B2B Pricing - Publications - Faculty & Research

02 Jan 2018
First Look

First Look at New Research and Ideas, January 3, 2018

business. In addition to the valuation and financing issues, the leadership team must decide whether shifting from the firm's current B2B business model (manufacturing and processing dairy products) to a more B2C business model (a... View Details

Keywords: Sean Silverthorne

30 Aug 2016
First Look

August 30, 2016

viable business out of their groundbreaking technology. The case raises issues in entrepreneurship and B2B marketing such as analyzing economic value to the customer, designing optimal price metrics,... View Details

Keywords: Carmen Nobel

22 Feb 2022
News

Case Study: Welcome Aboard

vertical from health care to fintech, edtech, marketing, security, and automotive, and Lerner sees plenty of room to grow. “It’s really the entire B2B market,” he observes. The Question: Lerner and Holder were already working from Boston... View Details

Keywords: Jen McFarland Flint

Web

Rock 100: The Summit - Entrepreneurship

recommended reading lists Hand-picked resources for the questions and concerns raised by the Rock 100 founders at the Summit can be found at the links below: B2B Marketing Aligning Strategy and Sales: The Choices, Systems, and Behaviors... View Details

01 Mar 2017
News

Case Study: Moment in the Sun

a large hotel chain reached out to express interest, Hoskins began to see the promise of B2B sales in the hospitality market. “They got the value right away,” says Hoskins. “It’s automatic: Your customers are healthier and getting better... View Details

Keywords: Dan Morrell

04 May 2020
Research & Ideas

Predictions, Prophets, and Restarting Your Business

in the bank, that’s what counts / Money in the bank in large amounts.” The selling cycle is usually the biggest driver of cash out and cash in: Accounts payable accrue during selling, and accounts receivable are mainly determined in most firms by what’s sold at what... View Details

Keywords: by Frank V. Cespedes

01 Feb 2011
First Look

First Look: Feb. 1

and where the host does not punish symbiont misbehavior. Coordinating Marketing and Sales in B2B Organizations Authors:Frank V. Cespedes Publication:In Business to Business Marketing Handbook. Edward Elgar Publishing Company, forthcoming... View Details

21 Feb 2017
First Look

First Look at New Research: February 21

historical long run). Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=52277 February 2017 Journal of Arthroplasty Drivers of the Variation in Prosthetic Implant Purchase Prices for Total Knee and Total Hip Arthroplasties... View Details

Keywords: Carmen Nobel

20 Oct 2016
News

Smart Moves

provider of a whole range of services—parking, fuel-price data, intermodal routing—centered on the connected car. Although the majority of our data comes directly from consumers—think of it as crowd sourcing of traffic information—we’re not a consumer brand. We’re a... View Details

Keywords: Robert S. Benchley; Support Activities for Transportation; Transportation

07 Mar 2017
First Look

First Look at New Research, March 7

consideration of the opportunity for Peru and other South American growers to exploit counter-seasonal export opportunities, selling into northern-hemisphere markets when prices peak. Purchase this case:... View Details

Keywords: Sean Silverthorne

11 May 2011
Research & Ideas

Building a Better Board

stock price doing OK? "It was a 10-minute conversation, and that was that," Kaufman says. These days, the assessment is usually much more wide-spread, taking into account both quantitative and qualitative metrics other than just... View Details

Keywords: by Carmen Nobel

03 Apr 2019
Book

Fintech's Game-Changing Opportunities for Small Business

makers or B2B service businesses, which is a growing segment. “Decisions we make over the next several years will influence large parts of our financial services systems.” Only a relatively tiny number of US small businesses are the... View Details

Keywords: by Martha Lagace; Banking; Financial Services

01 Dec 2000
News

Latin America's Decade

to PCs and hence to the Net." Thus, Azuela expects the bulk of Internet growth will occur in the B2B sector and wireless applications. Auction house DeRemate.com, currently a leader in the region's consumer Internet sector, has a growth... View Details

Keywords: Garry Emmons and Julia Hanna; Latin America; research; infrastructure; Hospitality; Securities, Commodities, and Other Financial Investments; Finance; Management, Scientific, and Technical Consulting Services; Professional Services

Web

Print View - Course Catalog

Fall 2025 Q1 1.5 Authentic Leader Development Organizational Behavior Robin Ely , Monique Burns Thompson Spring 2026 Q3Q4 3.0 Avoiding Startup Failure Entrepreneurial Management DJ DiDonna Spring 2026 Q3Q4 3.0 ^ back to top B Area Faculty Name Term Quarter Credits... View Details

Publications