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Publications

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      • Faculty Publications  (34)

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      • March 2022
      • Case

      Skills-First Hiring at IBM

      By: Boris Groysberg and Sarah Mehta
      This case reviews IBM’s efforts to widen its hiring funnel and broaden its talent pool.  View Details
      Keywords: Competency and Skills; Experience and Expertise; Talent and Talent Management; Human Resources; Employees; Recruitment; Retention; Selection and Staffing; Jobs and Positions; Job Design and Levels; Job Interviews; Society; Social Issues; Technology Industry; United States; New York (city, NY)
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      Groysberg, Boris, and Sarah Mehta. "Skills-First Hiring at IBM." Harvard Business School Case 422-013, March 2022.
      • September 2021
      • Case

      On the Bubble: Startup Bootstrapping

      By: Jeffrey J. Bussgang, Tom Quinn and Annelena Lobb
      Bubble was a software company in the low-code/no-code market, making tools that allowed users without traditional programming backgrounds or technical skills to build software. The case covers cofounder Joshua Haas’s engineering background, as he experienced a high...  View Details
      Keywords: Business Startups; Business Growth and Maturation; Business Model; Business Plan; Disruption; Transformation; Trends; Customer Focus and Relationships; Customer Relationship Management; Decision Making; Cost vs Benefits; Decisions; Entrepreneurship; Venture Capital; Equity; Executive Compensation; Recruitment; Selection and Staffing; Disruptive Innovation; Technological Innovation; Job Interviews; Growth and Development Strategy; Ownership Stake; Opportunities; Applications and Software; Technology Adoption; Technology Industry; Web Services Industry; New York (city, NY); California; France
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      Bussgang, Jeffrey J., Tom Quinn, and Annelena Lobb. "On the Bubble: Startup Bootstrapping." Harvard Business School Case 822-033, September 2021.
      • August 2021
      • Case

      Zoom Video Communications: Building a Culture of Diversity, Equity, & Inclusion During COVID-19

      By: Karen G. Mills, Scott Duke Kominers, Christopher Stanton, Andy Wu, George Gonzalez and Gabriella Elanbeck
      Keywords: Diversity Management; Diversity Training; Cultural Change; Cultural Diversity; Inclusion; Inclusive Growth; Inclusive Hiring; Hiring; Hiring Of Employees; Recruiting; Performance Management; Change Leadership; Race And Ethnicity; Racial Bias; Racial Disparity; Racial Injustice; Racial Tensions; Racism; Organization; Organization Process; Organization Structure; Structural/institutional Racism; Leadership And Change Management; Leadership And Managing People; Leading; Gender Bias; Discrimination; Inequalities; Inequality; Social Change; Employee Attitude Development And Empowerment; Employee Bonding; Employee Empowerment; Employee Engagement; Employee Fairness; Employee Morale; Employee Performance Management; Employee Relations; Company Culture; Company Values; Values; COVID-19 Pandemic; Demographics; Diversity; Age; Ethnicity; Gender; Business Processes; Change Management; Change; Race; Human Capital; Human Resources; Compensation and Benefits; Employees; Employee Relationship Management; Recruitment; Retention; Selection and Staffing; Jobs and Positions; Job Interviews; Leadership; Leading Change; Management; Management Teams; Business or Company Management; Crisis Management; Goals and Objectives; Growth and Development; Growth and Development Strategy; Growth Management; Management Style; Organizational Change and Adaptation; Organizational Culture; Organizational Design; Organizational Structure; Organizations; Mission and Purpose; Culture; Happiness; Prejudice and Bias; Satisfaction; Equity; Identity; Leadership Style; Values and Beliefs; Technology Industry; United States
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      Mills, Karen G., Scott Duke Kominers, Christopher Stanton, Andy Wu, George Gonzalez, and Gabriella Elanbeck. "Zoom Video Communications: Building a Culture of Diversity, Equity, & Inclusion During COVID-19." Harvard Business School Case 322-031, August 2021.
      • 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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      Cespedes, Frank V. "Improving Sales Hiring." Top Sales Magazine (August 2021), 20–21.
      • February 2021
      • Background Note

