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  • 27 Mar 2007
  • First Look

First Look: March 27, 2007

PublicationsAttracting Skeptical Buyers: Negotiating for Intellectual Property Rights Authors:James J. Anton and Dennis A. Yao Periodical:International Economic Review (forthcoming) Abstract An obstacle to the sale of intellectual... View Details
Keywords: Martha Lagace
  • 12 Nov 2013
  • First Look

First Look: November 12

founded Kvadrat in the 1960s. Byriel and Bendix had joined Kvadrat in 1992, and since that time, Kvadrat had grown from 19 million in annual sales to over 86 million. It had expanded its focus on selling textiles to European architects... View Details
Keywords: Sean Silverthorne
  • 15 Jun 2009
  • Research & Ideas

GM: What Went Wrong and What’s Next

With very clean emissions, 60 and 70 MPG fuel consumption, and lots of power, diesel compacts would provide stiff competition to hybrids. But GM has just lost its ability to develop small cars with the sale of its Opel subsidiary to... View Details
Keywords: by Staff; Auto
  • Fall 2011
  • Article

Exclusivity and Control

By: Andrei Hagiu and Robin S. Lee
We analyze platform competition for content in the presence of strategic interactions between content distributors and content providers. We provide a model of bargaining and price competition within these industries and show that whether or not a piece of content ends... View Details
Keywords: General Strategy; Entertainment And Leisure; Software; Quality; Competition; Price; Sales; Expansion; Digital Platforms; Revenue; Negotiation
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  • 06 Oct 2020
  • Sharpening Your Skills

18 Tips Managers Can Use to Lead Through COVID's Rising Waters

this a priority, nagging them like worried grandmothers and sending chicken soup to their home offices if that is what it takes. Leaders also need to model self-care for their teams. Looking disheveled and exhausted in virtual meetings... View Details
Keywords: by Sean Silverthorne
  • 16 Feb 2010
  • Research & Ideas

The Outside-In Approach to Customer Service

School. A book excerpt follows. Sarah Jane Gilbert: Your book focuses on how companies can profit, regardless of market conditions, by immersing themselves in the lives of their customers. Please describe the business model of looking... View Details
Keywords: by Sarah Jane Gilbert; Consumer Products
  • 14 Jan 2019
  • Op-Ed

These 4 CEOs Created a New Standard of Leadership

Group to add healthier products to its lineup. When soft drink sales declined in 2010, shareholders criticized PepsiCo’s execution. Nooyi responded by beefing up PepsiCo’s marketing and strengthening her leadership team—but held firm to... View Details
Keywords: by Bill George; Health; Banking; Food & Beverage; Consumer Products
  • April 2014 (Revised June 2015)
  • Case

Making stickK Stick: The Business of Behavioral Economics

By: Leslie John, Michael Norton and Michael Norris
Email mking@hbs.edu for a courtesy copy.

stickK.com, a website that uses behavioral economics to help users achieve their goals, must choose between a direct-to-consumer or business-to-business model. The case... View Details
Keywords: Behavioral Economics; Behavior Change; B2B Vs. B2C; Human Resource Management; Marketing Of Innovations; Health ＆ Wellness; Weight Loss; Charitable Giving; Marketing; Consumer Behavior; Entrepreneurship; Internet and the Web; Health; Business Model; Sales; Human Resources; Health Industry; United States
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  • 13 Jul 2010
  • First Look

First Look: July 13

http://www.hbs.edu/research/pdf/10-114.pdf Platforms and Limits to Network Effects (revised) Authors:Hanna Halaburda and Mikołaj Jan Piskorski Abstract We model conditions under which agents in two-sided matching markets would rationally... View Details
Keywords: Martha Lagace
  • 11 May 2016
  • Research & Ideas

Fix This! Why is it so Painful to Buy a New Car?

had booked 400,000 pre-orders for its Model 3 sedan—a $35,000 vehicle that won’t even go into production until 2017. None of those sales were made through franchised dealerships; Tesla uses only... View Details
Keywords: by Sean Silverthorne; Auto
  • 06 Oct 2003
  • Research & Ideas

The Problem with Hedge Funds

claims to have but really doesn't—any more than the mutual funds had expertise in picking dot-com stocks. The banks argue that they have expertise allowing them to pick the better hedge funds in which to invest. And they provide statistical View Details
Keywords: by D. Quinn Mills
  • 11 Mar 2014
  • First Look

First Look: March 11

consumers large discounts when they prepay for participating firms' goods and services. Within a model of repeat experience good purchase, we examine two mechanisms by which a discount voucher service can benefit affiliated firms: price... View Details
Keywords: Sean Silverthorne
  • 27 Jun 2017
  • First Look

First Look at New Research and Ideas, June 27

the further development of these ecosystems. This paper describes models for the agent's inventory problem, unique in that sales of electronic value (cash) correspond to an equivalent increase in inventory... View Details
Keywords: Sean Silverthorne
  • 10 Oct 2011
  • Research & Ideas

Retailing Revolution: Category Killers on the Brink

productivity would improve—especially as the bricks-and-clicks retail model worked in an increasingly coordinated manner to offer the consumer a seamless shopping experience. The Internet Threat While recent retail View Details
Keywords: by Rajiv Lal & Jose B. Alvarez; Retail
  • 23 Jan 2013
  • Research & Ideas

Three-Dimensional Strategy: Winning the Multisided Platform

products; however, an MSP model is more cost-effective if a business is built on sales of low-demand items. Resellers have a greater ability to aggregate their bargaining power, bundle, and otherwise benefit... View Details
Keywords: by Julia Hanna
  • 06 Mar 2012
  • First Look

First Look: March 6

regional strategies and produce scalable models. In all four of these areas, promising models have already begun to emerge. By highlighting the most successful institutions and what can be learned from them, I show how America can create... View Details
Keywords: Sean Silverthorne
  • 05 Mar 2012
  • Research & Ideas

Is JC Penney’s Makeover the Future of Retailing?

brands, simplified pricing that replaces the retailer's constant sales and coupons, and an updated store design that promises to make one think more of Apple's high-touch emporiums than a typical department store layout. “J.C. Penney is... View Details
Keywords: by Kim Girard; Retail
  • 18 Apr 2000
  • Research & Ideas

Learning in Action

employs: Bean typically structures these around an outdoor activity such as hiking or cross-country skiing. For example, when sales of the once best-selling Crest Hiker began to decline, L.L. Bean assembled groups of testers, product... View Details
Keywords: by David A. Garvin
  • 24 Apr 2018
  • First Look

First Look at New Research and Ideas, April 24, 2018

An Application to Shopping Mall Sales By: Chung, Doug J., Kyoungwon Seo, and Reo Song Abstract—We propose a Bayesian model of post-entry outcomes. Endogenous firm entries are View Details
Keywords: Sean Silverthorne
  • 15 Jul 2019
  • Book

Many Executives Are Afraid of Finance. Here's How They Can Gain Confidence

and free cash flow. The emphasis on cash helps explain how firms have changed their supply chains and how working capital has become a significant financial benefit to major firms ranging from Apple to Walmart. Similarly, emphasizing cash can help explain the promise... View Details
Keywords: by Dina Gerdeman

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