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  • September 6, 2022
  • Article

Creating a Platform for Costless Personalization in Clothing
By: Shane Greenstein
This study analyzes the role of co-invention in the creation of a platform for print-on-demand-clothing, or PODC. Co-invention is the invention of a new business process to complement new technology, and turn it into a valuable commercial service. PODC copies a design...  View Details
Keywords: Print-on-demand-clothing; Customization and Personalization; Digital Platforms; Apparel and Accessories Industry
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  • August 9, 2022
  • Article

Preparing Sales for a Changing Economy: Part 1
By: Frank V. Cespedes
Companies spend more per capita on sales training than any other function, but the return on investment is disappointing. One recent estimate indicates “that 85-90% of sales training fails to translate into a lasting improvement in productivity.” A major reason is...  View Details
Keywords: Return On Investment; Sales; Training
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  • August 8, 2022
  • Article

Hate Crime Increases with Minoritized Group Rank
By: Mina Cikara, Vasiliki Fouka and Marco Tabellini
People are on the move in unprecedented numbers within and between countries. How does demographic change affect local intergroup dynamics? In complement to accounts that emphasize stereotypical features of groups as determinants of their treatment, we propose the...  View Details
Keywords: Prejudice; Minority; Hate Crimes; Reference Dependence; Prejudice and Bias; Attitudes; Demographics
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  • 2022
  • Working Paper

The Impact of the Chinese Exclusion Act on the U.S. Economy
By: Joe Long, Carlo Medici, Nancy Qian and Marco Tabellini
This paper studies the impact of the Chinese Exclusion Act, which banned Chinese immigration to the United States after 1882, across U.S. counties between 1870 and 1940. We find that the Act reduced labor supply for both the Chinese and other groups (i.e., white and...  View Details
Keywords: Immigration; Growth; Productivity; Business History; Economic Slowdown and Stagnation; Business and Government Relations; Prejudice and Bias; Government Legislation; United States
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  • 2022
  • Working Paper

Product2Vec: Leveraging Representation Learning to Model Consumer Product Choice in Large Assortments
By: Fanglin Chen, Xiao Liu, Davide Proserpio and Isamar Troncoso
We propose a method, Product2Vec, based on representation learning, that can automatically learn latent product attributes that drive consumer choices, to study product-level competition when the number of products is large. We demonstrate Product2Vec’s...  View Details
Keywords: Consumer Choice; Consumer Behavior; Competition; Product Marketing
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  • 2022
  • Working Paper

Are Experts Blinded by Feasibility?: Experimental Evidence from a NASA Robotics Challenge
By: Jacqueline N. Lane, Zoe Szajnfarber, Jason Crusan, Michael Menietti and Karim R. Lakhani
Resource allocation decisions play a dominant role in shaping a firm’s technological trajectory and competitive advantage. Recent work indicates that innovative firms and scientific institutions tend to exhibit an anti-novelty bias when evaluating new projects and...  View Details
Keywords: Evaluations; Novelty; Feasibility; Field Experiment; Resource Allocation; Technological Innovation; Competitive Advantage; Decision Making
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  • May 2022
  • Article

Can Gambling Increase Savings? Empirical Evidence on Prize-Linked Savings Accounts
By: Shawn A. Cole, Benjamin Iverson and P. Tufano
This paper studies the adoption and impact of prize-linked savings (PLS) accounts, which offer lottery-like payouts to individual account holders in lieu of interest. Using microlevel data from a bank in South Africa, we show that PLS is attractive to a broad group of...  View Details
Keywords: Household Finance; Banking; Savings; Prize-linked Savings; Lottery; Household; Personal Finance; Saving; Banks and Banking
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  • March 2022
  • Article

From Proprietary to Collective Governance: How Do Platform Participation Strategies Evolve?
By: Siobhan O'Mahony and Rebecca Karp
When platform leaders change the rules guiding who can access and control a platform, the strategies of those who create value from the platform can be upended. Little research examines how platform participants adapt their strategies when a platform leader changes the...  View Details
Keywords: Platform Governance; Access; Crowdsourcing; Applications and Software; Employees; Leadership Style; Cybersecurity; Risk Management
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  • February 2022 (Revised March 2022)
  • Case

National Electric Vehicles Sweden (NEVS): Materializing a Vision
By: Shane Greenstein and Elena Corsi
In 2021, the car manufacturer National Electric Vehicle Sweden (NEVS) faced the challenge of securing funding from its investor to launch an innovative mobility solution based on fleets of shared autonomous driving (AD) cars. The system was complex as it required the...  View Details
Keywords: Autonomous Vehicles; Product Design; Sustainable Cities; Transportation Networks; Auto Industry; Sweden; Europe
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  • 2022
  • Working Paper

Hate Crime Increases with Minoritized Group Rank
By: Marco E. Tabellini
People are on the move in unprecedented numbers within and between countries. How does demographic change affect local intergroup dynamics? In complement to accounts that emphasize stereotypical features of groups as determinants of their treatment, we propose the...  View Details
Keywords: Prejudice; Minority; Hate Crimes; Reference Dependence; Demographics; Rank and Position; Prejudice and Bias; Crime and Corruption
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  • 2022
  • Chapter

