2018 Event Agenda

More than 1,000 attendees gathered at Management Conference 2018 for a day of intellectual engagement, management insights, and professional growth.

Dean’s Address

Noon, Fairmont Hotel, Imperial Ballroom

Welcome remarks will be made by Madhav Rajan, dean and George Pratt Shultz Professor of Accounting at Chicago Booth.

Keynote Conversation

12:35 p.m.: Keynote Conversation

Keynote Conversation with Tom Ricketts, AB ’88, MBA ’93, executive chairman, Chicago Cubs, and chairman and cofounder, Incapital. Moderated by Anil Kashyap, Edward Eagle Brown Professor of Economics and Finance.

Gleacher Center

Event moves to Gleacher Center.


2–2:15 p.m.

First Breakout Sessions

2:15–3:30 p.m., Gleacher Center

Hal Weitzman, executive director, Intellectual Capital, will lead a discussion with Raghuram G. Rajan, Katherine Dusak Miller Distinguished Service Professor of Finance.

The biggest challenge to growing a successful entrepreneurial venture is often selling. Entrepreneurial selling is very different than selling within an established enterprise.

What are the implications of the differences that entrepreneurs need to understand? What are some of the core skills required for successful selling efforts? It is not about product features and functionality.

It is about a broader toolkit of skills such as understanding customer development, engaging in active listening and skilled questioning, using selling skills in different contexts, telling powerful stories, managing the entrepreneurial selling process, and measuring your success along the way in a manner that lets entrepreneurs build a successful company.

Presenter: Michael Alter, clinical professor of entrepreneurship

With the emergence of ubiquitous data, sophisticated algorithms, and intelligent systems, marketing has seen a fundamental shift. In this talk, Misra will present ideas, research, and real-world projects that bring together data, causal inference, and machine learning to create AI that results in incremental value for the firm.

Presenter: Sanjog Misra, Charles H. Kellstadt Professor of Marketing and Neubauer Family Faculty Fellow

The retail landscape is changing dramatically. Online retailers are building an offline presence, while brick-and-mortar retailers test their online capabilities. We will discuss what these shifts mean for retailers, consumers, and branded-goods manufacturers.

What is the value of speed in today’s retail supply chains? Does enhanced visibility really make a difference to channel performance? To what extent does the ability to execute matter? How will the plethora of new technology-based entrants focused on tracking, storing, and moving goods shape the future of retail? We have yet to see the full extent of the disruption taking place in retail.

Presenter: Nicole DeHoratius, adjunct professor of operations management

Austan D. Goolsbee, Robert P. Gwinn Professor of Economics, moderates a discussion featuring:


Steven Neil Kaplan, Neubauer Family Distinguished Service Professor of Entrepreneurship and Finance, moderates a discussion featuring:


3:30–3:45 p.m.

Second Breakout Sessions

3:45–5:00 p.m., Gleacher Center

The talk will explore a previously unresearched possible channel of political influence for corporations: corporate social responsibility. In particular, we ask whether corporations use (some of) their charitable giving to cater to the interests of politicians who are particularly important to the firm’s profitability.

Presenter: Marianne Bertrand, Chris P. Dialynas Distinguished Service Professor of Economics

Professor Sapra will discuss whether the way accounting numbers are designed undermines their use in the regulation of banks. He will describe his new research on how providing transparent information to shareholders can create misleading information for supervisors who are interested in stability.

Presenter: Haresh Sapra, Leon Carroll Marshall Professor of Accounting

As firms invest more resources in sustainable and socially responsible endeavors, it is important to know whether these investments reflect investors’ preferences. We examine the effects of Morningstar’s new sustainability rating system, and find that investors collectively place a positive value on sustainability. Categorization of funds as low sustainability resulted in aggregate outflows of more than $12 billion and an increased probability of liquidation, while categorization as high sustainability led to inflows greater than $22 billion. Investors reacted to the extreme categories, largely ignoring middle categories and detailed aspects of the ratings, demonstrating that the categorization of information makes extreme features salient, impacting the market as a whole.

Presenters: Abigail Sussman, associate professor of marketing and True North Communications, Inc. Faculty Scholar, and Samuel Hartzmark, assistant professor of finance.

Since 2000, employment rates for prime-age workers have declined sharply. The declines accelerated during the Great Recession and have only rebounded modestly through 2017. As of today, annual hours worked are still about 8 percent lower relative to 2000 for men between the ages of 21 and 55. The declines are concentrated among those men and women with less than a bachelor’s degree.

What role has changing technology played in causing the decline in work during the 2000s? Why are the results concentrated among Americans with fewer accumulated years of schooling? In this session, we will explore the role of technology in both reducing labor demand for less-educated workers (through the automation of manufacturing and other routine jobs) and reducing labor supply (by making leisure more attractive).

Presenter: Erik Hurst, V. Duane Rath Professor of Economics; Deputy Director of the Becker Friedman Institute, and John E. Jeuck Faculty Fellow

Randall S. Kroszner, Norman R. Bobins Professor of Economics, will lead a discussion with David MacLennan, ’88, Chairman and Chief Executive Officer of Cargill.

Stefan Nagel, Fama Family Professor of Finance, moderates a discussion featuring:

Jean-Pierre Dubé, Sigmund E. Edelstone Professor of Marketing, moderates a discussion featuring:

Howells & Hood

Management Conference Networking

5–7 p.m.

Continue to build crucial professional connections with the Booth community and other business leaders from around the globe at our closing reception.