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Publications

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    • All HBS Web  (1,182)
      • Faculty Publications  (217)

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      • Article

      A 680,000-Person Megastudy of Nudges to Encourage Vaccination in Pharmacies

      By: Katherine L. Milkman, Linnea Gandhi, Mitesh S. Patel, Heather N. Graci, Dena M. Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Jake Rothschild, Jonathan E. Bogard, Ilana Brody, Christopher F. Chabris, Edward Chang, Gretchen B. Chapman, Jennifer E. Dannals, Noah J. Goldstein, Amir Goren, Hal Hershfield, Alex Hirsch, Jillian Hmurovic, Samantha Horn, Dean Karlan, Ariella S. Kristal, Cait Lamberton, Michael N. Meyer, Allison H. Oakes, Maurice E. Schweitzer, Maheen Shermohammed, Jaochim H. Talloen, Caleb Warren, Ashley Whillans, Kuldeep N. Yadav, Julian J. Zlatev, Ron Berman, Chalanda N. Evans, Rahul Ladhania, Jens Ludwig, Nina Mazar, Sendhil Mullainathan, Christopher K. Snider, Jann Spiess, Eli Tsukayama, Lyle Ungar, Christophe Van den Bulte, Kevin G. Volpp and Angela L. Duckworth
      Encouraging vaccination is a pressing policy problem. To assess whether text-based reminders can encourage pharmacy vaccination and what kinds of messages work best, we conducted a megastudy. We randomly assigned 689,693 Walmart pharmacy patients to receive one of 22...  View Details
      Keywords: Vaccination; Vaccines; Nudges; Communication Strategy; Communication Technology; Consumer Behavior; Health Care and Treatment
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      Milkman, Katherine L., Linnea Gandhi, Mitesh S. Patel, Heather N. Graci, Dena M. Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Jake Rothschild, Jonathan E. Bogard, Ilana Brody, Christopher F. Chabris, Edward Chang, Gretchen B. Chapman, Jennifer E. Dannals, Noah J. Goldstein, Amir Goren, Hal Hershfield, Alex Hirsch, Jillian Hmurovic, Samantha Horn, Dean Karlan, Ariella S. Kristal, Cait Lamberton, Michael N. Meyer, Allison H. Oakes, Maurice E. Schweitzer, Maheen Shermohammed, Jaochim H. Talloen, Caleb Warren, Ashley Whillans, Kuldeep N. Yadav, Julian J. Zlatev, Ron Berman, Chalanda N. Evans, Rahul Ladhania, Jens Ludwig, Nina Mazar, Sendhil Mullainathan, Christopher K. Snider, Jann Spiess, Eli Tsukayama, Lyle Ungar, Christophe Van den Bulte, Kevin G. Volpp, and Angela L. Duckworth. "A 680,000-Person Megastudy of Nudges to Encourage Vaccination in Pharmacies." Proceedings of the National Academy of Sciences 119, no. 6 (February 8, 2022).
      • January 17, 2022
      • Article

      Reducing Racial Disparities in Cancer Outcomes

      By: Kathy Giusti and Richard G. Hamermesh
      A disproportionate number of Black patients die from cancer in the United States. A key to addressing this problem is enrolling more Black patients in clinical trials. A strategy consisting of these three parts can help accomplish this goal: 1) centralize information...  View Details
      Keywords: Cancer Trials; Racial Disparity; Health Testing and Trials; Race; Strategy
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      Giusti, Kathy, and Richard G. Hamermesh. "Reducing Racial Disparities in Cancer Outcomes." Harvard Business Review (website) (January 17, 2022).
      • 2022
      • Working Paper

      Many Markets Make Good Neighbors: Multimarket Contact and Deposit Banking

      By: Jonathan Wallen and John Hatfield
      We investigate the relationship between the interest rates offered to consumers in a deposit banking market and the contact that banks in that market have with each other in other markets. We show, in a simple theoretical model, that such overlapping relationships...  View Details
      Keywords: Antitrust; Deposit Banking; Market Power; Multimarket Contact; Banks and Banking; Markets; Competition
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      Wallen, Jonathan, and John Hatfield. "Many Markets Make Good Neighbors: Multimarket Contact and Deposit Banking." Working Paper, January 2022.
      • December 2021
      • Case

      Green Monday

      By: José B. Alvarez, Billy Chan and Dawn H. Lau
      This case describes the entrepreneurial journey of David Yeung, from campaigning for plant-based diets to building Green Monday, a purpose-driven business and an ecosystem based in Hong Kong comprising a retail platform, an alternative meat brand (“OmniPork”), a...  View Details
      Keywords: Agribusiness; Plant-Based Agribusiness; Social Enterprise; Entrepreneurship; Business Startups; Business Model; Mission and Purpose; Growth and Development Strategy; Agriculture and Agribusiness Industry; Food and Beverage Industry; Retail Industry; Hong Kong; China; Asia
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      Alvarez, José B., Billy Chan, and Dawn H. Lau. "Green Monday." Harvard Business School Case 522-056, December 2021.
      • 2021
      • Working Paper

