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      • Faculty Publications  (44)

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      • Article

      A Better Way to Assess Managerial Performance

      By: Mihir Desai, Mark Egan and Scott Mayfield
      Total shareholder return (TSR) has become the definitive metric for gauging performance. Unlike accounting measures such as revenue growth or earnings per share that reflect the past, TSR is based on share price and thus captures investor expectations of what will...  View Details
      Keywords: Total Shareholder Return; Buybacks; Core Operating Shareholder Return; Management; Operations; Performance; Measurement and Metrics
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      Desai, Mihir, Mark Egan, and Scott Mayfield. "A Better Way to Assess Managerial Performance." Harvard Business Review 100, no. 2 (March–April 2022): 134–141.
      • June 2021
      • Case

      Mobileye 2021: Robotaxi and/or Consumer AV?

      By: David B. Yoffie, Danielle Golan and Nicole Tempest Keller
      In March 2021, Amnon Shashua, co-founder and CEO of Israel-based Mobileye, was preparing to meet with Intel’s new CEO, Pat Gelsinger, to review plans for the future. Mobileye had been acquired by California-based Intel in 2017, but still operated independently....  View Details
      Keywords: Technology Companies; Robotics; Autonomous Vehicles; Strategy; Decision Making; Transportation; Technological Innovation; Technology Industry; Auto Industry; Transportation Industry; Israel
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      Yoffie, David B., Danielle Golan, and Nicole Tempest Keller. "Mobileye 2021: Robotaxi and/or Consumer AV?" Harvard Business School Case 721-481, June 2021.
      • Article

      Birds of a Feather...Enforce Social Norms? Interactions Among Culture, Norms, and Strategy

      By: Hongyi Li and Eric J. Van den Steen
      Does culture eat strategy for breakfast? This paper investigates the interactions among corporate culture, norms, and strategy, in order to better understand this issue and related questions. It first shows, through microfoundations, how the forces that drive toward...  View Details
      Keywords: Culture; Norms; Organizational Culture; Strategy; Values and Beliefs
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      Li, Hongyi, and Eric J. Van den Steen. "Birds of a Feather...Enforce Social Norms? Interactions Among Culture, Norms, and Strategy." Strategy Science 6, no. 2 (June 2021): 166–189.
      • January 2021 (Revised March 2021)
      • Technical Note

      Strategy and Strategic Thinking

      By: Eric Van den Steen
      This note gives managers a concrete perspective on what ‘a strategy’ really is, what makes a decision ‘strategic,’ and what ‘strategic thinking’ means. It also gives them practical frameworks to assess whether some set of decisions is really a strategy and how to...  View Details
      Keywords: Strategic Alignment; Strategy Definition; Strategy And Execution; Strategy Test; Strategy; Strategic Planning; Decision Making
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      Van den Steen, Eric. "Strategy and Strategic Thinking." Harvard Business School Technical Note 721-431, January 2021. (Revised March 2021.)
      • 2020
      • Chapter

      The Relational Roles of Brands

      By: Jill Avery
      In contemporary culture, brands play important relational roles, linking consumers to others and serving as relational partners. This chapter provides an understanding of the relational roles of brands to illuminate why and how consumers connect with brands and how...  View Details
      Keywords: Customer Relationship Management; Customer Focus and Relationships; Customers; Brands and Branding; Marketing Strategy; Marketing
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      Avery, Jill. "The Relational Roles of Brands." Chap. 8 in Marketing Management: A Cultural Perspective. 2nd edition, edited by Luca M. Visconti, Lisa Penaloza, and Nil Toulouse, 121–137. Routledge, 2020.
      • April 2020 (Revised January 2021)
      • Module Note

      Crafting Strategy

      By: Ramon Casadesus-Masanell, Ashish Nanda and Jan Rivkin
      This note provides an introduction to crafting strategy following an options-led approach. It provides an overview of scenario planning, and it prepares students to describe firm strategy with succinct strategy statements. The note also briefly outlines other...  View Details
      Keywords: Strategy Formulation; Options; Scenario Planning; Scenarios; Strategy Definition; Strategy; Strategic Planning
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      Casadesus-Masanell, Ramon, Ashish Nanda, and Jan Rivkin. "Crafting Strategy." Harvard Business School Module Note 720-407, April 2020. (Revised January 2021.)
      • August 28, 2019
      • Article

