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      • May 2022
      • Case

      The Freedom Fund (A): Ending Modern Slavery

      By: V. Kasturi Rangan and Courtney Han
      The Freedom Fund founded in 2013 to end modern slavery had raised more than half its intended target (by 2025) of $200 million. In 2021, impressed by its decentralized-partnering style of operations, philanthropist MacKenzie Scott awarded the Fund a gift of $35 million...  View Details
      Keywords: Social Issues; Corporate Social Responsibility and Impact; Philanthropy and Charitable Giving; Spending; Decisions; India; Thailand; Ethiopia
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      Rangan, V. Kasturi, and Courtney Han. "The Freedom Fund (A): Ending Modern Slavery." Harvard Business School Case 522-099, May 2022.
      • May 2022
      • Supplement

      The Freedom Fund (B)

      By: V. Kasturi Rangan and Courtney Han
      The Freedom Fund (B) case describes the management’s plan of how to use the windfall of $35 million granted by philanthropist Mackenzie Scott. The case also describes the process by which the decisions were arrived at.  View Details
      Keywords: Philanthropy and Charitable Giving; Spending; Decision Making
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      Rangan, V. Kasturi, and Courtney Han. "The Freedom Fund (B)." Harvard Business School Supplement 522-100.
      • April 2022
      • Case

      Highland Park Wood Co. (Abridged)

      By: David E. Bell
      A major home builder wishes to purchase lumber (Southern pine). The builder wants delivery in six months but prefers to lock-in the price near current rates. The lumber wholesaler must decide on a pricing and sourcing strategy. Examples include: 1) buy & hold, 2) wait...  View Details
      Keywords: Decision Choices and Conditions; Goods and Commodities
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      Bell, David E. "Highland Park Wood Co. (Abridged)." Harvard Business School Case 122-098, April 2022.
      • March 2022
      • Case

      DealShare: Social E-Commerce for the Indian Mass Market

      By: Krishna G. Palepu and Malini Sen
      Launched in September 2018, e-retail startup DealShare has created a tech-enabled model for the Indian mass market that allows customers to buy together, save money on good quality goods, and at the same time have fun. It targets customers who are still getting used to...  View Details
      Keywords: Business Model; Disruption; Trends; Talent and Talent Management; Customer Focus and Relationships; Value; Cost vs Benefits; Value Creation; India
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      Palepu, Krishna G., and Malini Sen. "DealShare: Social E-Commerce for the Indian Mass Market." Harvard Business School Case 322-099.
      • March 2022
      • Article

      When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms

      By: Elizabeth A. Keenan, Anne V. Wilson and Leslie K. John
      When trying to make a good impression on consumers through charitable giving, is it better for brands to maximize the overall dollars they donate or how much they give in relative terms; for example, the proportion of profits? Across five studies we show that consumers...  View Details
      Keywords: Cause-related Marketing; Charitable Donations; Generosity; Altruism; Philanthropy and Charitable Giving; Brands and Branding; Consumer Behavior
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      Keenan, Elizabeth A., Anne V. Wilson, and Leslie K. John. "When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms." Marketing Letters 33, no. 1 (March 2022): 31–43.
      • February 15, 2022
      • Article

      How Managers Can Build a Culture of Experimentation

      By: Frank V. Cespedes and Neil Hoyne
      Testing in business presents qualitatively different challenges than those in clinical trials and most scientific research. There are very few opportunities for randomized control experiments in a changing, competitive market. Yet, change and competition make testing a...  View Details
      Keywords: Experimentation; Management; Decision Making
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      Cespedes, Frank V., and Neil Hoyne. "How Managers Can Build a Culture of Experimentation." Harvard Business Review Digital Articles (February 15, 2022).
      • January 2022 (Revised February 2022)
      • Case

      Second Harvest Heartland: Ending Hunger Together

      By: V. Kasturi Rangan and Courtney Han
      In March 2020, Second Harvest Heartland, one of six Foodbanks serving Minnesota, was caught in the COVID-19 emergency with considerably more people exposed to hunger and food insecurity. Its management team led by CEO Allison O’Toole and COO Thierry Ibri alertly...  View Details
      Keywords: COVID-19 Pandemic; Food Insecurity; Social Enterprise; Food; Health Pandemics; Crisis Management; Strategy; Adaptation; Social Issues; Mission and Purpose; Decision Making; United States; Minnesota
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      Rangan, V. Kasturi, and Courtney Han. "Second Harvest Heartland: Ending Hunger Together." Harvard Business School Case 522-062, January 2022. (Revised February 2022.)
      • January 2022
      • Article

