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      • Faculty Publications  (1,743)

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      Marketing Reading: Brand Positioning
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      • 2021
      • Book

      Glass Half-Broken: Shattering the Barriers That Still Hold Women Back at Work

      By: Boris Groysberg and Colleen Ammerman
      Why the gender gap persists and how we can close it. For years women have made up the majority of college-educated workers in the United States. In 2019, the gap between the percentage of women and the percentage of men in the workforce was the smallest on record. But...  View Details
      Keywords: Women; Career; Gender Gap; Glass Ceiling; Gender; Employment; Personal Development And Career; Equality And Inequality; Organizational Culture; Diversity; Management; Strategy
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      Groysberg, Boris, and Colleen Ammerman. Glass Half-Broken: Shattering the Barriers That Still Hold Women Back at Work. Boston: Harvard Business Review Press, 2021.
      • March 2021
      • Article

      Assortment Rotation and the Value of Concealment

      By: Kris J. Ferreira and Joel Goh
      Assortment rotation—the retailing practice of changing the assortment of products offered to customers—has recently been used as a competitive advantage for both brick-and-mortar and online retailers. We focus on product categories where consumers may purchase multiple...  View Details
      Keywords: Assortment Optimization; Retailing; Imperfect Information; Sales; Strategy; Consumer Behavior
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      Ferreira, Kris J., and Joel Goh. "Assortment Rotation and the Value of Concealment." Management Science 67, no. 3 (March 2021): 1489–1507.
      • February 2021
      • Tutorial

      Assessing Prediction Accuracy of Machine Learning Models

      By: Michael Toffel and Natalie Epstein
      This video describes how to assess the accuracy of machine learning prediction models, primarily in the context of machine learning models that predict binary outcomes, such as logistic regression, random forest, or nearest neighbor models. After introducing and...  View Details
      Keywords: Machine Learning; Statistics; Experiments
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      Toffel, Michael, and Natalie Epstein. Assessing Prediction Accuracy of Machine Learning Models. Harvard Business School Tutorial 621-706, February 2021.
      • 2020
      • Working Paper

      From Online Content to Offline Results: Effects of a Best Practices Initiative on an Enterprise Social Network

      By: Shelley Xin Li and Tatiana Sandino
      We examine the effects of a best practices initiative on an enterprise social network (ESN) with a natural field experiment in a large grocery store chain. Our results do not show an immediate improvement in sales, but do show 3.67-percent higher sales for the...  View Details
      Keywords: Retail; Best Practices; Enterprise Social Media; Management Accounting And Control Systems; Knowledge Sharing; Networks; Management Systems; Management Practices And Processes; Europe
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      Li, Shelley Xin, and Tatiana Sandino. "From Online Content to Offline Results: Effects of a Best Practices Initiative on an Enterprise Social Network." Harvard Business School Working Paper, No. 21-085, February 2021.
      • February 2021
      • Case

      AptDeco: Circular Economy Furniture Marketplace

      By: Ayelet Israeli and Jamie Merkrebs
      AptDeco, a used furniture marketplace was growing rapidly in the tri-state area. The Co-Founders were confident that the business model, financial position, and unit economics positioned AptDeco for scaling in the massive $120 billion furniture market, despite its...  View Details
      Keywords: E-commerce; E-commerce Strategy; Mobile; Digital Marketing; Word-of-mouth; Word-of-mouth Marketing; Word Of Mouth; Internet Marketing; Growth Strategy; Platform; Platforms; Two Sided Markets; Two-sided Market; Two-sided Marketplace; Two-sided Markets; Two-sided Network; Black Entrepreneurs; Black Leadership; African Americans; Circular; Peer-to-peer Markets; Furniture Industry; Furniture; Growth Hacking; Monetization Strategy; Growth Management; Marketing Strategy; Entrepreneurship; Market Platforms; Marketing Channels; Online Advertising; Consumer Behavior; Acquisition; Growth And Development Strategy; Two-sided Platforms; Customer Focus And Relationships; Retail Industry; Consumer Products Industry; Technology Industry; Web Services Industry; United States; North America; New York (city, Ny); New York (state, Us)
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      Israeli, Ayelet, and Jamie Merkrebs. "AptDeco: Circular Economy Furniture Marketplace." Harvard Business School Case 521-069, February 2021.
      • 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...  View Details
      Keywords: Great Recession; Household; Financial Condition; System Shocks; Employees; Performance Productivity
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      Bernstein, S., T. McQuade, and R. Townsend. "Do Household Wealth Shocks Affect Productivity? Evidence from Innovative Workers During the Great Recession." Journal of Finance 76, no. 1 (February 2021): 57–111.
      • January–February 2021
      • Article

