Publications

Research Summary

Unintended Consequences of Fundraising Tactics

Charity fundraisers use a variety of methods to increase donations, with three of the most common being matching funds, seed money, and thank you gifts. Field experiments have shown that matching funds (Eckel and Grossman, 2008) and seed money (List and Lucking-Reiley,... View Details

25 Aug 2014
HBS Case

Starbucks Reinvented

composed his memo, didn't look so bad. But the entrepreneur became concerned as he dug more deeply into the numbers. Sure, revenues were up almost 21 percent over the previous year, but had slowed by over a third; transactions per store... View Details

Keywords: by Julia Hanna; Food & Beverage

22 Feb 2018
Book

The New History of American Capitalism

infrastructure for transactional activity, new scholarship asks what forces shape modern patterns of economic activity and how those patterns sort people and resources. Instead of reproducing conventional dichotomies, current historians... View Details

Keywords: Manufacturing

24 Jan 2005
Research & Ideas

Rethinking Activity-Based Costing

$0.80) for processing customer orders, $35.20 (44 by $0.80) for handling inquiries, and $40 (50 by $0.80) for performing credit checks. Once you have calculated these standard rates, you can apply them in real time to assign costs to individual customers as View Details

Keywords: by Robert S. Kaplan & Steven R. Anderson

Research Summary

Creating Trust in International Joint Ventures in Asia: An Empirical Comparative Study

In the wake of the currently ongoing financial crisis in Asia, we anticipate a rapid increase of international joint ventures between Asian and Western firms. However, so far, the sources of success in international joint ventures have not been well understood. Why do... View Details

2021
Working Paper

An Empirical Study of Time Allotment and Delays in E-commerce Delivery

By: M. Balakrishnan, MoonSoo Choi and Natalie Epstein

Problem definition: We study how having more time allotted to deliver an order affects the speed of the delivery process. Furthermore, we seek to predict orders that are likely to be delayed early in the delivery process so that actions can be taken to avoid delays.... View Details

Keywords: Logistics; E-commerce; Mathematical Methods; AI and Machine Learning; Performance Productivity

SSRN

2023
Working Paper

The Value of Professional Ties in B2B Markets

By: Navid Mojir and Sriya Anbil

We study how a particular form of social ties (i.e., professional ties proxied by past employment) aﬀects price and proﬁtability in business-to-business (B2B) markets. While most of the work on social ties focuses on information diﬀusion in business-to-consumer... View Details

Keywords: Professional Ties; Social Ties; Business-to-business Marketing; B2B Marketing; Repo; Individual Connections; B2B Pricing; Pricing; Decision-making In Financial Markets; Marketing; Relationships; Price; Financial Markets; Decision Making

SSRN

Read Now

12 Mar 2006
Research & Ideas

New Research Explores Multi-Sided Markets

transactions it conducts with members of the two groups—suppliers and consumers—are largely independent of each other and there is nothing particularly interesting in a two-sided sense. But Wal-Mart has grown quite sophisticated. It also... View Details

Keywords: by Sean Silverthorne; Technology

March 1992 (Revised December 1992)
Case

Salomon and the Treasury Securities Auction

By: Dwight B. Crane

Set in June 1991, two months prior to Salomon Brothers' announcement that the firm had violated the Treasury Department's rules governing the auctions of new Treasury securities. Salomon Vice Chairman John Meriwether must decide how to address problems that continue to... View Details

Keywords: Debt Securities; Managerial Roles; Ethics; Market Transactions; Bonds; Investment Banking; Crisis Management; Auctions; Legal Liability; Banking Industry

14 Aug 2006
HBS Case

On Managing with Bobby Knight and “Coach K”

way, and setting high goals while maintaining standards. "If you believe people are fundamentally bad—if you believe people are constantly looking to get over and get by and won't do anything unless they're watched—then you'll tend to lead with a very View Details

Keywords: by Sean Silverthorne; Sports

10 May 2010
Research & Ideas

What Top Scholars Say About Leadership

leadership versus transactional leadership. We also wondered to what extent there were different insights depending on the unit of analysis with which one began. We knew it was essential to also invite people who were reflective,... View Details

Keywords: by Martha Lagace; Education

16 Jun 2020
Research & Ideas

Your Customers Have Changed. Here's How to Engage Them Again.

deferral of payments, new payment terms, and renegotiation of rates to those in need. Such efforts will encourage longer-term relationships and loyalty, which will increase revenue and reduce transaction costs. DoorDash is temporarily... View Details

Keywords: by Rohit Deshpandé, Ofer Mintz, and Imran S. Currim; Retail; Service

23 Oct 2012
First Look

First Look: October 23

Equity Investing Authors:Lily H. Fang, Victoria Ivashina, and Josh Lerner Abstract Bank-affiliated private equity (PE) groups account for 30% of all PE investments. These affiliated groups' market share is highest during peaks of the PE market, as is the fraction of... View Details

Keywords: Sean Silverthorne

30 Jun 2014
Lessons from the Classroom

The Role of Emotions in Effective Negotiations

A simple view of negotiation presents a cold transaction between what one person has and what the other person is willing to pay for it. If the price is right, the deal gets done. As anyone who has recently bought a car or sold a house... View Details

Keywords: by Michael Blanding; Entertainment & Recreation; Sports

Research Summary

Dissertation: "Essays in International Non-market Strategy and the Political Economy of Environmental Regulation"

My dissertation is part of a research agenda intended to advance our understanding of the interaction between companies and non-market actors (e.g. regulators) in an international context. The empirical setting of my analysis is the European Union Emissions Trading... View Details

30 Aug 2004
Research & Ideas

Real Estate: The Most Imperfect Asset

Finance II, students learn about the Rule of One Price, or why two people do not always pay the same. Students learn what professor Peter Tufano calls the "Matrix of Imperfections" in the capital markets, such as transaction... View Details

Keywords: by Sarah Jane Johnston; Construction; Real Estate

February 2020 (Revised April 2021)
Case

StockX: The Stock Market of Things

By: Chiara Farronato, John J. Horton, Annelena Lobb and Julia Kelley

Founded in 2015 by Dan Gilbert, Josh Luber, and Greg Schwartz, StockX was an online platform where users could buy and sell unworn luxury and limited-edition sneakers. Sneaker resale prices often fluctuated over time based on supply and demand, creating a robust... View Details

January 2009 (Revised November 2010)
Case

The Dojima Rice Market and the Origins of Futures Trading

By: David A. Moss and Eugene Kintgen

In 1730, Japanese merchants petitioned shogun Tokugawa Yoshimune to officially authorize trade in rice futures at the Dojima Exchange, the world's first organized (but unsanctioned) futures market. For many years, the Japanese government had prohibited the trade of... View Details

Keywords: Futures and Commodity Futures; Price; Food; Business History; Market Transactions; Business and Government Relations; Japan