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      • Faculty Publications  (65)

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      • November 15, 2022
      • Article

      What Really Makes Toyota’s Production System Resilient

      By: Willy C. Shih
      Toyota has fared better than many of its competitors in riding out the supply chain disruptions of recent years. But focusing on how Toyota had stockpiled semiconductors and the problems of other manufacturers, some observers jumped to the conclusion that the era of...  View Details
      Keywords: Supplier Relationships; Manufacturing; Supply Chain; Production; Auto Industry; United States; Japan
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      Shih, Willy C. "What Really Makes Toyota’s Production System Resilient." Harvard Business Review Digital Articles (November 15, 2022).
      • August 2022
      • Article

      Contract Duration and the Costs of Market Transactions

      By: Alexander MacKay
      The optimal duration of a supply contract balances the costs of reselecting a supplier against the costs of being matched to an inefficient supplier when the contract lasts too long. I develop a structural model of contract duration that captures this tradeoff and...  View Details
      Keywords: Supply Contracts; Intermediate Goods; Switching Costs; Vertical Relationships; Transaction Costs; Contract Duration; Identification; Supply Chain; Cost; Contracts; Auctions; Mathematical Methods
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      MacKay, Alexander. "Contract Duration and the Costs of Market Transactions." American Economic Journal: Microeconomics 14, no. 3 (August 2022): 164–212.
      • June 2022
      • Teaching Plan

      Pacesetters

      By: Jeffrey J. Bussgang and Mel Martin
      Teaching Plan for HBS Case No. 322-019. City Sealcoating CEO Keith Chaney had just publicly called out the Boston Chamber of Commerce for their slow progress on their supplier diversity program, Pacesetters. Established in 2018 by regional business leaders,...  View Details
      Keywords: Minority-owned Businesses; Procurement; Racial Wealth Gap; Diversity; Small Business; Restructuring; Contracts; Goals and Objectives; Performance Improvement; Performance Evaluation; United States; Massachusetts
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      Bussgang, Jeffrey J., and Mel Martin. "Pacesetters." Harvard Business School Teaching Plan 822-101, June 2022.
      • April 2022
      • Teaching Note

      Tempur Sealy International (A, B & C)

      By: Benjamin C. Esty and Daniel Fisher
      Teaching Note for HBS Case Nos. 718-422, 718-423, and 718-424. The cases explore the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms...  View Details
      Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
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      Esty, Benjamin C., and Daniel Fisher. "Tempur Sealy International (A, B & C)." Harvard Business School Teaching Note 722-456, April 2022.
      • April 6, 2022
      • Article

      In Uncertain Times, Big Companies Need to Take Care of Their Suppliers

      By: Willy C. Shih
      Many large original equipment manufacturers (OEMs) have long been ruthless with their suppliers, demanding extremely low prices and loading them up with risks. Given that the current turmoil buffeting global supply chains is unlikely to end anytime soon, OEMs should...  View Details
      Keywords: Supplier Relationship; Supply Chain Management; Supply Chain; Relationships; Risk and Uncertainty; Auto Industry; Industrial Products Industry; Manufacturing Industry; United States
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      Shih, Willy C. "In Uncertain Times, Big Companies Need to Take Care of Their Suppliers." Harvard Business Review Digital Articles (April 6, 2022).
      • February 2022
      • Supplement

      SpartanNash Company: The Amazon Warrants (A)

      By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
      As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants almost 20...  View Details
      Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States
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      Esty, Benjamin C., E. Scott Mayfield, and Daniel Fisher. "SpartanNash Company: The Amazon Warrants (A)." Harvard Business School Spreadsheet Supplement 222-704, February 2022.
      • January 2022
      • Case

      SpartanNash Company: The Amazon Warrants (A)

      By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
      As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants in almost 20...  View Details
      Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States
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      Esty, Benjamin C., E. Scott Mayfield, and Daniel Fisher. "SpartanNash Company: The Amazon Warrants (A)." Harvard Business School Case 222-022, January 2022.
      • December 2021
      • Case

      Whistleblowing at Veolia: A Technology Solution

      By: Aiyesha Dey, Jonas Heese, Christian Godwin and James Weber
      In 2019, Bruno Masson, the vice chairman of Veolia’s Ethics Committee, was preparing for a meeting on a rollout plan for a new whistleblowing system to more countries. Veolia, a global supplier of water, waste, and energy services, had recently gone through several...  View Details
      Keywords: Whistleblowing; Corporate Misconduct; Corporate Governance; Ethics; Crime and Corruption; Values and Beliefs; Trust; Employee Relationship Management; Utilities Industry
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      Dey, Aiyesha, Jonas Heese, Christian Godwin, and James Weber. "Whistleblowing at Veolia: A Technology Solution." Harvard Business School Case 122-050, December 2021.
      • November 2021 (Revised March 2022)
      • Case

