Research Papers

Service and Operations Management

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
Decision Analysis

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
Economics

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
Strategy

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
Marketing

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

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