First Look

Abstract—Omnichannel environments where customers shop online and offline at the same retailer are ubiquitous and are deployed by online-first and traditional retailers alike. We focus on the relatively understudied domain of online-first retailers and the engagement of a key omnichannel tactic; specifically, the introduction of showrooms (physical locations where customers can view and try products) in combination with online fulfillment that uses centralized inventory management. We ask whether, and if so, how, showrooms benefit the two most basic retail objectives: demand generation and operational efficiency. Using quasi-experimental data on showroom openings by WarbyParker.com, the leading and iconic online-first eyewear retailer, we find that showrooms (1) increase demand overall and in the online channel as well; (2) generate operational spillovers to the other channels by attracting customers who, on average, have a higher cost-to-serve; (3) improve overall operational efficiency by increasing conversion in a sampling channel and by decreasing returns; and (4) amplify these demand and operational benefits in dealing with customers who have the most acute need for the firm’s products. Moreover, the effects we document strengthen with time as showrooms contribute not only to brand awareness but also to what we term channel awareness as well. We conclude by elaborating the underlying customer dynamics driving our findings and by offering implications for how online-first retailers might deploy omnichannel tactics.

Publisher's link: http://www.hbs.edu/faculty/Pages/item.aspx?num=53105

Abstract—Not all employees agree with your politics. That's OK.

Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54406

Abstract—This paper uses a large-scale field experiment in India to study attitudinal, behavioral, and cognitive constraints that can stymie the link between financial education and financial outcomes. The study complements financial education with (1) financial incentives on a financial literacy test to affect participant motivation, (2) financial goal setting to provide a psychological nudge, and (3) personalized financial counseling to enhance the intensity of treatment. The analysis finds no impact of financial incentives on learning but significant effects of both goal setting and counseling on real financial outcomes. These results identify important complements to financial education that can bridge the gap between financial knowledge and behavior change.

Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54405

Abstract—We study the beliefs and values of Peronism. Instead of a comprehensive approach, we focus on three elements. First, we study beliefs and values about the economic system present in Peron’s speeches during the period 1943–1955. Second, given that these beliefs are nonstandard (for economists), we present two models formalizing some of the key aspects (for example, the idea that there is something more than a material exchange in labor relations). Third, we study survey data for the 1990s on the beliefs of Peronist and non-Peronist voters in Argentina and Democrat and Republican voters in the United States. While income and education suggest that Peronists (in relative terms) look like the Democrats, their beliefs and values suggest that Peronists are the Argentine equivalent of the Republicans.

Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54386

Abstract—This article is an introduction to the special collection on Argentine Exceptionalism. First, we discuss why the case of Argentina is generally regarded as exceptional: the country was among the richest in the world at the beginning of the 20th century, but it gradually lost this place of privilege. We discuss that most explanations regarding the hypothesis of Argentine Exceptionalism fall into one or several of four categories. The first explanation is to challenge the exceptionalism hypothesis, either by arguing that the country was not so rich at the beginning of the 20th century or that it is not so poor now. The second explanation states that the country failed to generate growth supporting institutions despite its wealth, thus leading to a relative decline in its income level. The next explanation is that the country faced a series of adverse external shocks that disfavored what had been a successful growth model. Finally, scholars have also stated that exceptionalism is a consequence of poor policy choices, in particular a tendency towards state intervention and isolationism. Next, we introduce the remaining papers of the special collection and how they relate to the aforementioned hypothesis. Finally, we offer some concluding remarks regarding this article.

Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54385

Abstract—Given the increasingly specific ways marketers can target ads, many consumers and regulators are demanding ad transparency: disclosure of how consumers’ personal information was used to generate ads. We investigate how and why ad transparency impacts ad effectiveness. Drawing on literature about offline norms of information-sharing, we posit that ad transparency backfires when it exposes marketing practices that violate norms about “information flows”—consumers’ beliefs about how their information ought to move between parties. Study 1 inductively shows that consumers deem information flows acceptable (or not) based on whether their personal information was: 1) obtained within versus outside of the website on which the ad appears and 2) stated by the consumer versus inferred by the firm (the latter of each pair being less acceptable). Studies 2 and 3 show that revealing unacceptable information flows reduces ad effectiveness, which is driven by increasing consumers’ relative concern for their privacy over desire for the personalization that such targeting affords. Study 4 shows the moderating role of platform trust: when consumers trust a platform, revealing acceptable information flows increases ad effectiveness. Studies 5a and 5b, conducted in the field with a loyalty program website (i.e., a trusted platform), demonstrate this benefit of transparency.

Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54407

Abstract—This article gives a (very) brief exposition of what market design is, along with four examples of market design in action. Loosely themed after Robert Frost’s poem “Mending Wall,” the examples demonstrate ways in which market design can break barriers—physical, political, and/or metaphorical. Each example also illustrates one of four broader classes of ways that market design can create positive change: marketplace mechanism (re-)design, information provision, (re-)shaping the extensive margin, and market(place) creation.

Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54402

Abstract—Previous studies in adults demonstrated that beliefs and sharing decisions in social scenarios are closely related. However, to date, little is known about the development of this relationship in children. By using a modified dictator game, we assessed sharing behavior and beliefs about others in children between 3 and 12 years old. We performed four studies (N = 376) aimed to assess whether decisions were related to beliefs (Studies 1 and 2) and whether information about the recipient’s forced sharing behavior would shape decisions and beliefs (Studies 3 and 4). Results of Studies 1 and 2 showed that beliefs about others’ generosity were related to children’s sharing behavior. In Studies 3 and 4, we found that only children older than 9 years shared more pieces of candy when they knew that the recipient would be forced to share (cooperative context) than when they knew that the recipient would be forced not to share (noncooperative context). Besides, children older than 6 years did not modify their beliefs about others’ generosity according to these social contexts. These results suggest that normative or preconceived beliefs about the functioning of the social world may guide social behavior in children.

Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54387

Abstract—Exploitive working conditions have spurred companies to pressure their suppliers to adopt labor codes of conduct and to conform their labor practices to the standards set forth in those codes. Yet little is known about whether organizational structures such as codes are associated with improvements in supplier labor practices, especially in organizations in which they compete with productivity-driving incentive structures. We investigate under what internal structural conditions suppliers’ labor practices are likely to become more tightly aligned—or coupled—with their formal commitments to labor codes of conduct. Using data on 3,276 suppliers in 55 countries, we find that in suppliers with high-powered efficiency structures (piece-rate pay), labor codes are internally buffered and thus less tightly coupled with labor practices; yet, tighter coupling is more likely in suppliers with certain types of managerial structures (certified management system and unions). We also find important interactions between these organizational structures: managerial structures offset efficiency structures and the presence of multiple managerial structures within a single supplier hastens improvement. Our focus on the internal structural dynamics of suppliers extends the existing decoupling literature and provides the first empirical investigation of internal buffering of multiple organizational structures. Furthermore, our findings suggest important strategic considerations for managers selecting supplier factories and provide key insights for the design of transnational sustainability governance regimes.

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Abstract—We propose a Bayesian model of post-entry outcomes. Endogenous firm entries are modeled as a discrete game of complete information. The model encompasses many realistic elements, such as common aggregate shocks and within-/cross-category spillovers. Multiple equilibria are addressed by estimating a selection function from the observed data. The Bayesian approach that combines decision-making with parameter inference, as well as multiple equilibria in complete information games, require demanding computational power for model estimation. We overcome computational burden by utilizing an improved simulator for likelihood evaluation and the general-purpose computing on graphics processing units (GPGPU) technology that takes advantage of multiple processing cores in a GPU to increase computational speed. We apply our model to shopping mall configuration and sales. We find that competition effects dominate within retail store categories, but that agglomeration effects exist across store categories. We find positive causal brand effects for midscale and upscale stores, above and beyond market effects, but find negative causal brand effects for discount stores on mall sales. We find that a developer is better off creating a mall in an affluent versus a populated market.

Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=52271

In October 2015, ZappRx founder Zoe Barry is deciding between two business models for her health technology start-up. Her product, a software application that aims to expedite the prescription fulfillment process for patients with rare diseases, has attracted interest from specialty drug manufacturers who wish to build an exclusive platform for patients taking their medications. But Barry, against the advice of her management team, is considering an alternative business model, which would open the platform up to all manufacturers in a given disease area. Instead of financing product development through individual contracts, the comprehensive platform would be free to doctors and pharma alike and financed via an aggressive fundraising strategy and through the sale of the prescription data collected on the app. Barry is willing to take the risk, but her management team is staunchly opposed. Which path should ZappRx take? The case is a window into the early go-to-market and business model decisions that an entrepreneur must make, in this case in the face of pushback from her own management team. The case also provides a detailed picture of the specialty pharmaceutical industry and challenges students to think about target customer identification and talent management in a start-up environment.

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No abstract available.

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No abstract available.

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Describes how New York Mayor Michael Bloomberg took his leadership skills from the business world to the challenges of government.