      How to Make Your Sales Forecasts More Accurate

      By: Lou Shipley
      Companies need consistently accurate sales forecasts — but unfortunately they are rare. That’s because many companies fail to align their sales and marketing departments, and that alignment is a prerequisite for forecast accuracy. Companies can achieve better alignment...  View Details
      Keywords: Sales; Forecasting and Prediction; Marketing; Alignment; Technology
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      Shipley, Lou. "How to Make Your Sales Forecasts More Accurate." Harvard Business Review Digital Articles (August 28, 2019).
      • Article

      The Strategy in Competitive Interactions

      By: Eric J. Van den Steen
      This paper reviews, discusses, and expands the “core guidance” definition of strategy as “the smallest set of choices to optimally guide (or force) other choices.” It first discusses what this definition contributes to the existing proposed definitions. It then...  View Details
      Keywords: Strategy Formulation; Strategy Definition; Strategy; Competition; Analysis; Competitive Strategy; Decision Making
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      Van den Steen, Eric J. "The Strategy in Competitive Interactions." Strategy Science 3, no. 4 (December 2018): 574–591.
      • October 2018
      • Article

      Strategy and the Strategist: How it Matters Who Develops the Strategy

      By: Eric J. Van den Steen
      This paper addresses primarily two questions. First, when (and why) should a company’s strategy be developed by its CEO versus by some outside analyst or other insider? Second, how does strategy interact with vision (in the sense of a strong belief about the right...  View Details
      Keywords: Strategy And Leadership; Strategy And Execution; Strategy; Leadership
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      Van den Steen, Eric J. "Strategy and the Strategist: How it Matters Who Develops the Strategy." Management Science 64, no. 10 (October 2018): 4533–4551.
      • February 2018
      • Case

      Montes Calcados: A Step Ahead

      By: James L. Heskett and James T. Kindley
      Montes Calçados (MC) is a well-known "fast-fashion" Brazilian manufacturer of casual, but fashionable, shoes for women aged 18–35 in major cities worldwide. To boost its declining revenues, MC must evaluate two growth options: whether to expand distribution online (at...  View Details
      Keywords: Brands and Branding; Distribution Channels; Growth and Development Strategy; Marketing Strategy; Global Range; Apparel and Accessories Industry; Retail Industry
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      Heskett, James L., and James T. Kindley. "Montes Calcados: A Step Ahead." Harvard Business School Brief Case 918-513, February 2018.
      • October 2017
      • Article

      Toward a Prescriptive Theory of Dynamic Capabilities: Connecting Strategic Choice, Learning, and Competition

      By: Gary P. Pisano
      The field of strategy has mounted an enormous effort to understand, define, predict, and measure how organizational capabilities shape competitive advantage. While the notion that capabilities influence strategy dates back to the work of Andrews (1971, The Concept...  View Details
      Keywords: Business Admnistration; Market Structure; Firm Structure; Market Efficiency; Competency and Skills; Organizational Structure; Strategy
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      Pisano, Gary P. "Toward a Prescriptive Theory of Dynamic Capabilities: Connecting Strategic Choice, Learning, and Competition." Industrial and Corporate Change 26, no. 5 (October 2017): 747–762.
      • August 2017
      • Article

      A Formal Theory of Strategy

      By: Eric J. Van den Steen
      What makes a decision strategic? When is strategy most important? This paper formally studies these questions, starting from a (functional) definition of strategy as “the smallest set of choices to optimally guide (or force) other choices.” The paper shows that this...  View Details
      Keywords: Strategy Development; Strategy; Decisions
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      Van den Steen, Eric J. "A Formal Theory of Strategy." Management Science 63, no. 8 (August 2017): 2616–2636.
      • 2017
      • Working Paper

      Cluster Mapping as a Tool for Development

      By: Christian H.M. Ketels
      This report builds on the foundational work on cluster mapping that Prof. Michael E. Porter has led at the Institute for Strategy and Competitiveness (ISC), Harvard Business School over the last two decades. He launched the U.S. Cluster Mapping Initiative in the late...  View Details
      Keywords: Industry Clusters; Development Economics
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      Ketels, Christian H.M. "Cluster Mapping as a Tool for Development." Working Paper, June 2017.
      • December 2016
      • Article