The Servicification of the U.S. Economy: The Role of Startups versus Incumbent Firms
By: Mercedes Delgado, J. Daniel Kim and Karen G. Mills
Over the last few decades, the U.S. economy has exhibited a significant shift from manufacturing towards services. This transition has been particularly prominent in an important subcategory of services industries that drives innovation and employs many high-wage...  View Details
Keywords: Servicification; Supply Chain Industries; STEM Labor; Innovation; Growth; Entrepreneurship; Innovation and Invention; Economic Growth; Policy; Service Industry; United States
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  • January 2022 (Revised February 2022)
  • Case

Introducing EVA at ISS: A Better Way to Evaluate CEO Performance and Compensation?
By: Jonas Heese, Charles C.Y. Wang and James Weber
In early 2019, Anthony Campagna, the global director of fundamental research at ISS EVA, a unit of the proxy advisory firm Institutional Shareholder Services (ISS), was preparing to release ISS's analyses of public company performance and CEO compensation ahead of Say...  View Details
Keywords: Jobs and Positions; Compensation and Benefits; Performance; Performance Productivity; Measurement and Metrics; Analytics and Data Science; Value; Business or Company Management; Performance Evaluation; Business and Shareholder Relations
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  • 2021
  • Article

How Top Managers Use the Entrepreneurial Gap to Drive Strategic Change
By: Robert L. Simons and Antonio Davila
Prior research provides strong evidence for the association between business strategy and the design and use of management control systems. We complement this research by examining the role of management control systems in situations of strategic change. We report the...  View Details
Keywords: Management Control Systems; Accountability; Strategic Change; Organization Change And Adaptation; Organizational Performance; Management Systems; Organizational Structure; Corporate Accountability; Organizational Change and Adaptation; Performance
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  • August 2021
  • Article

Improving Sales Hiring
By: Frank V. Cespedes
Sales hiring presents inherent challenges not found to the same extent in talent management in other functional areas. Moreover, common hiring practices make a tough job needlessly harder. This article suggests practical ways to improve sales hiring: Hire for the Task,...  View Details
Keywords: Sales; Selection and Staffing
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  • July 2021
  • Supplement

CIAM: Home-Grown Shareholder Activism in France (B)
By: Charles C.Y. Wang, Tonia Labruyere and Vincent Dessain
This case is a complement to CIAM: Home-Grown Shareholder Activism in France (A) and describes the events after CIAM learned about a potential misuse of corporate assets at Altice/SFR.  View Details
Keywords: Corporate Governance; Valuation; Investment Activism; Accounting; Strategy; Financial Services Industry; France
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  • Summer 2021
  • Article

Platform Leadership and Supply Chains: Intel, Centrino, and the Restructuring of Wi-Fi Supply
By: Roberto Fontana and Shane Greenstein
In this paper we examine Intel’s launch of Centrino and interpret it as platform leaders attempt to restructure a supply chain. We provide a narrative of key actions and how they coordinated changes and offer a framework of the predictable consequences for...  View Details
Keywords: Mobile and Wireless Technology; Product Launch; Supply Chain; Restructuring; Framework
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  • 2022
  • Working Paper

Data Analytics and Firm Productivity: The Importance of Technological and Organizational Architecture
By: Sam (Ruiqing) Cao and Marco Iansiti
Research has shown that data analytics contributes substantially to business value creation and firm productivity. Data-rich firms increasingly treat data as a valuable resource, adopting technical solutions and acquiring human capital to develop predictive analytics...  View Details
Keywords: Organizations; Information Technology; Performance Productivity; Growth and Development; Transformation
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  • 2020
  • Working Paper

Algorithm-Augmented Work and Domain Experience: The Countervailing Forces of Ability and Aversion
By: Ryan Allen and Prithwiraj Choudhury
Past research offers mixed perspectives on whether domain experience helps or hurts algorithm-augmented work performance. To reconcile these perspectives, we theorize that domain experience affects algorithm-augmented performance via two distinct countervailing...  View Details
Keywords: Automation; Domain Experience; Algorithmic Aversion; Experts; Algorithms; Machine Learning; Decision-making; Future Of Work; Employees; Experience and Expertise; Decision Making; Performance
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  • 2021
  • Working Paper

Time and the Value of Data
By: Ehsan Valavi, Joel Hestness, Newsha Ardalani and Marco Iansiti

Managers often believe that collecting more data will continually improve the accuracy of their machine learning models. However, we argue in this paper that when data lose relevance over time, it may be optimal to collect a limited amount of recent data instead of...  View Details

Keywords: Economics Of AI; Machine Learning; Non-stationarity; Perishability; Value Depreciation; Analytics and Data Science; Value
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  • August 2020 (Revised November 2020)
  • Case

Gogoro: From Electric Scooter to Energy Platform
By: Tarun Khanna and Billy Chan
The founder of Gogoro had always wanted to revolutionize the energy market from day one since he started the electric scooter business that featured an innovative battery swapping technology. Over the course of five years, he had developed a premium line of electric...  View Details
Keywords: Entrepreneurship; Information Technology; Energy; Organizational Change and Adaptation; Strategy; Taiwan
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