      Jobs to Be Done: A Toolbox

      By: Derek C. M. van Bever, Bob Moesta, Iuliana Mogosanu, Shaye Roseman and Katie Zandbergen
      The Jobs to Be Done methodology is both a theory and a practical approach for understanding customer behavior and why people make the choices they make. Many practitioners, whether they work for startups or incumbent businesses, find Jobs to Be Done useful because it...  View Details
      Keywords: Customer Value and Value Chain; Decision Choices and Conditions; Knowledge Acquisition; Attitudes; Perception; Theory; Behavior; Customer Relationship Management
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      van Bever, Derek C. M., Bob Moesta, Iuliana Mogosanu, Shaye Roseman, and Katie Zandbergen. "Jobs to Be Done: A Toolbox." Harvard Business School Background Note 321-095, February 2021.
      • January 2021 (Revised April 2022)
      • Case

      Best Buy's Corie Barry: Confronting the COVID-19 Pandemic

      By: William W. George and Amram Migdal
      This case examines the leadership of Corie Barry, the new CEO of Best Buy, with a focus on actions the company took in 2020 to adapt to the COVID-19 pandemic. The case includes a history of Best Buy’s strategy and leadership, including the transitions between the...  View Details
      Keywords: COVID-19 Pandemic; Change; Disruption; Volatility; Communication; Competency and Skills; Customers; Decision Making; Ethics; Fairness; Moral Sensibility; Values and Beliefs; Finance; Cash Flow; Financial Condition; Financial Liquidity; Goods and Commodities; Corporate Governance; Health Pandemics; Human Resources; Executive Compensation; Employees; Employee Relationship Management; Resignation and Termination; Retention; Selection and Staffing; Innovation and Invention; Jobs and Positions; Job Cuts and Outsourcing; Job Design and Levels; Job Interviews; Job Offer; Labor; Employment; Human Capital; Working Conditions; Law; Leadership; Leadership Development; Leadership Style; Management; Business or Company Management; Crisis Management; Growth and Development Strategy; Management Practices and Processes; Management Style; Management Succession; Management Systems; Management Teams; Risk Management; Operations; Distribution; Order Taking and Fulfillment; Logistics; Service Delivery; Service Operations; Supply Chain; Organizations; Corporate Social Responsibility and Impact; Organizational Change and Adaptation; Outcome or Result; Personal Development and Career; Retirement; Work-Life Balance; Planning; Strategic Planning; Problems and Challenges; Relationships; Business and Community Relations; Labor and Management Relations; Risk and Uncertainty; Safety; Science; Strategy; Retail Industry; North and Central America; United States; Minnesota
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      George, William W., and Amram Migdal. "Best Buy's Corie Barry: Confronting the COVID-19 Pandemic." Harvard Business School Case 321-073, January 2021. (Revised April 2022.)
      • Winter 2021
      • Editorial

      Introduction

      By: Michael A. Wheeler
      This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the...  View Details
      Keywords: Artificial Intelligence; Information Technology; Negotiation; AI and Machine Learning
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      Wheeler, Michael A. "Introduction." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 5–12.
      • November 2020
      • Case

      Truebird—An AlleyCorp Venture

      By: Shikhar Ghosh and Shweta Bagai
      In December 2018, Kevin Ryan and Wendy Tsu faced an important decision – to finalize the CEO candidate for Truebird, an innovative, automated coffee café concept. Like many of AlleyCorp and Ryan’s companies, Truebird started with the observation of an unmet need – an...  View Details
      Keywords: Startup; Hiring; Staffing; Recruiting; Business Startups; Finance; Leadership; Management Skills; Management Teams; Jobs and Positions; Job Interviews; Human Resources; Recruitment; Selection and Staffing; Technology Industry; Food and Beverage Industry; United States
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      Ghosh, Shikhar, and Shweta Bagai. "Truebird—An AlleyCorp Venture." Harvard Business School Case 821-030, November 2020.
      • July 2020 (Revised September 2020)
      • Case

