Familiarity - Publications - Faculty & Research

01 Nov 1999
Research & Ideas

John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922

reprinted—and thereby according to the author "exposed"—the techniques of book canvassers, atlas salesmen, and lightning-rod peddlers. While it is not clear that Patterson was familiar with any of these scripts, it is likely... View Details

Keywords: by Walter A. Friedman

13 Aug 2020
Blog Post

The U.S. Job Search for International Students

because a larger company hires more people – and therefore is more familiar with the process, the larger company has no advantage over the smaller, earlier stage company. We have observed that smaller, earlier stage companies are... View Details

30 May 2024
News

How to Have Effective Conversations

It's about building relationships and those relationships can be really important to our lives. Tell me what you found. CD: So it's interesting. There's actually this big study that was done by Harvard called The Harvard Study of Adult Development, which many people... View Details

Research Summary

Understanding Customers

In conventional business case studies, protagonists almost never have the option of stepping back to seek a new understanding of the customer. But to be effective in practice, managers need both the self-assurance and ability to initiate and pursue, with rigor and... View Details

July 1996 (Revised August 2024)
Case

Innovative Opportunities to Manage Health Care Delivery

By: Regina E. Herzlinger and D. Scott Lurding

The purpose of this case is: To familiarize the students with the changing landscape of health care delivery, through chains of retail medical centers and those offering value-based care (VBC).

To discuss fundamental managerial decisions about their... View Details

Keywords: Managed Care; Capitation; Strategy

Citation

Educators

Purchase

01 Mar 2024
News

Counter Intelligence

company reported nearly 60 million redemptions worldwide. “What this subscription has done is really help to democratize the brand,” he explains. Under Christou’s leadership, Pret also expanded into the suburbs and embraced franchising. The model is new for Pret but... View Details

Keywords: Amy Crawford

01 Oct 2007
Research & Ideas

Encouraging Dissent in Decision-Making

that lives and dies by its ideas." Edmondson says this reluctance to speak up stems variously from fears that superiors will not like the idea or that it may appear to criticize the status quo, which most people find reassuringly View Details

Keywords: by Garry Emmons

19 Apr 2004
Research & Ideas

Birth of the American Salesman

they became customers of that company and were targeted for follow-up calls or for more promotional material. They also became familiar with the product and were likely, unless disappointed with it, to continue to purchase from the... View Details

Keywords: by Laura Linard

06 Dec 2022
Research & Ideas

Latest Isn’t Always Greatest: Why Product Updates Capture Consumers

In another study, they found that when people were less familiar with a product category, they were also less likely to scrutinize the reworked version and instead assumed it was better. On the other hand, when they did have more... View Details

Keywords: by Michael Blanding; Consumer Products; Retail

06 Feb 2020
Research & Ideas

What We Learned from Reading Jeff Bezos’ Patents

familiar with Amazon, what is surprising is that two of these patents involve unmanned aerial vehicles, a technology that Amazon has yet to exploit to its full potential commercially. Bezos’ involvement in these patents suggests that he... View Details

Keywords: by Tricia Gregg and Boris Groysberg; Retail

23 Sep 2022
Research & Ideas

8 Strategies to Sustain Business Innovation

strategy may be to pitch it as something both familiar and novel. McDonald likes to tell the story of how West Coast restaurants introduced exotic Japanese sushi to diners by promoting the California roll, which made the dish seem both... View Details

Keywords: by Lane Lambert

Research Summary

3D Negotiaton

By: James K. Sebenius

In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details

TeachingInterests

Managing the Future of Work (MBA Education—Elective Curriculum)

By: Christopher T. Stanton

The nature and scope of work is changing rapidly, creating massive business challenges in the shadow of broader political and social shifts. HBS launched a major initiative in 2017 on Managing the Future of Work to define these workplace issues and... View Details

24 Feb 2016
Research & Ideas

Why It's Best to Take Tests Early in the Day

interviews become tired and more cynical throughout the day,” Gino says. Familiar with Gino’s time-of-day research, Sievertsen and Piovesan approached her with an enormous set of data from Denmark, which introduced a nationwide student... View Details

Keywords: by Carmen Nobel; Education

Web

Leadership - Health Care

commitment to the healthcare sector. Her familiarity with the city's healthcare institutions is a testament to her knowledge and engagement in the industry. Outside of work, Lanika is a devoted volunteer, seizing opportunities to... View Details

09 Jan 2023
News

Alumna Leads Biggest Ever Debut for a Woman-led Hedge Fund

"SurgoCap will use data science to invest around the theme of how technology can enhance other sectors such as financials, industrials, health care and enterprise data, according to people familiar with the matter," the article notes.... View Details

Keywords: Funds, Trusts, and Other Financial Vehicles; Finance

01 Dec 2023
News

Research Brief: Staying in the Game

Illustration by Peter Hoey In Monopoly, declaring bankruptcy has a very permanent consequence. Game over; you lose. In the paper “Life After Death: A Field Experiment with Small Businesses on Information Frictions, Stigma, and Bankruptcy,” HBS professor Shai Bernstein... View Details

Keywords: Jennifer Myers; Administration of Economic Programs; Government

14 Jun 2021
Op-Ed

When Your Nerves Get the Best of You, Change the Narrative

mention the executives in my class. "Here’s some good news: We can engage with that anxiety productively." Many of us are familiar with this kind of anxiety. I’ve interviewed and studied many leaders whose confidence has faltered before a... View Details

Keywords: by Francesca Gino

11 Apr 2022
Research & Ideas

A World of Difference: What Keeps Companies from Becoming More Inclusive

pushes us in the wrong direction toward something that is fundamentally familiar and comfortable." Frei: I grew up in a house where judgment was a delicacy, so I instinctively go straight to judgment. It’s the trait I like least in... View Details

Keywords: by Jen McFarland Flint

23 May 2018
Research & Ideas

How to Know If Your Neighborhood Is Being Gentrified

familiar arguments both for and against. Private developers and other supporters argue that new restaurants and retail shops, high-rise housing, and other spruce-ups revitalize communities by attracting outside investment and luring new... View Details

Keywords: by Dina Gerdeman

Publications