      The Business of K-12 Education in China

      By: Geoffrey Jones and Yuhai Wu
      This working paper examines the evolution of K-12 education in China, especially between 1985 and the present day, drawing extensive interviews with participants in the educational sector. China has been hugely successful in reaching almost 100 percent literacy,...  View Details
      Keywords: K-12 Education; China; Real Estate; Early Childhood Education; Performance Evaluation; Teaching; Governing Rules, Regulations, and Reforms; Personal Development and Career; Social Issues; Nonprofit Organizations; Private Sector; Education Industry; Real Estate Industry; China
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      Jones, Geoffrey, and Yuhai Wu. "The Business of K-12 Education in China." Harvard Business School Working Paper, No. 22-022, October 2021.
      • October 2021 (Revised February 2022)
      • Case

      upGrad: Delivering Career Outcomes Online: Degree by Degree

      By: John J-H Kim, Anjali Raina and Rachna Chawla
      In August 2021, the founders of upGrad, the latest unicorn in the Indian higher education online space, were deciding how to best use the funds to execute on their ambitious growth plans. Ronnie Screwvala, Mayank Kumar and Phalgun Kompalli had envisioned upGrad as an...  View Details
      Keywords: Unicorns; COVID-19 Pandemic; Higher Education; Internet and the Web; Spending; Growth and Development Strategy; Education Industry; India
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      Kim, John J-H, Anjali Raina, and Rachna Chawla. "upGrad: Delivering Career Outcomes Online: Degree by Degree." Harvard Business School Case 322-054, October 2021. (Revised February 2022.)
      • August 2021
      • Case

      Orchadio’s First Two Split Experiments

      By: Iavor I. Bojinov, Marco Iansiti and David Lane
      Orchadio, a direct-to-consumer grocery business, needs to conduct its first two A/B tests—one to evaluate the effectiveness and functioning of its newly redesigned website, and one to market-test four versions of a new banner for the website. To do so, it will rely on...  View Details
      Keywords: Information Management; Technological Innovation; Knowledge Use and Leverage; Resource Allocation; Marketing; Measurement and Metrics; Customization and Personalization; Information Technology; Internet and the Web; Digital Platforms; Information Technology Industry; Food and Beverage Industry
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      Bojinov, Iavor I., Marco Iansiti, and David Lane. "Orchadio’s First Two Split Experiments." Harvard Business School Case 622-015, August 2021.
      • July 2021
      • Supplement

      Adaptive Platform Trials: The Clinical Trial of the Future? (C)

      By: Ariel D. Stern and Sarah Mehta
      This (C) case provides an update on the work of the Global Coalition for Adaptive Research (GCAR) and also illustrates how adaptive platform trials can nimbly respond to a global pandemic.  View Details
      Keywords: Clinical Trials; Drug Trials; Drug Testing; Cancer Trials; Glioblastoma; Platform Trials; Adaptive Trials; Adaptive Platform Trials; Health Testing and Trials; Health Care and Treatment; Business Strategy; Health Industry; United States
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      Stern, Ariel D., and Sarah Mehta. "Adaptive Platform Trials: The Clinical Trial of the Future? (C)." Harvard Business School Supplement 622-012, July 2021.
      • 2021
      • Working Paper

      Dirty Money: How Banks Influence Financial Crime

      By: Joseph Pacelli, Janet Gao, Jan Schneemeier and Yufeng Wu
      On September 21st, 2020, a consortium of international journalists leaked nearly 2,500 suspicious activity reports (SAR) obtained from the U.S. Financial Crimes Enforcement Network, exposing nearly $2 trillion of money laundering activity. The event raises important...  View Details
      Keywords: Financial Institutions; Crime and Corruption; Policy
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      Pacelli, Joseph, Janet Gao, Jan Schneemeier, and Yufeng Wu. "Dirty Money: How Banks Influence Financial Crime." Working Paper, July 2021.
      • July 2021
      • Article

      Information Transparency, Multihoming, and Platform Competition: A Natural Experiment in the Daily Deals Market

      By: Hui Li and Feng Zhu
      Platform competition is shaped by the likelihood of multi-homing (i.e., complementors or consumers adopt more than one platform). To take advantage of multi-homing, platform firms often attempt to motivate their rivals’ high-performing complementors to adopt their own...  View Details
      Keywords: Platform Competition; Multi-homing; Information Transparency; Daily Deals; Groupon; LivingSocial; Digital Platforms; Information; Competition
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      Li, Hui, and Feng Zhu. "Information Transparency, Multihoming, and Platform Competition: A Natural Experiment in the Daily Deals Market." Management Science 67, no. 7 (July 2021): 4384–4407.
      • July 2021
      • Article

