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Publications

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  • All HBS Web  (668)
    • News  (137)
    • Research  (486)
    • Events  (7)
    • Multimedia  (2)
  • Faculty Publications  (241)

Show Results For

  • All HBS Web  (668)
    • News  (137)
    • Research  (486)
    • Events  (7)
    • Multimedia  (2)
  • Faculty Publications  (241)
← Page 5 of 668 Results →
  • 22 Jul 2015
  • News

Name Your Price. Really.

  • August 2007
  • Case

New York Magazine

By: Guhan Subramanian and David Chen
Describes the events surrounding the sale of New York Magazine to Bruce Wasserstein in 2003. Wasserstein's last-second cash bid of $55 million surprised other potential buyers and allowed him to win ownership of the magazine. View Details
Keywords: Journals and Magazines; Auctions; Bids and Bidding; Negotiation Deal; Publishing Industry; Media and Broadcasting Industry
Citation
Educators
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Subramanian, Guhan, and David Chen. "New York Magazine." Harvard Business School Case 908-012, August 2007.
  • May 2018
  • Article

The Changing Craft of Selling

By: Frank V. Cespedes and Tiffani Bova
This article draws on two surveys: one with more than 3,100 sales professionals about trends affecting the role(s) of sales in their companies, and the other with over 7,000 consumer and business buyers about their expectations when dealing with sales people. The... View Details
Keywords: Sales; Change; Trends; Performance Effectiveness
Citation
Related
Cespedes, Frank V., and Tiffani Bova. "The Changing Craft of Selling." Top Sales Magazine (May 2018), 16–19.
  • October 2022
  • Exercise

Shanty Real Estate: Confidential Information for iBuyer 2

By: Michael Luca, Jesse M. Shapiro and Nathan Sun
Shanty is a simulation in which students inhabit the role of either a traditional home buyer or an iBuyer, both bidding on the same condo. The traditional home buyer has access to a “comp sheet” of similar properties that have recently sold, and has done a walkthrough.... View Details
Keywords: Decision Choices and Conditions; Decision Making; Market Timing; Measurement and Metrics
Citation
Purchase
Related
Luca, Michael, Jesse M. Shapiro, and Nathan Sun. "Shanty Real Estate: Confidential Information for iBuyer 2." Harvard Business School Exercise 923-020, October 2022.
  • October 2012
  • Case

Riding the Wave of Technological Change at RE/MAX, LLC.

By: Lynda M. Applegate, Ramiro Montealegre and Jeffrey Sweeney
David Liniger, cofounder of RE/MAX, LLC., wondered if his business was prepared to exploit the next wave of business opportunities in the real estate market. This industry had moved from one in which broker/owners controlled all of the consumers' access to information,... View Details
Keywords: General Management; Business Strategy; Entrepreneurship; Business Model; Information Technology; Transformation; Organizational Change and Adaptation
Citation
Educators
Purchase
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Applegate, Lynda M., Ramiro Montealegre, and Jeffrey Sweeney. "Riding the Wave of Technological Change at RE/MAX, LLC." Harvard Business School Case 813-054, October 2012.
  • November 2003 (Revised January 2004)
  • Case

XS, Inc.

By: Ray A. Goldberg and Joan McRobbie
XS, Inc. created a seller and buyer Internet for the $200 billion farm supply industry. How can this start-up remain the nonpartisan hub of this network, and how will it aid in the traceability of the U.S. food system? View Details
Keywords: Internet and the Web; Food; System; Business Startups; Agribusiness; United States
Citation
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Goldberg, Ray A., and Joan McRobbie. "XS, Inc." Harvard Business School Case 904-417, November 2003. (Revised January 2004.)
  • 2023
  • Working Paper

The Value of Professional Ties in B2B Markets

By: Navid Mojir and Sriya Anbil
We study how a particular form of social ties (i.e., professional ties proxied by past employment) affects price and profitability in business-to-business (B2B) markets. While most of the work on social ties focuses on information diffusion in business-to-consumer... View Details
Keywords: Professional Ties; Social Ties; Business-to-business Marketing; B2B Marketing; Repo; Individual Connections; B2B Pricing; Pricing; Decision-making In Financial Markets; Marketing; Relationships; Price; Financial Markets; Decision Making
Citation
SSRN
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Mojir, Navid, and Sriya Anbil. "The Value of Professional Ties in B2B Markets." Harvard Business School Working Paper, No. 22-037, November 2021. (Revised September 2023.)
  • 18 Jul 2016
  • Working Paper Summaries

Beyond Symbolic Responses to Private Politics: Examining Labor Standards Improvement in Global Supply Chains

Keywords: by Andrea R. Hugill, Jodi L. Short, and Michael W. Toffel; Manufacturing
  • 18 Nov 2014
  • HBS Seminar

