Search And Bargaining - Publications - Faculty & Research

18 Feb 2019
Book

What’s Really Disrupting Business? It’s Not Technology

If women wanted to shake up their makeup regimen 10 years ago, Sephora was the place to go. Beauty product junkies loved Sephora’s candy store-like display of sample-size face creams, glittery lip glosses, and eyeshadows in every shade... View Details

Keywords: by Danielle Kost; Beauty & Cosmetics; Insurance; Service; Retail

30 Oct 2019
Research & Ideas

How to Recover Gracefully After Shutting Down Your Startup

is doing, but “sideways” is rarely the right direction. For example, in early 2016, leaders of the package delivery venture Shyp were refining the company’s business model and dialing back earlier expansion moves in View Details

Keywords: by Danielle Kost

04 Mar 2019
What Do You Think?

What’s the Antidote to Surveillance Capitalism?

users of its search engine. We know now (and probably knew then but chose to ignore it) that the products of our searches are not free. They provide the basis for identifying our interests, potential... View Details

Keywords: by James Heskett; Advertising; Consumer Products

Research Summary

Overview

By: Kris Johnson Ferreira

Professor Ferreira's research primarily focuses on how retailers can use algorithms to make better revenue management decisions, including pricing, product display, and assortment planning. In the retail industry, anticipating consumer demand is arguably one of the... View Details

Keywords: E-commerce; Analytics; Revenue Management; Pricing; Assortment Planning; Field Experiments; Operations; Supply Chain; Supply Chain Management; Retail Industry

13 Mar 2005
Research & Ideas

The Tricky Business of Nonprofit Brands

of funding erode for nonprofits, an increasing number are turning to the private sector for funding. Businesses are also increasingly searching for opportunities to form partnerships and co-branding programs... View Details

Keywords: by Manda Salls

08 Feb 2010
HBS Case

Looking Behind Google’s Stand in China

Google, the "do no evil" company, gained entry into the Chinese search engine market last decade by agreeing to ban search results on topics deemed sensitive by the Chinese government. To Google's... View Details

Keywords: by Sean Silverthorne; Technology

09 Dec 2019
Research & Ideas

Identify Great Customers from Their First Purchase

customers, and with richer data, companies could learn even more. For example, companies that use cookies to collect browsing data could incorporate the type of device and View Details

Keywords: by Kristen Senz; Retail; Service

11 Aug 2003
Research & Ideas

Why Budgeting Kills Your Company

The average billion-dollar company spends as many as 25,000 person-days per year putting together the budget. If this all paid off in shareholder return, that would be fine. But few organizations can make that claim. In fact, many firms now question the ROI of... View Details

Keywords: by Loren Gary

09 Sep 2015
Research & Ideas

Leadership Lessons of the Great Recession: Options for Economic Downturns

performance during a recovery” A search for leaders who have taken alternative approaches to managing their workforce during economic downturns led us to Honeywell CEO Dave Cote, and drives the narrative of... View Details

Keywords: by Sandra Sucher & Susan Winterberg; Aerospace; Electronics

24 May 2018
Research & Ideas

Distance Still Matters in Business, Despite the Internet

a role: Communication costs, transportation costs, and search costs. Communication costs are lower on the internet because it is inexpensive to communicate with others, whether they are in the same building... View Details

Keywords: by Sean Silverthorne; Transportation; Telecommunications; Shipping; Publishing; Technology

07 Jun 2004
Research & Ideas

What Drives Supply Chain Behavior?

As a result, we have not been surprised by the biases that we observe in demand planning. We've found evidence of individual biases such as optimism, recency, search for supportive evidence, and illusory... View Details

Keywords: by Sarah Jane Johnston

20 Nov 2019
Research & Ideas

It's No Joke: AI Beats Humans at Making You Laugh

jokes appeal to people with a certain sense of humor. Using the database ratings, the algorithm will search for new jokes that are similar to the ones you liked, and dissimilar to the ones you did not like.”... View Details

Keywords: by Dina Gerdeman

October 31, 2023
Article

Research: Can a More Detailed LinkedIn Profile Boost Your Salary?

By: Boris Groysberg and Eric Lin

Our digital presence impacts how others perceive us. A simple résumé and a list of references no longer captures the essence of our professional capabilities. In this article, the authors explain how the intentional management of our online personas can have a positive... View Details

Keywords: Compensation and Benefits; Job Search; Social Media

Citation

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01 Nov 2022
Research & Ideas

A Penny for Your Thoughts? For Big-Picture Ideas, the Right Pay Structure Matters

findings are particularly relevant at a time when the economy is clouded by recession concerns and companies in industries across the world are searching for ways to instill a spirit of innovation, with... View Details

Keywords: by Scott Van Voorhis

21 Nov 2005
Research & Ideas

Making Credibility Your Strongest Asset

Negotiation is a breeze if you're selling a unique product or service that others desperately need: Just sit back and let the bidding begin. Likewise, if you're a buyer in a buyer's market, getting a bargain... View Details

Keywords: by Michael Wheeler

27 Nov 2006
What Do You Think?

What’s to Be Done About Performance Reviews?

discussion, one that is often hard to summarize. But in an attempt to do it, here is my "take" on what you have said collectively. Everyone sensed the imperfections in performance reviews and the difficulty of discussing them... View Details

Keywords: by Jim Heskett

16 Dec 2019
Research & Ideas

Taking on the Taboos That Keep Women Out of India's Workforce

“If I increase your bargaining power over the share of household income you benefit from, I strengthen your position in the household,” she explains. “And, because you’re now in a position to assert your preferences more, traditional... View Details

Keywords: by Julia Hanna

13 Sep 2021
Research & Ideas

Science: The Unlikely Frontier for New Business Ideas

curate and share knowledge between the corporate and academic worlds better, so that managers don’t have to decipher the ever-expanding corpus of journal articles, Krieger says. “Managers need more than just... View Details

Keywords: by Avery Forman

19 Mar 2012
HBS Case

HBS Cases: Overcoming the Stress of ‘Englishnization’

status loss among workers learning a new language. She searched for key words in her interviews with workers such as "diminished," "devalued," "reduced," disqualified," and... View Details

Keywords: by Kim Girard

23 Oct 2013
Research & Ideas

Overcoming Nervous Nelly

instance. In buying a house or a car, a disparity in knowledge can cause purchasers to feel anxious over bargaining for the best price. In the study Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low Frst Offers, Exit... View Details

Keywords: by Michael Blanding

Publications