      People Overestimate the Self-Presentation Costs of Deadline Extension Requests

      By: Ashley V. Whillans, Jaewon Yoon and Grant Donnelly
      Across five studies (N = 4,151), we investigate a novel barrier that prevents people from making personally beneficial requests: the overestimation of self-presentation costs. Even when deadlines are easily adjustable, people are less likely to request an extension and...  View Details
      Keywords: Extension Request; Help Request; Task Deadlines; Self-presentation; Meta-perceptions; Time Management; Behavior; Perception
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      Whillans, Ashley V., Jaewon Yoon, and Grant Donnelly. "People Overestimate the Self-Presentation Costs of Deadline Extension Requests." Art. 104253. Journal of Experimental Social Psychology 98 (January 2022).
      • November 2021
      • Article

      A Salient Sugar Tax Decreases Sugary Drink Buying

      By: Grant E. Donnelly, Paige Guge, Ryan Howell and Leslie John
      Many governments have introduced sugary drink excise taxes to reduce purchasing and consumption of such drinks; however, they do not typically stipulate how such taxes should be communicated at point-of-purchase. Historical, field, and experimental data entailing over...  View Details
      Keywords: Decision-making; Open Data; Open Materials; Preregistered; Health; Policy; Taxation; Consumer Behavior; Decision Making
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      Donnelly, Grant E., Paige Guge, Ryan Howell, and Leslie John. "A Salient Sugar Tax Decreases Sugary Drink Buying." Psychological Science 32, no. 11 (November 2021): 1830–1841.
      • Article

      How Direct-to-Consumer Brands Can Continue to Grow

      By: V. Kasturi Rangan, Daniel Corsten, Matt Higgins and Leonard A. Schlesinger
      Direct-to-consumer (DTC) brands such as Allbirds, Casper, Peloton, and Warby Parker have creatively found a weakness in the marketing citadel of incumbent brands. By using data gleaned from daily interactions with customers, these brands have been able to adapt how...  View Details
      Keywords: Direct-to-consumer; Customer Journey; Business Model; Customer Relationship Management; Growth and Development Strategy
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      Rangan, V. Kasturi, Daniel Corsten, Matt Higgins, and Leonard A. Schlesinger. "How Direct-to-Consumer Brands Can Continue to Grow." Harvard Business Review 99, no. 6 (November–December 2021): 101–109.
      • Article

      Decarbonization Factors

      By: Alex Cheema-Fox, Bridget LaPerla, George Serafeim, David Turkington and Hui (Stacie) Wang
      In the face of accelerating climate change, investors are making capital allocations seeking to decarbonize portfolios by reducing the carbon emissions of their holdings. To understand the performance of portfolio decarbonization strategies and investor behavior...  View Details
      Keywords: ESG; Investment Management; Factor Investing; Investor Behavior; Climate Change; Environmental Sustainability; Investment; Management
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      Cheema-Fox, Alex, Bridget LaPerla, George Serafeim, David Turkington, and Hui (Stacie) Wang. "Decarbonization Factors." Journal of Impact and ESG Investing 2, no. 1 (Fall 2021): 47–73.
      • October 2021
      • Article

      Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach

      By: Nicolas Padilla and Eva Ascarza
      The success of Customer Relationship Management (CRM) programs ultimately depends on the firm's ability to understand consumers' preferences and precisely capture how these preferences may differ across customers. Only by understanding customer heterogeneity, firms can...  View Details
      Keywords: Customer Management; Targeting; Deep Exponential Families; Probabilistic Machine Learning; Cold Start Problem; Customer Relationship Management; Programs; Consumer Behavior; Analysis
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      Padilla, Nicolas, and Eva Ascarza. "Overcoming the Cold Start Problem of CRM Using a Probabilistic Machine Learning Approach." Journal of Marketing Research (JMR) 58, no. 5 (October 2021): 981–1006.
      • 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.
      • May 2021 (Revised February 2022)
      • Teaching Note

      THE YES: Reimagining the Future of E-Commerce with Artificial Intelligence (AI)

