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  • All HBS Web  (668)
    • News  (137)
    • Research  (486)
    • Events  (7)
    • Multimedia  (2)
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Show Results For

  • All HBS Web  (668)
    • News  (137)
    • Research  (486)
    • Events  (7)
    • Multimedia  (2)
  • Faculty Publications  (241)
← Page 11 of 668 Results →
  • Article

Why Do Intermediaries Divert Search?

By: Andrei Hagiu and Bruno Jullien
We analyze the incentives to divert search for an information intermediary who enables buyers (consumers) to search affiliated sellers (stores). We identify two original motives for diverting search (i.e., inducing consumers to search more than they would like): 1)... View Details
Keywords: Market Intermediation; Search; Two-Sided Markets; Platform Design; Demand and Consumers; Motivation and Incentives; Internet and the Web; Digital Platforms; Distribution Channels; Business Strategy; Retail Industry
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Hagiu, Andrei, and Bruno Jullien. "Why Do Intermediaries Divert Search?" RAND Journal of Economics 42, no. 2 (Summer 2011): 337–362. (2012 Winner for Best Paper on Competition Economics, Association of Competition Economics.)
  • 06 Dec 2016
  • First Look

December 6, 2016

2016 Philadelphia: University of Pennsylvania Press Slavery's Capitalism: A New History of American Economic Development By: Beckert, Sven, and Seth Rockman, eds. Abstract—During the nineteenth century, the United States entered the ranks of the world's most advanced... View Details
Keywords: Sean Silverthorne

    Fixing Discrimination in Online Marketplaces

    In the late 1980s, law professors Ian Ayres and Peter Siegelman set out to learn whether blacks and women got the same deals as white men when buying a new car. They trained 38 people—some white and some black, some male and some female—to negotiate a purchase using a... View Details
    • Web

    The Five Forces - Institute For Strategy And Competitiveness

    Five Forces Threat of Substitute Products or Services Bargaining Power of Suppliers Bargaining Power of Buyers Threat of New Entrants Rivalry Among Existing Competitors The Five Forces is a framework for understanding the competitive... View Details

      Martin A. Sinozich

      Martin Sinozich is a Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School, where he teaches in both MBA and Executive Education programs.  For first-year MBAs, Martin teaches in Field Global Immersion, a required course that... View Details

      • August 2008
      • Case

      Thoma Bravo - Citect Corporation Take-Private

      In 2006, Citect Corporation, a publicly traded Australian software company, was the target of a takeover battle between a financial sponsor and a strategic buyer. Thoma Bravo, the U.S.-based private equity firm, had to decide on its acquisition strategy in the face of... View Details
      Keywords: Mergers and Acquisitions; Private Equity; Investment; Negotiation Deal; Privatization; Valuation; Australia
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      El-Hage, Nabil N., and Michelle Cathryne Simon. "Thoma Bravo - Citect Corporation Take-Private." Harvard Business School Case 209-022, August 2008.
      • August 1994
      • Case

      Saturn Corp.'s Module II Decision

      In the Spring of 1994, Saturn Corp. was setting sales records by attracting more than 25,000 buyers per month. Saturn officials believed there was a long-term opportunity to sell 400,000 to 500,000 cars per year in the United States and selected international markets.... View Details
      Keywords: Cost vs Benefits; Production; Expansion; Manufacturing Industry; Auto Industry; Retail Industry; Tennessee; United States
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      McGahan, Anita M., and Greg Keller. "Saturn Corp.'s Module II Decision." Harvard Business School Case 795-011, August 1994.
      • Research Summary

      Overview

      Downstream businesses that utilize global suppliers frequently use auditing programs to monitor their suppliers’ working conditions and are often deployed to address reputational concerns associated with procuring from unregulated suppliers. Despite their widespread... View Details
      Keywords: Audit Quality; Remote Work; Outsourcing; Econometric Analysis; Switching Costs; Service Operations; Performance Effectiveness; Retail Industry; Service Industry
      • January 2004
      • Case

      Bob Holgrom and the Buyout of the Carlson Division

      By: Thomas R. Piper
      The head of the Carlson Division stands to benefit substantially in financial terms if a private equity firm wins the bid for the division. The division is in the early stages of a performance turnaround, with only three quarters of profit improvement and no audited... View Details
      Keywords: Private Equity; Leveraged Buyouts; Corporate Disclosure; Ethics; Financial Reporting; Laws and Statutes; Performance Improvement
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      Piper, Thomas R. "Bob Holgrom and the Buyout of the Carlson Division." Harvard Business School Case 304-083, January 2004.
      • April 2002
      • Background Note

