case

DBS' AI Journey
By: Feng Zhu, Harold Zhu and Adina Wong
Headquartered in Singapore, DBS Bank, one of Asia's leading financial services groups, embarked on a multi-year digital transformation under CEO Piyush Gupta in 2014. It was then that DBS also began experimenting with AI to drive value for the business and customers....  View Details
Keywords: Banking Industry; Financial Services Industry; Asia; Singapore
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  • 2024
  • Book

Smart Rivals: How Innovative Companies Play Games That Tech Giants Can't Win
By: Feng Zhu and Bonnie Yining Cao
A fresh, research-based look at how companies can better compete, on their own terms, with tech giants.  View Details
Keywords: Growth and Development Strategy; Product Design; Disruptive Innovation; Competitive Advantage
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  • August 19, 2024
  • Article

The Business Roundtable’s Stakeholder Pledge, Five Years Later
By: Lynn S. Paine
Five years ago, the Business Roundtable issued a statement pledging to “lead their companies for the benefit of all stakeholders.” In the past five years, stakeholderism has gained wider acceptance and helped many corporate leaders see the value of taking the interests...  View Details
Keywords: Business and Stakeholder Relations; Business or Company Management; Mission and Purpose; Corporate Governance
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  • August 2024
  • Case

Discerene Group: Long-Term Public-Markets Investing
By: Luis M. Viceira and Brent Schwarz
This case discusses active investing based on fundamental valuations and price distortions created by market events, and whether contractual terms between investment managers and their investors can help align incentives between long-term investors and active managers....  View Details
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  • August 2024
  • Case

Dishoom: From Bombay with Love
By: Anjali Bhatt and Thomas J. DeLong
Shamil and Kavi Thakrar, co-founders of Dishoom, faced critical decisions as they looked to expand the UK-based restaurant group. Shamil, the CEO, was confident in Dishoom's potential for growth but he was concerned about preserving the culture and values centered...  View Details
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  • August, 2024
  • Article

Absenteeism, Productivity, and Relational Contracts Inside the Firm
By: Achyuta Adhvaryu, Jean-François Gauthier, Anant Nyshadham and Jorge Tamayo
We study relational contracts among managers using a unique dataset that tracks transfers of workers across teams in Indian ready-made garment factories. We focus on how relational contracts help managers cope with worker absenteeism shocks, which are frequent, often...  View Details
Keywords: Implicit Contracts; Productivity; Misallocation; Absenteeism; Supervisors; Readymade Garments; Performance Productivity; Employees; Relationships; Fashion Industry; India
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  • August 2024
  • Case

Coca Cola İçecek—Managing a Sudden Turbulence
By: Felix Oberholzer-Gee, Namrata Arora and Gizem Cihan Dincsoy
In November 2021, Kerem Kerimoğlu, Coca Cola İçecek (CCI) Group Supply Chain Development Director, is alarmed by a news headline revealing a shortage of Turkish truck drivers impacting Europe. This crisis quickly affects CCI's distribution as third-party logistics...  View Details
Keywords: Business Strategy; Logistics; Supply Chain Management; Crisis Management; Consumer Products Industry; Food and Beverage Industry; Turkey; Central Asia; Middle East
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  • Winter 2024
  • Article

Return to Office Decisions: A Culture Question?
By: Yo-Jud Cheng and Boris Groysberg
Company culture is an important source of competitive advantage and differentiation. Even in times of crisis, leaders must attend to their company’s culture, designing it in alignment with their strategy and priorities. One of the most consequential decisions that...  View Details
Keywords: Organizational Culture; Employee Relationship Management
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  • July 2024
  • Case

RMZ 4.0: 'How fast do we want to run?'
By: Boris Groysberg and Sarah L. Abbott
In 2023, RMZ Corporation (“RMZ”) a large family-owned real estate firm based in Bengaluru, India, announced plans to transform from a commercial real estate developer to a diversified alternative asset owner. Over the next 5 years, RMZ looked to grow its real estate...  View Details
Keywords: India; Transformation; Growth And Development Strategy; Diversification; Change Management; International Expansion; Growth Management; Family Business; Talent and Talent Management; Goals and Objectives; Real Estate Industry; India
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  • July 2024
  • Case

Porsche
By: Stefan Thomke and Daniela Beyersdorfer
The case reveals how Porsche has become one of the world’s leading car companies. Central to Porsche’s growth strategy is creating great products, including its legendary 911 Carrera sportscar, and offering innovative customer experiences. As the automotive industry...  View Details
Keywords: Change Management; Product Development; Germany; Europe
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