Research Papers

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  How to Organize a Crowd for Open Innovation

Kyriakou, Harris; Nickerson, Jeffrey V.; Sabnis, Gaurav "No matter who you are, most of the smartest people work for someone else," said Bill Joy, Sun Microsystems co-founder. To tap the promise of the crowd, Harris Kyriakou looks to 3D-printing designs to observe how open innovation might work better with metamodels. Read article

  Pennies From Heaven: How to Boost Rainy-Day Sales by 2 Percent

Belkaid, Abdel; Martínez de Albéniz, Víctor Is there a sunny side to rainy days? Could bad weather lift retail profits? IESE's Víctor Martínez de Albéniz shows how adjusting prices according to the weather could translate to a 2 percent uptick in retail sales. Read article

  Rx for Sales: Prescribing Content for Better Marketing

Kappe, Eelco; Stremersch, Stefan Pharmaceutical firms spend millions marketing their products to doctors via personal sales calls. IESE's Stefan Stremersch examines message content, strategy and timing to offer a practical model for improving communication -- and sales -- in a competitive arena. Read article

  How "Family First" Works Out for All Shareholders

Martin, Geoffrey; Gómez-Mejía, Luis R.; Berrone, Pascual; Makri, Marianna Family firms tend to get a bad rap from non-family shareholders. Many pro-family decisions are thought to run against minority shareholders' interests, creating contentious boards. But research co-authored by IESE's Pascual Berrone paints a different picture, one in which "family-first" often means pursuing long-term goals that benefit all. Read article

  The Inside Scoop on Reducing the Gender Gap

Quintana-García, Cristina; Elvira, Marta Atop the corporate ladder, the gender pay gap persists. Why? And what might be done? In an empirical study of the senior management of high-tech firms, Marta Elvira looks at the effects of being an external hire on the two components of executive compensation: base salary and variable pay. Some surprising findings: Top female execs tend to receive more equitable pay if they are promoted internally. Read article

  How Are Spain's Pension Funds Doing?

Fernández, Pablo; Pershin, Vitaly; Fernández Acín, Pablo; Fernández Acín, Isabel While the average returns for Spain's government bonds and its benchmark IBEX-35 index were over 5 percent between 2001 and 2016, its pension funds didn't fare as well: average pension fund returns were only 2 percent over the same period. In light of this, Pablo Fernandez and his team question the funds' investment formula, management commissions and tax incentives. Read article

  Perverse Incentives: The Limits of Metric-Based Evaluation

Cugueró-Escofet, Natàlia; Rosanas, Josep Maria As a manager, how should you evaluate performance? The recent trend is toward ever-more-sophisticated formal models. However, in the wake of several scandals, IESE's Natàlia Cugueró-Escofet and Josep M. Rosanas point to the dangers of modelling and rigid metrics. Instead, they argue, companies desperately need to rediscover informal methods of control. Read article

  Globesity: Connecting Globalization and Obesity

Costa-Font, Joan; Mas, Núria Thanks to globalization, the world may seem smaller, but the people in it are actually getting larger. Obesity is a pandemic, and the social aspects of globalization may be to blame, according to a paper by Joan Costa-Font and Núria Mas. Read article

  How We Mispredict Preferences

Barasz, Kate; Kim, Tami; John, Leslie K. You know you love action films and romcoms. But would you expect someone else to? Studies show that people mistakenly expect others to dislike dissimilar things -- which means missing out on the chance to offer customers a greater variety of choices. Professor Kate Barasz describes her research on (mis)predicting others' preferences. Read article

  3 Steps to Find the Right Investment Mix

Estrada, Javier Asset allocation is one of the most important decisions facing investors. Finding the appropriate mix of stocks, bonds and other assets should be straightforward and intuitive, yet a bit beyond the old "100 minus your age" formula. Professor Javier Estrada offers a three-step approach to asset allocation he calls GHAUS. Read article
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