Business Insights
Data Analytics Entrepreneurship Finance & Accounting Innovation Marketing Operations Organizations Strategy
September 1, 2011
Commissions, Kickbacks, and Consumers
Brokers responding to financial incentives can benefit consumers
Roman Inderst and Marco Ottaviani
September 1, 2011
A Surprising Secret to Netflix’s Runaway Success
A little uncertainty can go a long way
Achal Bassamboo, Sunil Kumar and Ramandeep Randhawa
April 1, 2011
A Potentially Fatal Illness, An Unpredictable Vaccine
Yearly flu vaccine notable for uncertainty in both supply and demand
Kenan Arifoğlu, Sarang Deo and Seyed Iravani
December 1, 2010
From Web Visits to Firm Orders
Analyzing web visitor click data to streamline sales efforts
Tingliang Huang and Jan A. Van Mieghem
June 2, 2010
Let Your Competitor Feast on Leftovers
Creating shortages can be a strategic advantage
Evan L. Porteus, Hyo duk Shin and Tunay I. Tunca
January 1, 2010
We Will Be Right with You
Managing customers with vague promises
Gad Allon, Achal Bassamboo and Itai Gurvich
December 1, 2009
Rational Rationing
Allocating scarce resources in uncertain conditions
Sarang Deo and Charles Corbett
August 1, 2009
Rational Retail Pricing
Demand-based pricing versus past-price dependence
Shuba Srinivasan, Koen Pauwels and Vincent Nijs
June 1, 2009
Sales Force Effectiveness
First ask the right questions
Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer
June 1, 2009
Global Dual Sourcing Strategies
Should you source your carbon fiber bicycle frames from Mexico or China?
Gad Allon and Jan A. Van Mieghem
January 1, 2009
Learning from Zillow and Zoots
Improved performance through service inventory management
Sunil Chopra and Martin Lariviere
September 1, 2008
Firm Size and Service Level
When is it advantageous for a service-oriented firm to differentiate itself along service-quality dimensions?
Gad Allon and Itai Gurvich
August 1, 2008
The Outlet Mall
Dumping ground, cannibal channel, or smart strategy?
Anne T. Coughlan and David A. Soberman
July 1, 2008
Cultural Intelligence in Global Teams
A fusion model of collaboration
Maddy Janssens and Jeanne M. Brett
December 1, 2007
Are Reservations Recommended?
Offering reservations is costly to restaurants, but they can be beneficial in some cases
Alexei Alexandrov and Martin Lariviere
October 9, 2007
A New Channel Strategy for Dell
The PC industry’s increasing maturity pushed Dell to shift its longstanding direct sales model
Sunil Chopra
September 5, 2007
Beating the Bottlenecks in E-Commerce
Effectively allocating Web system capacity
Wuqin Lin, Zhen Liu, Cathy H. Xia and Li Zhang
July 1, 2007
Supply Chain Coordination with Revenue-Sharing Contracts
A missed opportunity?
Gérard Cachon and Martin Lariviere
May 2, 2007
Stair Steps to Heavenly Savings
How to design sales force incentive programs to unlock operational cost savings
Milind Sohoni, Sunil Chopra, Usha Mohan and M. Nuri Sendil
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