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October 2024
Article

How to Use Sales Assessments

By: Frank V. Cespedes

Judging a person’s fit for a sales job is complex, and research shows that managers greatly overrate their ability to predict someone’s performance on the basis of interviews. Hence, using assessments is a growing trend in sales hiring and training. This article... View Details

Keywords: Forecasting and Prediction; Performance Evaluation; Sales

2024
Working Paper

The Effect of a System for Sharing Best Practices Within Pre-existing Peer Networks

By: Shelley Xin Li and Tatiana Sandino

Peer networks, such as enterprise social networks (ESNs), can facilitate knowledge transfer across employees. However, such systems can also lead to information overload or difficulty in finding useful information. We examine data from a natural field experiment where... View Details

Keywords: Social and Collaborative Networks; Communication Technology; Knowledge Sharing; Sales

September 2024
Case

Ming Min Hui at Boston Ballet

By: Edward H. Chang, David Allen and Annelena Lobb

This case asks how Ming Min Hui, the newly appointed executive director of Boston Ballet, should ensure that the company stays true to its art form yet relevant to its times. Hui stood out among ballet leaders as a young, Asian American woman with a Harvard Business... View Details

Keywords: Arts; Change; Diversity; Gender; Race; Entertainment; Theater Entertainment; Leadership; Management; Nonprofit Organizations; Entertainment and Recreation Industry; Entertainment and Recreation Industry; United States; Massachusetts; Boston

September 2024
Case

Sona Comstar and Blackstone: Unlocking Value Through Business Transformation

By: Ranjay Gulati and Kanika Jain

Private equity firm Blackstone’s majority investment in automotive systems manufacturer Sona Comstar had culminated in the largest IPO in the Indian auto components industry in 2021, with stellar returns for all involved. This EV supplier was the result of a 2019... View Details

Keywords: Strategy; Decision Making; Engineering; Management; Risk and Uncertainty; Auto Industry; Manufacturing Industry; Technology Industry; Asia; Southeast Asia

September 2024
Exercise

Assessing the Value of Unifying and De-Duplicating Customer Data

By: Elie Ofek and Hema Yoganarasimhan

This exercise provides an opportunity for students to gain hands on experience with assessing the value of unifying various customer databases that a firm may have (e.g., across the different brands it markets) and of properly identifying customers to avoid duplication... View Details

Keywords: Customer Relationship Management; Measurement and Metrics

2024
Working Paper

Does Private Equity Have Any Business Being in the Health Care Business?

By: Nori Gerardo Lietz and Zirui Song

Private Equity (“PE”) has come under increased scrutiny by the press, academics, and policymakers, as well as the public, for its investments in health care delivery. This scrutiny has been exacerbated by recent high profile hospital bankruptcies following PE... View Details

Keywords: Private Equity; Government Administration; Acquisition; Health Industry

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; Employee Relationship Management; Management Practices and Processes

September–October 2024
Article

Where Data-Driven Decision-Making Can Go Wrong

By: Michael Luca and Amy C. Edmondson

When considering internal data or the results of a study, often business leaders either take the evidence presented as gospel or dismiss it altogether. Both approaches are misguided. What leaders need to do instead is conduct rigorous discussions that assess any... View Details

Keywords: Information; Analytics and Data Science; Analysis; Decision Making

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August 2024 (Revised August 2024)
Background Note

Note on Adherence in Healthcare

By: Regina E. Herzlinger, Zachery Page and Ben Creo

This note provides an overview of adherence in healthcare. It discusses systemwide costs of non-adherence, common barriers to adherence, relevant stakeholders, novel compliance tactics, and the impact on digital therapeutic adoption. It is recommended as a companion to... View Details

2024
Article

Neyman Meets Causal Machine Learning: Experimental Evaluation of Individualized Treatment Rules

By: Michael Lingzhi Li and Kosuke Imai

A century ago, Neyman showed how to evaluate the efficacy of treatment using a randomized experiment under a minimal set of assumptions. This classical repeated sampling framework serves as a basis of routine experimental analyses conducted by today’s scientists across... View Details

Keywords: AI and Machine Learning; Research

August 2024
Article

Not a One-Trick Pony: Price Impact of Rating Agency Information

By: Michael Machokoto and Anywhere Sikochi

Prior literature on the informational role of credit rating agencies has largely focused on announcements by the rating agencies regarding rating actions. We take a tangent in this paper and examine the relevance of rating agencies' other information disclosures beyond... View Details

