Make V. Buy - Publications - Faculty & Research

07 May 2018
Research & Ideas

Why Online Retailers Should Hide Their Best Discounts

items they presumably liked better, rather than reflexively buying the discount items presented to them first. “If you make the bargain bin the centerpiece of the store, they get focused on the bargain bin,... View Details

Keywords: by Michael Blanding; Retail

11 Dec 2006
Research & Ideas

Fixing Price Tag Confusion

rental charge and a charge for the remote. Do partitioned prices help the consumer make an informed decision or just add to his or her confusion? Do partitioned prices increase demand? Is an online grocer better off presenting a customer... View Details

Keywords: by Sean Silverthorne; Retail

12 Jan 2016
First Look

January 12, 2016

November–December 2015 Operations Research Active Postmarketing Drug Surveillance for Multiple Adverse Events By: Goh, Joel, Margrét V. Bjarnadóttir, Mohsen Bayati, and Stefanos A. Zenios Abstract—Postmarketing drug surveillance is the... View Details

Keywords: Carmen Nobel

October 2013 (Revised April 2015)
Case

Myomo: Getting Sales in Motion

By: Frank V. Cespedes, Shikhar Ghosh and Matthew Preble

In late 2012, the management team of Myomo, a startup which had designed a unique myoelectric arm brace for patients with dysfunctional arms, was deciding which of the three sales models the company had tested to pursue as its sales strategy going forward. Each model... View Details

Keywords: Technological Innovation; Information Technology; Marketing Strategy; Decision Choices and Conditions; Health Care and Treatment; Business Startups; Sales; Growth and Development Strategy; Medical Devices and Supplies Industry; Health Industry

Citation

Educators

Purchase

24 Jun 2013
Research & Ideas

Is Your iPhone Turning You Into a Wimp?

more likely to bid higher on an eBay auction when competing to buy a product? To test their hypothesis, Bos and Cuddy conducted an experiment at the Harvard Decision Science Laboratory, a university-wide research facility for behavioral... View Details

Keywords: by Carmen Nobel; Technology; Consumer Products

03 Jun 2022
Blog Post

HiHome Sweet HiHome

workflow between users and agents to track out how far along they were in the home buying process. But seeing these spreadsheets and scoring systems inspired Parker and Shu to transform HiHome into its current form, where it uses that... View Details

21 Mar 2004
Research & Ideas

Loyalty: Don’t Give Away the Store

that is highly valued by them, but doesn't cost you a lot of money. For example, allocate more services to good customers. This could mean a designated line at the deli counter, or a ten items or less checkout line. You already have the View Details

Keywords: by Manda Salls; Consumer Products; Retail

01 Sep 2012
News

Markets’ Moral Limits

Economics has lately “wandered” from its traditional study of phenomena such as business cycles and is now about commoditization, incentives, and “principles by which people make decisions,” declared Harvard government professor and... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

10 Aug 2011
Research & Ideas

HBS Faculty Views on Debt Crisis

and take risks on hiring. The US economy was already slowing, and this downgrade is likely to reinforce that trend. Unfortunately, slower growth makes deleveraging dramatically more difficult. Reducing debt results in deleveraging only if... View Details

Keywords: by Staff

27 Jul 2009
Research & Ideas

Social Network Marketing: What Works?

When marketers want to reach users of social networks such as Facebook, MySpace, or Cyworld, they have two choices: buy advertising or start a viral campaign. New research by Harvard Business School professor Sunil Gupta suggests that... View Details

Keywords: by Sarah Jane Gilbert; Advertising; Publishing; Retail

01 Mar 2007
News

Eyeing the Dominoes?

interest in running, others aren’t buying it. Said one veteran Republican operative of Bloomberg, “He’s a very savvy, smart, strategic politician. He recognizes the hunger for something new. He’s making the... View Details

Keywords: American presidency; Executive, Legislative, and Other General Government Support; Government

01 Dec 2009
News

Faculty Books

negotiation theory, Professor Subramanian explores the common situation in which negotiators are “fighting on two fronts” — across the table but also on the same side of the table with competitors. This is a guide for all involved in View Details

Keywords: Air Transportation; Transportation

01 Dec 2004
News

Getting Personal

really the study of human behavior. Why do people buy and consume? Why do they have preferences? Of all the business disciplines, marketing is the most personal. What I try to do in every case I teach is View Details

Keywords: Garry Emmons; Colleges, Universities, and Professional Schools; Educational Services

October 1994
Article

Issues in the Estimation and Application of Latent Structure Models of Choice

By: Ulf Bockenholt, Melinda S. de Borrero, Ham Bozdogan, Wayne DeSarbo, William R. Dillon, Sunil Gupta, Wagner Kamakura, Ajith Kumar, V. Ramaswamy and Michael Zenor

Keywords: Decision Choices and Conditions

Citation

Find at Harvard

01 Jun 2010
News

$how Me the Money

wants 15 percent of the equity and would take out a loan from your parent company to buy his shares, the loan to be repaid with dividends from those shares. Would you make him a partner? On a cold winter day... View Details

Keywords: Garry Emmons; Administration of Economic Programs; Government; Executive, Legislative, and Other General Government Support; Government; Legal Services; Professional Services; Management, Scientific, and Technical Consulting Services; Professional Services

10 Jun 2002
Research & Ideas

Reinventing the Industrial Giant

create a customized car if they could not find what they were looking for on the Web site. However, GMBuyPower.com faces significant challenges. First, there are many people who believe that the public may want to buy computers online,... View Details

Keywords: by Nitin Nohria, Davis Dyer & Frederick Dalzell; Manufacturing

Portrait Project

Peggy Yu

inappropriate times, To make my own timeline, To love the messy, chaotic gray instead of the clear black and white, To smile when I should be sternly serious, To eat pizza at 2 am, To only know what today will bring, To View Details

04 Oct 2007
What Do You Think?

Has Managerial Capitalism Peaked?

his concerns by saying, "Our capitalism has evolved into a financial pyramid scheme and not industry building." One piece of evidence that something is wrong with managerial capitalism was presented by B. V. Krishnamurthy, who... View Details

Keywords: by Jim Heskett

29 Aug 2018
Blog Post

From the Classroom to the Workplace: How I Applied Learnings to my Internship

The way Norwegians may want to buy clothes is very different to the way Spaniards are going to buy clothes, not only for the fashion but also for their preferred mode of payment, delivery, etc. Secondly, I... View Details

Keywords: Consumer Products / Retail

Web

Online Harassment | About

without their permission with the intention and effect of intense harassment. For purposes of these policies: Someone publicly shares personal information by publishing it, posting or reposting it on social media, emailing it, hyperlinking it, or View Details

Publications