Buying Process - Publications - Faculty & Research

21 Mar 2004
Research & Ideas

Loyalty: Don’t Give Away the Store

Frequent shopping programs that reward customers with discounts or other perks are commonplace in grocery stores, but many are not as effective in influencing buying behavior as they could be, argues HBS professor Rajiv Lal. "The... View Details

Keywords: by Manda Salls; Consumer Products; Retail

29 Dec 2014
Research & Ideas

Most Popular Articles and Research Papers of 2014

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 cookies, according to new... View Details

16 Dec 2015
Research & Ideas

Why ‘Sleep on It’ No Longer Sounds Like Great Advice

the morning and were told to come back in the evening. At no point were they told that the experiment was about sleep—but that’s exactly what the researchers were trying to test. Past psychological research has shown that sleep benefits memory through a View Details

Keywords: by Michael Blanding; Retail

08 Jul 2013
Research & Ideas

Everything Must Go: A Strategy for Store Liquidation

the birth and midlife phases of business products and ideas," Raman observes. "We don't spend enough time thinking about the death or liquidation of businesses. What drew us to this problem is that death, or the process of... View Details

Keywords: by Julia Hanna; Retail

04 Feb 2014
First Look

First Look: February 4

necessary for eliciting effort from those affecting the quality of interdependent teamwork. We consider the role of incentives versus social processes in catalyzing collaboration. We test our hypotheses using a unique data set of 260... View Details

Keywords: Sean Silverthlorne

06 Nov 2018
First Look

New Research and Ideas, November 6, 2018

financial reports have strong implications for firms' future returns: a portfolio that shorts "changers" and buys "non-changers" earns up to 188 basis points per month (over 22% per year) in abnormal returns in the... View Details

Keywords: Dina Gerdeman

20 Dec 2004
Research & Ideas

How an Order Views Your Company

Over a dozen years ago, HBS professors Ben Shapiro and Kash Rangan conducted research with colleague John J. Sviokla, focusing on the impact that a company's order management cycle (OMC) has on customers. Think of OMC as the process that... View Details

Keywords: by Sarah Jane Johnston

19 Nov 2001
Research & Ideas

Alfred Chandler on the Electronic Century

in the 1920s. The same two companies began the process of commercializing television in the 1930s. Telefunken, housed in Berlin, lost its learning base during World War II. So in the 1940s RCA took the lead in commercializing... View Details

Keywords: by Alfred D. Chandler, Takashi Hikino & Andrew Von Nordenflycht; Computer; Consumer Products; Electronics; Manufacturing; Technology

20 Aug 2001
Research & Ideas

Making an Ally of Uncle Sam

they have the other player's product . . . . A player is your competitor if customers value your product less when they have the other player's product than when they have your product alone. 9 Intel, for example, buys raw materials and... View Details

Keywords: by Michael Watkins, Mickey Edwards & Usha Thakrar

02 Sep 2015
Research & Ideas

Explaining China's Crash

part from massive outsourcing on the part of companies in developed markets. They were moving production to China in droves because labor was cheap, so the economy grew very, very fast. In the process of becoming the “factory of the... View Details

Keywords: by Christina Pazzanese; Financial Services

16 Feb 2016
First Look

February 16, 2016

frog design, LUMA Institute), we have developed a semester long, cross-disciplinary, “doing” course that presents students with a conceptual framework for a human-centered innovation process and provides them with tools for engaging in... View Details

Keywords: Sean Silverthorne

15 Nov 2004
Research & Ideas

Solving the Health Care Conundrum

have been largely ineffective as they failed to address the root causes of the problems and have dealt instead with micromanaging and inspecting providers and forcing process compliance as opposed to achieving outcomes and results. The... View Details

Keywords: by Michael E. Porter; Health

06 Feb 2006
Research & Ideas

Sorting Out the Patent Craze

example, the current battle over the next-generation format for DVD. Will it be Blu-ray (Sony) or HD DVD (Toshiba)? Without an accepted standard in this case, and one does not appear likely, consumers will be forced to buy one format or... View Details

Keywords: by Sara Grant; Technology

08 May 2007
First Look

First Look: May 8, 2007

France. An example of special interest will be the widespread laws against the buying and selling of organs for transplantation. The historical record suggests that while repugnance can change over time, it can persist for a very long... View Details

Keywords: Martha Lagace

05 May 2003
What Do You Think?

Is This a Golden Era for Marketing Productivity?

their satisfaction, and influential enough to change others' buying patterns. They are also customers who identify so closely with a product, service, or company that they provide valuable advice concerning product improvements and even... View Details

Keywords: by James Heskett

12 Jun 2019
Research & Ideas

Investors Have More Than Money to Offer Entrepreneurs

forces, but patterns over time and how markets move and customers buy. They may not know your specific market details or the intimate buying patterns of your target customer, but as Bob Mason, managing partner of Project11 says, “We often... View Details

Keywords: by Julia Austin

06 Nov 2000
Research & Ideas

The Determinants of Corporate Venture Capital Success

produce a machine based on the recently developed process named xerography. Invented by the patent lawyer Chester Carlson, xerography involved a process by which images were transferred from one piece of... View Details

Keywords: by Paul Gompers & Josh Lerner

06 Nov 2012
First Look

First Look: November 6

companies can set the right incentives and time horizons for investments and create a robust innovation infrastructure in the process. Buy the book: View Details