Across many industries, firms employ a conversion funnel business model to attract customers with basic and affordable products, generate lock-in, and then sell them more advanced and expensive products. We argue that this business model, coupled with high customer switching costs, results in a...

Acquiring talent is a central decision for new ventures. Yet recruiting decisions are made under demand uncertainty, making the optimal hiring strategy unclear. We argue that such strategy depends on the type of entrepreneurship pursued: whether entrepreneurship entails founding a standalone...