Research Papers

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  204 Common Mistakes to Avoid When Valuing a Company

Fernández, Pablo Can you imagine assigning a negative value to the shares of a company whose expected cash flows are positive? This is just one of the 204 mistakes in company valuations that Pablo Fernández compiles in a paper. Read article

  For Better, for Worse: Why Companies Turn to Tech Scouts

Klueter, Thomas Maximilian; Monteiro, F. To innovate faster, develop superior products, and perform better financially, corporations should look outside their own organizations and geographies with tech scouting. Yet some don't. Why not? A look at performance feedback is revealing. Read article

  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
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