Research Papers

Information Technologies

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
Service and Operations Management

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
Marketing

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
Corporate Governance

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
Leadership and People Management

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

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