Learners apply data-driven marketing strategies in Cornell certificate program

Marketing can sometimes feel abstract and uncertain, yet professionals in the field must meet the challenge of justifying their expenditures and linking them to key performance indicators each day.

Sachin Gupta, the Henrietta Johnson Louis Professor of Management at Cornell’s SC Johnson College of Business, shares his statistics-based and data-driven approach to getting outstanding returns in his Demand Marketing online certificate program from eCornell.

Gupta recently spoke with the eCornell team about the program.

How do you embark on the process of data analysis in marketing?

“The data is typically collected in a survey-based setting online where you recruit participants in the study. When we come to the analysis of the data, that’s where the statistics kick in. The analysis is done using a model that is likely to be unfamiliar to most people. In the program, I explain that analysis in some detail. I demonstrate how to use R programming language to analyze data, interpret the findings and make decisions based on the results.”

How can marketing data influence decision-making?

“These decisions might involve product design choices for items like cell phones. Consider battery life as a feature: How should changes in battery life be tailored to meet demand? Similar considerations apply to pricing, which hinges on consumer willingness to pay for enhanced features. For instance, if you offer phones with a 12-hour battery life and phones with a 6-hour battery life, you must assess consumers’ willingness to pay for the extended battery life and use that information to determine pricing strategies.”

How can historical data inform future marketing decisions?

“When focusing on return on investment for your different marketing activities, you have to look back on historical data where you have sold the product, employed some marketing activities and spent money. This approach highlights what worked and to what extent and, therefore, comes up with a measured ROI. That’s a backward-looking accounting perspective from which information can be used to make better decisions in the future.”

What is the most critical information in digital advertising that drives decisions?

“The idea of attribution is pervasive in the industry. It involves analyzing spending on various digital channels like Facebook, LinkedIn, Google and others to accurately attribute or assign credit to the platforms and campaigns that are actively driving your conversions and sales.”

Applying these analytical techniques can assist you in crafting cost-effective marketing strategies that align well with demand. Sachin Gupta’s Demand Marketing certificate program is open to professionals who possess a foundational knowledge of statistics and Excel. Learn more and enroll now.

Family business owners strategize for longevity in new certificate program

Workers review documents while standing in front of items on a store shelf

For Joseph Astrachan, a co-author of Cornell’s Family Business Leadership online certificate program, a family-run business is a generational tradition. Since Astrachan was young, his family has operated businesses in fields ranging from pharmaceuticals to shipping. He is no stranger to the difficulties that come with owning a company tied to the fabric of a family, including managing close relationships in the face of business challenges.

With Daniel Van Der Vliet, executive director of the Smith Family Business Initiative within the Cornell SC Johnson College of Business, John Engels, president and CEO of Leadership Coaching Inc. and Holly Isdale ‘86, founder of WealthHaven, Astrachan has blended academic theory and industry practice in a certificate program that helps others navigate the obstacles and opportunities of running a family business successfully.

“There is no way around it: Navigating a family business is distinctly different from the traditional corporate model,” said Astrachan, a Professor Emeritus and former executive director of the Cox Family Enterprise Center at Kennesaw State University’s Coles College of Business.

The certificate program uses a hands-on approach to address how the personal and professional overlap in family businesses. Courses include:

  • Family Business Leadership Fundamentals
  • Managing Family Relationships
  • Stewarding Family Wealth and Values
  • Implementing Family Governance Systems

Just like with any other business, management in a family-run venture evolves over time. For family businesses, there is often an added layer of grief associated with leadership changes. Sometimes assumed agreements and familial relationships complicate these transitions.

“Continuing a family-run business requires perpetuation through transition, passing it from one generation to the next,” Van Der Vliet said in a recent conversation with eCornell. “Even though all business begins with family . . . some of this expertise around family business does not exist in academia. Family business is very specialized.”

To help learners understand the nuances, the Family Business Leadership program combines advisory parties – like lawyers and accountants – and family members into one cohesive group of learners. The courses organize behaviors in family businesses into familiar workplace relationships and help make sense of common patterned dynamics. Learners gain practical insights they can immediately apply to their own operations.

