Filter Results:
(564)
Show Results For
- All HBS Web (790)
- Faculty Publications (347)
Show Results For
- All HBS Web (790)
- Faculty Publications (347)
Sort by
- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
Parties are often motivated to discount and devalue each other's concessions and contributions, because doing so relieves them of the obligation to reciprocate. As a result, many concessions go unnoticed or unacknowledged. This may lead... View Details
Keywords: by Deepak Malhotra
- 03 Oct 2005
- Research & Ideas
The Truck Driver Who Reinvented Shipping
scope of his operations to ensure a steady and reliable revenue stream. Securing new clients proved the least difficult, since McLean's SeaLand service could transport goods at a 25 percent discount off the price of conventional travel,... View Details
- 20 Dec 2017
- Lessons from the Classroom
How to Design a Better Customer Experience
coming back, you are going to benefit from word of mouth. I’ve had students telling stories about things that happened more than 10 years ago.” Rather than worrying only about offering customers a discount on products or services or... View Details
- Research Summary
Output and asset price fluctuations
What are the sources of business cycles? How are these shocks propagated in the economy? Why are their effects so persistent? How can we explain asset price fluctuations? How are shocks transmitted internationally?To study these questions, I have developed a series... View Details
- 22 Jul 2002
- Research & Ideas
Is Performance-Based Pricing the Right Price for You?
important ones. But, some limited variants can also be useful. "Point" guarantees such as penalty clauses which involve a discount when delivery is late are a simple form of performance-based pricing. Penalty clauses are... View Details
- 25 Oct 2010
- HBS Case
Tesco’s Stumble into the US Market
eliminated discount coupons, and decorated in a spare style more suited to a hospital than a food retailer. Five years later, Fresh & Easy has not made a dime, and analysts are wondering whether the company should pack up and go home,... View Details
- 09 Dec 2019
- Research & Ideas
Identify Great Customers from Their First Purchase
bought discounted products, especially those who did so on Black Friday or during other holiday periods, were “lower-value,” often one-time customers. Although these findings might seem obvious, Ascarza says, the research provides... View Details
- 08 Jul 2019
- Research & Ideas
Are Paywalls Saving Newspapers?
used firm size as a proxy for reputation and utilized uniqueness and political slant indices to account for other company characteristics. The study did not take into account costs or any discounts or marketing efforts targeting new... View Details
- 11 May 2016
- Research & Ideas
Fix This! Why is it so Painful to Buy a New Car?
monthly fees or a deeply discounted full price determined by how much you actually drive the vehicle. The dealership would maintain it (motivating dealers to be proactive about maintenance and manufacturers to build in high quality), but... View Details
- 31 Jan 2023
- Op-Ed
Can Insurance Technology Solve the Uninsured Driver Problem?
benefits by reducing emissions and traffic congestion. Providing an affordable insurance option To test how strongly uninsured drivers valued the option to buy fewer days of coverage at a time, we randomized whether or not drivers got a “bulk discount” for buying more... View Details
- 08 Oct 2008
- Research & Ideas
Book Excerpt: A Sense of Urgency
create the sense of urgency needed to perform better. An example. At a major European retailer, margins were shrinking year after year because fashionable boutiques were taking its top-of-the-line business, and discounters were taking... View Details
Keywords: by John P. Kotter
- 21 Feb 2023
- Research & Ideas
Are Your Employees Passing Up Incentives? Try Promoting the Programs More
offer these benefits. Even getting consumers with some of the highest electric bills in the country to turn off the lights can be challenge, as California found out with a failed discount program. Why some incentives spur action while... View Details
Keywords: by Scott Van Voorhis
- Research Summary
Overview
Professor Ferreira's research primarily focuses on how retailers can use algorithms to make better revenue management decisions, including pricing, product display, and assortment planning. In the retail industry, anticipating consumer demand is arguably one of the... View Details
- 02 Oct 2017
- What Do You Think?
Do Bitcoin and Digital Currency Have a Future?
in, and eventually sell the third largest discount brokerage organization in the United States. I was even more fortunate; I was able to return to the faculty at Harvard Business School. References: In Mongolia, Mining a Fortune in... View Details
- 05 Mar 2012
- Research & Ideas
Is JC Penney’s Makeover the Future of Retailing?
discount from list price. The new model is based on three prices: the everyday (at least 40 percent off), which kicked off February 1; month-long values, based on themes like back-to-school and Valentine's Day; and "best prices," which... View Details
- 01 Oct 2014
- What Do You Think?
Is Too Much Focus a Problem?
and defuse causes of the recent Great Recession without understanding the system itself), and a tendency to discount the future (ignoring long-term effects on global warming in making short-term decisions). Possible antidotes start with a... View Details
Keywords: by James Heskett
- 20 Feb 2019
- Research & Ideas
Rocket-tunity: Can Private Firms Turn a Profit in Space?
less clear, but the company has expressed interest in extending its technology to private customers. Weinzierl also points to two lesser-known companies that are deeply embedded in the development of space bases: Bigelow Aerospace and Axiom Space. “Robert Bigelow is a... View Details
- 06 Sep 2004
- Research & Ideas
The Innovator’s Battle Plan
years. Similarly, Digital Equipment Corporation couldn't match the flexibility of the personal computer assemblers' processes, Sears couldn't match the inventory turns and low prices of the discount retailers, and so on. It is important... View Details
- 10 Nov 2003
- Research & Ideas
Globalization: The Strategy of Differences
exploiting differences. Indeed, in their rush to exploit the similarities across borders, multinationals have discounted the original global strategy: arbitrage, the strategy of difference. Of course, we're all familiar with arbitrage in... View Details
Keywords: by Pankaj Ghemawat
- 26 Nov 2001
- Op-Ed
Why Corporate Budgeting Needs To Be Fixed
for example) or by moving future revenues to the present (booking orders early or offering special discounts to customers, for example). If, on the other hand, the manager concludes that she can't make the minimum hurdle, her incentives... View Details
Keywords: by Michael C. Jensen