Keywords: Credit; Investment Return; Financial Reporting

July 2024
Article

AI, ROI, and Sales Productivity

By: Frank V. Cespedes

Artificial intelligence (AI) is now a loose term for many different things and at the peak of its hype curve. So managers hitch-their-pitch to the term in arguing for resources. But like any technology, its business value depends upon actionable use cases embraced by... View Details

Keywords: ROI; AI and Machine Learning; Sales; Investment Return

June 2024
Teaching Note

Dirk Nowitzki: Changing the Game

By: Boris Groysberg, Katherine Connolly Baden and Robin Abrahams

Teaching Note for HBS Case No. 420-031. NBA Superstar Dirk Nowitzki was unsure whether the 2018-19 season would be his last as an NBA player. He had not faced such uncertainty since 1998, when he had navigated a difficult decision regarding the timing of his move to... View Details

Keywords: Problems and Challenges; Practice; Retirement; Work-Life Balance; Success; Knowledge Acquisition; Knowledge Sharing; Knowledge Use and Leverage; Growth and Development; Philanthropy and Charitable Giving; Performance; Sports Industry; United States

June, 2024
Book Review

Debunking Immigration Myths: A Review Essay of 'Streets of Gold: America’s Untold Story of Immigrant Success' (PublicAffairs, 2022) by Ran Abramitzky and Leah Boustan

By: Marco Tabellini

This essay reviews Streets of Gold: America’s Untold Story of Immigrant Success by Ran Abramitzky and Leah Boustan. This elegantly written book, highly accessible to both economists and non-economists, is a must-read for anyone interested in the topic of... View Details

Keywords: Immigration; History; United States

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May 2024
Background Note

Net Revenue Retention: Unpacking the Dynamics of Customer Monetization

By: Elie Ofek, Barak Libai and Eitan Muller

Firms and investors alike are beginning to recognize the importance of tracking how revenues from existing customers are evolving over time and to appreciate the value in understanding what might explain changes in these revenues. Consequently, in addition to looking... View Details

Keywords: Customer Relationship Management; Revenue; Measurement and Metrics; Customer Value and Value Chain

May 20, 2024
Article

Porter’s Five Forces and Competitive Advantage in Web3

By: Scott Duke Kominers and Liang Wu

Competitive strategy — the art of crafting and executing plans to achieve an advantageous position in the market — is integral to any business, and especially relevant for platforms because it determines their ability to achieve network effects and scale. But web3... View Details

Keywords: Five Forces Framework; Competitive Strategy; Business Strategy; Network Effects; Digital Transformation

May 2024
Case

LinkedIn Corporation, 2024

By: David B. Yoffie, George Gonzalez and Emily Grandjean

By 2024, the LinkedIn profile was well established as the professional identity of record on the Internet. Following a multi-year effort to expand the platform’s user base, as well as a period of rapid growth during the COVID-19 pandemic, LinkedIn’s membership had... View Details

Keywords: Platform; Business Strategy; Competitive Strategy; Goals and Objectives; Social Media; Network Effects; Growth and Development Strategy; Performance Evaluation; Technology Industry; Employment Industry; Sunnyvale

March 7, 2024
Article

Integrating Digital Tools into Every Stage of Your Sales Strategy

By: Frank V. Cespedes and Georg Krentzel

In their growth and customer-acquisition activities, most companies now face twin challenges: understanding and responding to omni-channel buying behavior and doing that without inadvertently decreasing sales productivity. Thirty years ago, Peter Drucker noted that... View Details

Keywords: Sales Management; Digital Tools; Sales; Marketing Channels; Technology Adoption; Brands and Branding

2024
Book

Deals: The Economic Structure of Business Transactions

By: Guhan Subramanian and Michael Klausner

Drawing on real-life cases from a wide range of industries, two acclaimed experts offer a sophisticated but accessible guide to business deals, designed to maximize value for your side.

Business transactions take widely varying forms—from multibillion-dollar... View Details

Keywords: Negotiation; Contracts

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March 2024
Article

Establishing the Foundation for Carbon Trading Markets

By: Robert S. Kaplan, Karthik Ramanna and Marc Roston

Poor measurement practices and inadequate controls have led to extensive trading of carbon offset instruments that do not materially reduce the supply of atmospheric GHG. We introduce five carbon offset accounting principles, built from fundamental financial-accounting... View Details

Keywords: Carbon Offsetting; Accounting; Carbon Accounting; E-liabilities; Measurement; Trading; Environmental Accounting; Environmental Sustainability

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