Contracting - Publications - Faculty & Research - Harvard Business School

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October 1984
Case

Transition from Contract to Consensus at General Motors

By: George C. Lodge

Keywords: Labor and Management Relations; Labor Unions; Human Resources; Management

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03 Jul 2018
What Do You Think?

Should CEO Satya Nadella Cancel Microsoft’s Contract with ICE?

Madrolly When Should a Board Encourage a Triple Bottom Line Philosophy? Respondents to this month’s column provided a resounding “no” to the question of whether CEO Satya Nadella should accede to the wishes of a vocal minority of employees and cancel Microsoft’s View Details

Keywords: by James Heskett; Computer; Technology

2004
Working Paper

Contract Rights and Risk Aversion: Foreign Banks and the Mexican Economy, 1997-2004

By: Stephen Haber and Aldo Musacchio

In 1997 Mexico allowed foreign banks unrestricted entry to the market. What impact did foreign mergers and acquisitions have on Mexico's banks? We find that all banks in Mexico have become increasingly risk averse, and that foreign banks are even more so. Foreign banks... View Details

Keywords: Risk and Uncertainty; Contracts; Market Entry and Exit; Globalization; Microeconomics; Banks and Banking; Banking Industry; Mexico

September – October 1999
Article

Betting on the Future: The Virtues of Contingent Contracts

By: M. H. Bazerman and J. J. Gillespie

Keywords: Contracts

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1998
Working Paper

System/360: A New Design Creates New Contract Structure Possibilities

By: Carliss Y. Baldwin and Kim Clark

April–May 2021
Article

The Influence of Loan Officers on Loan Contract Design and Performance

By: Robert Bushman, Janet Gao, Xiumin Martin and Joseph Pacelli

We investigate the extent to which loan officers generate independent, individual effects on the design and performance of syndicated loans. We construct a large database containing the identities of loan officers involved in structuring syndicated loan deals, allowing... View Details

Keywords: Loan Officers; Covenants; Interest Spreads; Syndicated Loans; Banks and Banking; Financing and Loans; Design; Performance

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October 1980 (Revised April 1981)
Background Note

Note on Government Contracting and Methods of Government Procurement

By: J. Ronald Fox

Keywords: Contracts; Business and Government Relations

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January 1997
Article

A Model of Contract Guarantees for Credit-Sensitive, Opaque Financial Intermediaries

By: Robert C. Merton

Keywords: Contracts; Financial Institutions

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October 2022
Article

A Structural Model of Organizational Buying for Business-to-Business Markets: Innovation Adoption with Share-of-Wallet Contracts

By: Navid Mojir and K. Sudhir

The paper develops the ﬁrst structural model of organizational buying to study innovation diﬀusion in a B2B market. Our model is particularly applicable for routinized exchange relationships, whereby centralized buyers periodically evaluate and choose contracts,... View Details

Keywords: Organizational Buying Behavior; Healthcare Marketing; B2B Markets; B2B Innovation; New Product Diffusion; New Product Adoption; Organizations; Acquisition; Behavior; Health Care and Treatment; Marketing; Innovation and Invention

1997
Working Paper

A Model of Contract Guarantees for Credit-Sensitive, Opaque Financial Intermediaries

By: Robert C. Merton

June 2013
Supplement

Multiasistencia: Redefining the Relationship with its Service Professionals. Spreadsheet Supplement

By: Francisco de Asis Martinez-Jerez

Multiasistencia, a major Spanish BPO of insurance repairs, is changing the relational contract with its service profesionals from a referral model to a guaranteed workload one. View Details

Keywords: Outsourcing; Incentives; Relational Contracts; Business Model; Motivation and Incentives; Job Cuts and Outsourcing; Contracts; Insurance Industry; Spain

1977
Chapter

The Debasement of Contracts and the Decline of Capital Markets

By: Michael C. Jensen

Keywords: Contracts; Capital Markets; Value; Financial Services Industry

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November 2004
Article

Contractibility and Asset Ownership: On-Board Computers and Governance in US Trucking

By: George P. Baker and Thomas Hubbard

Keywords: Assets; Ownership; Technology; Governance; Contracts; Transportation Industry; United States

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2025
Working Paper

Unwinding Loan Prospecting Pressure Through Renegotiation: The Role of Loan Officer Changes in Debt Contracting

By: Jung Koo Kang, Regina Wittenberg Moerman and Jessie Cheong

We examine the impact of loan officer changes on debt contract design. Loan officers play a critical role in initiating and maintaining lending relationships but also face pressure to originate more loans, incentivizing them to offer loan terms more favorable than... View Details

Keywords: Financing and Loans; Borrowing and Debt; Contracts; Negotiation; Motivation and Incentives

1986
Other Unpublished Work

Contracting for Large, Complex Projects - HBS Technical Note: See professor

By: J. Ronald Fox

Keywords: Contracts; Projects

Article

A Theory of Predation Based on Agency Problems in Financial Contracting

By: David S. Scharfstein and Patrick Bolton

Keywords: Theory; Problems and Challenges; Finance; Contracts

Article

Socialization at the Top: How CEOs and Subordinates Develop Interpersonal Contracts

By: John J. Gabarro

Keywords: Management; Contracts; Society; Relationships

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September 1992
Case

Star Cablevision Group (C): Responding to a Credit Market Contraction

By: William A. Sahlman

Third case in a series of six cases. This case describes the company as it adjusts to a credit market contraction. View Details

Keywords: Credit; Markets

April 2013
Teaching Note

Konys, Inc. (TN)

By: Deishin Lee and Tunay Tunca

This case describes the sourcing policy for a consumer electronics company. The company must decide how to structure contracts with their supplier—using a purchase contract, an option contract, or combination of the two. The company can also buy from the spot market.... View Details

Keywords: Contracts; Option Contract; Uncertainty; Sourcing; Supplier Relationship; Supply Chain

Aug 2015
Conference Presentation

Familiar vs. Trusted Partners: Relationship Length and Strength In Interfirm Contract Design

By: Ranjay Gulati, Martina Luetkewitte and Thomas Mellewigt

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