      Pacesetters

      By: Jeffrey J. Bussgang and Mel Martin
      City Sealcoating CEO Keith Chaney had just publicly called out the Boston Chamber of Commerce for their slow progress on their supplier diversity program, Pacesetters. Established in 2018 by regional business leaders, Pacesetters was supposed to facilitate...  View Details
      Keywords: Racial Wealth Gap; Procurement; Suppliers; Diversity; Programs; Small Business; Restructuring; Contracts; United States; Boston
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      Bussgang, Jeffrey J., and Mel Martin. "Pacesetters." Harvard Business School Case 322-019, November 2021. (Revised March 2022.)
      • June 2021
      • Case

      Reversing Course on a Reverse E-Auction (A)

      By: Kym Lew Nelson, James K. Sebenius and Alex Green
      Global consumer products powerhouse LSP has found enormous savings in a trial run of a new competitive bidding tool for their procurement organization known as a reverse e-auction. But when Jen Baldwin is asked to achieve the same savings from her suppliers for a...  View Details
      Keywords: Reverse E-auctions; Bids and Bidding; Auctions; Complexity; Cost vs Benefits
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      Lew Nelson, Kym, James K. Sebenius, and Alex Green. "Reversing Course on a Reverse E-Auction (A)." Harvard Business School Case 921-051, June 2021.
      • June 2021
      • Supplement

      Reversing Course on a Reverse E-Auction (B)

      By: Kym Lew Nelson, James K. Sebenius and Alex Green
      Global consumer products powerhouse LSP has found enormous savings in a trial run of a new competitive bidding tool for their procurement organization known as a reverse e-auction. But when Jen Baldwin is asked to achieve the same savings from her suppliers for a...  View Details
      Keywords: Reverse E-auctions; Bids and Bidding; Auctions; Complexity; Cost vs Benefits
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      Lew Nelson, Kym, James K. Sebenius, and Alex Green. "Reversing Course on a Reverse E-Auction (B)." Harvard Business School Supplement 921-052, June 2021.
      • June 2021
      • Supplement

      Reversing Course on a Reverse E-Auction (C)

      By: Kym Lew Nelson, James K. Sebenius and Alex Green
      Global consumer products powerhouse LSP has found enormous savings in a trial run of a new competitive bidding tool for their procurement organization known as a reverse e-auction. But when Jen Baldwin is asked to achieve the same savings from her suppliers for a...  View Details
      Keywords: Reverse E-auctions; Bids and Bidding; Auctions; Complexity; Cost vs Benefits
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      Lew Nelson, Kym, James K. Sebenius, and Alex Green. "Reversing Course on a Reverse E-Auction (C)." Harvard Business School Supplement 921-053, June 2021.
      • June 2021
      • Supplement

      Reversing Course on a Reverse E-Auction (D)

      By: Kym Lew Nelson, James K. Sebenius and Alex Green
      Global consumer products powerhouse LSP has found enormous savings in a trial run of a new competitive bidding tool for their procurement organization known as a reverse e-auction. But when Jen Baldwin is asked to achieve the same savings from her suppliers for a...  View Details
      Keywords: Reverse E-auctions; Bids and Bidding; Auctions; Complexity; Cost vs Benefits
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      Lew Nelson, Kym, James K. Sebenius, and Alex Green. "Reversing Course on a Reverse E-Auction (D)." Harvard Business School Supplement 921-054, June 2021.
      • January 2021 (Revised May 2021)
      • Case

      Aptiv PLC Board of Directors (A)

      By: Lynn S. Paine and Will Hurwitz
      Aptiv’s board must decide whether a joint venture with an auto maker is the right next step in the company’s efforts to develop and commercialize a production-ready autonomous driving system. While many commentators believed that Aptiv’s self-driving technologies had...  View Details
      Keywords: Automotive Industry; Bankruptcy Reorganization; Board Of Directors; Board Committees; Board Decisions; Board Dynamics; Corporate Boards; Innovation And Strategy; Legal Aspects Of Business; Spin Off; Strategic Alliances; Strategic Change; Strategic Evolution; Supplier Relationships; Technological Change; Corporate Governance; Governing and Advisory Boards; Innovation Strategy; Going Public; Joint Ventures; Leadership; Restructuring; Technological Innovation; Transformation; Auto Industry; Europe; United States
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      Paine, Lynn S., and Will Hurwitz. "Aptiv PLC Board of Directors (A)." Harvard Business School Case 321-050, January 2021. (Revised May 2021.)
      • November–December 2020
      • Article

      Dancing with Giants: How Small Women-and Minority- Owned Firms Use Soft Power to Manage Asymmetric Relationships with Larger Partners

