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- All HBS Web (163)
- Faculty Publications (53)
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- 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
- 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
- 28 Feb 2005
- Research & Ideas
Amazon, eBay and the Bidding Wars
sniping worth the risk of not getting your bid in? There are lots of reasons it might be. The easiest case to think about is of a bidder who has some expert information about the item being sold, information that might affect how much other buyers are willing to pay.... View Details
- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
Is there any distribution system more poorly conceived than the one used by most U.S. car manufacturers and dealers? In the prevailing system, car prices are initially jacked up by locked-in labor concessions. Manufacturers pit dealers... View Details
Keywords: by Sean Silverthorne
- 09 May 2017
- First Look
New Research and Ideas, May 9
May 2017 Journal of Financial Economics The Value of Trading Relations 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 corporate bond... 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
Keywords: Sean Silverthorne
- 23 Dec 2002
- Research & Ideas
Partnering and the Balanced Scorecard
end-use consumers were to receive a great buying experience, then the independent dealers had to deliver that experience. Dealers were clearly a critical part of Mobil's new strategy. In the past, Mobil did... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 10 Jun 2002
- Research & Ideas
Reinventing the Industrial Giant
efficient for consumers and for GM. First, it would reduce the amount of time customers had to wait for their car to arrive. A car ordered online would take only 15 to 20 days to reach the customer compared to the usual 55 to 60. 79 Customers could also go through the... View Details
- 27 Aug 2007
- Op-Ed
Mattel: Getting a Toy Recall Right
problem themselves rather than clog customer service desks at Mattel's retail outlets, which would strain Mattel's dealer relations and cost the company extra dollars in processing fees. Mattel's recall Web site is a model of excellence.... View Details
- 03 Mar 2003
- Research & Ideas
The Ingredients of a Deal Disaster
sales. Tensions escalated: Komatsu saw Dresser as backward and unresponsive; Dresser complained of learning about key Komatsu decisions after the fact. As the situation worsened, executives from both companies clamped down on communications, which prevented View Details
- 19 Mar 2008
- Research & Ideas
Finding Success in the Middle of the Market
dealers and consumers alike. The other products in the line—and their relative prices—hinge on the midfield entry. “Midfield is a moving target.” A company controls midfield by fielding a complete product line that includes backs and... View Details
- 18 Nov 2010
- Research & Ideas
GM’s IPO: Back to the Future
suppliers, tertiary suppliers such as steel and aluminum manufacturers, the dealer network, and providers of financing, especially GMAC. The task of saving two major auto makers was all the more difficult because the companies appeared... View Details
- 18 Apr 2005
- Research & Ideas
Selling Luxury to Everyone
them. "The market is smaller than we had anticipated," Johnson said. So far, the brand is struggling to gain market share, and Mercedes-Benz has some high costs to recoup. Johnson estimated it cost about $1 billion to develop a car model. And it cost the... View Details
- 08 Nov 2017
- Research & Ideas
Handgun Waiting Periods Prevent Hundreds of Homicides Each Year
and was left permanently disabled—required background checks on handgun purchases from licensed dealers and created a five-day waiting period to allow enough time for the checks. The researchers found the same 17 percent reduction in gun... View Details
Keywords: by Dina Gerdeman
- 12 Jun 2006
- Research & Ideas
The Promise of Channel Stewardship
small and dispersed, and they were unsophisticated in understanding the properties of metal-cutting coolants. They were usually accessed by a second tier of dealers (industrial supply shops). These dealers... View Details
- 10 Dec 2007
- HBS Case
One Laptop per Child
China, planned to use its network of 5,000 dealers to sell the laptops." It wasn't just PC makers that were attracted to this new market. Chip giant Intel did not want to relinquish a potentially lucrative market to its key rival... View Details
- 29 Sep 2003
- Research & Ideas
Pride Goeth Before a Profit
reversed, he says. The next scene shows the plant's general manager. Maybe we can't save the plant, he declares, but we can make them feel really stupid for deciding to close it. That's exactly what plant workers did. With nothing to gain, they built cars so well that... View Details
Keywords: by Theodore Kinni
- 01 Aug 2005
- Research & Ideas
How to Choose the Best Deal
working with a dealer or making subtle suggestions. Or he could decide that his advantage lies in standard talks, since creative solutions might be missed in a straight price deal. As a negotiator, work to define the process before... View Details
Keywords: by Michael Wheeler
- 20 Aug 2001
- Research & Ideas
Making an Ally of Uncle Sam
manufacturer like Ford Motor Company. Ford cooperates with its suppliers to design new vehicles even as it negotiates vigorously with them over the terms on which parts will be supplied. By cooperating to develop new cars, Ford and its View Details
- 17 Mar 2015
- First Look
First Look: March 17
dealer of loose gemstones in 1969 in Jaipur, India. By the 2000s, it was headquartered in Dubai, United Arab Emirates, and had expanded into diamonds and retail. The family business was now in its second generation of leadership and aimed... View Details
Keywords: Sean Silverthorne