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  • All HBS Web  (186)
    • News  (27)
    • Research  (147)
  • Faculty Publications  (36)

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  • All HBS Web  (186)
    • News  (27)
    • Research  (147)
  • Faculty Publications  (36)
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  • 23 Jun 2003
  • Research & Ideas

Building a Better Buyer-Seller Relationship

Buyers and sellers in mature industrial markets can turn single transactions into long-term beneficial relationships by a deeper understanding of the complex connection between the two, says Harvard Business School professor Narakesari... View Details
Keywords: by Martha Lagace
  • 15 Feb 2011
  • First Look

First Look: Feb. 15

of asymmetric information between buyers and sellers is significant. However, if this difference is below a certain threshold, then even the incumbent platform will distort its quantity downward. Since a monopoly incumbent would set the... View Details
Keywords: Sean Silverthorne
  • 16 Nov 2010
  • First Look

First Look: November 16, 2010

managerial human capital explanation of retention. Download the paper: http://people.hbs.edu/jwulf/TargetCEOWulfSinghSeptember2010.pdf   Working PapersReversing the Null: Regulation, Deregulation, and the Power of Ideas Author:David Moss... View Details
Keywords: Sean Silverthorne
  • 23 Jan 2013
  • Research & Ideas

Three-Dimensional Strategy: Winning the Multisided Platform

by facilitating direct connections between multiple types of affiliated customers, which most often leads to network effects. Think of what a shopping mall accomplishes in bringing together a multitude of sellers and buyers who interact... View Details
Keywords: by Julia Hanna
  • 30 Oct 2019
  • Research & Ideas

How to Recover Gracefully After Shutting Down Your Startup

“There are many things that entrepreneurs can do to   position themselves to bounce back from a failure.” If new funds aren’t forthcoming, the founder will likely put the company up for sale, confronting prospective buyers who’ll play a... View Details
Keywords: by Danielle Kost
  • 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 innovation. “It’s where the majority... View Details
Keywords: by Michael Blanding; Manufacturing; Service
  • 22 Jul 2019
  • Book

How to Be a Digital Platform Leader

challenges and opportunities posed by digital platforms, The Business of Platforms: Strategy in the Age of Digital Competition, Innovation, and Power is a new book by Harvard Business School Professor David B. Yoffie and coauthors Michael... View Details
Keywords: by Martha Lagace
  • 16 Feb 2004
  • Research & Ideas

Marketing Wine to the World

four firms account for 75 percent of the Australian market. Research by my colleagues Jan Rivkin and Tarun Khanna suggests that industry structure can be quite different around the world. The wine industry is a great example of this phenomenon. For instance, consider... View Details
Keywords: by Manda Salls; Consumer Products; Entertainment & Recreation; Food & Beverage
  • 10 Feb 2015
  • First Look

First Look: February 10

abstract available. Publisher's link: http://www.europeanbusinessreview.com/?p=6747   Working Papers Price Coherence and Excessive Intermediation By: Edelman, Benjamin, and Julian Wright Abstract—Suppose an intermediary provides a benefit to View Details
Keywords: Sean Silverthorne
  • 26 Aug 2014
  • First Look

First Look: August 26

individual feel dirty. We theorize that such feelings of dirtiness decrease the frequency of instrumental networking and, as a result, work performance. We also examine sources of variability in networking-induced feelings of dirtiness by proposing that the amount of... View Details
Keywords: Sean Silverthorne
  • 23 Sep 2013
  • Research & Ideas

Status: When and Why It Matters

evidence that buyers are willing to place a premium on status, holding constant quality and the reputation for quality." What sounds easy in theory may be difficult in practice, however: "Look around and you may be hard-pressed... View Details
Keywords: by Dina Gerdeman
  • 04 Jun 2001
  • Research & Ideas

RealNetworks, CNET, and Judo Strategy

Bonnie (MBA '90), CEO of CNET, whose Web sites—not to mention a radio station and several print magazines—provide a wealth of information to technology buffs and buyers alike. Founded in 1992, CNET has fared so well in the marketplace... View Details
Keywords: by Jim Aisner
  • 18 Feb 2015
  • First Look

First Look: February 18

on 2,521 participants demonstrating the embodied effects of expansive versus contractive nonverbal postures. We discuss a new addition to this list that found an embodied effect of nonverbal expansiveness on self-reported feelings of View Details
Keywords: Sean Silverthorne
  • 08 Jul 2002
  • Research & Ideas

How to Fashion Your New E-Business Model

specific customer or market need. They might sell and maintain the product or share that role with others in an industry or with those outside traditional industry boundaries. Distributors enable buyers and sellers to connect,... View Details
Keywords: by Lynda M. Applegate
  • 04 Nov 2014
  • First Look

First Look: November 4

conclude, after one century of banking crisis this is the best of times for Mexican banking. Publisher's link: http://www.library.hbs.edu/forms/purchaseform/ November 2014 Journal of Competition Law & Economics Leveraging Market Power... View Details
Keywords: Sean Silverthorne
  • 24 Jul 2012
  • First Look

First Look: July 24

high-powered incentives lead to greater screening effort and more profitable lending, their power is muted by both deferred compensation and the limited liability typically enjoyed by credit officers. Second, we present direct evidence... View Details
Keywords: Sean Silverthorne
  • 13 Jun 2018
  • Sharpening Your Skills

That Costs HOW Much?

Pricing the Right Price for You? Not every industry or company can benefit from performance-based pricing. But where there is a fit, PBP can be a powerful tool that merges the interests of buyers and... View Details
Keywords: by Sean Silverthorne; Retail
  • 21 Jul 2006
  • Op-Ed

Enron Jury Sent the Right Message

platform that made Enron the top buyer and seller of gas and electricity in the United States and Europe in its first year of operation. Many examples of extremely inept management are also positioned here—activities for which there is no... View Details
Keywords: by Malcolm S. Salter
  • 12 Mar 2013
  • First Look

First Look: March 12

learn some lessons from the limited success of current approaches to design their strategy in this exciting area. Do You Really Want to Be an eBay? Authors:Hagiu, Andrei, and Julian Wright Publication:Harvard Business Review Abstract Most companies that serve as... View Details
Keywords: Sean Silverthorne
  • 09 Jul 2018
  • Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

company would be able to retain its direct connection. Ironically, much of the work of the salesforce lay in convincing buyers that the desktop printers weren’t “too good to be true,” and that a reliable printer could be produced at such... View Details
Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail
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