Willingness To Pay - Publications - Faculty & Research

05 Mar 2014
What Do You Think?

When Will the Next Dot.com Bubble Burst?

the Internet and promised one-hour delivery of a wide range of products, including an entire evening's complement of food and videos, with no delivery fee and at a price roughly equal to what one would pay... View Details

Keywords: by James Heskett; Publishing; Retail

17 Mar 2015
Research & Ideas

Where Did My Shopping Mall Go?

local and national economies. The shifts in retail that we have described will likely shrink store counts, square footage, and retail employment. Municipal, state, and federal governments will need to pay... View Details

Keywords: by Sean Silverthorne; Retail

22 Dec 2003
Research & Ideas

Why Negotiation is Like Jazz

within an information exchange, paying attention to selected information, and responding to it appropriately. The sales rep aced this performance, steering the negotiation... View Details

Keywords: by Kathleen L. McGinn

10 Feb 2003
Research & Ideas

Women at Work

former Bain associate Persistency Pays Kelly Cook had wanted to work at Continental Airlines for as long as she could remember. As a young, recently divorced mother of one, she began temping in the Houston... View Details

Keywords: by Wendy Guild

03 Feb 2016
Research & Ideas

The State of Customer Service Leadership

Good and bad service experiences die hard. Who can forget the hotel receptionist who went above and beyond the call of duty to accommodate a last-minute change in travel plans in contrast to the sulky server... View Details

Keywords: by Jim Aisner; Retail

21 Nov 2005
Research & Ideas

Making Credibility Your Strongest Asset

Kraft's offer, as the Foxboro stadium was poorly designed and in terrible condition, and depended on the Patriots for most of its income. Kraft and his partner were astute enough, however, to spot obscure provisions in the lease that not... View Details

Keywords: by Michael Wheeler

07 Jun 2017
Research & Ideas

How an African History Scholar Became a Modern Righter of Wrongs

documenting the destruction of documents,” Elkins says. “For every file that was destroyed, they created a special document destruction certificate, in duplicate, one to be left in Kenya, one to go back... View Details

Keywords: by Carmen Nobel

24 Jul 2007
First Look

First Look: July 24, 2007

that relied heavily on debt? Would Warburg Pincus Ventures be prepared to pay a price sufficient to win the bidding contest? Purchase this case:... View Details

Keywords: Martha Lagace

07 Feb 2007
Research & Ideas

Dividends from Schumpeter’s Noble Failure

contributions, it would have signaled the birth of truly rigorous business history. Schumpeter had a very strong attraction to history, and after writing Business Cycles, he urged again and again that economists View Details

Keywords: by Thomas K. McCraw

14 Nov 2019
Book

Lifting the Lid on Turkey's Hidden Business History

example, we learn how challenges have been turned into opportunities, and how you can grow successful businesses in turbulent conditions by paying close attention to execution and recruitment of strong... View Details

Keywords: by Sean Silverthorne

31 Aug 2020
Research & Ideas

State and Local Governments Peer Into the Pandemic Abyss

revenue sources force governments to make deep cuts in staff and services. In contrast, the federal government can borrow to fund its operations. “The federal government can double their spending overnight,”... View Details

Keywords: by Kristen Senz

19 Nov 2014
HBS Case

Marketing Marijuana

users are the opposite; they are looking for variety and willing to pay extra for it. "Many recreational users come in from out-of-state and enjoy the novelty of the shopping experience—and the cost... View Details

Keywords: by Michael Blanding; Food & Beverage

12 Nov 2001
Research & Ideas

Facing the New World Order

where we have both a global slowdown and the remarkable economic uncertainty following the terrorist attacks in the United States, we need to pay attention, I think without question, View Details

Keywords: by Staff

22 Jul 2002
Research & Ideas

How Business Strategy Tamed the “Invisible Hand”

strategy that was explicitly based on the perceived strengths and weaknesses of its competitor, Ford.2 In the 1930s, Chester Barnard, a top executive with AT&T, argued that managers should pay especially close attention View Details

Keywords: by Pankaj Ghemawat

10 Jan 2005
Research & Ideas

Motivation and the Cross-Sector Alliance

pays back" is embedded in Indupalma's competitive strategy, but it also serves its risk management, since one of the company's primary objectives is to reduce the threat of armed groups affecting their... View Details

Keywords: by James Austin, Ezequiel Reficco & SEKN research team

20 Sep 2012
Research & Ideas

US Competitiveness at Risk

competitiveness. To the contrary, that's an indicator that we have to choose between being able to sell our products to customers and View Details

Keywords: Re: Michael E. Porter & Jan W. Rivkin

14 Oct 2002
Research & Ideas

The Widening Rift Between Corporations and Society

adversarialism, relationships in place of transactions. They want to take their lives in their own hands and they are willing to pay for what we call the deep support that will... View Details

Keywords: by Martha Lagace

29 Oct 2007
HBS Case

Marketing Maria: Managing the Athlete Endorsement

saw potential in sports endorsements in the television age. McCormack informed Palmer that he was planning to start up a business revolving around personal business managers or "agents" handling professional golfers' affairs.... View Details

Keywords: by Sarah Jane Gilbert; Sports

18 Aug 2011
Lessons from the Classroom

Business Plan Contest: 15 Years of Building Better Entrepreneurs

taking risks." Click to watch. Eleven years later, that bet is more than paying off. As chief strategy and knowledge officer, Fenton is part of an executive team that has seen NLNS expand from training 13... View Details

Keywords: by Julia Hanna; Education

07 Aug 2019
Research & Ideas

Big Infrastructure May Not Always Produce Big Benefits

Kerr: This is important because it means that these are not loans that were taken out to pay for the GQ itself. These are loans in the private sector alongside the roads that are developing. Nanda: This... View Details

Keywords: by Martha Lagace; Construction

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