Steve Tadelis, University of California Berkeley Haas School of Business

  • May 2014
  • Article

Cynicism in Negotiation: When Communication Increases Buyers' Skepticism

By: Eyal Ert, Stephanie J. Creary and Max H. Bazerman
The economic literature on negotiation shows that strategic concerns can be a barrier to agreement, even when the buyer values the good more than the seller. Yet behavioral research demonstrates that human interaction can overcome these strategic concerns through... View Details
Keywords: Trust; Information Asymmetry; Perspective Taking; Reactive Devaluation
Citation
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Related
Ert, Eyal, Stephanie J. Creary, and Max H. Bazerman. "Cynicism in Negotiation: When Communication Increases Buyers' Skepticism." Judgment and Decision Making 9, no. 3 (May 2014): 191–199.
  • October 2022
  • Exercise

Shanty Real Estate: Confidential Information for Homebuyer 2

By: Michael Luca, Jesse M. Shapiro and Nathan Sun
Shanty is a simulation in which students inhabit the role of either a traditional home buyer or an iBuyer, both bidding on the same condo. The traditional home buyer has access to a “comp sheet” of similar properties that have recently sold, and has done a walkthrough.... View Details
Keywords: Decision Choices and Conditions; Decision Making; Measurement and Metrics; Market Timing
Citation
Purchase
Related
Luca, Michael, Jesse M. Shapiro, and Nathan Sun. "Shanty Real Estate: Confidential Information for Homebuyer 2." Harvard Business School Exercise 923-017, October 2022.
  • October 2022
  • Exercise

Shanty Real Estate: Confidential Information for iBuyer 3

By: Michael Luca, Jesse M. Shapiro and Nathan Sun
Shanty is a simulation in which students inhabit the role of either a traditional home buyer or an iBuyer, both bidding on the same condo. The traditional home buyer has access to a “comp sheet” of similar properties that have recently sold, and has done a walkthrough.... View Details
Keywords: Algorithm; Decision Choices and Conditions; Decision Making; Measurement and Metrics; Market Timing
Citation
Purchase
Related
Luca, Michael, Jesse M. Shapiro, and Nathan Sun. "Shanty Real Estate: Confidential Information for iBuyer 3." Harvard Business School Exercise 923-021, October 2022.
  • 10 Sep 2014
  • HBS Seminar

Ben Edelman, Harvard Business School

  • October 2007 (Revised February 2008)
  • Background Note

Evaluating M&A Deals: Accretion vs. Dilution of Earnings-per-share

By: Carliss Y. Baldwin
When discussing the pros and cons of an acquisition, practitioners often talk about the impact of the deal on the buyer's earnings-per-share (eps). An acquisition is said to be "accretive" if the buyer's eps goes up post-deal; it is "dilutive" if the buyer's eps goes... View Details
Keywords: Business Earnings; Mergers and Acquisitions; Private Equity; Negotiation Deal
Citation
Educators
Purchase
Related
Baldwin, Carliss Y. "Evaluating M&A Deals: Accretion vs. Dilution of Earnings-per-share." Harvard Business School Background Note 208-059, October 2007. (Revised February 2008.)
  • Article

Know Your Customers' 'Jobs to Be Done'

By: Clayton M. Christensen, Taddy Hall, Karen Dillon and David S. Duncan
Firms have never known more about their customers, but their innovation processes remain hit-or-miss. Why? According to Christensen and his coauthors, product developers focus too much on building customer profiles and looking for correlations in data. To create... View Details
Keywords: Customer Relationship Management
Citation
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Christensen, Clayton M., Taddy Hall, Karen Dillon, and David S. Duncan. "Know Your Customers' 'Jobs to Be Done'." Harvard Business Review 94, no. 9 (September 2016): 54–62.
  • 18 Feb 2013
  • News

Anticipating this week's housing stats — without dread

  • July 1985 (Revised July 1990)
  • Case

Atlantic Corp.

By: Peter Tufano
Two forest products manufacturers negotiate the sale of a group of assets. ACRS would allow the buyer to rapidly depreciate the stepped up basis to justify a high valuation. The seller recently paid greenmail, and this transaction may be linked to its desire to avoid... View Details
Keywords: Assets; Negotiation; Acquisition; Forest Products Industry
Citation
Educators
Purchase
Related
Tufano, Peter. "Atlantic Corp." Harvard Business School Case 286-004, July 1985. (Revised July 1990.)
  • 04 Jul 2010
  • News

Housing bust's severity surprising

  • Awards

WHU (Otto Beisheim School of Management) Finance Award

Won the 2011 First Prize WHU (Otto Beisheim School of Management) Finance Award for the best paper presented at the 2012 Campus for Finance Research Conference for his paper with Marc Martos-Vila, “Waves of Financial Buyers vs. Strategic Buyers.” View Details
  • Article

Sales Methodologies and Selling

By: Frank V. Cespedes
Sales methodologies play an important role. A common approach in a sales force allows for consistency, dissemination of best practices, acceleration of learning, and it helps the firm to scale because management then has common metrics to monitor and evaluate. However,... View Details
Keywords: Methodology; Sales; Analysis
Citation
Read Now
Related
Cespedes, Frank V. "Sales Methodologies and Selling." Top Sales Magazine (November 2019), 26–27.
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