      Making Medications Stick: Improving Medication Adherence by Highlighting the Personal Health Costs of Non-compliance

      By: Jon M. Jachimowicz, Joe J. Gladstone, Dan Berry, Charlotte L. Kirkdale, Tracey Thornley and Adam D. Galinsky
      Poor compliance of prescription medication is an ongoing public health crisis. Nearly half of patients do not take their medication as prescribed, harming their own health while also increasing public health care costs. Despite these detrimental consequences, prior...  View Details
      Keywords: Prescription Drugs; Medication Adherence; Personal Health Costs; Health; Behavior; Motivation and Incentives; Communication Strategy
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      Jachimowicz, Jon M., Joe J. Gladstone, Dan Berry, Charlotte L. Kirkdale, Tracey Thornley, and Adam D. Galinsky. "Making Medications Stick: Improving Medication Adherence by Highlighting the Personal Health Costs of Non-compliance." Behavioural Public Policy 5, no. 3 (July 2021): 396–416.
      • June 23, 2021
      • Article

      Research: When A/B Testing Doesn't Tell You the Whole Story

      By: Eva Ascarza
      When it comes to churn prevention, marketers traditionally start by identifying which customers are most likely to churn, and then running A/B tests to determine whether a proposed retention intervention will be effective at retaining those high-risk customers. While...  View Details
      Keywords: Customer Retention; Churn; Targeting; Market Research; Marketing; Investment Return; Customers; Retention; Research
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      Ascarza, Eva. "Research: When A/B Testing Doesn't Tell You the Whole Story." Harvard Business Review Digital Articles (June 23, 2021).
      • June 11, 2021
      • Article

      Addressing Demographic Disparities in Clinical Trials

      By: Kathy Giusti, Richard G. Hamermesh and Mark Krasnow
      Disparities in health care are not just limited to the delivery of care. They also exist in the way that clinical trials are structured. Women, people of color, and the elderly often are not adequately represented. This article offers three strategies for addressing...  View Details
      Keywords: Health Testing and Trials; Demographics
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      Giusti, Kathy, Richard G. Hamermesh, and Mark Krasnow. "Addressing Demographic Disparities in Clinical Trials." Harvard Business Review Digital Articles (June 11, 2021).
      • Article

      A Megastudy of Text-Based Nudges Encouraging Patients to Get Vaccinated at an Upcoming Doctor's Appointment

      By: Katherine L. Milkman, Mitesh S. Patel, Linnea Gandhi, Heather N. Graci, Dena M. Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Modupe Akinola, John Beshears, Jonathan E. Bogard, Alison Buttenheim, Christopher F. Chabris, Gretchen B. Chapman, James J. Choi, Hengchen Dai, Craig R. Fox, Amir Goren, Matthew D. Hilchey, Jillian Hmurovic, Leslie K. John, Dean Karlan, Melanie Kim, David Laibson, Cait Lamberton, Brigitte C. Madrian, Michelle N. Meyer, Maria Modanu, Jimin Nam, Todd Rogers, Renante Rondina, Silvia Saccardo, Maheen Shermohammed, Dilip Soman, Jehan Sparks, Caleb Warren, Megan Weber, Ron Berman, Chalanda N. Evans, Christopher K. Snider, Eli Tsukayama, Christophe Van den Bulte, Kevin G. Volpp and Angela L. Duckworth
      Many Americans fail to get life-saving vaccines each year, and the availability of a vaccine for COVID-19 makes the challenge of encouraging vaccination more urgent than ever. We present a large field experiment (N = 47,306) testing 19 nudges delivered to patients via...  View Details
      Keywords: Vaccination; COVID-19; Nudge; Influenza; Field Experiment; Health; Communication Strategy; Behavior
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      Milkman, Katherine L., Mitesh S. Patel, Linnea Gandhi, Heather N. Graci, Dena M. Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Modupe Akinola, John Beshears, Jonathan E. Bogard, Alison Buttenheim, Christopher F. Chabris, Gretchen B. Chapman, James J. Choi, Hengchen Dai, Craig R. Fox, Amir Goren, Matthew D. Hilchey, Jillian Hmurovic, Leslie K. John, Dean Karlan, Melanie Kim, David Laibson, Cait Lamberton, Brigitte C. Madrian, Michelle N. Meyer, Maria Modanu, Jimin Nam, Todd Rogers, Renante Rondina, Silvia Saccardo, Maheen Shermohammed, Dilip Soman, Jehan Sparks, Caleb Warren, Megan Weber, Ron Berman, Chalanda N. Evans, Christopher K. Snider, Eli Tsukayama, Christophe Van den Bulte, Kevin G. Volpp, and Angela L. Duckworth. "A Megastudy of Text-Based Nudges Encouraging Patients to Get Vaccinated at an Upcoming Doctor's Appointment." e2101165118. Proceedings of the National Academy of Sciences 118, no. 20 (May 18, 2021).
      • April 2021
      • Teaching Note

