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  • 2015
  • Chapter

The Business Model: Nature and Benefits

By: Ramon Casadesus-Masanell and John Heilbron
This paper considers the nature of the business model and its strategic relevance to negotiations. We elaborate a substantive definition of the business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models... View Details
Keywords: Business Models; Value Capture; Value-Based Business Strategy; Ambivalent Value; Business Model; Value; Negotiation Deal
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  • 2015
  • Working Paper

The Business Model: Nature and Benefits

By: Ramon Casadesus-Masanell and John Heilbron
This paper considers the nature of the business model and its strategic relevance to negotiations. We elaborate a substantive definition of the business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models... View Details
Keywords: Business Models; Value Capture; Value-Based Business Strategy; Ambivalent Value; Business Model; Negotiation Deal
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  • 2011
  • Article

The Dynamics of Warmth and Competence Judgments, and Their Outcomes in Organizations

By: Amy J.C. Cuddy, Peter Glick and Anna Beninger
Two traits-warmth and competence-govern social judgments of individuals and groups, and these judgments shape people's emotions and behaviors. This paper describes the causes and consequences of warmth and competence judgments; how, when, and why they determine... View Details
Keywords: Judgments; Organizations; Emotions; Behavior; Selection and Staffing; Performance Evaluation; Resource Allocation; Valuation; Competency and Skills; Information; Research
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  • 2024
  • Working Paper

“If You’re Not There… You’re Not There”: How Art Market Platforms Induce Status Anxiety to Coerce Participation

By: James Riley and Ezra Zuckerman Sivan
This paper, an 18-month ethnographic investigation of international art fairs (IAFs), shows how market platforms can have a coercive effect, inducing sellers (i.e., art galleries) to participate despite ambivalence over their value and anxiety over the process by which... View Details
Keywords: Market Participation; Status and Position; Competition; Demand and Consumers; Fine Arts Industry
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  • 30 Apr 2013
  • First Look

First Look: April 30

Julie, and Tiziana Casciaro Abstract—We propose a relational theory of how change agents in organizations use the strength of ties in their network to overcome resistance to change. We argue that strong ties to potentially influential organization members who are View Details
Keywords: Sean Silverthorne
  • 03 Sep 2009
  • What Do You Think?

Are Retention Bonuses Worth the Investment?

Summing Up What is the time and place for retention bonuses? Retention bonuses have their time and place but have to be used sparingly, according to many respondents to this month's column. Others were not so sure. Gerald Nanninga perhaps explained the View Details
Keywords: by Jim Heskett
  • 08 Nov 2011
  • First Look

First Look: Nov. 8

Warmth and competence represent the central dimensions of group stereotypes, the majority of which are ambivalent-characterizing groups as warm but incompetent (e.g., older people, working mothers) or competent but cold (e.g., model minorities, female leaders), in turn... View Details
Keywords: Sean Silverthorne
  • 17 Jan 2011
  • Research & Ideas

Being the Boss

dealings with authority figures. By the time you meet them, they've accumulated a set of ambivalent and even negative feelings about authority, which they apply to you and any instructions you give. At the extreme, these are the people... View Details
Keywords: by Carmen Nobel
  • 13 Mar 2005
  • Research & Ideas

The Tricky Business of Nonprofit Brands

only takes one or two mistakes to cast doubt on a nonprofit organization. It takes many years and a lot of hard work to reestablish the credibility of nonprofit organizations and rebuild consumer trust. Nonprofits run the risk of not extracting the full financial View Details
Keywords: by Manda Salls
  • 16 Jul 2013
  • First Look

First Look: July 16

its importance. 3) Being close to people who were ambivalent about a change was always beneficial. In the end, fence-sitters were reluctant to disappoint a friend. But close relationships with resisters were a double-edged sword: such... View Details
Keywords: Anna Secino
  • 02 Oct 2019
  • What Do You Think?

What Grade Would You Give Walmart CEO Doug McMillon?

“Walmart is losing several hundred dollars per month in sales at least from us.” Ituk Uppoo was more concerned about inconvenience. As he said, “I give him a C. So they don’t carry ammo anymore, so what? I simply now will have to go to my favorite gun shop.” JohnA’s... View Details
Keywords: by James Heskett; Retail
  • 28 Aug 2012
  • First Look

First Look: August 28

insights on the resolution of disputes in global trade while contributing to our understanding of the evolving role of modeling at international organizations. Nations' Income Inequality Predicts Ambivalence in Stereotype Content: How... View Details
Keywords: Sean Silverthorne
  • 08 Jul 2008
  • First Look

First Look: July 8, 2008

really like niche products much. Elberse outlines the implications of her research for producers and retailers, and offers strategic advice to both groups. Can Research Committees Add Value for Investors? An Analysis of Lehman Brothers'... View Details
Keywords: Martha Lagace
  • 29 May 2012
  • First Look

First Look: May 29

their network to overcome resistance to change. We argue that strong ties to potentially influential organization members who are ambivalent about a change (fence-sitters) provide the change agent with an affective basis to co-opt them.... View Details
Keywords: Sean Silverthorne
  • 23 Sep 2008
  • First Look

First Look: September 23, 2008

$800) instead of receiving lower amounts (e.g., self and other each get $500) in their transactions (Bazerman, Loewenstein & White, 1992). The present analysis, however, shows that the perceived value of such tradeoffs—the transaction... View Details
Keywords: Martha Lagace
  • 23 Feb 2010
  • First Look

First Look: Feb. 23

of capital, causing them to shrink and possibly exit the market. The strategy was used by Sun Microsystems in the 1980s and Dell Computer in the 1990s. Download the paper: http://www.hbs.edu/research/pdf/10-063.pdf The Determinants of Individual Performance and... View Details
Keywords: Martha Lagace

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