Buying Process - Publications - Faculty & Research

29 Feb 2016
HBS Case

Bigbelly's Big Bet on the Digital Trash Can

customers notorious for labyrinthine procurement processes and glacial sales cycles. At the same time, Weiss reasons, if approached in the right way, selling to the public sector can amount to a huge opportunity for the right business.... View Details

Keywords: by Michael Blanding; Energy

21 Oct 2020
News

Cold Calculations

group’s current challenge well from his own VC experience: “It’s time for us to put our foot on the accelerator and really scale up,” he says. The Arctic Ice Project recently hired a new executive director and is in the process of... View Details

Keywords: April White

01 Feb 1997
News

Merton Discusses Risk Management at Dean's Seminar

education may be able to buy a "contract" with a financial institution that will lock in the cost of tuition at today's rates. By making payments to such a contract rather than investing in growth funds, they will be able to avoid the... View Details

Keywords: Elizabeth McNair

15 Aug 2024
Blog Post

Navigating the Future of Renewable Energy at Port Esbjerg

rotate them, and the sophistication of the energy generation process were all palpable in this encounter. To see an operational wind turbine early in the trip was great context for many of the subsequent visits that explored individual... View Details

12 Jan 2017
News

Personalizing Women’s Path to Success

serves companies that are trying to attract and retain high-potential diverse talent. The challenge for women, Skeete Tatum says, is not one of motivation, capability, or track record, but rather of not knowing where or how to start the View Details

Keywords: Jill Radsken

01 Oct 1996
News

Leading In a New Era

been very aggressive in using technology to change processes such as how you buy a ticket, how you get on an airplane, and so forth," he says. American is known for many of the innovations that... View Details

Keywords: Nancy O. Perry

28 Oct 2015
Research & Ideas

A Dedication to Creation: India's Ad Man Ranjan Kapur

flow, they decide they need to become global. And the way they think about becoming global is to buy a global brand, hoping that the magic will rub off on the local brands. That usually doesn’t happen. Godiva was bought by Ülker in... View Details

Keywords: by Sean Silverthorne; Advertising

18 Nov 2010
Research & Ideas

GM’s IPO: Back to the Future

decision by the Bush White House to provide more than $20 billion to GM, Chrysler, and their financial subsidiaries, the auto task force put together by President Obama managed a restructuring of both companies at a breathtaking pace. Whereas a normal bankruptcy might... View Details

Keywords: by Staff; Auto

07 Aug 2000
Research & Ideas

Rocket Science Retailing

that have not been shipped. This process of reading and reacting to market signals has improved CompUSA's ability to match supply with demand. Finally, book and music retailer Borders Group uses historical sales data to customize the... View Details

Keywords: by Marshall L. Fisher, Ananth Raman & Anna Sheen McClelland; Retail

05 Aug 2008
First Look

First Look: August 5, 2008

the buying process and buying center but also in terms of the vastly different organizational resources and structures that are needed in each. Purchase this case:... View Details

Keywords: Martha Lagace

22 Feb 2022
News

Savings and Loam

process was painful, he concedes, but federally insured deposits would make all the pain and suffering worthwhile by clearing a key blockage in the system. While he was building Walden Local and its supply chain of small farms and... View Details

Keywords: Jen McFarland Flint; Funds, Trusts, and Other Financial Vehicles; Finance

14 Oct 2020
News

Sewn with Love

raise money by selling merchandise in New York, London, and Tokyo. “It was a win-win for consumers who were able to buy beautiful clothes and bags at discount and still feel like they were doing something good for others,” she observes.... View Details

Keywords: Maureen Harmon

30 Aug 2018
News

Sharing a Passion for Art

color, are an integral part of the experience. Visitors can come just to stroll or picnic on the grounds. Creating that same close-to-nature ambiance inside the building required imaginative technology and painstaking attention to detail throughout a three-year design... View Details

Keywords: Deborah Blagg; Arts, Entertainment

01 Sep 2003
News

Andrea Silbert

the Community Entrepreneurs Program and attend sessions that cover the basics — business literacy, planning, and launch, for example — while those further along in the process can get help through CWE’s Business Excellence Center or by... View Details

Keywords: Susan Young; Management, Scientific, and Technical Consulting Services; Professional Services

16 Nov 2010
First Look

First Look: November 16, 2010

psychology that accounts for behaviors inconsistent with ethical beliefs and describe how people reconcile their immoral actions with their ethical goals through the process of moral disengagement. We then examine how the mind selectively... View Details

Keywords: Sean Silverthorne

23 Aug 2004
Research & Ideas

New Challenges for Long-Term Investors

bills, and Certificates of Deposit) is riskless only at short horizons. When we buy a Treasury bill or a CD, we know in advance the return we are going to get, and we also know that we will recover our principal intact. But a long horizon... View Details

Keywords: by Ann Cullen

01 Mar 2018
News

Making Sense of the Modern Startup

kicked out of the game?” The first case HBS Archives Photography Collection, Baker Library Special Collections In 1980, just as he was joining the HBS faculty, Bill Sahlman met an interesting character named Jeff Parker. Parker, then 37 years old, was in the View Details

Keywords: Jeffrey L. Cruikshank (PMD 51, 1986)

21 Oct 2008
First Look

First Look: October 21, 2008

Stereotype Content Model Authors:P. Caprariello, A.J.C. Cuddy, and S.T. Fiske Publication:Group Processes and Intergroup Relations (in press) Abstract The stereotype content model (SCM) posits that social structure predicts specific... View Details