“Family members are not asked to share anything deeply personal,” Van Der Vliet said. “Their projects could become more personal if they choose, which can be beneficial for their takeaways from the course… and for those that are not family members in the family business, on the advisory or service side, they can have an opportunity to realize [how family dynamics] broadly affect the company.”

Discover how to manage relationships, steward wealth and implement governance structures in Cornell’s Family Business Leadership certificate program. Learn more and enroll now.

Quotes have been edited for clarity.

Certificate program brings meditation, mindfulness benefits to leadership

Person in light-colored clothing meditates

Mindful and inclusive leaders are highly sought after in today’s increasingly global and diverse workplace. Organizations need leaders who can foster environments where individuals with varying backgrounds feel valued and understood.

Organizations tend to concentrate on the bureaucratic elements while the foundation of an inclusive setting lies in individuals’ empathy, compassion and wisdom. Research studies suggest that through greater emotion regulation, meditation can enhance interpersonal awareness and the capacity to connect with people from different walks of life.

Connie Yuan, author of the Mindful Inclusion program from eCornell and a professor of communication at Cornell’s College of Agriculture and Life Sciences, has combined her mindfulness and organizational behavior expertise to transform how meditation is perceived and applied in leadership. 

The Mindful Inclusion program begins by introducing Tibetan Buddhist techniques for meditation success and later highlights the importance of formal structures and informal networks to bridge practical skills with theoretical understandings in organizations. The need for adaptive leadership is emphasized as no one-size-fits-all method exists.

Courses include:

  • Using Mindful Meditation to Strengthen Relationships
  • Organizational Structures and Networking
  • Leading Adaptively
  • Navigating Diversity and Cultural Differences
  • Managing Organizational Knowledge and Innovation

Yuan emphasizes that welcoming multiculturalism instead of commonality among diverse individuals is critical as fostering innovation through varied perspectives leads to effective management and growth. 

“The program helps people embrace diversity not as something we have to live with because [workplaces are now more diverse]. It treats diversity as a resource opportunity for growth,” said Yuan.

The program also offers an alternative management approach for people exposed to collaboration and entrepreneurship at all levels — from CEOs to individual contributors. By improving relationships with people who are different from themselves, participants develop greater compassion to navigate intercultural connections effectively.

Enroll in the Mindful Inclusion certificate program to make the most of diversity and inclusion in the workplace.

Cornell Keynotes podcast: Mismanaging hybrid teams

Worker distracted by dog during virtual meeting

The shift toward hybrid work exploded during the COVID-19 pandemic and has since become a staple in all types of organizations.

Although hybrid teams can offer a number of benefits, leaders often find that the practices they have come to depend on for managing in-person teams do not translate well to the hybrid context. And with hybrid team management being the responsibility of both leaders and team members alike, where can you look for opportunities for improvement?

In a new episode of the Cornell Keynotes podcast from eCornell, professor Brad Bell, director of the Center for Advanced Human Resource Studies at Cornell’s ILR School, shares ways that hybrid teams are mismanaged and presents strategies for effectively managing hybrid teams.

Read more on the Chronicle.

3 strategies to optimize executive pay in your organization

Executives make a deal with a handshake over a desk

Well-structured executive compensation packages can attract talented leaders to C-suite and top-tier management positions. Companies must consider the impact those offers might have on their employees and businesses.

Providing a clear rationale for high-level salaries and benefits supports employee productivity and morale throughout an organization. Getting it wrong can have a detrimental impact on company culture and can also lead to fines, sanctions, tax penalties, lawsuits or reputational damage.

LizAnn Eisen, faculty director for the Cornell Tech Board of Directors Forum and acting professor of the practice at Cornell Law School and Cornell Tech, recently hosted a Cornell Keynote discussion of executive pay featuring Jessica McNamara ‘96, senior counsel at IBM, and Jennifer Conway, a partner at Davis Polk. The trio covered strategies for ensuring an organization’s pay structures align with regulatory requirements and best practices for perks, clawback and noncompetes.

1. Prioritize transparency and cross-team alignment on perks.

The crescendoing call for transparency in executive pay calculations includes non-cash benefits, or perks, such as travel on company aircraft, personal security and country club memberships. Corporate leadership teams can sometimes find it difficult to distinguish business expenses from disclosable perks.