      Impact Investing: A Brief History

      By: Brian Trelstad
      Over the last decade, impact investing has become an increasingly-discussed topic in the realms of both business and public policy. Impact investors are motived by a desire to advance social or environmental goals and an intuition that pursuing two goals at once -...  View Details
      Keywords: Impact Investing; Investment; Ethics; Strategy
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      Trelstad, Brian. "Impact Investing: A Brief History." Capitalism and Society 11, no. 2 (December 2016).
      • August 2016 (Revised June 2018)
      • Teaching Note

      VMD Medical Imaging Center

      By: Susanna Gallani and Eva Labro
      VMD Medical Imaging Center addresses a number of issues related to the role of costing systems in organizations and the challenges impacting their design and maintenance as the organization grows and develops over time. This teaching note begins by offering detailed...  View Details
      Keywords: Strategy; Cost Management; Management Systems
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      Gallani, Susanna, and Eva Labro. "VMD Medical Imaging Center." Harvard Business School Teaching Note 117-003, August 2016. (Revised June 2018.)
      • July 2016
      • Supplement

      Mahindra Tool: Project Economics

      By: Joseph B. Fuller and Christopher Payton
      The case describes Mahindra Lifespace Developers’ (MLDL), a unit of Indian conglomerate Mahindra and Mahindra, foray into the affordable housing segment. MLDL sees a huge opportunity in selling apartments to the burgeoning population of urban workers, which is badly...  View Details
      Keywords: Business Conglomerates; Business Startups; Development Economics; Developing Countries and Economies; Corporate Entrepreneurship; Social Entrepreneurship; Housing; Emerging Markets; Business and Government Relations; Human Needs; Social Issues; Urban Development; Real Estate Industry; India
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      Fuller, Joseph B., and Christopher Payton. "Mahindra Tool: Project Economics." Harvard Business School Spreadsheet Supplement 317-701, July 2016.
      • 2016
      • Working Paper

      Towards a Prescriptive Theory of Dynamic Capabilities: Connecting Strategic Choice, Learning, and Competition

      By: Gary P. Pisano
      The field of strategy has mounted an enormous effort to understand, define, predict, and measure how organizational capabilities shape competitive advantage. While the notion that capabilities influence strategy dates back to the work of Andrews (1971), attempts to...  View Details
      Keywords: Competitive Advantage
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      Pisano, Gary P. "Towards a Prescriptive Theory of Dynamic Capabilities: Connecting Strategic Choice, Learning, and Competition." Harvard Business School Working Paper, No. 16-146, June 2016.
      • May 2016
      • Case

      OPET: Precision Marketing in Uncertain Times

      By: Rajiv Lal, Esel Çekin and Eren Kuzucu
      During Timucin Guler’s decade at OPET, a prominent fuel distributor in Turkey, he transformed the definition of marketing in the company. Under Guler’s lead, OPET, once a local player in the downstream distribution market, became the second largest fuel distributor in...  View Details
      Keywords: Customer Satisfaction; Customer Service; Emerging Market; Focusing On Customers; Competition; Turkey; Loyalty Program; Marketing Strategy; Downstream Distribution; Customer Relationship Management; Energy Industry; Turkey
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      Lal, Rajiv, Esel Çekin, and Eren Kuzucu. "OPET: Precision Marketing in Uncertain Times." Harvard Business School Case 516-087, May 2016.
      • 2016
      • Report

      Review of Competitiveness Frameworks: An Analysis Conducted for the Irish National Competitiveness Council

      By: Christian H.M. Ketels
      The report reviews recent research on competitiveness as well as the use of competitiveness frameworks applied in leading international competitiveness rankings and in national competitiveness assessments. The report includes four main parts: The initial chapter...  View Details
      Keywords: Competitiveness; Competition; Analysis
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      Ketels, Christian H.M. "Review of Competitiveness Frameworks: An Analysis Conducted for the Irish National Competitiveness Council." Report, Dublin, Ireland, April 2016.
      • 2015
      • Chapter

      The Business Model: Nature and Benefits

      By: Ramon Casadesus-Masanell and John Heilbron
      This paper considers the nature of the business model and its strategic relevance to negotiations. We elaborate a substantive definition of the business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models...  View Details
      Keywords: Business Models; Value Capture; Value-Based Business Strategy; Ambivalent Value; Business Model; Value; Negotiation Deal
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      Casadesus-Masanell, Ramon, and John Heilbron. "The Business Model: Nature and Benefits." Chap. 1 in Business Models and Modelling. Vol. 33, edited by Charles Baden-Fuller and Vincent Mangematin. Advances in Strategic Management. Emerald Group Publishing, 2015.
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