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Skip to Main Content Cold Call A podcast featuring faculty discussing cases they've written and the lessons they impart. Subscribe on iTunes 29 Sep...
- April 2021
- Article
Work-From-Anywhere: The Productivity Effects of Geographical Flexibility
By: Prithwiraj Choudhury, Cirrus Foroughi and Barbara Larson
An emerging form of remote work allows employees to work-from-anywhere, so that the worker can choose to live in a preferred geographic location. While traditional work-from-home (WFH) programs offer the worker temporal flexibility, work-from-anywhere (WFA) programs...
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- March 2021
- Case
Proteak: Valuing Forestry Assets
By: Gerardo Pérez Cavazos and Carla Larangeira
In early 2020, 414 Capital was hired by Proteak, Mexico´s largest forestry platform, to perform a valuation of its teak business, a high-grade hardwood commonly used to build boat decks, outdoor walls, furniture, doors and small objects. Teak plantations typically...
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Keywords:
Forestry;
Assets;
Valuation;
Forest Products Industry;
Financial Services Industry;
Mexico
- March 2021
- Article
The Customer May Not Always Be Right: Customer Compatibility and Service Performance
This paper investigates the impact of customer compatibility – the degree of fit between the needs of customers and the capabilities of the operations serving them – on customer experiences and firm performance. We use a variance decomposition analysis to quantify the...
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- March–April 2021
- Article
Selling After the Crisis
Like perishable goods in grocery stores, sales models have a sell-by date. As product standards evolve and new entrants emerge, buyers have more choices and demand more in terms of quality and performance across vendors. Firms that fail to adjust to changing customer...
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- February 15, 2021
- Article
How Real Sales Learning Happens: In the Flow of Work
By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
Most learning in sales is through peer learning in task-specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. This is very different from the experience in most training seminars, especially if the...
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- February 2021
- Article
Do Household Wealth Shocks Affect Productivity? Evidence from Innovative Workers During the Great Recession
By: S. Bernstein, T. McQuade and R. Townsend
We investigate how the deterioration of household balance sheets affects worker productivity, and, in turn, economic downturns. Specifically, we compare the output of innovative workers who experienced differential declines in housing wealth during the financial crisis...
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- 2021
- Book
Sales Management That Works: How to Sell in a World That Never Stops Changing
Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive...
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- February 2021
- Article
Assessment of Electronic Health Record Use Between U.S. and Non-U.S. Health Systems
By: A Jay Holmgren, Lance Downing, David W. Bates, Tait D. Shanafelt, Arnold Milstein, Christopher Sharp, David Cutler, Robert S. Huckman and Kevin A. Schulman
Importance: Understanding how the electronic health record (EHR) system changes clinician work, productivity, and well-being is critical. Little is known regarding global variation in patterns of use.
Objective: To provide insights into which EHR... View Details
Objective: To provide insights into which EHR... View Details
- 2021
- Working Paper
The World Management Survey at 18: Lessons and the Way Forward
By: Daniela Scur, Raffaella Sadun, John Van Reenen, Renata Lemos and Nicholas Bloom
Understanding how differences in management “best practices” affect organizational outcomes has been a focus of both theoretical and empirical work in the fields of management, sociology, economics and public policy. The World Management Survey (WMS) project was born...
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- January 2021
- Case
iOpenEye: Theater and #MeToo in Nigeria
By: Caroline M. Elkins, Tarun Khanna and Joyce J. Kim
In 2014, Ifeoma Fafunwa, an award-winning playwright and director, founded iOpenEye, a commercial production company dedicated to driving social change through performance art. iOpenEye’s flagship theatrical production was called “Hear Word! Naija Woman Talk True,”...
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- January 2021 (Revised March 2021)
- Case
THE YES: Reimagining the Future of E-Commerce with Artificial Intelligence (AI)
By: Jill Avery, Ayelet Israeli and Emma von Maur
THE YES, a multi-brand shopping app launched in May 2020 offered a new type of buying experience for women’s fashion, driven by a sophisticated algorithm that used data science and machine learning to create and deliver a personalized store for every shopper, based on...
