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- Faculty Publications (345)
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Collections | Working Knowledge
markets, and more. Regulation and Compliance Global insights on regulation: navigating authoritarian regimes, ethics, healthcare gaps, and corporate integrity challenges. Marketing and Consumers Explore marketing insights—from transparency in tech to psychological... View Details
- 01 Jun 2009
- News
The Maestro and the Market
some 2 million hopeful diners vie to be one of the fifty customers he serves each evening for the six months that elBulli, his restaurant, is open. The world is beating a path to Chef Ferran Adrià’s door, but why? “Creativity comes first;... View Details
- 01 Sep 2009
- News
Ready for Launch
to do ours as a favor and at a price we could afford.” What comes next: “We have our system up and running and are working on making it more robust so it can scale. We were invited to work as entrepreneurs in residence at Highland Capital... View Details
- 05 Mar 2013
- First Look
First Look: March 5
PublicationsHow to Identify the Best Customers for Your Business Authors:Cespedes, Frank V., James P. Dougherty, and Ben S. Skinner III Publication:MIT Sloan Management Review Abstract How can businesses achieve profitable growth so... View Details
Keywords: Sean Silverthorne
- June 2009
- Teaching Note
Curled Metal Inc. - Engineered Products Division (TN)
By: Frank V. Cespedes
Teaching Note for [709434]. View Details
Keywords: Sales; Product Development; Customers; Business Divisions; Price; Business Strategy; Cost; Production; Mining Industry
- 01 Mar 2008
- News
Negotiating with Wal-Mart
joint vision and problem-solving process, information sharing, and generally moving away from the “lowest common denominator” pricing issues that had defined their interactions previously. From 1987, when Muccio initiated the changes, to... View Details
- Web
Online Entrepreneurial Marketing Course | HBS Online
Stories FAQs Enroll Now Key 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... View Details
- 01 Sep 2018
- News
An SUV Built for African Roads—by African Workers
African continent and import taxes are exorbitant, prices can run sky-high—to the tune of US$80,000 for a 2011 Toyota Land Cruiser, for instance. To address these problems, Nairobi-based startup Mobius Motors has reimagined an affordable... View Details
Keywords: Amy Yee
- 17 Jul 2023
- Blog Post
From the Panelists: Toward a Decarbonized Future: Who Pays? Who Profits?
today, so the near-term is defined much more by deploying existing solutions than inventing never-before-known solutions.” He added: “The Infrastructure/Energy Transition is well underway, driven by customer demand for more affordable... View Details
- 03 Mar 2015
- First Look
First Look: March 3
a lower price but charge more for the cartridges necessary to run a sample and earn its primary revenue from these cartridges. The third model would see GenapSys sell its device at or around cost, but use the data View Details
Keywords: Sean Silverthorne
- 01 Mar 2010
- News
Eric Schiffer
didn’t say by how much. There was a one-month period when our customers were “pantry loading” because they thought prices would go up significantly. Instead, we held a press conference in our store and... View Details
- Profile
Ann Chao
uncovered a different story: strong interest in the product but confusion about price and lack of awareness due to poor distribution. “We recommended a re-launch that bypassed the distribution network and took the packets to the streets,... View Details
- 01 Mar 2011
- News
Making Their Way
by Andy Goodwin However, when it comes to building certain tools, such as progressive dies for metal stampings, which is labor-intensive and takes up to three months, China often has a competitive price advantage. So, explains... View Details
- 01 Mar 2004
- News
Protecting against the Erosion of Brand Value
When Barnes & Noble rolled out a line of “store-brand” classic books last summer, the publishing industry gasped.The company aimed to provide consumers with high-quality books at prices significantly below what they would pay from... View Details
- 24 Jul 2018
- First Look
New Research and Ideas, July 24, 2018
contest. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54708 June 2018 Management Science Personal and Social Usage: The Origins of Active Customers and Ways to Keep Them Engaged By: Lee, Clarence, Elie Ofek, and Thomas... View Details
Keywords: Dina Gerdeman
- 01 Sep 2009
- News
E Ink’s Wild Ride
race to win new customers and e-reader converts. It will make the company a truly global entity, bringing it closer to its customers in Asia. And the acquisition will simplify the supply chain, driving down... View Details
- 20 Jan 2010
- First Look
First Look: Jan. 20
strategy, creating high levels of customer satisfaction, or motivating people to navigate complex matrix organizations. Download the paper: http://www.hbs.edu/research/pdf/10-051.pdf Substitution Patterns of the Random Coefficients Logit... View Details
Keywords: Martha Lagace
- 09 Aug 2016
- First Look
August 9, 2016
reframing distress as passion can improve observers' impressions of the expresser. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=51433 Credit-Induced Boom and Bust By: Di Maggio, Marco, and Amir Kermani Abstract—Can a credit expansion induce a boom... View Details
Keywords: Sean Silverthorne
- 04 Aug 2006
- What Do You Think?
What Happens When the Economics of Scarcity Meets the Economics of Abundance?
terms "a culture unfiltered by economic scarcity." In the Long Tail, money is made by such things as avoiding inventory, producing to order, letting customers do the work, pricing creatively and... View Details
Keywords: by James Heskett
- 01 Oct 2000
- News
Internet Tsunami
Hiroshi Mikitani (MBA '93) is the founder, president, and CEO of Rakuten, Japan's leading online shopping destination. He believes that because the Internet allows merchants to circumvent the many intermediaries who jack up prices in... View Details