      Local Institutions and Global Strategy

      By: Tarun Khanna
      Explores how location affects a firm's strategy and identifies the different ways location affects industry structure, choice of a firm's position, and the sustainability of that position. The intellectual foundations lie in an appreciation of institutional economics.... View Details
      Keywords: Global Range; Global Strategy; Product Positioning; Market Transactions; Industry Structures; Negotiation Deal; Organizational Design; Outcome or Result; Strategic Planning
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      Khanna, Tarun. "Local Institutions and Global Strategy." Harvard Business School Background Note 702-475, April 2002.
      • March 1994 (Revised September 1995)
      • Case

      Enron Gas Services

      By: Peter Tufano
      The CEO of Enron Gas Services (EGS), a subsidiary of the largest U.S. integrated natural gas firm, considers the risks and opportunities of selling a variety of natural gas derivatives, both embedded in gas delivery contracts and as free-standing financial contracts.... View Details
      Keywords: Risk Management; Energy Sources; Financial Services Industry; Energy Industry
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      Tufano, Peter, and Sanjay Bhatnagar. "Enron Gas Services." Harvard Business School Case 294-076, March 1994. (Revised September 1995.)
      • December 2007 (Revised July 2008)
      • Supplement

      MINI USA: Finding a New Advertising Agency (B)

      Selling an intangible like advertising services is a difficult task. The first step is to understand how brands buy these services. What are they looking for? What do they need to learn? How do they go about assessing things like creativity, trust, and loyalty? This... View Details
      Keywords: Advertising; Acquisition; Service Operations; Sales; Strategy; Advertising Industry
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      Godes, David B. "MINI USA: Finding a New Advertising Agency (B)." Harvard Business School Supplement 508-042, December 2007. (Revised July 2008.)
      • November–December 2022
      • Article

      Can AI Really Help You Sell?: It Can, Depending on When and How You Implement It

      By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
      Many salespeople today are struggling; only 57% of them make their annual quotas, surveys show. One problem is that buying processes have evolved faster than selling processes, and buyers today can access a wide range of online resources that let them evaluate products... View Details
      Keywords: Sales; AI and Machine Learning; Customers
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      Dickie, Jim, Boris Groysberg, Benson P. Shapiro, and Barry Trailer. "Can AI Really Help You Sell? It Can, Depending on When and How You Implement It." Harvard Business Review 100, no. 6 (November–December 2022): 120–129.
      • Research Summary

      Continuous Combinatorial Exchange

      In multiple-good economies with many buyers and sellers (or many swappers) researchers have advocated Combinatorial Exchange generalized one-shot double auctions in which traders can express offers to buy, sell, or swap packages of goods to facilitate efficient... View Details

      • March–April 2020
      • Article

      Pricing Policies that Protect your Brand

      By: Ayelet Israeli and Eugene F. Zelek Jr.
      When customers seek out online deals, it seems like a win for everybody: Brands, retailers, dealers, and distributors sell more goods, and buyers get a bargain. What's not to like? Here's the problem: Lured by rock-bottom online prices, customers often end up dealing... View Details
      Keywords: Price; Policy; Brands and Branding; E-commerce
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      Israeli, Ayelet, and Eugene F. Zelek Jr. "Pricing Policies that Protect your Brand." Harvard Business Review 98, no. 2 (March–April 2020): 76–83.
      • February 2001 (Revised February 2002)
      • Background Note

      Leader's (Dis)Advantage, The

      Provides a rigorous description of the economic dynamics that may produce inherent advantages for large and/or first-mover firms within an industry, as well as those factors that may result in disadvantages for such leading firms. The leader advantages discussed... View Details
      Keywords: Competitive Advantage; Semiconductor Industry
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      Coughlan, Peter J. "Leader's (Dis)Advantage, The." Harvard Business School Background Note 701-084, February 2001. (Revised February 2002.)
      • 03 Sep 2014
      • Working Paper Summaries

      Supply Chain Screening Without Certification: The Critical Role of Stakeholder Pressure

      Keywords: by Susan A. Kayser, John W. Maxwell & Michael W. Toffel
      • 05 Jul 2006
      • Working Paper Summaries

      Information Dispersion and Auction Prices

      Keywords: by Pai-Ling Yin; Technology; Web Services
      • October 2004 (Revised August 2007)
      • Case

      Alibris in 2004

      Alibris, an online marketplace for rare, used, and out-of-print books, is trying to communicate to the professional book dealers who are its main suppliers that they are in the middle of a crisis. Supply is flooding the market, in part from individuals who simply want... View Details
      Keywords: Price; Books; Crisis Management; Supply and Industry; Service Operations; Online Technology; Consumer Products Industry
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      McAfee, Andrew P. "Alibris in 2004." Harvard Business School Case 605-035, October 2004. (Revised August 2007.)
      • 05 Jul 2006
      • Working Paper Summaries

      Empirical Tests of Information Aggregation

      Keywords: by Pai-Ling Yin; Technology; Web Services
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