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- All HBS Web (144)
- Faculty Publications (17)
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- All HBS Web (144)
- Faculty Publications (17)
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- 22 Jul 2015
- Research & Ideas
Name Your Price. Really.
of experiments—including a field experiment where she posed with students as snack bar employees—Santana found that by subtly manipulating the environment, sellers can dramatically change what some buyers are willing to pay. Retailers are experimenting with allowing... View Details
- 18 Sep 2012
- First Look
First Look: September 18
initial socialization focused on personal identity (emphasizing newcomers' authentic best selves) led to greater customer satisfaction and employee retention after six months, compared to (a) socialization that focused on organizational... View Details
Keywords: Sean Silverthorne
- 01 Jul 2008
- First Look
First Look: July 1, 2008
the customer knowledge gained from conducting market research at the front end of NPD affects which of these opportunities the firm should pursue. Pitfalls in analyzing the customer data are described, along... View Details
Keywords: Martha Lagace
- 13 Oct 2015
- First Look
October 13, 2015
to the customer over time. Customer relationships become continuous and open-ended, service becomes more efficient and proactive, and new business models are enabled. The rich data on location and... View Details
- 07 Dec 2010
- First Look
First Look: Dec. 7
marketing strategy by the marketing department, one focused on the role of customer relations in product development, is considered. The creation of a set of basic principles and operating procedures for GE's marketing unit is discussed.... View Details
Keywords: Sean Silverthorne
- 20 May 2008
- First Look
First Look: May 20, 2008
Abstract How do decisions made for tomorrow or two days in advance differ from decisions made for several days in the future? We use novel panel data from an online grocer to address this question. In general, we find that as the delay between order completion and... View Details
Keywords: Martha Lagace
- 15 Jan 2007
- Research & Ideas
The Business of Free Software
latter derives solely from the voluntary efforts of vendors' employees. Not surprisingly, they find that the money-driven cluster consists mostly of high impact OSS projects that draw customers to a vendor's mainly proprietary, core... View Details
- 06 Jun 2016
- Research & Ideas
Skills and Behaviors that Make Entrepreneurs Successful
the successful management of all financial aspects of a business venture. Sales. Measures skills and behaviors needed to build an effective sales organization and sales channel that can successfully acquire, retain, and serve customers, while promoting strong View Details
Keywords: by HBS Working Knowledge
- 14 Nov 2017
- First Look
New Research and Ideas: November 14, 2017
industry executives, collectors, auction house operators, and other actors who played active roles as institutional entrepreneurs and guardians in shaping the resurgence of the industry. We find that the interaction of actors adopting prospector and defender strategic... View Details
Keywords: Carmen Nobel
- 23 Jun 2015
- First Look
First Look: June 23, 2015
Abstract—In this paper, I examine the relation between Integrated Reporting (IR) and the composition of a firm's investor base. I hypothesize and find that firms that practice IR have a more long-term oriented investor base with more... View Details
Keywords: Sean Silverthorne
- 16 May 2023
- In Practice
After Silicon Valley Bank's Flameout, What's Next for Entrepreneurs?
Entrepreneurship Jeffrey Bussgang: Expect R&D investment to be curtailed The SVB collapse had a profound impact on the startup ecosystem. SVB has been a trusted and beloved partner to startup founders and VCs for 40 years. My firm, Flybridge, has been a loyal SVB... View Details
- 28 Feb 2012
- First Look
First Look: Feb. 28
argue that competition can lead organizations to provide illicit quality that satisfies customer demand but violates laws and regulations and that this outcome is particularly likely when price competition is restricted. Using 28 million... View Details
Keywords: Sean Silverthorne
- 16 Mar 2020
- Research & Ideas
How the Coronavirus Is Already Rewriting the Future of Business
will help customers be more helpful The rapid spread of COVID-19 reminds us how our wellbeing is interconnected, and the flurry of heartwarming responses people have exhibited in the face of this crisis reveals our tremendous... View Details
Keywords: by Dina Gerdeman
- 27 Oct 2002
- Research & Ideas
Want a Happy Customer? Coordinate Sales and Marketing
To other functional departments such as finance and operations, the sales and marketing functions look alike. After all, they are both "outward looking," focused on the customer and the market. But, creating a strong marketing... View Details
Keywords: by Benson Shapiro
- 06 Mar 2006
- Research & Ideas
Four Strategies for Making Concessions
would really love to hear this praise is her boss (or other potential customers). In this way, she defines for the appreciative customer how best to reciprocate. 3. Make Contingent Concessions One hallmark of a good working relationship... View Details
Keywords: by Deepak Malhotra
- 19 Oct 2010
- First Look
First Look: October 19, 2010
increase the discount rate so that it includes the cost of capital plus the probability of a downside Download the paper: http://www.hbs.edu/research/pdf/11-036.pdf Cases & Course MaterialsPricing, Profits and Customer Value Frank... View Details
Keywords: Sean Silverthorne
- 05 Apr 2011
- First Look
First Look: April 5
exploit Chinese offshore deposits. In 2010 he is trying to decide how to drive further growth in a company that has grown 556 times in less than 30 years, with profits grown 2,600 times. He believes that the way CNOOC has been managed, a blend of market View Details
Keywords: Sean Silverthorne
- 09 Jul 2007
- Research & Ideas
Five Steps to Better Family Negotiations
acceptable outcomes in their negotiations. The negotiation space in a family business system is often extensive and typically complex, involving family members, employees, and owners of the business, and also may involve key stakeholders of the family business system... View Details
Keywords: by John A. Davis and Deepak Malhotra
- 03 Jul 2018
- First Look
New Research and Ideas, July 3, 2018
comparatively linear and sequential approach adopted by medical device development teams in developed countries like the United States. Further, we suggest that such testing is feasible in India because of the prevailing regulatory flexibility, the cognitive View Details
Keywords: Dina Gerdeman
- 21 Apr 2021
- Research & Ideas
The Pandemic Conversations That Leaders Need to Have Now
conference calls that employees can listen to: “The first half is top executives’ discussion of the quarter and expectations. The second half they have a roundtable-like discussion on a particular topic about specific customer sectors.... View Details