“The SEC (U.S. Securities and Exchange Commission) considers a personal benefit to be a perk unless it’s integrally and directly related to the performance of duties,” Conway said. “If it’s a perk, then it has to be valued based on the aggregate incremental cost to the company — the cost of providing the perk — which sounds simple, but it can actually be very complicated.”

While SEC rules apply only to public companies, the Internal Revenue Service (IRS) monitors all businesses for non-cash, in-kind fringe benefits provided to any worker in exchange for services, focusing on whether employers are properly reporting employee income. A taxable fringe benefit requires imputing income based on fair market value.

Both SEC enforcement action for inadequate perk disclosure, which the commission sees as a possible breakdown of internal controls, and audit activity from the IRS regarding personal trips reported as business travel have increased recently.

When dealing with the two different sets of federal standards for perks, McNamara advises that companies make sure their practice is robust using three key steps:

  • Have clear written policies and approval processes applicable to benefits like the use of corporate aircraft.
  • Maintain a detailed record-keeping system and automate inputs when possible.
  • Do monthly and year-end reviews with all key stakeholders, including administrative assistants and human resources, legal and tax departments.

2. Understand the latest rules on compensation recovery.

Last fall, the SEC adopted the final clawback rule mandated by the Dodd-Frank Act. The act subjects erroneously paid compensation to recovery and applies to top officers of a company. The no-fault component of the rule is new: Even if an executive had no role in their organization’s misstatement of finances, their excess compensation tied to meeting performance or revenue goals now could be subject to recovery.

In restatement processes, some areas for repayment like performance-based bonuses should be apparent, but retirement plan contributions and payments based on stock-price changes could slip through the cracks. The risk for litigation, according to Conway, makes it important for businesses to be thorough.

“Given the complexity, it’s important to work with outside counsel,” she said. “It’s also helpful to make sure that you’re correctly calculating what’s subject to recovery.”

To ensure that its executives are aware of the new clawback rules, IBM’s legal team added language regarding recovery and repayment provisions to its equity award agreements, McNamara said.

3. Prepare for a future that may not include noncompetes.

The Federal Trade Commission’s recent ruling to end noncompetes is set to take effect in September, but there have been legal challenges to the agency’s authority. From the major questions doctrine to the rule’s retroactivity, every matter of the potential ban is up for debate.

“There’s a good chance that the rule never goes into effect, but it’s definitely important to take very close note of it. On the state level, there is much more momentum to act,” Conway said.

If the ban were to be enforced, it would prohibit any term or condition of employment that intends to prevent a worker from seeking other work once they have left a company. While the rule would be retroactive, an exception applies to a limited group of senior executives who serve in policymaking positions and whose compensation exceeds $150,000 annually.

According to Conway, one of the most significant portions of the new rule impacts noncompetes tied to the sale of a business.

“The final rule does not apply to noncompetes entered into by a person pursuant to a bona fide sale of a business entity, sale of the person’s ownership interest in a business entity or all or substantially all of the business’s operating assets,” Conway said. “That raises a question of how small an ownership might be sufficient. Is it so broad that you could cover somebody with just a small interest in equity of a public company? As the rule is currently drafted, it doesn’t actually impose any sort of threshold.”

For IBM, which has acquired several companies — including many in California where a sale-of-business exception to prohibitions on noncompetes has existed for some time — not having a threshold is important for protecting the good will of businesses that they purchase McNamara said.

Given the litigation challenges, companies do not have to alter their existing practices right now, Conway said, but they can engage in certain activities to prepare for the future:

  • Review restrictive covenants, assess how broadly they apply and consider which ones are necessary.
  • Evaluate “blue pencil” provisions.
  • Include acknowledgements of senior executive status in new noncompetes.
  • Strengthen non-solicit, confidentiality and intellectual property (IP) covenants.
  • Review overall compensation plan structures to ensure they are designed to give employees incentives to stay.

“Once the IP walks out the door and someone starts work the next day for somebody, the only real method [for relief] is an injunction. If the injunction isn’t granted, there’s no equitable relief that can get the IP back. The damage is done,” McNamara said. “The noncompete is a nice way for people to sit out for a period so their information becomes stale. A reasonable rule, even if it applies to a level of technical talent you need to protect . . . would be much more palatable to the business community.”