      Cross‐firm Return Predictability and Accounting Quality

      By: Wen Chen, Mozaffar Khan, Leonid Kogan and George Serafeim
      We test the hypothesis that if poor accounting quality (AQ) is associated with poor investor understanding of firms’ revenue and cost structures, then poor AQ stocks likely respond more slowly than good AQ stocks to new non‐idiosyncratic information that affects both...  View Details
      Keywords: Accounting Quality; Earnings Quality; Stock Returns; Investment Strategy; Accounting; Business Earnings; Quality; Investment Return; Investment; Strategy
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      Chen, Wen, Mozaffar Khan, Leonid Kogan, and George Serafeim. "Cross‐firm Return Predictability and Accounting Quality." Journal of Business Finance & Accounting 48, nos. 1-2 (January–February 2021): 70–101.
      • 2021
      • Working Paper

      Harbinger Categories

      By: Eric Anderson, Chaoqun Chen, Ayelet Israeli and Duncan Simester
      Past spending by a customer is generally a positive signal of future spending at the same retailer. We show that there exist “Harbinger Categories” for which the reverse is true. The more purchases customers make in these categories, the less likely these customers are...  View Details
      Keywords: Churn; Churn Management; Churn/retention; Retention; Assortment Planning; Retail; Retailing; Retailing Industry; Preference Heterogeneity; Customer Relationship Management; Retail Industry; United States
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      Anderson, Eric, Chaoqun Chen, Ayelet Israeli, and Duncan Simester. "Harbinger Categories." Working Paper, February 2021.
      • 2021
      • Working Paper

      Measuring Employment Impact: Applications and Cases

      By: Katie Panella and George Serafeim
      Applying the Impact-Weighted Accounts Initiative’s employment impact methodology on eight leading companies, we document wide variability in employment impacts as a percentage of salaries paid, ranging between 59 and 80 percent. We identify opportunities for...  View Details
      Keywords: Impact Measurement; Employee Compensation; Employees; Labor; Accounting; Employees; Well-being; Diversity; Wages; Compensation And Benefits
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      Panella, Katie, and George Serafeim. "Measuring Employment Impact: Applications and Cases." Harvard Business School Working Paper, No. 21-082, January 2021.
      • January 2021
      • Case

      Saham Group: It's In the Genes

      By: Christina R. Wing and Gamze Yucaoglu
      The case opens in August 2020 as Moulay Mhamed Elalamy (Mhamed), CEO of the Saham Group (the Group), a pan-African investment company that operates a variety of businesses out of Morocco, contemplates the Group’s identity, its investment strategy, and how to navigate...  View Details
      Keywords: Family And Family Relationships; Family Business; For-profit Firms; Transformation; Transition; Emerging Markets; Change Management; Private Equity; Investment; Strategy; Insurance Industry; Real Estate Industry; Education Industry; Agriculture And Agribusiness Industry; Morocco; Africa
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      Wing, Christina R., and Gamze Yucaoglu. "Saham Group: It's In the Genes." Harvard Business School Case 621-069, January 2021.
      • 2021
      • Working Paper

      Information Avoidance and Image Concerns

      By: Christine L. Exley and Judd B. Kessler
      A rich literature finds that individuals avoid information, even information that is instrumental to their choices. A common hypothesis posits that individuals strategically avoid information to hold particular beliefs or to take certain actions--such as behaving...  View Details
      Keywords: Image Motivation; Self-image; Information; Behavior; Identity; Personal Characteristics
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      Exley, Christine L., and Judd B. Kessler. "Information Avoidance and Image Concerns." Harvard Business School Working Paper, No. 21-080, January 2021.
      • 2021
      • Working Paper

      Status and Mortality: Is There a Whitehall Effect in the United States?

      By: Tom Nicholas
      Do white collar workers with lower social status in the occupational hierarchy die younger? The influential Whitehall studies of British civil servants identified a strong inverse relationship between employment rank and mortality, but we do not know if this effect...  View Details
      Keywords: Mortality; Status; Socioeconomic Determinants Of Health
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      Nicholas, Tom. "Status and Mortality: Is There a Whitehall Effect in the United States?" Harvard Business School Working Paper, No. 21-080, January 2021.
      • January 2021
      • Case

      Anodot: Autonomous Business Monitoring

      By: Antonio Moreno and Danielle Golan
      Autonomous business monitoring platform Anodot leveraged machine learning to providing real-time alerts regarding business anomalies. Anodot’s solution was used in various industries in order to primarily monitor business health, such as revenue and payments, product...  View Details
      Keywords: Technology Platform; Online Technology; Knowledge Sharing; Information Management; Sales; Value Creation; Product positioning; Israel
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      Moreno, Antonio, and Danielle Golan. "Anodot: Autonomous Business Monitoring." Harvard Business School Case 621-084, January 2021.
      • 2020
      • Working Paper

