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- All HBS Web (348)
- Faculty Publications (82)
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- March 2021
- Article
The Impact of the General Data Protection Regulation on Internet Interconnection
By: Ran Zhuo, Bradley Huffaker, KC Claffy and Shane Greenstein
The Internet comprises thousands of independently operated networks, where bilaterally negotiated interconnection agreements determine the flow of data between networks. The European Union’s General Data Protection Regulation (GDPR) imposes strict restrictions on... View Details
Keywords: Personal Data; Privacy Regulation; GDPR; Interconnection Agreements; Internet and the Web; Governing Rules, Regulations, and Reforms
Zhuo, Ran, Bradley Huffaker, KC Claffy, and Shane Greenstein. "The Impact of the General Data Protection Regulation on Internet Interconnection." Telecommunications Policy 45, no. 2 (March 2021).
- 2022
- Working Paper
Credit and the Family: The Economic Consequences of Closing the Credit Gap of U.S. Couples
By: Olivia S. Kim
Marital property rights strengthen secondary earners’ economic power by giving them access to credit markets. I study how this crucial yet understudied feature of property laws influences household decision-making. The 2013 reversal of the Truth-in-Lending Act... View Details
Keywords: Household; Credit; Equality and Inequality; Income; Policy; Family and Family Relationships
Kim, Olivia S. "Credit and the Family: The Economic Consequences of Closing the Credit Gap of U.S. Couples." Working Paper. (Job Market Paper, Revise & Resubmit, Journal of Political Economy.)
- October 2022
- Article
A Structural Model of Organizational Buying for Business-to-Business Markets: Innovation Adoption with Share-of-Wallet Contracts
By: Navid Mojir and K. Sudhir
The paper develops the first structural model of organizational buying to study innovation diffusion in a B2B market. Our model is particularly applicable for routinized exchange relationships, whereby centralized buyers periodically evaluate and choose contracts,... View Details
Keywords: Organizational Buying Behavior; Healthcare Marketing; B2B Markets; B2B Innovation; New Product Diffusion; New Product Adoption; Organizations; Acquisition; Behavior; Health Care and Treatment; Marketing; Innovation and Invention
Mojir, Navid, and K. Sudhir. "A Structural Model of Organizational Buying for Business-to-Business Markets: Innovation Adoption with Share-of-Wallet Contracts." Journal of Marketing Research (JMR) 59, no. 5 (October 2022): 883–907.
- April 2022
- Teaching Note
Christie's and Leonardo da Vinci's Salvator Mundi: The Value of a Brand
By: Jill Avery
A sixteenth century Renaissance masterpiece, missing for 137 years, believed by many to have been destroyed, and then rediscovered less than a decade ago, becomes the most expensive painting ever sold, all the while surrounded by controversy. Did the buyer of Leonardo... View Details
- June 2020
- Article
In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors
By: M. Jeong, J. Minson and F. Gino
Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identify a surprising consequence to this common prescription.... View Details
Keywords: Attribution; Interpersonal Interaction; Judgment; Social Interaction; Inference; Open Data; Open Materials; Preregistered; Negotiation Offer; Strategy; Behavior; Interpersonal Communication; Trust; Outcome or Result
Jeong, M., J. Minson, and F. Gino. "In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors." Psychological Science 31, no. 6 (June 2020): 644–653.
- 28 Feb 2007
- Research & Ideas
Capital Rules: The Tensions of Global Finance
the exceptions that scholars and policymakers had historically reserved from their embrace of open capital markets were ruled out of bounds. The norm of capital mobility was to... View Details
Keywords: by Rawi Abdelal
- 07 May 2012
- Research & Ideas
The Art of Haggling
Let's say a successful businessman is in the process of buying a lakeside cottage from the original owner. The prospective buyer makes a lowball offer. The owner counters with a high demand. Both parties... View Details
Keywords: by Katie Johnston
- 28 Jul 2014
- Research & Ideas
Eyes Shut: The Consequences of Not Noticing
Harvard Business School. "Marla, my spouse, would see all kinds of things going on that I would simply miss. Why? Perhaps this was due to my tendency to focusing, and in my case, narrowly." In his forthcoming book The View Details
- 22 Jul 2002
- Research & Ideas
Is Performance-Based Pricing the Right Price for You?