Visit the eCornell website to watch the full Keynote “Executive Pay in the Spotlight: Perks, Noncompetes and More,” one webcast in a multipart series leading up to the Cornell Tech Board of Directors Forum. The immersive forum will prepare you for today’s most urgent opportunities and challenges in board governance, including AI and other developing technologies. Learn more and register.

Cornell Keynotes podcast: Neurodiversity inclusion policies and practices at work

Employees connect colorful puzzle pieces

Finding the right talent is a top priority for businesses. Building a deep and diverse candidate pool is key in matching open positions with the best employees to fill them.

In a new episode of the Cornell Keynotes podcast from eCornell, Susanne Bruyère, a professor of Disability Studies and academic director of the K. Lisa Yang and Hock E. Tan Institute on Employment and Disability at the Cornell ILR School, joins host Chris Wofford to discuss the growing number of corporate affirmative hiring programs to recruit individuals who are neurodivergent.

Read more on the Chronicle.

Leaders strategize for new corporate environment in Hybrid Work Strategy certificate

Woman sits in an office set up. In front of her, there is a meeting on her monitor with six people displayed.

Since 2020, organizations all over the world have shifted to hybrid work models. This change has forced leaders to reevaluate how remote collaborative processes can still drive organizational culture. Brad Bell , Donna Haeger and Theomary Karamanis , faculty authors of Cornell’s Hybrid Work Strategy Program, spoke to the eCornell team about the challenges and opportunities posed by hybrid work.

Is it possible to replicate an in-person environment in a virtual workspace?

Theomary Karamanis, Senior Lecturer, SC Johnson College of Business: “That’s the biggest mistake that organizations make: They feel that they need to simulate everything that happens organically in an in-person environment into a virtual environment, and you cannot do that. Instead, try to have less live meetings, less synchronous communication and a bit more asynchronous [work]. Live meetings should usually be limited to problem solving, creativity and conflict resolution.”

How does the hybrid work environment affect the leadership structure of an organization?

Brad Bell, Professor, ILR School: “In these semi-remote environments, leaders can’t be as hands-on, they can’t see everything that’s happening, so a lot of the leadership has to be assumed by the team members themselves in these hybrid and remote settings. This opens a gap [inside the organization’s leadership structure]. Someone that is not a leader might look at courses like [Hybrid Work Strategy] and assume they need to be in a management role to benefit from this. But without usual in-office interaction, those concepts and tools have become importantly applicable to both the leaders and the members.”

What can leaders do to ensure that their hybrid organizations are consistently productive?

Donna Haeger, Professor of Practice, SC Johnson College of Business: “Oftentimes at work, whether it’s hybrid or not, everyone’s focused on ‘task, task, task’, ‘get the work done.’ That’s become even more of a pressure because things do become disjointed when people are not colocated . . . An organization’s culture and productivity are tied together. Tasks and relationships, and the synergy between those, are what really create productivity. [Fostering that synergy] is really essential in a hybrid work environment: The research has shown that the stronger the culture, the more productive the workplace will be.”

Begin developing your confidence as a hybrid team leader with eCornell’s Hybrid Work Strategy certificate program. Learn more and enroll now.

Justin Heitzman, an eCornell writing intern, contributed to this post.

Cornell Keynotes podcast: Mid-year trends in generative AI tech

3D chrome brain statue, generated with AI

What are the latest breakthroughs in generative AI? What’s just noise?

In a new episode of the Cornell Keynotes podcast from eCornell, Karan Girotra, the Charles H. Dyson Family Professor of Management and professor of operations, technology and innovation at the Cornell SC Johnson College of Business and Cornell Tech, explores what’s new in the world of AI, including updates on Apple Intelligence, Anthropic and advancements in China.

Read more on the Chronicle.

Navigating DEI in a Post-Affirmative Action Landscape

Backlash against corporate diversity, equity and inclusion (DEI) initiatives quickly followed the U.S. Supreme Court’s 2023 decision to end affirmative action in college admissions. However, a recent poll from The Washington Post and Ipsos found that about 60% of Americans believe DEI programs are “a good thing” for companies to adopt.