      Virtuous Victims

      By: Jillian J. Jordan and Maryam Kouchaki
      How do people perceive the moral character of victims? We find, across a range of transgressions, that people frequently see victims of wrongdoing as more moral than non-victims who have behaved identically. Across 15 experiments (total n = 9,355), we document this...  View Details
      Keywords: Moral Judgment; Restorative Justice; Punishment; Compensation; Person Perception; Moral Sensibility; Judgments; Personal Characteristics; Perception
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      Jordan, Jillian J., and Maryam Kouchaki. "Virtuous Victims." Working Paper, December 2020.
      • January 2021 (Revised February 2021)
      • Case

      Carnival Corporation: Cruising Through COVID-19

      By: Stuart C. Gilson and Sarah Abbott
      In March 2020, in response to the global pandemic, the cruise industry ceased operations. Carnival was the largest cruise line operator in the world, and CEO Arnold Donald and his management team worked to position the company to survive. They slashed operating...  View Details
      Keywords: Debt Issuance; Equity Issuances; Convertible Debt; Cruise Lines; Restructuring; Capital; Crisis Management; Cash Flow; Travel Industry; United States
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      Gilson, Stuart C., and Sarah Abbott. "Carnival Corporation: Cruising Through COVID-19." Harvard Business School Case 221-028, January 2021. (Revised February 2021.)
      • January 2021
      • Case

      eToro: Building the World's Largest Social Trading Network

      By: Elie Ofek and Danielle Golan
      Social trading platform eToro was preparing for the launch of its expanded offering in the U.S. The company faced critical decisions regarding product-market fit, go-to-market strategy, positioning and monetization. Moreover, it faced the challenge of how best to make...  View Details
      Keywords: Social Trading Platform; Investment; Social And Collaborative Networks; Marketing Strategy; Expansion
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      Ofek, Elie, and Danielle Golan. "eToro: Building the World's Largest Social Trading Network." Harvard Business School Case 521-057, January 2021.
      • January 2021
      • Case

      Egon Zehnder: Beyond Search?

      By: Ashish Nanda and Margaret Cross
      In 2019, Egon Zehnder chair Jill Ader and CEO Edilson Camara faced a critical question: how should the global executive search firm approach its burgeoning advisory service offering? Since 2003, the firm’s advisory practice had grown as a conglomeration of grassroots...  View Details
      Keywords: Professional Services Firms; Executive Search Firms; Professionalism; Partnership; Executive Coaching; Leadership Development; Expansion; Decision Making; Strategy; Switzerland; London
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      Nanda, Ashish, and Margaret Cross. "Egon Zehnder: Beyond Search?" Harvard Business School Case 721-430, January 2021.
      • 2020
      • Working Paper

      Hate Crime Increases with Minoritized Group Rank

      By: Mina Cikara, Vasiliki Fouka and Marco Tabellini
      People are on the move in unprecedented numbers across the globe. How does migration affect local intergroup dynamics? In contrast to accounts that emphasize stereotypical features of groups as determinants of their treatment, we propose the social group reference...  View Details
      Keywords: Prejudice; Minority; Hate Crimes; Reference Dependence; Demographics; Rank And position; Prejudice And Bias; Crime And Corruption
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      Cikara, Mina, Vasiliki Fouka, and Marco Tabellini. "Hate Crime Increases with Minoritized Group Rank." Harvard Business School Working Paper, No. 21-075, December 2020. (Permanent link here.)
      • January 2021
      • Article

      Sales Hiring Is Hard to Do (Don't Make It Harder)

      By: Frank V. Cespedes
      In the aggregate, hiring in sales is more expensive than many companies’ cap-ex decisions. But it rarely gets the same attention and companies fail to deal with challenges inherent in sales hiring. Unlike many other business functions, there is no easily identified...  View Details
      Keywords: Salesforce Management; Selection And Staffing; Human Resources
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      Cespedes, Frank V. "Sales Hiring Is Hard to Do (Don't Make It Harder)." Top Sales Magazine (January 2021), 38–39.
      • 2021
      • Working Paper

      The Psychosocial Impacts of Forced Idleness

      By: Reshmaan Hussam, Erin M. Kelley, Gregory Lane and Fatima Zahra
      Social scientists have long posited that employment may deliver psychological utility beyond the value of income alone. Existing literature, however, suffers from problems of selection into employment and an inability to disentangle the pecuniary and non-pecuniary...  View Details
      Keywords: Psychosocial Wellbeing; Employment; Refugees; Social Psychology; Well-being
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      Hussam, Reshmaan, Erin M. Kelley, Gregory Lane, and Fatima Zahra. "The Psychosocial Impacts of Forced Idleness." Working Paper, January 2021.
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