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Offline choice, online sale: Consumer pseudo-showrooming

Brick and mortar stores face the issue of consumer showrooming i.e., consumers inspect a product at a physical store, but buy it from a different seller online. Combining online and offline sales channels can encourage consumer pseudo-showrooming, i.e., consumers can check out some products offline, but buy the same or a related product from the same seller͛s online store, argue …

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Developing the Next Generation Leadership for Family Business

Smooth inter-generational leadership transition is critical for the long-term survival of business organisations. In the family business context, passing on the baton to effective next-generation leaders is crucial for the continuity of family legacy. For this transition to happen effectively, it is important that family businesses develop their next generation members in a systematic manner that prudently builds their capabilities …

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How to Prevent Soft-targeting in Government Performance Management Systems

We do not have to be a trained psychoanalyst to know this much — we humans are wired to seek pleasure and avoid pain. Referred to as the “pleasure principle” it was made famous by Sigmund Freud in German as “lustprinzip.” It is, therefore, hardly surprising that the preference for “soft-targets” is a near universal phenomenon. Anyone designing a government performance …

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How to Design Effective Team Targets in Government

Government is famously a team sport. Almost everything (really) important we do in government requires effective teams. Whether it is reducing child mortality, disaster management, fighting opioid crisis or stopping money laundering. The list is indeed long and familiar. Like in all team sports, it is not important how well you do individually, rather, how well you do as a team. …

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Refurbishing of Defective Product Returns

In order to gain a competitive edge, companies sometimes introduce new products hastily, resulting in increased incidence of defective products and consumer returns. Professor Narendra Singh’s research shows that more defective product returns are not necessarily a bad thing for a company if the company refurbishes these returns. Narendra Singh is Adjunct Assistant Professor in Operations Management at ISB.

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Beyond Product and Business: Thinking Industry Lifecycles

When should businesses invest more? Professor Rajiv Banker argues that industries like oil and gas, petrochemicals, shipping, airlines and hotels, companies need to think beyond the notions of business cycles or product lifecycles to the concept of the 'industry lifecycle' in order to optimize their growth trajectories. Professor Rajiv D Banker is Merves Chair and Director of the Centre for Accounting …

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The Side Effects of Drug Price Controls

Based on the research of Chirantan Chatterjee, Ajay Bhaskarabhatla, Enrico Pennings and Anurag Priyatam. The 2013 Drug Price Control Order capped prices of over 300 drugs in the Indian market. Using an experimental design to assess the consequences of this price control on the anti-diabetic drug Metformin, Professor Chirantan Chatterjee and his co-authors show the unintended consequences of such price regulation. Price controls …

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Focus on competence, not dynastic succession

There are family firms that are owned and managed by family members and have survived many generations, like the 120-year-old, $4.1 billion in revenues, Godrej Group. There are family firms that did not survive transition of leadership to the second generation of family members like in the case of United Spirits. Vijay Mallya destroyed the socio, emotional and economic wealth …

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