In the recent Cornell Keynote webcast “DEI, Affirmative Action and a Politically Polarized Workforce: Where We Are, Where We’re Going and What Employers Should Do,” David Sherwyn, the John and Melissa Ceriale Professor of Hospitality Human Resources at the Cornell Nolan School, hosts Paul Wagner, shareholder and chief financial officer of Stokes Wagner, and Holly Lawson, Noble House Hotels & Resorts’ senior vice president of human resources, for a discussion of the legality and structure of corporate DEI programs.

The Civil Rights Act of 1991 amended Title VII of the Civil Rights Act of 1964 to allow mixed-motive discrimination claims. What is mixed-motive discrimination, and how does it pertain to DEI?

Wagner: “The 1991 amendment took the burden of proof from race or another protected class being the sole motivating factor . . . to simply a motivating factor. Congress significantly lowered the bar so that if an employer made an employment decision and was influenced by a nondiscriminatory, nonprotected class-based reason — such as disciplinary action by the employee or something on their resume that caused them not to hire — but the plaintiff could show that race or gender or religion or any other protected class crept into their decision as simply an element, the decision was still unlawful.

Opponents of DEI scrutinize these policies under the same amendment. You can trace today’s backlash to overaggressive DEI policies of employers in the ‘80s, ‘90s and 2000s. Perhaps as written, they were lawful, but as implemented and interpreted by the person in the interviewing room making the decision, if they had a DEI policy that was encouraging the hiring of underrepresented groups, whether it be gender, race, et cetera, they took that and interpreted it as a mission to choose that underrepresented candidate, regardless of how they stacked up against the other candidates.”

Was this law intended to protect against all discrimination or just discrimination directed toward underrepresented groups?

Wagner: “Definitely the latter because if you look at the Civil Rights Movement in the ‘60s and beyond, it was clearly to address [discrimination against Black Americans]. However, the law was not written in a way that said only the groups that had suffered from historic discrimination are actionable plaintiffs and have standing to bring a claim. It protects all of us, whether we’re in a traditionally underrepresented or discriminated against class or not.”

Sherwyn: “I agree with you completely. The purpose of the law is clear. In ‘64, it was a way to open doors previously shut by law, but it was not how it’s being applied in this conversation. The law was written with the goal of a colorblind society, and that’s how it’s applied.”

How do you build a diverse workforce without creating problematic or easily attacked DEI policies?

Lawson: “If you create a program from a place of fear — whether from legal or internal or external backlash — you’re not going to get to the core of the importance of the program. Noble House is a family-led organization within hospitality; within a family, there is inherently a sense of inclusion. We really do feel like our true north is having a culture of inclusion and leaning into that.

Last year, our program was more training-based and discussion-based, whereas this year, it’s more goal-oriented and action-based. We are emphasizing diversity, recruiting and representation at leadership levels, and representation in our partners and vendors. Next year, we want to get to a place where we can measure that action.”

How can HR professionals open doors for more diverse job candidates?

Lawson: “A lot of us within hospitality are focusing more on historically Black colleges and universities and, in general, visiting a larger network of college campuses. There’s also a great organization called Tent, which the founder of Chobani started, that emphasizes assisting refugees and getting them lawfully working in the United States. Labor professionals are thinking, ‘Where were we not looking before? What were we not thinking of? Where were we not going? How can we get amazing talent from those partnerships and opportunities?’ It’s been amazing to see more people and connect with them.”

Are there any legal issues with these recruitment approaches?

Wagner: “As described, no. Opening up your potential sources of applicants to nontraditional sources to attract qualified applicants from those groups is great. However, implementation can be problematic if interviewers give preference to minority applicants to meet diversity goals. An interviewer must take meticulous notes during the recruitment process to prove they expanded opportunities for some underrepresented groups, brought in qualified applicants and ultimately hired the best person among the group.”

How do you respond to the criticism that DEI programs are forms of charity work, and what is the inherent value of these programs?