      By: Kisha Lashley and Timothy G. Pollock
      We explore how minority- and women-owned suppliers lacking hard power manage asymmetric relationships with larger, more powerful buyers in the context of supplier diversity relationships. We examine how these suppliers create and use soft power to manage the...  View Details
      Keywords: Women-owned Businesses; Minority-owned Businesses; Soft Power; Buyer-supplier Relationshships; Cognitive Centrality; Hard Power; Influencers; Supplier Diversity; Small Business; Relationships; Sales
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      Lashley, Kisha, and Timothy G. Pollock. "Dancing with Giants: How Small Women-and Minority- Owned Firms Use Soft Power to Manage Asymmetric Relationships with Larger Partners." Organization Science 31, no. 6 (November–December 2020): 1313–1335.
      • August 2020
      • Article

      Improving Working Conditions in Global Supply Chains: The Role of Institutional Environments and Monitoring Program Design

      By: Jodi L. Short, Michael W. Toffel and Andrea R. Hugill
      Activism seeking to improve labor conditions in global supply chains has led many transnational corporations to adopt codes of conduct and monitor suppliers for compliance. Drawing on thousands of audits conducted by a major social auditor, we identify structural...  View Details
      Keywords: Monitoring; Supplier Relationship; Sustainability; Sustainability Management; Sustainable Operations; Sustainable Supply Chains; NGO; Operations; Supply Chain Management; Governance Compliance; Corporate Social Responsibility and Impact; Global Range; Working Conditions
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      Short, Jodi L., Michael W. Toffel, and Andrea R. Hugill. "Improving Working Conditions in Global Supply Chains: The Role of Institutional Environments and Monitoring Program Design." ILR Review 73, no. 4 (August 2020): 873–912.
      • 2020
      • Working Paper

      No Line Left Behind: Assortative Matching Inside the Firm

      By: Achyuta Adhvaryu, Vittorio Bassi, Anant Nyshadham and Jorge Tamayo
      How do firms pair workers with managers, and which constraints affect the allocation of labor within the firm? We characterize the sorting pattern of managers to workers in a large readymade garment manufacturer in India and then explore potential drivers of the...  View Details
      Keywords: Assortative Matching; Productivity; Global Buyers; Readymade Garments; Management; Employees; Performance Productivity
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      Adhvaryu, Achyuta, Vittorio Bassi, Anant Nyshadham, and Jorge Tamayo. "No Line Left Behind: Assortative Matching Inside the Firm." Harvard Business School Working Paper, No. 20-103, March 2020. (R&R Review of Economics and Statistics.)
      • Article

      How B2B Companies Can Win Back Customers They've Lost

      By: Frank V. Cespedes and León Poblete
      Most research and training in sales focus on acquiring new customers. But winning back previous customers is increasingly important: mergers, choice in supply chains, and uncertainty about trade wars mean that B2B customers are constantly re-evaluating relationships...  View Details
      Keywords: B2B; Customer Reacquisition; Customer Relationship Management
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      Cespedes, Frank V., and León Poblete. "How B2B Companies Can Win Back Customers They've Lost." Harvard Business Review (website) (June 3, 2019).
      • March 2019 (Revised June 2019)
      • Case

      Global Sourcing at Nike

      By: Nien-hê Hsieh, Michael W. Toffel and Olivia Hull
      This case explores the evolution of Nike’s global product sourcing strategy, in particular ongoing efforts to improve working conditions at its suppliers’ factories. When the case opens in July 2018, Vice President of Sourcing Amanda Tucker and her colleagues in Nike’s...  View Details
      Keywords: Sourcing; Factory Conditions; Trade; Geography; Geographic Scope; Globalized Firms and Management; Corporate Accountability; Corporate Governance; Governance Compliance; Collaborative Innovation and Invention; Innovation Strategy; Labor; Human Capital; Working Conditions; Supply Chain Management; Corporate Social Responsibility and Impact; Organizational Change and Adaptation; Labor and Management Relations; Complexity; Sports Industry; Fashion Industry; Oregon; Portland; Asia; North and Central America
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      Hsieh, Nien-hê, Michael W. Toffel, and Olivia Hull. "Global Sourcing at Nike." Harvard Business School Case 619-008, March 2019. (Revised June 2019.)
      • January 2019 (Revised July 2019)
      • Case

      New Balance: Managing Orders and Working Conditions

      By: Michael W. Toffel, Eileen McNeely and Matthew Preble
      New Balance Athletics, Inc., a major U.S.-based athletic footwear and apparel brand, sources most of its footwear products from independent suppliers whose factories are located in China, Indonesia, and Vietnam. Monica Gorman, vice president of responsible leadership...  View Details
      Keywords: Footwear; Athletic Footwear; Manufacturing; CSR; Sustainability; Quality Management; Supply Chains; Operations; Management; Production; Working Conditions; Corporate Social Responsibility and Impact; Labor and Management Relations; Supply Chain Management; Supply Chain; Order Taking and Fulfillment; Apparel and Accessories Industry; Consumer Products Industry
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      Toffel, Michael W., Eileen McNeely, and Matthew Preble. "New Balance: Managing Orders and Working Conditions." Harvard Business School Case 619-002, January 2019. (Revised July 2019.)
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