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- Faculty Publications (244)
- 06 Dec 2022
- Research & Ideas
Latest Isn’t Always Greatest: Why Product Updates Capture Consumers
customers.” However, the research team is not suggesting that marketers slap “revised” labels onto products when those products are not in fact substantively different. On the consumer side, the research suggests that buyers should beware... View Details
- Fast Answer
Patent search: license agreement
although it did not reached the critical mass of sellers and buyers needed to make it a real option for building a market place for patent assets. Tip: you may conduct a quick Google search on patent marketplace to identify other similar... View Details
- 04 Apr 2023
- Book
Two Centuries of Business Leaders Who Took a Stand on Social Issues
While shareholders still reign supreme at many companies, a widespread shift toward more responsible business practices is driving more leaders to take a stand on social and environmental issues today, says Harvard Business School Professor Geoffrey Jones. Jones... View Details
- 09 Apr 2007
- Research & Ideas
Industry Self-Regulation: What’s Working (and What’s Not)?
issue, managers at buyers and suppliers are faced with hundreds of different supply chain programs—from labeling schemes like Fair Trade and organics, to industry association programs like Responsible Care and Sustainable Slopes, to a... View Details
Keywords: by Martha Lagace
When Should a Social Platform Give People Fewer Choices and Charge More for Them?
Existing economic wisdom offers unequivocal advice to managers seeking to establish new platform businesses: Invest to acquire users as quickly as possible and make sure that they have ... View Details
- 14 Dec 2007
- Op-Ed
When Your Product Becomes a Commodity
exceeding the new specifications. Bundle. Selling a commoditized product with differentiated ancillary services (such as after-sales service) can appeal to buyers willing to pay a premium for the convenience. Segment. Mature markets are... View Details
Keywords: by John Quelch
- 30 Jul 2018
- Research & Ideas
Why Ethical People Become Unethical Negotiators
their actions as being more in line with their values than they actually were. In recollecting how the talks went after the fact, Bazerman says negotiators often fail to see things from the other side’s perspective. Take the example of a negotiation to purchase a... View Details
Keywords: by Dina Gerdeman
- 24 May 2021
- Op-Ed
Can Fabric Waste Become Fashion’s Resource?
COVID-19 has broken fashion’s supply chain. As a result, an already wasteful industry has become more wasteful. Even before the pandemic, the global apparel industry was producing about 92 million tons of textile waste a year. That’s about one garbage truck’s worth of... View Details
- 07 May 2012
- Research & Ideas
The Art of Haggling
Let's say a successful businessman is in the process of buying a lakeside cottage from the original owner. The prospective buyer makes a lowball offer. The owner counters with a high demand. Both parties chest their cards, each hoping the... View Details
Keywords: by Katie Johnston
- 08 Apr 2019
- Sharpening Your Skills
The Life of Luxury and How to Sell It
Research released recently by iseecars.com seems to indicate a fleeting happiness with luxury cars. New buyers of BMW, Jaguar, Land Rover, Mercedes-Benz, and Porsche sell them more frequently in the first year than owners of other models.... View Details
- Blog
Leading Successful Digital Transformation
information exchange. Growth can also come by leveraging existing capabilities to enter completely new businesses. Alibaba started Taoboa, where buyers and sellers exchanged goods. However, to solve the trust problem between View Details
- 11 May 2016
- Research & Ideas
Fix This! Why is it so Painful to Buy a New Car?
and its customers. Stories from the trenches Schlesinger recalled accompanying a relative who wanted to buy a car. After a lengthy sharp-elbows negotiation with the salesperson, the hopeful buyers marched out of the showroom when the... View Details
- 09 Dec 2019
- Research & Ideas
Identify Great Customers from Their First Purchase
School. By incorporating data most companies discard, Ascarza and her co-researcher devised an algorithm capable of quickly analyzing more than 40 variables to create a “first impression” of the customer after the initial transaction. The algorithm then predicts which... View Details
- 19 Apr 2004
- Research & Ideas
Birth of the American Salesman
different tasks: explaining and servicing products, collecting information, and pressuring people to make purchases by overcoming resistance. Salesmen learned to answer specific questions about a product and its application, and to grant credit to View Details
Keywords: by Laura Linard
- 09 Oct 2001
- Research & Ideas
Driven: How Human Nature Shapes Organizations
ignores their defending drive to avoid significant losses of their capital, and often their satisfaction from simply being associated with a distinguished and interesting firm. The relation between firms and their suppliers, to be sound over the long haul, needs to... View Details
Keywords: by Paul Lawrence & Nitin Nohria
- 28 Jan 2020
- Book
Advanced Leadership Requires More Than Outside-The-Box Thinking
to buy stakes in the venture, because he felt that the potential buyers were interested only in the number of users they could sell to rather than the bigger dream of reducing class distinctions. In essence, no dream, no deal. (Of course,... View Details
Keywords: by Sean Silverthorne
- Web
The New Role for Government & NGOs - Institute For Strategy And Competitiveness
participants. This approach recognizes that helping small farmers increase their yields will not create any lasting benefits unless there are ready buyers for their crops, other enterprises that can process the crops once they are... View Details
- 21 Feb 2023
- Research & Ideas
What's Missing from the Racial Equity Dialogue?
the lives of most White people much worse. Take single-family zoning. Legislating that only single-family homes of a certain size can be built together was a radical experiment that initially aimed to separate Black home buyers from White... View Details
Keywords: by Danielle Kost
- 30 Apr 2020
- Book
Fighting Climate Change Requires a New Capitalism
Rebecca Henderson spent her young adult years living two lives. At work, she preached the risks of resisting change to MBA students at the Massachusetts Institute of Technology, drawing on lessons she learned while watching factories close as a management consultant.... View Details
- 01 Feb 1999
- News
Too Much of a Good Thing?
- too much product (and too much production capability) chasing too few buyers - is hardly a new phenomenon. As a factor in market capitalism, overcapacity has been recognized and analyzed as a business-cycle reality by economic thinkers... View Details
Keywords: Garry Emmons