Lawson: “At Noble House, we’ve focused on the inclusion part to gather the diversity part. We want people to feel included. We want them to tell others about our culture and that they feel included. Naturally and organically, we want these people to bring others in who see themselves represented and continue to contribute to that because it’s the right cause. It creates a higher performing culture, and it’s not for any accolades or pat on the back or to check a box. If that’s your intent and purpose, I think people see through that, and you’re probably going to work backward in your process.”

Wagner: “My point of view is that the culture war scrutiny — mostly from the right — of DEI programs accuses them of being a charity case. That’s the way that group describes them and how it attacks them. But I agree with Holly that these programs have great value, and their goal is to reach out to, attract and ultimately hire qualified candidates from those underrepresented groups. If we do that under a modern DEI program and have the evidence to prove we’ve done it, we’re still okay, despite the accusations from the right saying that this is a charity case or somehow unlawful.”

How can labor professionals ensure that discussions and decisions on DEI initiatives are genuinely inclusive and representative of all communities, especially those historically marginalized?

Lawson: “You have to intentionally allow space for others to speak up and drive DEI programs. At first, we grappled with whether to ask certain individuals to make it very specifically diverse. In some cases, we have; in others, we’ve said let people speak up. We’ve intentionally created some space and drew some people in that we wanted their voices to be heard. I think the success of your program hinges on having a representation of the voices that champion this message.”

How do you ensure that employee resource groups (ERGs) promote inclusivity rather than exclusivity within an organization?

Wagner: “If you allow self-determination among employees to create ERGs and become exclusive, that leads to a lot of problems. I’ve seen a lot of very informal ERG policies at many of my clients’ companies and some that are structured. I like the ones that are more structured and intentional by the employer so that you are driving for maximum inclusivity. The groups can be specialized when it comes to certain things, like people who are interested in the safety committee.

But when it comes to these issues of DEI, I’d recommend and much prefer an ERG where inclusivity of anyone in the workforce is the principal maxim. I think you have to really look at it with a critical eye of how is this going to support my DEI program, how is this going to support my culture, and most importantly, how am I going to get my employees to feel good about it? We want them to participate in a positive way and not see this as a series of little exclusive country clubs.”

What does the forecast for DEI programming and affirmative action look like for the near future?

Lawson: “It’s really important to allow different voices with different perspectives to guide DEI conversations. I don’t know what our DEI programming will look like two years down the road because I want our actions to guide that. I want to hear from other people what’s working and what sticks and let that guide our next step. I don’t want to be marred down by the polarized world we live in where you’re damned if you do and you’re damned if you don’t, but rather continue to move forward and progress our policies without fear or concern.”

Wagner: “Traditional affirmative action means to go out and hire on the basis of a protected class to meet your goals or to redress past harms. Going forward, though, I predict that the executive order administered by the Office of Federal Contract Compliance Programs will be deemed unconstitutional. I would encourage employers to focus instead on DEI programs because, if designed correctly and monitored and implemented well, you’re going to continue to withstand the scrutiny and win lawsuits or hopefully avoid them. As much as there are forces from the right in these culture wars attacking these programs, there are forces in favor of diversity and a multicultural society. For instance, look at all of the gender pay equity laws that are cropping up all around the country. I want to make sure that my clients who want to achieve those diversity goals withstand the scrutiny and win at the game because it is a game worth winning.”

To learn more about creating an inclusive work environment, explore Cornell’s HR in Hospitality, Hospitality Labor and Employment Law or Business Law programs — all authored by David Sherwyn — or one of our Diversity & Inclusion certificate programs.

This post has been edited for length and clarity. Experience the full Keynote for “DEI, Affirmative Action and a Politically Polarized Workforce” on the eCornell website.

Cornell Keynotes podcast: Combining right brain and left brain thinking as inventors, entrepreneurs and intrapreneurs

Outline of the human brain with colorful paper chips inside

The entrepreneurial mindset is for everyone, from aspiring inventors to corporate managers.

In a new episode of the Cornell Keynotes podcast from eCornell, Richard Cahoon, a professor at the Cornell College of Agriculture and Life Sciences, explains how we can combine the creative and analytical parts of our minds—the right brain and left brain—to give our ideas life and longevity.

Read more on the Chronicle.