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  • All HBS Web  (118)
    • News  (20)
    • Research  (89)
  • Faculty Publications  (17)

Show Results For

  • All HBS Web  (118)
    • News  (20)
    • Research  (89)
  • Faculty Publications  (17)
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  • 23 Oct 2013
  • Research & Ideas

Overcoming Nervous Nelly

instance. In buying a house or a car, a disparity in knowledge can cause purchasers to feel anxious over bargaining for the best price. In the study Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low Frst Offers, Exit... View Details
Keywords: by Michael Blanding
  • 27 Jun 2019
  • Research & Ideas

Rituals Strengthen Couples. Here’s Why They’re Good for Business, Too

says. "If they know people are going to a certain restaurant every week or using a certain product at home regularly, they could find ways to promote repeated purchases by sending coupons, subscription... View Details
Keywords: by Dina Gerdeman
  • 16 Aug 2004
  • Research & Ideas

Luxury Isn’t What It Used to Be

things to make us feel better. Part of the experience is finding and purchasing that just-right something, but an equally important component is the thrill of the chase—the sensory experience of entering a store and being surrounded by... View Details
Keywords: by Julia Hanna; Consumer Products
  • 02 Jul 2013
  • First Look

First Look: July 2

from other religious groups. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=45023 Is a VC Partnership Greater Than the Sum of Its Partners? By: Ewens, Michael, and Matthew Rhodes-Kropf Abstract—This paper investigates whether individual venture capitalists... View Details
Keywords: Anna Secino
  • 13 Sep 2010
  • Research & Ideas

The Consumer Appeal of Underdog Branding

succeed when the odds are against them." Marketers can use underdog narratives to positively affect consumers' perceptions of and purchase of brands, she says. "Underdog narratives are often delivered to consumers through the... View Details
Keywords: by Martha Lagace
  • 17 Mar 2021
  • Research & Ideas

Beyond Pajamas: Sizing Up the Pandemic Shopper

their loyalty patterns by looking at the repeat purchase rate of these new customers compared with those of existing users. To do that, we calculated the portion of consumers who bought again within 60 days... View Details
Keywords: by Ayelet Israeli, Eva Ascarza, and Laura Castrillo; Retail
  • 05 Jun 2019
  • Research & Ideas

If Your Customers Don't Care What You Charge, What Should You Charge?

customers,” MacKay says. ‘Shoppers’ are extremely sensitive to price and compare prices every time they go to buy gasoline, MacKay says. ‘Affiliated’ customers, by contrast, are more locked in to repeating a previous View Details
Keywords: by Kristen Senz; Energy
  • 31 Aug 2010
  • First Look

First Look: August 31

an important factor in explaining cross-sectional variation in the loan interest rate and covenant structure. Our results indicate that two channels allow leveraged buyouts sponsored by private equity firms to receive favorable loan terms. First, bank relationships... View Details
Keywords: Sean Silverthorne
  • 15 Apr 2002
  • Research & Ideas

In the Virtual Dressing Room Returns Are A Real Problem

comparisons based on independent performance evaluations. (Although for online purchases, as for catalog purchases, brand names help consumers infer certain aspects of quality or fit, especially for consumers making repeat purchases.)... View Details
Keywords: by Jan Hammond & Kristin Kohler; Apparel & Accessories; Fashion; Consumer Products; Manufacturing; Retail
  • 30 Oct 2018
  • First Look

New Research and Ideas, October 30, 2018

incident of misconduct, female advisers are 20% more likely to lose their jobs and 30% less likely to find new jobs relative to male advisers. Females face harsher outcomes despite engaging in misconduct that is 20% less costly and having a substantially lower... View Details
Keywords: Dina Gerdeman
  • 29 May 2007
  • First Look

First Look: May 29, 2007

first, should Schibsted allow Google to crawl its online news sites in Scandinavia? Second, were Schibsted's successes within Scandinavia repeatable outside it? Indeed, how far could Schibsted's competitive advantage travel? View Details
Keywords: Martha Lagace
  • 30 Jun 2015
  • First Look

First Look: June 30, 2015

in support of eight things that great service leaders know and do. Great service leaders know that (1) leading a breakthrough service is different, and they take steps to ensure repeated memorable service encounters; (2) customers buy... View Details
Keywords: Carmen Nobel
  • 06 Nov 2007
  • First Look

First Look: November 6, 2007

way a centralized clearinghouse can fix them, and the effects on market outcomes. In the conclusion we discuss aspects of the experience of the gastroenterology labor market that seem to generalize fairly widely. Purchase the paper from... View Details
Keywords: Sean Silverthorne
  • 02 Aug 2016
  • First Look

August 2, 2016

he retained them in the form of repeat purchases. This was an entirely new conundrum in the company. Up to that point, customer repeat purchase rates had been incredibly... View Details
Keywords: Sean Silverthorne
  • 06 Nov 2018
  • First Look

New Research and Ideas, November 6, 2018

intellectual-property lawsuits by practicing entities (e.g., IBM and Intel) nor of any other type of litigation against firms. We find further suggestive evidence of NPE opportunism: targeting of firms that have reduced ability to defend themselves, View Details
Keywords: Dina Gerdeman
  • 26 Jun 2018
  • First Look

New Research and Ideas, June 26, 2018

evidence of NPE opportunism: targeting of firms that have reduced ability to defend themselves, repeated assertions of lower-quality patents, increased assertion activity nearing patent expiration, and forum shopping. We find moreover... View Details
Keywords: Dina Gerdeman
  • 09 Sep 2008
  • First Look

First Look: September 9, 2008

  Working PapersHow Firms Respond to Being Rated Authors:Aaron K. Chatterji, Michael W. Toffel Abstract While many independent rating systems are designed primarily to help buyers overcome information asymmetries when making purchasing... View Details
Keywords: Sean Silverthorne
  • 19 May 2011
  • Research & Ideas

Empathy: The Brand Equity of Retail

There's a famous line from the movie The Godfather, which is often repeated in corporate settings: "This is business, not personal." Ironically, though, that statement is actually bad business advice. During the Consortium for Operational... View Details
Keywords: by Carmen Nobel; Health
  • 05 Jul 2011
  • First Look

First Look: July 5

prepay for participating merchants' goods and services. Within a model of repeat experience good purchase, we examine two mechanisms by which a discount voucher service can benefit affiliated merchants: price discrimination and... View Details
Keywords: Sean Silverthorne
  • 30 Sep 2002
  • Research & Ideas

Use the Psychology of Pricing To Keep Customers Returning

Buyers are more apt to use a product right after they purchase it, a fact you need to ponder as you consider how to keep customers coming back for more. In this e-mail interview with HBS Working Knowledge's Manda Mahoney, Harvard Business... View Details
Keywords: by Manda Mahoney
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