      The Honor Foundation: Accessing Special Operations Talent

      By: Boris Groysberg and John Masko
      In 2020, The Honor Foundation (THF), a nonprofit dedicated to helping U.S. military special operators to transition into civilian careers, was facing a series of strategic challenges. THF had been founded in 2013 by former Navy SEAL trainee Joe Musselman, who observed...  View Details
      Keywords: Experience and Expertise; Talent and Talent Management; Curriculum and Courses; Executive Education; Social Entrepreneurship; National Security; Recruitment; Retention; Job Interviews; Job Search; Knowledge Use and Leverage; Leadership Development; Leadership Style; Crisis Management; Mission and Purpose; Retirement; Nonprofit Organizations; War; Education Industry; San Diego; Virginia
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      Groysberg, Boris, and John Masko. "The Honor Foundation: Accessing Special Operations Talent." Harvard Business School Case 421-006, July 2020. (Revised September 2020.)
      • March–April 2020
      • Article

      What's Really Holding Women Back? It's Not What Most People Think

      By: R. Ely and Irene Padavic
      Ask people to explain why women remain so dramatically underrepresented in the senior ranks of most companies, and you will hear from the vast majority a lament that goes something like this: High-level jobs require extremely long hours, women's devotion to family...  View Details
      Keywords: Overwork; Employment; Gender; Equality and Inequality; Work-Life Balance; Organizational Culture
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      Ely, R., and Irene Padavic. "What's Really Holding Women Back? It's Not What Most People Think." Harvard Business Review 98, no. 2 (March–April 2020): 58–67.
      • August 2019 (Revised March 2020)
      • Background Note

      Note on Structured Interviewing

      By: Ethan Bernstein and Amy Ross
      Making good hiring decisions is a critical management activity, yet many leaders just “wing it” when interviewing candidates to fill openings by having an organic conversation to assess the candidate’s fit, unknowingly subjecting the process to unconscious bias....  View Details
      Keywords: Interviewing; Job Interviews; Recruitment; Selection and Staffing; Human Resources
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      Bernstein, Ethan, and Amy Ross. "Note on Structured Interviewing." Harvard Business School Background Note 420-032, August 2019. (Revised March 2020.)
      • February 2019 (Revised May 2019)
      • Case

      Hot Chicken Takeover

      By: William R. Kerr, Manjari Raman and Olivia Hull
      By December 2018, entrepreneur Joe DeLoss’s fried chicken company, Hot Chicken Takeover, has opened three restaurants in Columbus, Ohio, using an unconventional employment model that helps people with criminal records get back on their feet. DeLoss is proud of the...  View Details
      Keywords: Fair Chance Employment; Fair Chance Hiring; Open Hiring; Inclusive Hiring; Criminal Record; Homelessness; Therapeutic Employment; Corporate Culture; Managing The Future Of Work; Food; Entrepreneurship; Social Entrepreneurship; Values and Beliefs; Fairness; Human Resources; Compensation and Benefits; Recruitment; Employees; Retention; Selection and Staffing; Innovation Strategy; Job Offer; Job Interviews; Human Capital; Leadership; Growth Management; Corporate Social Responsibility and Impact; Mission and Purpose; Social Enterprise; Social Issues; Poverty; Welfare; Food and Beverage Industry; Ohio; United States
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      Kerr, William R., Manjari Raman, and Olivia Hull. "Hot Chicken Takeover." Harvard Business School Case 819-078, February 2019. (Revised May 2019.)
      • 2020
      • Working Paper

      Social Attachment to Place and Psychic Costs of Geographic Mobility: How Distance from Hometown and Vacation Flexibility Affect Job Performance

      By: Prithwiraj Choudhury and Ohchan Kwon
      Using a natural experiment and field interviews, this paper studies how social attachment to place imposes psychic costs on workers who experience geographic mobility. This is especially salient when workers are assigned to locations far from their hometown, which may...  View Details
      Keywords: Distance From Hometown; Social Attachment To Place; Psychic Costs; Worker Performance; Natural Experiment; Geographic Location; Familiarity; Employees; Performance; India
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      Choudhury, Prithwiraj, and Ohchan Kwon. "Social Attachment to Place and Psychic Costs of Geographic Mobility: How Distance from Hometown and Vacation Flexibility Affect Job Performance." Harvard Business School Working Paper, No. 19-010, August 2018. (Revised January 2020.)
      • Article

      Are You Suited for a Start-up?

