Buyer - Publications - Faculty & Research

13 Jun 2018
Sharpening Your Skills

That Costs HOW Much?

Pricing the Right Price for You? Not every industry or company can benefit from performance-based pricing. But where there is a fit, PBP can be a powerful tool that merges the interests of buyers and sellers. How Our Brain Determines if... View Details

Keywords: by Sean Silverthorne; Retail

01 Sep 2024
News

3-Minute Briefing: Kruti Patel Goyal (MBA 2004)

have on the world. If I look at my career at Etsy, the critical thing was deeply understanding our customers; at Depop, it’s buyers and sellers. If you understand the role your product plays in their life, what they need, what their... View Details

Keywords: Sarah Wyman

01 Apr 2001
News

Books: Brand New

competition from other players in their respective industries. Many factors contributed to their success but much hinged on their ability, as Koehn writes, to create “products and connections to buyers that offered not only quality,... View Details

Keywords: Startbucks; HP, Hewlett-Packard, Microsoft, Dell, eBay; Estee Lauder; John Heinz (MBA 1963); Publishing Industries (except Internet); Information

31 Mar 2011
News

Building an Online Swap Shop

reported (December 18, 2010), prompting thredUP to launch the new exchange. thredUP’s 50,000 registered users swap more than 1,000 boxes of clothes a week. Buyers pay $5 plus shipping per box. Since it’s a swap service, users must send as... View Details

Keywords: Clothing and Clothing Accessories Stores; Retail Trade

26 Aug 2014
First Look

First Look: August 26

Screening Without Certification: The Critical Role of Stakeholder Pressure By: Kayser, Susan A., John W. Maxwell, and Michael W. Toffel Abstract—To assess and manage reputational risks associated with supply chains, buyers are... View Details

Keywords: Sean Silverthorne

Web

Online Entrepreneurial Marketing Course | HBS Online

Concepts Develop and continually adapt go-to-market strategies Distinguish between marketing- and sales-led organizations and marketers’ role in each Establish a customer selection strategy, including buyer personas and journeys Devise... View Details

01 Dec 2018
News

Ask the Expert: Gimme Shelter

properties that are deeded to stay affordable? Aren’t those buyers in effect renters (albeit with a tax deduction) if there’s little to no upside to long-term ownership? —Lynn Miller (MBA 1989) OAKES: We certainly don’t want to create... View Details

Keywords: Jen McFarland Flint

11 Oct 2006
Research & Ideas

U.S. Tops Business Competitiveness Index 2006

2002, fell nine spots to 64, according to the ISC. "This year's decline was driven especially by higher levels of corruption, weaker assessment of buyer sophistication, and concerns about labor relations," the study found. Also... View Details

Keywords: by 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

15 Nov 2016
News

Field Course Helps Nascent Entrepreneurs Connect with Customers

Cespedes says the students in the course learn to deal with the reality that “selling is always more about the buyer than it is about the seller.” Recalling his own experience as a young entrepreneur, Roberge elaborates: “Like a lot of... View Details

01 Dec 2010
News

The Father of Modern Advertising

copywriters at Lord Thomas invented the “salesmanship in print” business model that sustained the industry for decades to come. In short, the firm convinced clients that print ads should follow a salesman’s approach, offering the potential View Details

Keywords: Sean Silverthorne; Advertising, Public Relations, and Related Services; Professional Services

06 May 2015
Research & Ideas

A Flood of Picassos Threatens to Water Down the Art Market

which the art world uses market categories to separate and organize large amounts of information, which in turn allows buyers and sellers to accurately assess the value of various works. This investigation led to a related lesson that art... View Details

10 Jul 2000
Research & Ideas

The State of the Markets

that the back end of the operation keeps pace with the front end to avoid the costly control issues that exist today." Looking ahead, Seifert sees the Internet as a force to be reckoned with in terms of costs and productivity. "The pool of potential View Details

Keywords: by James E. Aisner

02 Aug 2010
Research & Ideas

Modern Indian Art: The Birth of a Market

product reviews, and safety ratings, all moving me forward toward a purchase decision. In short, market categories help establish expectations about products and hence facilitate exchange between buyers and sellers. But how do they... View Details

Keywords: by Sean Silverthorne

10 Feb 2015
First Look

First Look: February 10

abstract available. Publisher's link: http://www.europeanbusinessreview.com/?p=6747 Working Papers Price Coherence and Excessive Intermediation By: Edelman, Benjamin, and Julian Wright Abstract—Suppose an intermediary provides a benefit to View Details

Keywords: Sean Silverthorne

27 Mar 2007
First Look

First Look: March 27, 2007

prospective buyers may be necessary to facilitate the sale. Such disclosures can, of course, be protected in principle through a confidentiality contract which gives the seller the right to sue for unauthorized use of the disclosed... View Details

Keywords: Martha Lagace

01 Apr 2001
News

William Fung: E-Commerce and Efficiency

managers are able to e-mail a digital picture of any questionable item to Hong Kong for an instant assessment. But it is Li & Fung’s StudioDirect service that has investors buzzing. For a long time, the company has built a solid reputation among big multinational View Details

Keywords: Alejandro Reyes; Clothing and Clothing Accessories Stores; Retail Trade

20 Feb 2019
News

Building an Ecosystem for African Entrepreneurs

in 2015, Sounouvou had recently launched Exportunity, a secure digital marketplace that connects African suppliers with buyers around the world. Through the company’s platform, farmers in Benin can sell their produce to a manufacturer in... View Details

Keywords: April White

01 Oct 2001
News

Calling the Tune: Negotiation as an Improvisational Dance

"we see buyers getting suckered. This is called the 'winner's curse.' You won the company, but you lost money." The problem is that sometimes business has to be done by e-mail or phone. To achieve a positive outcome without the... View Details

Keywords: Margie Kelley; Colleges, Universities, and Professional Schools; Educational Services

08 May 2012
First Look

First Look: May 8

is more than the sum of its parts. Download the paper: http://www.hbs.edu/research/pdf/12-097.pdf Financial vs. Strategic Buyers Authors:Marc Martos-Vila, Matthew Rhodes-Kropf, and Jarrad Harford Abstract Within the great oscillations of... View Details

Keywords: Carmen Nobel

Publications