very process of discussing, in precise detail and with great discipline, these issues develops "wide-band width" communication between buyer and seller. Each has the opportunity to precisely... View Details
- 20 Dec 2018
- Research & Ideas
Most Popular Stories and Research Papers of 2018
Why Ethical People Become Unethical Negotiators You may think you are an ethical person, but self-interest can cloud your judgment when you sit down at the bargaining table, says Max Bazerman. The year’s 5 most downloaded research papers... View Details
Keywords: by Sean Silverthorne
- 03 Jan 2011
- Research & Ideas
Most Popular Articles of 2010
2011. Enjoy, and have a great new year! TOP 10 MOST POPULAR ARTICLES OF 2010 Power Posing: Fake It Until You Make It Nervous about an upcoming presentation or job interview? Holding one's body in... View Details
Keywords: by Staff
- 2023
- Working Paper
Too Many Managers: The Strategic Use of Titles to Avoid Overtime Payments
By: Lauren Cohen, Umit Gurun and N. Bugra Ozel
We find widespread evidence of firms appearing to avoid paying overtime wages by exploiting a
federal law that allows them to do so for employees termed as “managers” and paid a salary above a
pre-defined dollar threshold. We show that listings for salaried positions... View Details
Cohen, Lauren, Umit Gurun, and N. Bugra Ozel. "Too Many Managers: The Strategic Use of Titles to Avoid Overtime Payments." NBER Working Paper Series, No. 30826, January 2023.
- December 2011 (Revised May 2012)
- Case
Heavy Metal (A): Baosteel Enters Brazil
What is Baosteel, a top Chinese steelmaker, doing in Brazil? The company is responding to the Chinese government's "go global" policy and to the possible rise in iron ore input costs. But steel mills are complex, capital-intensive projects, and Brazil is an emerging... View Details
Keywords: Global Business; China; Developing Countries; Latin America; Industrial Development; Strategy And Execution; Analysis; Industrial Analysis; Heavy Industry; Country Analysis; Brazil; Economic Analysis; Natural Resources; Infrastructure; Planning; Capacity Planning; Contingency Planning; Demand Planning; Competition; Core Competencies; Corporate Strategy; Strategic Positioning; Five Forces; Bargaining Power Of Suppliers; Globalization; Government and Politics; Policy; Emerging Markets; Foreign Direct Investment; Mining; Steel Industry; Mining Industry; China; Brazil
Abrami, Regina M., and Iacob Koch-Weser. "Heavy Metal (A): Baosteel Enters Brazil." Harvard Business School Case 912-411, December 2011. (Revised May 2012.)
- 25 Mar 2019
- Research & Ideas
The Secret Life of Supply Chains
divide, and to look instead at the hidden role of the supply chain economy in powering innovation and employment. It’s not surprising that most economists have focused on manufacturing when it comes to... View Details
- March–April 1979
- Article
How Competitive Forces Shape Strategy
By: M. E. Porter
Many factors determine the nature of competition, including not only rivals, but also the economics of particular industries, new entrants, the bargaining power of customers and suppliers, and the threat of substitute services or products. A strategic plan of action... View Details
Porter, M. E. "How Competitive Forces Shape Strategy." Harvard Business Review 57, no. 2 (March–April 1979): 137–145.
- 02 Jan 2007
- Research & Ideas
Most Popular Articles of 2006
set-up, and why three dimensions are more powerful than one. Here's a Q&A and book excerpt. Negotiating When the Rules Suddenly Change Following the adoption of a collective View Details
Keywords: by Sean Silverthorne
- 08 Oct 2008
- Research & Ideas
Book Excerpt: A Sense of Urgency
required if the firm was to leap into the future. Even the few employees who were mobilized into action found that the firm's needs were overwhelming. Morale sank. Losses continued to grow. Then the firm was bought by someone at a bargain... View Details
Keywords: by John P. Kotter
- 27 Feb 2006
- Research & Ideas
When Rights of First Refusal Are a Bad Deal
chance, but retains the right for any lower price. This allows the asset owner to present any third party with an ultimatum offer: Buy at the high price, or not at all. By increasing the bargaining power... View Details
- January 2017 (Revised February 2022)
- Background Note
Assessing and Enhancing Market Attractiveness
This note gives students a systematic and comprehensive framework for analyzing and influencing market attractiveness. It pays explicit attention to value creation, complements, and the dynamics of market attractiveness. It also includes careful sub-frameworks for... View Details
Van den Steen, Eric. "Assessing and Enhancing Market Attractiveness." Harvard Business School Background Note 717-466, January 2017. (Revised February 2022.)
- 23 May 2000
- Research & Ideas
The Emerging Art of Negotiation
elements. These elements can include how each person understands himself or herself; how they understand their relationship with the other person as well as that person's characteristics; and what they perceive and know about the View Details
Keywords: by Martha Lagace