      By: Ayelet Israeli and Jill Avery
      THE YES, a multi-brand shopping app launched in May 2020 offered a new type of buying experience for women’s fashion, driven by a sophisticated algorithm that used data science and machine learning to create and deliver a personalized store for every shopper, based on...  View Details
      Keywords: Data; Data Analytics; Artificial Intelligence; AI; AI Algorithms; AI Creativity; Fashion; Retail; Retail Analytics; E-Commerce Strategy; Platform; Platforms; Big Data; Preference Elicitation; Predictive Analytics; App Development; "Marketing Analytics"; Advertising; Mobile App; Mobile Marketing; Apparel; Online Advertising; Referral Rewards; Referrals; Female Ceo; Female Entrepreneur; Female Protagonist; Analytics and Data Science; Analysis; Creativity; Marketing Strategy; Brands and Branding; Consumer Behavior; Demand and Consumers; Forecasting and Prediction; Marketing Channels; Digital Marketing; Internet and the Web; Mobile and Wireless Technology; AI and Machine Learning; E-commerce; Fashion Industry; Retail Industry; Apparel and Accessories Industry; Consumer Products Industry; United States
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      Israeli, Ayelet, and Jill Avery. "THE YES: Reimagining the Future of E-Commerce with Artificial Intelligence (AI)." Harvard Business School Teaching Note 521-097, May 2021. (Revised February 2022.)
      • March 2021
      • Teaching Note

      Performance Improvement Consulting and Hi-R-Me: Making Sales Calls

      By: Frank V. Cespedes
      Teaching Note for HBS Case No. 819-043. This case study focuses on concepts, tools, and behaviors relevant to making sales calls along a typical progression with a prospect: from an initial phone call thru more in-depth discovery to a go/no-go meeting. The teaching...  View Details
      Keywords: Sales Calls; Sales; Competency and Skills
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      Cespedes, Frank V. "Performance Improvement Consulting and Hi-R-Me: Making Sales Calls." Harvard Business School Teaching Note 821-079, March 2021.
      • March 29, 2021
      • Editorial

      Research: A Little Recognition Can Provide a Big Morale Boost

      By: Shibeal O'Flaherty, Michael Sanders and Ashley V. Whillans
      As organizations large and small face the twin challenges of increasingly strained budgets and burned out workforces, what can managers do to keep employees engaged—without breaking the bank? In this piece, the authors share new research on the power of symbolic awards...  View Details
      Keywords: Motivation; Psychology; Work; Employees; Motivation and Incentives; Social Psychology
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      O'Flaherty, Shibeal, Michael Sanders, and Ashley V. Whillans. "Research: A Little Recognition Can Provide a Big Morale Boost." Harvard Business Review Digital Articles (March 29, 2021).
      • March 2021 (Revised May 2021)
      • Case

      Blue Meridian Partners (A): Scaling for Impact

      By: V. Kasturi Rangan
      In 2018, Edna McConnell Clark Foundation in a bold move transferred all its assets to a fund pooled with other General Partners and Limited Partners, called Blue Meridian Partners, to focus substantial long range investments in a few carefully chosen nonprofits. The...  View Details
      Keywords: Venture Philanthropy; Scaling; COVID-19 Pandemic; Social Justice; Philanthropy and Charitable Giving; Venture Capital; Business Model; Social Issues; Poverty; Values and Beliefs; Decisions; Corporate Social Responsibility and Impact; Nonprofit Organizations; Investment Portfolio
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      Rangan, V. Kasturi. "Blue Meridian Partners (A): Scaling for Impact." Harvard Business School Case 521-090, March 2021. (Revised May 2021.)
      • March 2021 (Revised May 2021)
      • Supplement

      Blue Meridian Partners (B): Pivoting in a Crisis

      By: V. Kasturi Rangan
      The (B) case situated in 2020 describes the many quick decisions taken by the fund in response to the COVID-19 pandemic and the calls for social justice, and raises the question of whether and how these decisions are aligned with the long range strategy of the fund.  View Details
      Keywords: Venture Philanthropy; COVID-19; Philanthropy and Charitable Giving; Venture Capital; Social Issues; Health Pandemics; Decisions; Strategy
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      Rangan, V. Kasturi. "Blue Meridian Partners (B): Pivoting in a Crisis." Harvard Business School Supplement 521-091, March 2021. (Revised May 2021.)
      • Article

      Selling After the Crisis

      By: Frank V. Cespedes
      Like perishable goods in grocery stores, sales models have a sell-by date. As product standards evolve and new entrants emerge, buyers have more choices and demand more in terms of quality and performance across vendors. Firms that fail to adjust to changing customer...  View Details
      Keywords: Sales Model; Sales; Management; Customer Relationship Management; Health Pandemics
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      Cespedes, Frank V. "Selling After the Crisis." Harvard Business Review 99, no. 2 (March–April 2021): 52–57.
      • Article

      New Sales Realities

      By: Frank V. Cespedes
      Business leaders need to understand that it’s the fit of People, Process, Pricing, and Partners that drives sales effectiveness. As firms confront new buying processes, required sales competencies affect hiring, training, and development (People). Without a coherent...  View Details
      Keywords: Sales; Performance Effectiveness
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      Cespedes, Frank V. "New Sales Realities." International Journal of Sales Transformation 7.1 (April 2021): 26–27.
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