Bargaining Power Of Buyers - Publications - Faculty & Research

22 Sep 2003
Research & Ideas

When Protestors Knock at Your Door

LaMure (HBS MBA '02), is that targeted corporate executives who decide to ignore NGO protests do so at their own peril. Spar and LaMure recently detailed the rising power of NGOs and corporate responses in... View Details

Keywords: by Cynthia Churchwell

05 Feb 2008
First Look

First Look: February 5, 2008

of influence. With this in mind, the paper seeks to achieve five objectives: (1) Define the domain of psychological influence as consisting of those tactics which do not... View Details

Keywords: Martha Lagace

04 Mar 2002
Research & Ideas

Don’t Lose Money With Customers

relationships that are successful over time, the parties, despite obvious power disparities, work together to develop a spirit of mutual trust and cooperation that gradually brings a degree View Details

Keywords: by Peter K. Jacobs

18 Nov 2010
Research & Ideas

GM’s IPO: Back to the Future

retirees' medical benefits. And the CEO, CFO, and many board members were shown the door. The concessions from all sides were remarkable, given that the powers of the task force were limited. Compared with... View Details

Keywords: by Staff; Auto

12 Oct 1999
Research & Ideas

Media Metamorphosis: Advertising in the Technology Age

arise primarily from the wave of mergers and acquisitions that continue to alter the balance of power among media firms. The Walt Disney Company, for instance, in addition to... View Details

Keywords: by Peter K. Jacobs; Advertising

04 Jun 2001
Research & Ideas

RealNetworks, CNET, and Judo Strategy

Bonnie (MBA '90), CEO of CNET, whose Web sites—not to mention a radio station and several print magazines—provide a wealth of information to technology buffs and buyers alike.... View Details

Keywords: by Jim Aisner

11 Dec 2020
Research & Ideas

Economic Jitters Push Pandemic Job Seekers to Big Companies, Not Startups

employer,” the researchers write. However, their work experience gives them greater bargaining power to pursue positions they would prefer. In normal times, startup employees and managers who are drawn to... View Details

Keywords: by Rachel Layne

05 Apr 2017
Research & Ideas

For Women Especially, It Pays to Know What Car Repairs Should Cost

Women who come prepared to challenge an auto repair quote can overcome gender discrimination and negotiate a fairer price, according to recently published research. That's one conclusion from the research study Repairing the Damage: The Effect View Details

Keywords: by Wendy Guild Swearingen; Auto; Service

01 Aug 2005
Research & Ideas

How to Choose the Best Deal

value to the table. For example, if two potential buyers have bid up the asking price of your house and then one drops out, the other offer shouldn't go down. In fact, if you sense that the remaining bidder... View Details

Keywords: by Michael Wheeler

12 Jul 2006
Research & Ideas

Competition the Cure for Healthcare

with the wrong kind of competition, on the wrong things. Instead, we have a zero-sum competition to restrict services, assemble bargaining power, shift the cost to others, or grab more View Details

Keywords: by Roger Thompson; Health

20 Aug 2012
Research & Ideas

The Acquirers

understudied subject of business research. After all, the economic activity generated by these deals is huge—North American M&A deals in 2011 were estimated at $450 billion. But another reason, says Harvard Business School's Matthew... View Details

Keywords: by Kim Girard; Financial Services

23 Dec 2002
Research & Ideas

Partnering and the Balanced Scorecard

different people. The power of measurement was to take the ambiguity out of words so that everyone had a clear, coherent picture of exactly what... View Details

Keywords: by Robert S. Kaplan & David P. Norton

Publications