Organizational Buying Behavior - Publications - Faculty & Research

Article

Valuation Waves and Merger Activity: The Empirical Evidence

By: Matthew Rhodes-Kropf, David Robinson and S. Viswanathan

To test recent theories suggesting that valuation errors affect merger activity, we develop a decomposition that breaks the market-to-book ratio (M/B) into three components: the firm-specific pricing deviation from short-run industry pricing; sector-wide, short-run... View Details

Keywords: Valuation; Mergers and Acquisitions; Forecasting and Prediction; Price; Theory; Behavior

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Video

2019 G&WS: Victoria Brescoll (Yale School of Management) Presents Flash Talk: “Has #MeToo Unintentionally Increased Male Managers’ Fear of Mentoring & Interacting with Female Colleagues?”

Video

Interview with Larry Baer

March 23, 2017
Article

Incentives Don't Help People Change, but Peer Pressure Does

By: Susanna Gallani

This article summarizes the findings of a research study that examined the effectiveness of monetary and non-monetary incentives in establishing persistent organizational behavior modifications. The results of the study highlight the interplay between monetary and... View Details

Keywords: Motivation and Incentives; Behavior; Change Management

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Yoonjae Shin is a PhD student in the Organizational Behavior Unit at the Harvard Business School. His primary interests are labor market, corporate governance, and social inequality. Prior to beginning his PhD, Yoonjae worked in the project team at Seoul National... View Details

2017
Blitz Discussions

The Structured World and the Self

17 Dec 2014
Research & Ideas

How Our Brain Determines if the Product is Worth the Price

Think of the last time you went shopping. By the time you decided to buy a product, you knew both what you were buying and how much it cost. But was your decision affected by whether you saw the price or the... View Details

Keywords: by Carmen Nobel; Retail

Raffaella Sadun

Raffaella Sadun is Charles E. Wilson Professor of Business Administration at Harvard Business School, and is a Co-Chair of Harvard Business School’s Project on Managing the Future of Work and co-PI of the Digital Reskilling Lab. Sadun received her PhD in Economics... View Details

September 2005
Case

IBM Network Technology (A) (Abridged)

By: Michael L. Tushman

An unconventional manager within IBM leads the creation of a business unit with multibillion-dollar potential, winning over customers and nudging the organization to make the changes needed to achieve dramatic growth. Exemplifies how organizational design and... View Details

Keywords: Organizational Design; Management Teams; Leadership Style; Growth and Development; Growth and Development Strategy; Employees; Information Technology Industry

Citation

Educators

01 Aug 2023
What Do You Think?

As Leaders, Why Do We Continue to Reward A, While Hoping for B?

titled “On the Folly of Rewarding A, While Hoping for B.” The paper cites examples in many walks of life in which we reward behaviors that we hope to discourage. “The complaint about lack of interest in good teaching continues among... View Details

Keywords: by James Heskett

05 Jun 2020
News

Welcome to Burnout Nation, where stress makes everything not OK

15 Mar 2016
News

Why Is It So Hard to Change How We Manage Ourselves?

27 Apr 2021
News

Harvard, UCLA Researchers Use AI to Analyze Passion in Public Speaking

22 Feb 2021
Book

Reaching Today's Omnichannel Customer Takes a New Sales Strategy

the market to adapt to your company; it’s your responsibility to adapt to the market. Senz: What lessons should sales managers learn from changes in buying behavior during the pandemic? Cespedes: First,... View Details

Keywords: by Kristen Senz

May 1993 (Revised May 1994)
Case

Managing for Integrity: Three Vignettes

By: Lynn S. Paine

Three situations are described. A branch manager for a retail brokerage firm must decide whether to change the branch's cash management techniques to increase interest earnings. An auto mechanic must decide whether to oversell parts and repairs to meet sales and... View Details

Keywords: Growth Management; Ethics; Decision Making; Organizational Culture; Financial Management; Sales; Organizational Change and Adaptation

Citation

Educators

Purchase

October 1989
Background Note

Managing Major Accounts

By: Frank V. Cespedes

Written as an introduction to a module in the second-year MBA course, Marketing Implementation. Discusses issues encountered in the selling and management of major accounts. The topics covered include: 1) reasons for the increasing importance of major account... View Details

Keywords: Accounting Audits; Marketing; Marketing Strategy; Consumer Behavior; Market Participation; Relationships; Salesforce Management

Citation

Educators

Purchase

11 Dec 2014
News

An Interview with Ethan Bernstein

February 2022
Case

Cleveland Clinic Abu Dhabi (Abridged)

By: Linda A. Hill and Emily Tedards

In 2006, the Cleveland Clinic and Mubadala Investment Company partnered with a bold ambition to deliver world class healthcare in the United Arab Emirates. In 2015, after nearly a decade of planning and construction, Cleveland Clinic Abu Dhabi opened its doors. By... View Details