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- All HBS Web (569)
- Faculty Publications (115)
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Advisory Board - Entrepreneurship
involved or started a number of entrepreneurial ventures. While working three days a week at AOL, he bootstrapped Compare.com , which enabled customers to compare prices on everything from PCs to mortgages. Later, He worked for Open... View Details
- 19 Apr 2004
- Research & Ideas
Birth of the American Salesman
worked to convince homeowners of the value of the new machine over the traditional delivery of ice. After the demand for refrigerators was established, manufacturers concentrated on advertising, on differentiating their product from other makes, and on View Details
Keywords: by Laura Linard
- 08 Jul 2019
- Research & Ideas
Are Paywalls Saving Newspapers?
coauthors, Ho Kim of the University of Missouri, St. Louis, and Reo Song of California State University, Long Beach, analyzed 79 print media firms using 10 years of circulation and subscription price data (from publishers’ statements to... View Details
- 11 Sep 2012
- First Look
First Look: September 11
discounts and Amazon encouraged consumers to compare prices using smart phones, Best Buy was becoming a showroom for lower cost retail models. International expansion was struggling and domestic sales of digital televisions were cooling.... View Details
Keywords: Sean Silverthorne
- 06 Aug 2013
- First Look
First Look: August 6
document sources of value creation in mergers by analyzing novel data on the quality and price of goods sold by merging firms. When two competitors in a product market merge, their products converge in quality, and View Details
Keywords: Anna Secino
- 06 Nov 2012
- First Look
First Look: November 6
Science (forthcoming) Abstract While monitoring and regulation can be used to combat socially costly unethical conduct, their intended targets are often able to avoid regulation or hide their behavior. This surrenders at least part of the... View Details
Keywords: Sean Silverthorne
- 20 Oct 2010
- Op-Ed
Export Competitiveness: Reversing the Logic
other policies to change relative prices can provide a countervailing force by subsidizing exports. But they increase the costs of imports, hurting both domestic consumption and export-oriented industries with high import content. More... View Details
Keywords: by Christian Ketels
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
"interests," or what each side really cares about. Failure to uncover interests often leads to mistakes in our second dimension, deal design, such as treating potentially more cooperative agreements as pure price deals in which... View Details
Keywords: by Martha Lagace
- 16 Feb 2010
- Research & Ideas
The Outside-In Approach to Customer Service
centricity cannot be achieved by simply listening to customers about their experiences with Best Buy; the company has to commit to owning the customers' problems and working creatively to solve them. Faced with increased price competition... View Details
- 25 Oct 2016
- First Look
October 25, 2016
growing component of many firms' retailing strategies, particularly in the fashion industry. Outlet stores offer attractive prices in locations far from central shopping districts. The main perspectives on why outlet stores exist can be... View Details
Keywords: Sean Silverthorne
- 28 Nov 2005
- Research & Ideas
Unilever: Transformation and Tradition
as a result, but also avoiding disasters. The ice cream and other foods businesses were built patiently by the acquisition of one local firm after another, and their melding into the Unilever model. Following the National Starch acquisition, larger View Details
- 01 Feb 1999
- News
Too Much of a Good Thing?
it's supposed to." Bower continues: "Theoretically, when an industry has excess capacity, prices fall and the least efficient producers can't survive." But, Bower adds, that doesn't always happen. "In many countries, for all sorts of... View Details
Keywords: Garry Emmons
- 26 Mar 2013
- First Look
First Look: March 26
of employees. We show that employees rely on this information to increase access to credit for borrowers, provide more favorable pricing terms, and reduce the ex-post risk of their lending decisions. These effects remain even when this... View Details
Keywords: Sean Silverthorne
- 01 Jun 2022
- News
The Exchange: Same Great Price, Now with Fewer Chips
John Gourville and Alex MacKay (Image by John Ritter) Rising inflation and pandemic-related supply-chain challenges are driving up prices at the grocery store. While some manufacturers, like Procter & Gamble, have come forward to announce... View Details
- 25 Jan 2010
- Research & Ideas
A Macroeconomic View of the Current Economy
connection between the present and the future. Current decisions are affected by what people expect the future to bring. For example, business managers set the prices of their products—at least in part—based on expectations. More broadly,... View Details
Keywords: by Sean Silverthorne
- 18 Dec 2018
- First Look
New Research and Ideas, December 18, 2018
describe the enormous changes in the markets for therapies for rare diseases that have emerged over recent decades. The most prominent example is the fact that the profit-maximizing price of new orphan drugs appears to be greater today... View Details
Keywords: Dina Gerdeman
- 07 Sep 2021
- Research & Ideas
Who Pays For Wildfire and Hurricane Damage? Everyone.
New Mexico homeowners might think their inland location buffers them from the financial toll of climate change, but they’re still paying for climate-related property damage occurring in coastal states. New research finds that homeowners in New Mexico and other states... View Details
- 15 Jul 2019
- Book
Many Executives Are Afraid of Finance. Here's How They Can Gain Confidence
disproportionate stock price hit to an earnings miss reflects that informational problem. The promise of private equity involves solving that gap between owners and managers. Buybacks must be interpreted in that context as either... View Details
Keywords: by Dina Gerdeman
- 06 Jul 2020
- Research & Ideas
The Right Way to Manage Customer Churn for Maximum Profit
unhappy with customer service, or your prices went up, or a competitor offered a better deal. But if a company lets too many customers show themselves the door, then they’ll waste too much of their time recruiting new customers. “If 30... View Details
- 22 May 2017
- Lessons from the Classroom
A Luxury Industry Veteran Teaches the Importance of Aesthetics to Budding Business Leaders
luxurious airline, rather than a luxurious airport hotel. “I struggle with the idea of an airport hotel as a destination,” Kay said. Team Hilton also targeted hotels—specifically, the existing Tru by Hilton brand, which currently caters... View Details