      Thingtesting: Launching a Brand Discovery and Testing Digital Community

      By: Ayelet Israeli and Jill Avery
      Teaching Note for the "Thingtesting: Launching a Brand Discovery and Testing Digital Community" HBS Case No. 520-086.  View Details
      Keywords: Influencer Marketing; Influencers; Influencer; Monetization; Monetization Strategy; Female; Female Entrepreneur; Female Protagonist; Direct-to-consumer; Marketing; Brands and Branding; Marketing Strategy; Venture Capital; Entrepreneurship; Marketing Communications; Consumer Products Industry; Financial Services Industry; Advertising Industry; London; United Kingdom; Europe; North America
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      Israeli, Ayelet, and Jill Avery. "Thingtesting: Launching a Brand Discovery and Testing Digital Community." Harvard Business School Teaching Note 521-094, April 2021.
      • April–May 2021
      • Article

      Labor Mobility and Antitakeover Provisions

      By: Aiyesha Dey and Joshua White
      How do firms protect their human capital? We test whether firms facing an increased threat of being acquired strengthen their antitakeover provisions (ATPs) in order to bond with their employees. We use the adoption of the Inevitable Disclosure Doctrine (IDD) by U.S....  View Details
      Keywords: Labor Mobility; Antitakeover Provisions; Trade Secrets; Implicit Contracting; Employee Bonding; Corporate Governance; Acquisition; Human Capital; Strategy; Innovation and Invention; Intellectual Property; Safety
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      Dey, Aiyesha, and Joshua White. "Labor Mobility and Antitakeover Provisions." Art. 101388. Journal of Accounting & Economics 71, nos. 2-3 (April–May 2021).
      • March 2021
      • Supplement

      Artea (A), (B), (C), and (D): Designing Targeting Strategies

      By: Eva Ascarza and Ayelet Israeli
      Power Point Supplement to Teaching Note for HBS No. 521-021,521-022,521-037,521-043. This collection of exercises aims to teach students about 1)Targeting Policies; and 2)Algorithmic bias in marketing—implications, causes, and possible solutions. Part (A) focuses on...  View Details
      Keywords: Targeted Advertising; Targeting; Algorithmic Data; Bias; A/B Testing; Experiment; Advertising; Gender; Race; Diversity; Marketing; Customer Relationship Management; Prejudice and Bias; Analytics and Data Science; Retail Industry; Apparel and Accessories Industry; Technology Industry; United States
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      Ascarza, Eva, and Ayelet Israeli. "Artea (A), (B), (C), and (D): Designing Targeting Strategies." Harvard Business School PowerPoint Supplement 521-719, March 2021.
      • January–February 2021
      • Article

      Cross‐firm Return Predictability and Accounting Quality

      By: Wen Chen, Mozaffar Khan, Leonid Kogan and George Serafeim
      We test the hypothesis that if poor accounting quality (AQ) is associated with poor investor understanding of firms’ revenue and cost structures, then poor AQ stocks likely respond more slowly than good AQ stocks to new non‐idiosyncratic information that affects both...  View Details
      Keywords: Accounting Quality; Earnings Quality; Stock Returns; Investment Strategy; Accounting; Business Earnings; Quality; Investment Return; Investment; Strategy
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      Chen, Wen, Mozaffar Khan, Leonid Kogan, and George Serafeim. "Cross‐firm Return Predictability and Accounting Quality." Journal of Business Finance & Accounting 48, nos. 1-2 (January–February 2021): 70–101.
      • 2021
      • Book

      Sales Management That Works: How to Sell in a World That Never Stops Changing

      By: Frank V. Cespedes
      Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive...  View Details
      Keywords: Sales; Strategy; Salesforce Management; Change; Adaptation
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      Cespedes, Frank V. Sales Management That Works: How to Sell in a World That Never Stops Changing. Boston, MA: Harvard Business Review Press, 2021.
      • January 2021 (Revised March 2021)
      • Technical Note

      Strategy and Strategic Thinking

      By: Eric Van den Steen
      This note gives managers a concrete perspective on what ‘a strategy’ really is, what makes a decision ‘strategic,’ and what ‘strategic thinking’ means. It also gives them practical frameworks to assess whether some set of decisions is really a strategy and how to...  View Details
      Keywords: Strategic Alignment; Strategy Definition; Strategy And Execution; Strategy Test; Strategy; Strategic Planning; Decision Making
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      Van den Steen, Eric. "Strategy and Strategic Thinking." Harvard Business School Technical Note 721-431, January 2021. (Revised March 2021.)
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