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Describes how Gerry House made the transition from head of a large school district to leader of a small nonprofit.

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Lee Iacocca, a successful CEO of an auto company, devoted himself after retirement to several social causes. Describes issues in the transition.

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Describes the transition issues for General Kennedy after she left the army and tried to apply her leadership to social causes.

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Sherry Lansing, head of a Hollywood studio, left to start a foundation. Describes the issues in her transition.

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Describes how a former public official became an advocate who started a nonprofit organization after losing her campaign for governor.

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Well known actor Paul Newman started a business to give profits to charity. Summarizes his experience in making the transition from one kind of leadership to another.

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Describes the post-career leadership issues for former General and Secretary of State Colin Powell.

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Louis (Lou) Gossett Jr.’s exemplary life included a groundbreaking career in entertainment and a bold and audacious goal to erase racism. From the Broadway stage to television and the movie screen, Gossett earned major accolades in his field, notably becoming the first African American man to win an Oscar (Academy Award) for Best Supporting Actor for his moving portrayal as Sergeant Emil Foley in An Officer and a Gentleman in 1982. Despite his accomplished Hollywood career, as an African-American male he was subjected to constant discrimination in the industry and in society. Amidst the duality of success and distress in his life, Gossett forged a meaningful life path, marked by resilience and perseverance. In 2006, his desire to make an even greater impact led him to create the Eracism Foundation. Eracism was defined as “the removal from existence of the belief that one race, one culture, one people is superior to another.”

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This case provides a brief overview of the success and challenges of the HNA Group between 2015 and late 2017 when it grew rapidly through global acquisitions to become 170 on the 2017 Fortune 500 list. A firm that had begun as a provincial airline in China was now a giant global conglomerate and suddenly the subject of much scrutiny in the international press. How would HNA handle the legal and political queries regarding its governance and finances in an era of increasing scrutiny of big businesses? How would changing Chinese government policies regarding Chinese investments overseas affect the firm?

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The city of Wenzhou in the Province of Zhejiang, long known in China for entrepreneurship, now hosts the country’s largest privately owned mental health hospital group. This case traces the development of Wenzhou Kangning Hospital Co, Ltd. from founding to just before its initial public offering to illustrate the extraordinary entrepreneurship happening in China’s healthcare space. It highlights the challenges of China’s mental health sector and the means company founder Guan Weili employed to address some of them. How will the hospital grow in the future?

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One of the hallmarks of the digital revolution is the rise of the socially connected consumer. Concomitantly, the ability of companies to affect and measure the social interactions among customers has grown tremendously. Consequently, in assessing the full value of each customer to the firm it is no longer sufficient to only consider a customer’s worth in terms of the discounted cash flows he or she provides through direct payments, it is also critical to incorporate the indirect value generated through the customer’s social influence. In this note we develop a framework for measuring and quantifying the social value that a customer generates. We derive a simple expression for Customer Social Value (CSV) and show how to combine it with the commonly used expression for Customer Lifetime Value (CLV). The combined entity is termed Customer Lifetime Social Value (CLSV). The note uses concrete examples to illustrate the main ideas and explores a host of issues related to how customers create value for the firm through their social interactions, such as the duration of social influence, reduction in acquisition costs, segmentation implications, relevance for influencer marketing programs, and connection to firm-level valuation.

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A Somali fisherman stands on a beach in early 2011, considering his options: should he embark in his tiny fishing vessel or join a nearby pirate crew? His war-ravaged country, entering its 20th year of civil war, was in the midst of a famine that had claimed hundreds of thousands of lives, and piracy had recently become the country’s greatest claim to fame, securing ransoms to the tune of millions of U.S. dollars in one of the poorest corners of the global economy. Why had piracy become such an attractive option for Somalis? Why did some even consider it “just,” and how could maritime trade be made safer again?

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Supplements the (A) case.

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During the summer of 2014, Alan Knight, general manager of corporate responsibility at the integrated steel and mining company ArcelorMittal, observed the unfolding of an Ebola epidemic in Liberia and other countries in West Africa with great concern. On the one hand was the sheer tragedy of the calamity that struck the poverty-stricken country, recently emerged from a long and painful civil war; on the other, the fact that ArcelorMittal’s mining concession in Liberia was a crucial part of the company’s business going forward. How was ArcelorMittal to face the mounting crisis? What response did it owe its employees? Its shareholders? Its stakeholders? Given the low state capacity in Liberia, ArcelorMittal helped organize a private sector response to the crisis, and, as a pandemic finally was averted, he wondered what lessons to draw from the experience.

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