      By: Jeffrey Bussgang
      Relative to established organizations, start-ups can be hard to figure out. What are the jobs to be done? The best entry points? How can you tell whether a company has potential for success and is the right fit for you? The author advises that you first assess...  View Details
      Keywords: Business Startups; Personal Characteristics; Job Search
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      Bussgang, Jeffrey. "Are You Suited for a Start-up?" Harvard Business Review 95, no. 6 (November–December 2017): 150–153.
      • June 2016
      • Article

      Managing the High Intensity Workplace: An 'Always Available' Culture Breeds a Variety of Dysfunctional Behaviors

      By: Erin M. Reid and Lakshmi Ramarajan
      People today are under intense pressure to be “ideal workers”—totally committed to their jobs and always on call. But after interviewing hundreds of professionals in many fields, the authors have concluded that selfless dedication to work is often unnecessary and...  View Details
      Keywords: Risk Management; Working Conditions; Work-Life Balance; Management Practices and Processes; Organizational Culture
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      Reid, Erin M., and Lakshmi Ramarajan. "Managing the High Intensity Workplace: An 'Always Available' Culture Breeds a Variety of Dysfunctional Behaviors." Harvard Business Review 94, no. 6 (June 2016): 85–90.
      • April 2014
      • Article

      15 Rules for Negotiating a Job Offer

      By: Deepak Malhotra
      The author, a professor of negotiation at Harvard Business School, offers specific pieces of advice for job candidates: Don't underestimate the importance of likability. Help prospective employers understand why you deserve what you're requesting. Make it clear that...  View Details
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      Malhotra, Deepak. "15 Rules for Negotiating a Job Offer." Harvard Business Review 92, no. 4 (April 2014): 117–120.
      • 2012
      • Lecture

      How to Negotiate a Job Offer

      By: Deepak Malhotra
      Keywords: Job Interviews; Negotiation; Job Offer; Negotiation Tactics
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      Malhotra, Deepak. "How to Negotiate a Job Offer." Harvard Business School, 2012. (Over 600,000 views on YouTube.)
      • March 2011
      • Article

      The New Path to the C-Suite

      By: Boris Groysberg, L. Kevin Kelly and Bryan MacDonald
      Job requirements at the top of corporations have changed. Companies have come to expect much more from their C-level executives, who need new and different skills to deal with today's business realities. Exactly what abilities do firms want in their leaders—now and in...  View Details
      Keywords: Experience and Expertise; Leadership; Management Skills; Personal Development and Career
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      Groysberg, Boris, L. Kevin Kelly, and Bryan MacDonald. "The New Path to the C-Suite." Harvard Business Review 89, no. 3 (March 2011).
      • Article

      The Job Market for New Economists: A Market Design Perspective

      By: Peter A. Coles, John Cawley, Phillip B. Levine, Muriel Niederle, Alvin E. Roth and John J. Siegfried
      This paper, written by the members of the American Economic Association (AEA) Ad Hoc Committee on the Job Market, provides an overview of the market for new Ph.D. economists. It describes the role of the AEA in the market and focuses in particular on two mechanisms...  View Details
      Keywords: Market Design; Jobs and Positions
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      Coles, Peter A., John Cawley, Phillip B. Levine, Muriel Niederle, Alvin E. Roth, and John J. Siegfried. "The Job Market for New Economists: A Market Design Perspective." Journal of Economic Perspectives 24, no. 4 (Fall 2010): 187–206.
      • 2010
      • Working Paper

      The Job Market for New Economists: A Market Design Perspective

      By: Peter A. Coles, John Cawley, Phillip B. Levine, Muriel Niederle, Alvin E. Roth and John J. Siegfried
      This paper provides an overview of the market for new Ph.D. economists. It describes the role of the American Economic Association (AEA) in the market and focuses in particular on two mechanisms adopted in recent years at the suggestion of our committee. First, job...  View Details
      Keywords: Cost Management; Information; Surveys; Jobs and Positions; Job Interviews; Job Search; Emerging Markets; Digital Platforms; Service Operations; Internet and the Web
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      Coles, Peter A., John Cawley, Phillip B. Levine, Muriel Niederle, Alvin E. Roth, and John J. Siegfried. "The Job Market for New Economists: A Market Design Perspective." Harvard Business School Working Paper, No. 10-096, May 2010.
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