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  • 16 Feb 2010
  • Research & Ideas

The Outside-In Approach to Customer Service

Gulati: The difference between the outside-in and inside-out perspectives is central to the book's arguments. When I began this research, I naively assumed that all firms must indeed have an outside-in orientation whereby they put their customers first in all their... View Details
Keywords: by Sarah Jane Gilbert; Consumer Products
  • 26 Feb 2008
  • First Look

First Look: February 26, 2008

Abstract In this paper, we examine the pattern of correlation among consumer price sensitivities for customer purchase incidence decisions across complementary product categories. We use a hierarchical... View Details
Keywords: Martha Lagace
  • 11 Aug 2003
  • Research & Ideas

Why Budgeting Kills Your Company

instead of allocated in advance. Handelsbanken gives its branch managers the freedom to decide which products to sell and to set their own prices and discounts. (Branch managers know that whatever decisions... View Details
Keywords: by Loren Gary
  • 10 May 2011
  • First Look

First Look: May 10

http://www.hbs.edu/research/pdf/11-109.pdf When Smaller Menus Are Better: Variability in Menu-Setting Ability Authors:David Goldreich and Hanna Hałaburda Abstract The economics literature on choice focuses on individuals' decisions when... View Details
Keywords: Sean Silverthorne
  • 03 Mar 2003
  • Research & Ideas

Top Ten Legal Mistakes Made by Entrepreneurs

IRS argues that the difference in stock price is actually income to the entrepreneur. # 9: Issuing founder shares without vesting. Simply put, vesting protects the members of the founding team who take the venture forward. If people... View Details
Keywords: by Staff
  • 22 Oct 2019
  • Research & Ideas

Use Artificial Intelligence to Set Sales Targets That Motivate

employee. “The more data that goes in, the more accurate a prediction we can have,” Chung says. Variables that companies might use include employee data, such as average and past year’s sales; macroeconomic indicators, such as GDP growth and consumer View Details
Keywords: by Michael Blanding
  • 02 Oct 2006
  • Research & Ideas

Negotiating in Three Dimensions

"interests," or what each side really cares about. Failure to uncover interests often leads to mistakes in our second dimension, deal design, such as treating potentially more cooperative agreements as pure price deals in which... View Details
Keywords: by Martha Lagace
  • 21 Apr 2009
  • First Look

First Look: April 21, 2009

experiments to test theoretical predictions of why adoption may be low. Insurance purchase is sensitive to price, with an estimated extensive price elasticity of demand between -0.66 and -0.88. Credit constraints, identified through the... View Details
Keywords: Martha Lagace
  • 12 Jul 2016
  • First Look

July 12, 2016

is an attempt to connect these two narratives. I provide early evidence that the growth of public university tuition over the previous two decades is negatively associated with movement into self-employment. Because labor market and education 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
  • 08 Apr 2019
  • Sharpening Your Skills

The Life of Luxury and How to Sell It

decision making? Researchers are finding a link between luxury and self interest, an insight that may help curb corporate excesses. Honda Created a Civic for Very Light Jets. How High Will It Fly?How Honda Aircraft Corporation moved from... View Details
Keywords: by Sean Silverthorne; Auto; Retail; Fashion
  • 15 Dec 2003
  • Research & Ideas

The New Global Business Manager

moving that you can't haul all the information to the top for someone to make all those calls. In a world that's moving in nanoseconds, empowerment is driving more strategic decisions down to people who are closest to the customers,... View Details
Keywords: by Cynthia Churchwell
  • January 2024 (Revised June 2024)
  • Case

School of Rock: Tuning into Structured Empowerment (A)

By: Tatiana Sandino, Jeffrey Rayport, Samuel Grad and Stacy Straaberg
In summer 2021, School of Rock was a youth-oriented music education company with 291 franchise- and company-owned schools globally. Before CEO Rob Price’s hire in 2017, School of Rock’s nonconformist rock ‘n’ roll culture led to variability in teaching styles,... View Details
Keywords: Business Growth and Maturation; Business Plan; Change Management; Transformation; Communication Strategy; Decisions; Curriculum and Courses; Teaching; Employee Relationship Management; Knowledge Sharing; Leadership Style; Business or Company Management; Growth and Development Strategy; Management Style; Marketing Strategy; Mission and Purpose; Organizational Change and Adaptation; Organizational Culture; Organizational Structure; Franchise Ownership; Performance Expectations; Performance Improvement; Strategic Planning; Attitudes; Conflict Management; Corporate Strategy; Applications and Software; Technology Adoption; Education Industry; Music Industry; Massachusetts; United States
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  • 01 Jan 2011
  • News

Seth Klarman, MBA 1982

career as an English teacher and then became a psychiatric social worker. His own interest in business started early: family lore has it that four-year-old Klarman organized his room into a commercial space, putting price tags on his... View Details
  • 21 Jun 2022
  • HBS Case

Free Isn’t Always Better: How Slack Holds Its Own Against Microsoft Teams

counting Salesforce’s $27 billion purchase price for Slack, “it’s still a 10 to one difference.” Microsoft has a 10 to one customer advantage as well—145 million compared to 12 million—as of April 2021. And every Office 365 customer... View Details
Keywords: by Lane Lambert; Information Technology; Technology
  • 05 Mar 2012
  • Research & Ideas

Is JC Penney’s Makeover the Future of Retailing?

offering items at a high initial price and then marking them down weeks later "insulting." He also eliminated coupons, something Macy's did in 2007, only to reverse the decision after unhappy customers... View Details
Keywords: by Kim Girard; Retail
  • 18 Feb 2014
  • First Look

First Look: February 18

Cause of Returns to Organizational Status: Evidence from the grands crus classés of the Médoc By: Malter, Daniel Abstract—This paper addresses the recent debate about the causality of status effects and identifies the symbolic effect of status on the View Details
Keywords: Sean Silverthorne
  • Web

Howard E. Cox | Baker Library | Bloomberg Center | Harvard Business School

Cox, HBS 1969, started his career in the Office of the Secretary of Defense in the summer of 1968 and continued there through 1971. Part of a small team assigned to help extricate the United States from the war in Vietnam, Howard realized his ability to influence View Details
  • 02 Mar 2010
  • First Look

First Look: March 2

prices associated (or contemporaneous) with JGTRRA. Consistent Constructs in Individuals' Risk Taking in Decisions from Experience Authors:Eyal Ert and Eldad Yechiam Publication:Acta Psychologica... View Details
Keywords: Martha Lagace
  • 20 Oct 2011
  • Research & Ideas

Getting the Marketing Mix Right

when a company attempts to move in on its market share, perhaps by offering price discounts. Since this strategy is viewed as more threatening, the competitor can be expected to retaliate with prejudice—often by firing off a campaign to... View Details
Keywords: by Dina Gerdeman