Organizational Buying Behavior - Publications - Faculty & Research

30 Jun 2009
First Look

First Look: June 30

and Drew Westen Publication:Research in Organizational Behavior (forthcoming) Abstract Our goal is to integrate the construct of implicit affect—affective processes activated or processed outside of... View Details

Keywords: Martha Lagace

10 Jan 2005
Research & Ideas

How to Put Meaning Back into Leading

The bottom line is, after all, the bottom line when it comes to business success. No profit, no business. But should money be the sole measure for evaluating and rewarding the effectiveness of a leader? In a new Harvard Business School working paper, three experts on... View Details

Keywords: by Martha Lagace

11 Jul 2006
First Look

First Look: July 11, 2006

large or small); and what changes to make to pricing terms and product features. Purchase this case:http://harvardbusinessonline.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=806188 Best Buy Co., Inc.: Customer-Centricity Rajiv Lal,... View Details

Keywords: Sean Silverthorne

24 Feb 2009
First Look

First Look: February 24, 2009

Working PapersLearn-how to Improve Collaboration and Performance Authors:Ingrid M. Nembhard, Anita L. Tucker, Richard M.J. Bohmer, Joseph H. Carpenter, and Jeffrey D. Horbar Abstract Organizational learning, a prerequisite for high... View Details

Keywords: Martha Lagace

19 May 2020
Research & Ideas

Why Privacy Protection Notices Turn Off Shoppers

phenomenon in a series of six experiments, testing whether it is possible to write one in such a way to make a customer feel more safe rather than less safe. In one experiment, for example, they presented online participants with the opportunity to View Details

Keywords: by Michael Blanding; Retail

05 Nov 2014
What Do You Think?

Are We Entering an Era of Neuromanagement?

businesses." The predominant view was that the practice at present has many limitations. Ann Romaine-Adelstein commented, "I doubt we can predict with validity from a scan yet who will work hard, be innovative or exercise great influence Potential derailing... View Details

Keywords: by James Heskett

23 Jul 2018
Research & Ideas

The Open Office Revolution Has Gone Too Far

(like employee satisfaction). Those are fine for understanding individual perceptions, but aren’t so good at quantifying real behavioral responses and organizational performance outcomes from open offices.... View Details

Keywords: Re: Ethan S. Bernstein

19 Jul 2004
Research & Ideas

Your Customers: Use Them or Lose Them

wisdom for banks was that in order to grow they should offer the best rates of deposit or buy another company. Instead, she said, Commerce Bank offered the worst deposit rate in every single local market. It has never made an acquisition.... View Details

Keywords: by Martha Lagace

14 May 2001
Research & Ideas

Are You Managing To a ‘T’? Time To Break With Tradition

Many companies have tried, with mixed success, to leverage this underused asset by centralizing knowledge management functions or by investing heavily in knowledge management technology. We suggest another approach, one that requires managers to change their View Details

Keywords: by Morten T. Hansen & Bolko Von Oetinger

05 Apr 2017
Research & Ideas

For Women Especially, It Pays to Know What Car Repairs Should Cost

very excited about this because, even though the attention-grabbing result here is that women get price discriminated, we can fix it with a relatively low cost,” she says. “But the other aspect is that consumers actually are able to change [their] View Details

Keywords: by Wendy Guild Swearingen; Auto; Service

24 Apr 2012
First Look

First Look: April 24

in external auditing, and 6) auditing management information systems. Working PapersEmployee Selection as a Control System Author:Dennis Campbell Abstract Theories from the economics, management control, and organizational View Details

Keywords: Carmen Nobel

31 Jan 2011
Research & Ideas

Taking the Fear out of Diversity Policies

amount of anxiety for people," says Lakshmi Ramarajan, an assistant professor of organizational behavior at Harvard Business School. "A lot of times the context of the conversation is around... View Details

Keywords: by Carmen Nobel

01 Nov 1999
Research & Ideas

Companies, Cultures and the Transformation to the Transnational

have reinforced strong Japanese cultural norms that emphasized group behavior and valued interpersonal harmony. Such values carried over into the country's commercial organizations and helped shape distinctive management styles and View Details

Keywords: by Christopher A. Bartlett & Sumantra Ghoshal

23 Mar 2015
Research & Ideas

It’s Called ‘Price Coherence,’ and It’s Surprisingly Bad for Consumers

Consumers often have the following choice: Either buy something directly from a retailer, or buy it indirectly through an intermediary, which partners with the retailer to attract more buyers. Think... View Details

Keywords: by Carmen Nobel; Retail; Air Transportation; Food & Beverage; Entertainment & Recreation

30 Nov 2009
Research & Ideas

Tracks of My Tears: Reconstructing Digital Music

could still purchase an entire album. But consumers found more value in cherry-picking favorite tunes for much less money. Fans of Strawberry Alarm Clock, for instance, could buy the 1960s hit Incense and Peppermint while easily avoiding... View Details

Keywords: by Sean Silverthorne; Music

30 Oct 2012
First Look

First Look: October 30

PublicationsHappy Money: The Science of Smarter Spending Authors:Elizabeth Dunn and Michael Norton Publication:Simon & Schuster, forthcoming Abstract If you think money can't buy happiness, you're not spending it right. Two rising... View Details

Keywords: Sean Silverthorne

17 Sep 2001
Research & Ideas

Why E-commerce Didn’t Die With the Fall of Webvan

induced about 12 percent of the pharmaceutical market to buy that way. Once that was done, it was comparatively straightforward to use the same inducements to persuade people who had Web access to do that over the Internet, saving the... View Details

Keywords: by Martha Lagace; Consumer Products; Retail

05 Mar 2019
First Look

New Research and Ideas, March 5, 2019

of behaviors collected at acquisition as well as future propensities to buy and to respond to marketing actions. Using probabilistic machine learning, we combine deep exponential families with the demand... View Details

Keywords: Dina Gerdeman

07 Nov 2005
What Do You Think?

Is Less Becoming More?

Chris Anderson of Wired magazine, who has popularized the concept of the "long tail," about which he is writing a book. It refers to the tendency of consumers to buy a greater variety of things in smaller quantities when the... View Details

Keywords: by James Heskett; Consumer Products

19 Jun 2018
First Look

New Research and Ideas, June 19, 2018

when it leads to damaging behavior and may never notice the correlation in others’ advice even when that failure leads her to follow repetitive advice too much. More generally, we show that for every error there exists an environment... View Details