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Keywords:
Data;
Data Analytics;
Artificial Intelligence;
Ai;
Ai Algorithms;
Ai Creativity;
Fashion;
Retail;
Retail Analytics;
Digital Marketing;
E-commerce;
E-commerce Strategy;
Platform;
Platforms;
Big Data;
Preference Elicitation;
Preference Prediction;
Predictive Analytics;
App Development;
＂marketing Analytics＂;
Advertising;
Mobile App;
Mobile Marketing;
Apparel;
Referral Rewards;
Referrals;
Female Ceo;
Female Entrepreneur;
Female Protagonist;
Data and Data Sets;
Analysis;
Creativity;
Marketing Strategy;
Brands and Branding;
Consumer Behavior;
Demand and Consumers;
Forecasting and Prediction;
Marketing Channels;
Online Advertising;
Online Technology;
Mobile Technology;
Fashion Industry;
Retail Industry;
Apparel and Accessories Industry;
Consumer Products Industry;
United States
- January 2021
- Article
The Effects of Menu Costs on Retail Performance: Evidence from Adoption of the Electronic Shelf Label Technology
By: Ioannis Stamatopoulos, Achal Bassamboo and Antonio Moreno
We use the adoption of electronic shelf labels (ESLs) by an international grocery retailer in 2015 to identify the effects of physical menu costs (i.e., labor and material costs of price adjustment) on retail performance. We find that the installation of ESLs increased...
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- Winter 2021
- Editorial
The Start of Time Smart Leadership
By: Ashley Whillans
The author discusses the concept of “time poverty,” which she defines as “having too many things to do and not enough time to do them.” It is a problem because it undermines happiness and productivity and increases stress. For instance, in 2012, 50 percent of working...
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- January 2021
- Article
Commuting and Innovation: Are Closer Inventors More Productive?
By: Hongyu Xiao, Andy Wu and Jaeho Kim
We estimate the causal effect of workplace–home commuting distance on inventor productivity. We construct a novel panel of U.S. inventors with precisely measured workplace–home distances and inventor-level productivity. Our identification strategy exploits firm office...
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- December 2020
- Case
Château Margaux: Serving Up the Third Wine
By: Elie Ofek
In fall 2019, Corinne Mentzelopoulos, owner of the famous first-growth Château Margaux, is pondering a series of decisions with respect to the chateau's third wine. Margaux du Château Marguax, as this wine was called, was launched in 2013 with a particular goal in mind...
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- 2020
- Working Paper
The Value of Descriptive Analytics: Evidence from Online Retailers
By: Ron Berman and Ayelet Israeli
Does the adoption of descriptive analytics impact online retailer performance, and if so, how? We use the synthetic control method to analyze the staggered adoption of a retail analytics dashboard by more than 1,000 e-commerce websites, and find an increase of 13–20%...
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- December 2020
- Article
Different Founders, Different Firms: A Comparative Analysis of Academic and Non-academic Startups
By: Maria P. Roche, Annamaria Conti and Frank T. Rothaermel
What role do differences in founders' occupational backgrounds play in new venture performance? Analyzing a novel dataset of 2,998 founders creating 1,723 innovative startups in biomedicine, we find that the likelihood and hazard of achieving a liquidity event are...
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- 2020
- Working Paper
Determinants of Early-Stage Startup Performance: Survey Results
To explore determinants of new venture performance, the CEOs of 470 early-stage startups were surveyed regarding a broad range of factors related to their venture’s customer value proposition, product management, marketing, technology and operations, financial...
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- November 2020
- Article
The Role of Taxes in the Disconnect Between Corporate Performance and Economic Growth
By: Urooj Khan, Suresh Nallareddy and Ethan Rouen
We investigate the relation between the growth in corporate profits and the overall U.S. economy, focusing on the impact of the U.S. corporate tax regime on this relation. We document that the growth of corporate profits, on average, has outpaced the growth of the...
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- October 2020
- Article
Task Selection and Workload: A Focus on Completing Easy Tasks Hurts Long-Term Performance
By: Diwas S. KC, Bradley R. Staats, Maryam Kouchaki and Francesca Gino
How individuals manage, organize, and complete their tasks is central to operations management. Recent research in operations focuses on how under conditions of increasing workload individuals can decrease their service time, up to a point, in order to complete work...
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