Organizational Buying Behavior - Publications - Faculty & Research

March 2024
Case

Nomad: A License to Bank

In late 2023, Lucas Vargas, CEO and co-founder of Nomad, a fintech that offered financial services in the United States for Brazilian residents, had to decide what to do to ensure the company’s continued expansion. Nomad launched its first product, a U.S. digital bank... View Details

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04 Sep 2018
First Look

New Research and Ideas, September 4, 2018

2018 Individual Creativity in the Workplace An Integrated Model of Dynamic Problem Solving within Organizational Constraints By: Cromwell, Johnathan R., Teresa M. Amabile, and Jean-François Harvey Abstract—Rapid technological change,... View Details

Keywords: Dina Gerdeman

05 Mar 2012
Research & Ideas

Is JC Penney’s Makeover the Future of Retailing?

execute a strategy.” Penney will be able to move more merchandise off the floor faster, Lal adds, quickly making room for fresh items. This strategy could bring customers into the store more frequently and buying when they find a... View Details

Keywords: by Kim Girard; Retail

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 chest their cards, each hoping the... View Details

Keywords: by Katie Johnston

13 Nov 2013
Research & Ideas

Should Men’s Products Fear a Woman’s Touch?

immediate." “The fact that this car seemed to be targeted toward women was highly problematic for many in the brand community” In the eyes of Porsche brand community members, those headlines were designed to attract a feminine audience, as a "real"... View Details

Keywords: by Carmen Nobel; Consumer Products; Food & Beverage; Auto

27 Feb 2017
Research & Ideas

Reputation is Vital to Survival in Turbulent Markets

Khanna: There are many reasons why you can have the rug pulled out from under your feet in developing countries. You have capricious behavior on the parts of opportunistic people, if there are no checks and balances to prevent them from... View Details

Keywords: by Sean Silverthorne

28 Jan 2020
Book

Advanced Leadership Requires More Than Outside-The-Box Thinking

innovation lie in moving outside the walls of disciplines and departments to help leaders gain the creativity of multiple perspectives so they could create high-impact social ventures, whether for-profit or not-for-profit. The issue isn’t the View Details

Keywords: by Sean Silverthorne

May 2011
Article

The Power of Small Wins

By: Teresa M. Amabile and Steven J. Kramer

What is the best way to motivate employees to do creative work? Help them take a step forward every day. In an analysis of knowledge workers' diaries, the authors found that nothing contributed more to a positive inner work life (the mix of emotions, motivations, and... View Details

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07 Jan 2019
Research & Ideas

The Better Way to Forecast the Future

Whether it’s booking a hotel, renting a movie, or buying a car, many of us consult multiple reviews before deciding. It’s called aggregating opinions, and we do it without even thinking about it. Crowdsourcing works so well, in fact, says... View Details

Keywords: by Roberta Holland; Air Transportation; Transportation

10 Oct 2011
Research & Ideas

Retailing Revolution: Category Killers on the Brink

located stores that are paragons of flexibility: Best Buy Mobile outlets, which focus on selling mobile phones, are a good example of this phenomenon. Consumer behavior is changing faster than ever, and... View Details

Keywords: by Rajiv Lal & Jose B. Alvarez; Retail

05 May 2011
What Do You Think?

How Ethical Can We Be?

with whom we interact judge us differently than we judge ourselves? Phil Clark commented that "Ethics is in the 'eye of the beholder,' not the person carrying out the action." We may rationalize our behaviors depending on, as R.... View Details

Keywords: by Jim Heskett

24 Jul 2012
First Look

First Look: July 24

cross-national data for 32 countries, and controlling for per capita GDP, income inequality, and other factors. Countries that had higher rates of tipping behavior tended to have higher rates of corruption. We suggest that this surprising... View Details

Keywords: Sean Silverthorne

02 Oct 2006
Research & Ideas

Negotiating in Three Dimensions

means that key employees and colleagues both have and value more autonomy. It is also true externally with an increasing number of influential stakeholders outside the traditional chain of command. Newer and flatter organizational... View Details

Keywords: by Martha Lagace

18 Sep 2017
Research & Ideas

'Likes' Lead to Nothing—and Other Hard-Learned Lessons of Social Media Marketing

that the clip was a digitally produced video promotion for German clothing company KillaThrill—the name on the logo. “Two-thirds of people who see it won’t ever know it’s an ad,” Deighton says. “But the people who see what it’s for and get to the company website are... View Details

Keywords: by Dina Gerdeman; Advertising; Technology

27 Oct 2002
Research & Ideas

Want a Happy Customer? Coordinate Sales and Marketing

small number of large major accounts, some mid-sized ones (the previous focus of the field sales force), and often a bunch of little ones. And, accounts are complex collections of diffuse buying teams involving different customer... View Details

Keywords: by Benson Shapiro

24 Apr 2019
Research & Ideas

The 'Amazon Effect' Is Changing Online Price Competition—and the Fed Needs to Pay Attention

It’s no secret that fierce competition from Amazon puts downward pressure on prices charged by Walmart and other big multichannel retailers for the same items. However, the bigger “Amazon effect” relates not to the prices themselves but to the pricing View Details

Keywords: by Roberta Holland; Retail

March 2020 (Revised August 2020)
Case

Culture at Google

By: Nien-hê Hsieh, Amy Klopfenstein and Sarah Mehta

Beginning in 2017, technology (tech) company Google faced a series of employee-relations issues that threatened its unique culture of innovation and open communication. Issues included protests surrounding Google’s contracts with the U.S. government, restrictions of... View Details

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02 Oct 2012
First Look

First Look: October 2

areas. Our results suggest that matching between scientists may be subject to considerable frictions-even among those in relatively close geographic proximity and in the same organizational system. At the same time, even a brief and... View Details

Keywords: Sean Silverthorne

18 Mar 2019
Research & Ideas

Stuck in Commuter Hell? You Can Still Be Productive

and behaviors that are rewarding in the moment, like listening to music or daydreaming. But these relaxing activities during the commute can actually hinder their ability to seamlessly transition into their work role. Worse, if people... View Details

Keywords: by Dina Gerdeman

August 2012
Case

Jess Westerly at Kauflauf GmbH

By: John J. Gabarro and Colleen Kaftan

Jess Westerly is the assistant product owner of CRM applications for computer and office supply wholesalers and retailers at Kauflauf, a fast-growing provider of subscription enterprise software headquartered in Heidelberg, Germany. Only months into her job, outsider... View Details