Dealers - Publications - Faculty & Research

11 May 2016
Research & Ideas

Fix This! Why is it so Painful to Buy a New Car?

effect. Another time she told the dealer she wanted a car with a manual drive. “No you don’t,” the salesman snapped. Says Avery, “I felt disrespected.” “I’m happy with the car, but it was a roller coaster of emotions going through the... View Details

Keywords: by Sean Silverthorne; Auto

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Bankruptcy | Baker Library | Bloomberg Center | Harvard Business School

Moody’s, or Fitch. [17] MBSs and CDOs are sold to investors all over the world, including pension funds, insurance companies, mutual funds, hedge funds, and other investment banks. [18] Investors can hedge their CDO or MBS exposure through credit default swaps issued... View Details

23 Oct 2000
Research & Ideas

The Strategy-Focused Organization

Improved dealer training and quality ensured professional and friendly service. The Perfect Order program, which improved quality for four consecutive years, strengthened Mobil's relationships with commercial and industrial customers.... View Details

Keywords: by Robert S. Kaplan & David P. Norton

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Buy Now, Pay Later: Cars on Time

arrangement that shared the risk of car loans between dealer and manufacturer. Its goals were, initially, to smooth out seasonal fluctuations in sales, but the ultimate effect was to dramatically increase the numbers of units sold. Henry... View Details

22 Aug 2005
Research & Ideas

Restoring a Global Economy, 1950–1980

processing, and marketing of commodities. By 1980 manufacturing FDI was larger than the natural resource and service sectors combined. In services, while transport and utility investments were no longer important, from the 1960s multinational banks, trading companies,... View Details

Keywords: by Geoffrey Jones

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Research - Behavioral Finance & Financial Stability

balance sheet constraints and bond liquidity By: Johannes Breckenfelder & Victoria Ivashina SEP 2021 The authors explore the ties between bonds and individual dealers formed through home advantage and the persistence of previous... View Details

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Impact of the New Medium - Edwin H. Land & Polaroid | Harvard Business School

manufacturer. 68 Booth provided dealers with the "Polaroid Promotion Plan" that detailed the timing, logistics, and value of newspaper ads, training sessions, and demonstrations of the camera in order, Booth asserted, "to stage a dramatic... View Details

16 Apr 2020
Research & Ideas

Has COVID-19 Broken the Global Value Chain?

manufactured by another firm elsewhere, and distributed by dealers everywhere—all underwritten by global cash flows. Often these networks are established without much redundancy planning or other risk-mitigation factors to counter... View Details

Keywords: by Sean Silverthorne

01 Jun 2024
News

Firm Foundation

Courtesy Tracy Britt Cool Courtesy Tracy Britt Cool Tracy Britt Cool (MBA 2009) has been playing the long game as long as she can remember. The former Berkshire Hathaway executive grew up in a family business: Her father was a third-generation farmer in Manhattan,... View Details

Keywords: Janelle Nanos; private equity; Warren Buffett; career path; investment strategy; family business; Finance

23 Aug 2006
Op-Ed

The Real Wal-Mart Effect

and Montgomery Ward seemingly threatened small-town retailers with extinction in the nineteenth century, those retailers mounted an energetic counterattack. The rise of chain stores in the 1920s also provoked outcries from independent View Details

Keywords: by Pankaj Ghemawat & Ken A. Mark; Retail

27 Oct 2002
Research & Ideas

Want a Happy Customer? Coordinate Sales and Marketing

such topics as custom product or service programs for large customers, and coordinated communication messages for all dealers and end users can be specified. A major underlying point of contention will be the freedom for people in the... View Details

Keywords: by Benson Shapiro

Louis B. Neumiller

Under Neumiller's "home-town-boy" leadership style, Caterpillar's revenues grew from over $100 million in 1941 to $827 million in 1963, prospering through World War II and the global post-war boom. Neumiller built the Caterpillar brand into a common worldwide... View Details

Keywords: Construction & Real Estate

01 Oct 2000
News

Painting, by the Numbers

You could call Richard Feigen (MBA '54) a dealer in commodities, but he might bridle at that characterization. An internationally known dealer in fine art who has been in the business for more than forty... View Details

26 Aug 2009
Op-Ed

Where Cash for Clunkers Ran Off the Road

Chrysler once, have to do so again to the tune of $3 billion through the $3,500-$4,500 C4C incentives? This taxpayer money simply enabled the dealers to avoid having to offer discounts off sticker prices and to extract higher profit... View Details

Keywords: by John Quelch; Auto

14 Sep 2007
Research & Ideas

How to Profit from Scarcity

ramping up production of a car is more challenging than printing an extra run of a book. But after its initial error, VW made some smart decisions to mitigate the damage. First, the company rewarded their best dealers by making the scarce... View Details

Keywords: by John Quelch; Consumer Products; Advertising

Philip Lehman

American economy increasingly turning toward consumer goods during the 1920s. The rapid rise of Lehman Brothers and Goldman, Sachs was facilitated by the ties they had developed as foreign exchange dealers and commodity brokers. View Details

Keywords: Finance

01 Mar 2006
News

Drive-In Nation

book Confidence suggests there is hope. “The U.S. companies have great assets: brands; loyal, long-term employees; dealer networks; and design capabilities. What they need is the true leadership, innovative thinking, and flexibility to... View Details

Keywords: Garry Emmons; Motor Vehicle and Parts Dealers; Motor Vehicle and Parts Dealers

16 Aug 2016
First Look

August 16, 2016

https://www.hbs.edu/faculty/Pages/item.aspx?num=51481 The Value of Trading Relationships in Turbulent Times By: Di Maggio, Marco, Amir Kermani, and Zhaogang Song Abstract—This paper investigates how dealers’ trading relationships shape their trading behavior in the... View Details

Keywords: Sean Silverthorne

13 May 2014
First Look

First Look: May 13

http://www.directorsandboards.com/html/curissue.html Working Papers Principals and Their Car Dealers: What Do Targets Tell About Their Relation? By: Bouwens, Jan, Eddy Cardinaels, and Jingwen Zhang Abstract—In this study we describe target setting and target... View Details