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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...
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- 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.
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- 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...
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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...
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Keywords:
Business Model;
Disruption;
Trends;
Talent and Talent Management;
Customer Focus and Relationships;
Value;
Cost vs Benefits;
Value Creation;
India
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...
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Keywords:
Cause-related Marketing;
Charitable Donations;
Generosity;
Altruism;
Philanthropy and Charitable Giving;
Brands and Branding;
Consumer Behavior
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...
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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...
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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
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...
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Keywords:
Extension Request;
Help Request;
Task Deadlines;
Self-presentation;
Meta-perceptions;
Time Management;
Behavior;
Perception
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...
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Keywords:
Decision-making;
Open Data;
Open Materials;
Preregistered;
Health;
Policy;
Taxation;
Consumer Behavior;
Decision Making
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...
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Keywords:
Direct-to-consumer;
Customer Journey;
Business Model;
Customer Relationship Management;
Growth and Development Strategy
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...
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Keywords:
ESG;
Investment Management;
Factor Investing;
Investor Behavior;
Climate Change;
Environmental Sustainability;
Investment;
Management
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...
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Keywords:
Customer Management;
Targeting;
Deep Exponential Families;
Probabilistic Machine Learning;
Cold Start Problem;
Customer Relationship Management;
Programs;
Consumer Behavior;
Analysis
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
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,...
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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...
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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
- March 2021
- Teaching Note
Performance Improvement Consulting and Hi-R-Me: Making Sales Calls
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...
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- 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...
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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
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...
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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
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
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.
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Keywords:
Venture Philanthropy;
COVID-19;
Philanthropy and Charitable Giving;
Venture Capital;
Social Issues;
Health Pandemics;
Decisions;
Strategy
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
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...
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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
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...
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Cespedes, Frank V. "New Sales Realities." International Journal of Sales Transformation 7.1 (April 2021): 26–27.