Research Papers

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  How to Optimize Your Assortment Strategy to Reduce Suppliers' Prices

Heese, Sebastian; Martínez de Albéniz, Victor For retailers, rationalizing inventory assortment makes sense to optimize profits, adjusting supply to demand. But note that assortment strategies can also be used to drive competition between suppliers for better pricing, as Víctor Martínez de Albéniz and Sebastian Heese explain. Read article

  Probability or Price? Form Matters When it Comes to Risk

Müller-Trede, Johannes; Sher, Shlomi; McKenzie, Craig R. M. Whether or not you go out on a limb may depend on how the numbers are presented. IESE's Johannes Müller-Trede investigates the difference between a percentage and a numerical value in shaping risk attitudes -- and offers up some practical applications. Read article

  Why Was the Sovereign Debt Crisis in Europe So Severe?

Acharya, Viral V.; Eisert, Tim; Eufinger, Christian; Hirsch, Christian Why did billions in investment, sales and so many jobs disappear during the European sovereign debt crisis? The Eurozone credit crunch deserves about half of the blame, which is a lot, according to research by IESE's Christian Eufinger and co-authors. They find two significant factors that helped cause the crunch and offer advice to free up the lending supply next time. Read article

  Understanding the Paradox of Socially Responsible Investing

Yan, S.; Ferraro, Fabrizio; Almandoz, John If social responsibility is about putting the common good first and successful investing is about maximizing profits, where does that leave the growing realm of socially responsible investing? Under what conditions does it thrive? A study of 19 countries shines a light on the paradoxical logics at play. Read article

  Advertising Up: When Regular Brands Go for Premium Advertising

Guitart, Iván; González, Jorge; Stremersch, Stefan Can premium-ad techniques be persuasive to sell non-premium products? A study of more than 2,000 car commercials homes in on the practice of "advertising up" to show when it boosts sales -- and when it backfires. Read article

  Why the Presence of Common Shareholders in Rival Companies Looms as a Threat

Azar, José; Schmalz, Martin; Tecu, Isabel "Common ownership" is a buzzword in academic and regulatory circles these days. José Azar's paper linking common ownership to higher airline ticket prices and other negative consequences is at the center of a new debate that could profoundly affect the investment fund industry as we know it. Read article

  Why Your Company Should Look Within When Acquiring New Knowledge

Moreira, Solon; Markus, Arjan; Laursen, Keld When licensing or otherwise acquiring new knowledge, it's not just what is acquired, but how well it's put to use. IESE's Solon Moreira and co-authors study licensed pharmaceutical technologies and find two keys to put new knowledge to work faster. Read article

  Made in Prison: Turning Weaknesses Into Organizational Strengths

Mongelli, Luca; Versari, Pietro; Rullani, Francesco; Vaccaro, Antonino The setting is a women's prison in southern Italy. The context is challenging, to say the least. Yet "Made in Carcere" is successful as a social enterprise because it fosters development via four processes that address stakeholders' key vulnerabilities, this research finds. Read article

  Will Targeted Ads Survive Our New Era of Data Transparency?

Kim, Tami; Barasz, Kate; John, Leslie K. The requirements of Europe's new data protection regulations need not spell doom for targeted advertising. In fact, increasing transparency along with the responsible use of data can boost the efficiency of digital marketing, according to a new study. Read article

  The CDO: Driving Digital Transformation

Tumbas, Sanja; Berente, Nicholas; vom Brocke, Jan If your company doesn't have a Chief Digital Officer now, it may very soon. But even as the CDO title is catching on, the job is evolving. IESE's Sanja Tumbas analyzes the new role of these institutional entrepreneurs. Read article
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