Publications

01 Dec 2010
News

Record Gift to HBS from India’s Tata Group

at HBS for participants in the School’s broad portfolio of Executive Education programs. The building, to be named Tata Hall, is scheduled for completion in 2013. “I owe a great deal to Harvard Business... View Details

Keywords: Tata Hall

06 Nov 2019
Op-Ed

Torched Planet: The Business Case to Reinvent Almost Everything

The world is. on. fire. The Earth is burning. We only have a little time to arrest climate change, and if we fail to do so the consequences will be both dire and irreversible. We have the technology and the resources to fix things, if we want to. We even have a... View Details

Keywords: by Rebecca Henderson; Energy

05 Dec 2016
Research & Ideas

How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)

Administration in the Negotiation, Organizations & Markets Unit at Harvard Business School. “People seem to be using this strategy because in their minds, they’re telling the truth, so they think they’re... View Details

Keywords: by Dina Gerdeman

16 Dec 2011
Research & Ideas

Reintroducing Intellectual Ambition to the Study of Business History

governmental direct intervention and the role of the state as entrepreneur. Why, for example, was public ownership of infrastructure businesses common to so many European countries by the late 1940s when... View Details

Keywords: by Geoffrey Jones & Walter Friedman

April 2019
Teaching Note

The a2 Milk Company

By: Benjamin C. Esty and Daniel Fisher

The a2 Milk Company (a2MC) became the most valuable company listed on the New Zealand stock exchange in 2018 by capitalizing on a biochemical discovery related to the protein composition of cow's milk. Because many people find the A1 protein difficult to digest, and... View Details

December 1998 (Revised April 1999)
Case

Mind of the Market: Introduction to Neuroscience, Primer One

By: Gerald Zaltman and Kathryn A. Braun

Keywords: Markets; Research; Consumer Behavior

21 May 2001
Research & Ideas

From Tigers to Kaleidoscopes: Thinking About Future Leadership

will eventually find themselves spending more and more energy fighting for a dwindling supply of resources—and the market will win anyway. Norton and Westinghouse, for example, two companies that lived by the sword—with managers who were... View Details

Keywords: by Martha Lagace

Research Summary

Overview

Professor Israeli utilizes econometric methods and field experiments to study pricing and channel management. Her current research examines how the prevalence of the online channel affects both the interactions between manufacturers and their downstream channel... View Details

Keywords: Pricing; Pricing Policies; Channel Management; Online Marketing; Online Retail; Field Experiment; Analytics; Econometric Analysis

Research Summary

Overview

Professor Israeli utilizes econometric methods and field experiments to study pricing and channel management. Her current research examines how the prevalence of the online channel affects both the interactions between manufacturers and their downstream channel... View Details

Keywords: Pricing; Pricing Policies; Channel Management; Online Marketing; Online Retail; Field Experiment; Analytics; Econometric Analysis

Article

Two-Sided Platforms: Product Variety and Pricing Structures

By: Andrei Hagiu

This paper provides a new modeling framework to analyze two-sided platforms connecting producers and consumers. In contrast to the existing literature, indirect network effects are determined endogenously, through consumers' taste for variety and producer competition.... View Details

Keywords: Pricing Structure; Indirect Network Effects; Product Variety; Price; Network Effects; Two-Sided Platforms; Product; Renting or Rental; Competition

December 2017 (Revised March 2018)
Case

Kellogg Company/eighteen94 capital

By: David Bell, Damien McLoughlin and Natalie Kindred

With 33,000 employees and revenues of $13 billion in 2016, Kellogg Company was the world’s largest producer of branded packaged cereal and a leader in branded convenience foods. Founded in 1906 and based in Michigan, the company had a proud history of product and... View Details

Educators

01 Jun 2023
News

In Full Flower

blossomed. Today, Bloom & Wild delivers flowers and small gifts (candles, chocolates) to eight countries across the United Kingdom and continental Europe. By purchasing flowers direct from the grower, Bloom... View Details

Keywords: Julia Hanna; entrepreneurship; florist; marketing; supply chain management; Personal Services

March 13, 2023
Article

Sales Teams Need to Stop Focusing on the Customer Funnel

By: Frank V. Cespedes

Understanding where customers are, how they navigate streams in your market, and how to interact with them in a given stream is now central to crafting a good customer experience, and that has implications. Among other things, companies need to shift from thinking... View Details

Keywords: Customer Experience; Customer Value and Value Chain; Customer Relationship Management; Consumer Behavior

Register to Read

April 2021
Article

A Model of Multi-Pass Search: Price Search Across Stores and Time

By: Navid Mojir and K. Sudhir

In retail settings with price promotions, consumers often search across stores and time. However, the search literature typically only models one pass search across stores, ignoring revisits to stores; the choice literature using scanner data has modeled search across... View Details

Keywords: Consumer Search; Multi-pass Search; Price Search; Store Search; Spatial Search; Temporal Search; Spatiotemporal Search; Dynamic Structural Models; MPEC; Price Promotions; Store Loyalty; Consumer Behavior; Price; Spending; Marketing; Mathematical Methods

SSRN

2016
Article

Buying to Blunt Negative Feelings: Materialistic Escape from the Self

By: Grant Edward Donnelly, Masha Ksendzova, Ryan Howell, Kathleen Vohs and Roy F. Baumeister

We propose that escape theory, which describes how individuals seek to free themselves from aversive states of self-awareness, helps explain key patterns of materialistic people’s behavior. As predicted by escape theory, materialistic individuals may feel dissatisfied... View Details

Keywords: Materialism; Escape; Self; Negative Emotions; Self-awareness; Emotions; Consumer Behavior; Identity; Motivation and Incentives