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- All HBS Web
(886)
- News (348)
- Research (449)
- Multimedia (28)
- Faculty Publications (71)
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- 30 Nov 2009
- Research & Ideas
Tracks of My Tears: Reconstructing Digital Music
could still purchase an entire album. But consumers found more value in cherry-picking favorite tunes for much less money. Fans of Strawberry Alarm Clock, for instance, could buy the 1960s hit Incense and Peppermint while easily avoiding... View Details
- 31 Jan 2005
- Research & Ideas
Rethinking Marketing’s Conventional Wisdom
advertising; if you want to reach a narrow audience, you do niche advertising. But these marketers realized the best way to create cachet for a young audience was to make it inaccessible and let the kids discover it on their own. Q: So... View Details
- 13 Feb 2006
- Research & Ideas
Turning High Potential into Real Reward
Very often, that customer you would ultimately like to sell to is very reluctant to buy new, still-evolving products. So you have to get started with customers who have a desire for experimentation and who are not only willing but driven... View Details
- 02 Jan 2008
- Research & Ideas
Most Popular Stories 2007
built-in advantages. Sharpening Your Skills: Negotiation A collection of Working Knowledge stories offering tips and insights for improving your negotiation skills. Understanding the 'Want' vs. 'Should' Decision Pizza or salad? Consumers use different approaches to... View Details
Keywords: by Sean Silverthorne
- 02 Mar 2015
- Research & Ideas
‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat
lines that matched needs and trip-drivers with impulses and wants within their stores. If shoppers can get their primary purchases online, brick-and-mortar retailers can't sell them the rest. For example, if customers cease buying their... View Details
- 23 Jan 2019
- Sharpening Your Skills
Sports: Lessons for Managers
the most recognized sports brands in the world. Here's how he did it. In the Future of Sports Investing, Media Is the Best Bet Sports investing is no longer just about buying teams and selling beer. Media,... View Details
- 14 Sep 2015
- Research & Ideas
Rewriting the Rules of Service Competition
buy results and experiences, not services or products. That’s why IKEA’s leaders focus on the few things that produce results and experiences for the right customers. This requires another important piece of knowledge: Service starts with... View Details
- 19 May 2020
- Research & Ideas
Why Privacy Protection Notices Turn Off Shoppers
phenomenon in a series of six experiments, testing whether it is possible to write one in such a way to make a customer feel more safe rather than less safe. In one experiment, for example, they presented online participants with the opportunity to View Details
- 15 Apr 2002
- Research & Ideas
In the Virtual Dressing Room Returns Are A Real Problem
sense of self. Thus the decision can be laden with emotional factors that are less important in decisions to buy books, music, groceries, and electronics. Ample evidence suggests that current B2C sites are unable to characterize their... View Details
- 26 Oct 2009
- Lessons from the Classroom
The New Deal: Negotiauctions
buying a home or car. The first Harvard faculty member to hold tenured appointments at both Harvard Business School and Harvard Law School, Subramanian is the faculty chair for the new HBS Executive Education course Managing Negotiators... View Details
Keywords: by Julia Hanna
- 15 Aug 2011
- Research & Ideas
A New Model for Business: The Museum
page, so that consumers can compare Progressive's quotes with estimated quotes from competitors. In doing so, Progressive informs some customers that Progressive's product may not be the best choice for them. Indeed, curators run the risk... View Details
Keywords: by Carmen Nobel
- 20 Sep 2004
- Research & Ideas
How Consumers Value Global Brands
that people associate with global brands. Then we surveyed 1,800 people in twelve nations to measure the relative importance of those dimensions when consumers buy products. A detailed analysis revealed that consumers all over the world... View Details
- 12 Jul 2004
- Research & Ideas
Michael Porter’s Prescription For the High Cost of Health Care
is no villain here. Poor public-policy choices have contributed to the problem, but so have the bad choices made by health plans, hospitals, and the employers who buy their services. Decades of "reform" have failed, and attempts... View Details
- 18 Apr 2007
- HBS Case
How Magazine Luiza Courts the Poor
so in an innovative manner, through virtual showrooms that use computers and sales staff to help customers navigate the store's inventory and make a purchase. "The company had an amazing influence on customer behavior," Frei notes. "People were happy to... View Details
- 05 Apr 2016
- First Look
April 5, 2016
2016 Harvard Business Review Press HBR Guide to Buying a Small Business: Think Big, Buy Small, Own Your Own Company By: Ruback, Richard S., and Royce Yudkoff Abstract—Find, acquire, and run your own... View Details
Keywords: Sean Silverthlorne
- 20 Jul 2020
- Op-Ed
It's Time for a Bipartisan Health Plan for Employers and Employees
The recent twin economic and pandemic calamities should cause us to rethink the status quo for health insurance compensation. Must General Motors be a benefits company that happens to make cars? Is it in the best interest of employees if... View Details
- 31 May 2017
- Sharpening Your Skills
10 Harvard Business School Research Stories That Will Make Your Mouth Water
climate-controlled vaults. How Grocery Bags Manipulate Your Mind People who bring personal shopping bags to the grocery store to help the environment are more likely to buy organic items—but also to treat themselves to ice cream and... View Details
- 24 Sep 2014
- Op-Ed
Stop Thinking of Climate Change as a Religious or Political Issue
You sometimes hear people say things like, "I believe in global warming" or "I don't believe in climate change." It seems odd to approach climate change in this way, as though it were a question of belief, like religion. Most of the time when we confront uncertainty in... View Details
- 16 Jul 2014
- HBS Case
Marketing Obamacare
are aware of the new opportunities, and then you've got to motivate and enable them to find an insurance solution that makes sense for them." After all, no one wakes up in the morning excited to buy insurance. "It's a grudge... View Details
- 07 Nov 2005
- What Do You Think?
Is Less Becoming More?
these marginal differentiators and expend their creative efforts on new products and processes that create value, instead of slapping a new coat of paint on shopworn goods." Sandi Edgar wrote, "Instead of trying to weed out new products, focus on promoting... View Details