Organizational Buying Behavior - Publications - Faculty & Research

26 Jul 2010
Research & Ideas

Yes, You Can Raise Prices in a Downturn

understand what your customers really buy and how. In many B2B selling situations, for example, there is an organizational boundary between customer personnel who see the value and those who see the price... View Details

Keywords: by Sean Silverthorne; Retail; Consumer Products

01 Sep 2012
News

Markets’ Moral Limits

Limits of Markets. At an HBS panel discussion in April with University Professor Rebecca Henderson and HBS associate professor Karthik Ramanna, Sandel said that “the buying and selling of a non-material good changes its meaning.” For... View Details

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

Web

Leading Race Work in Business Schools - Race, Gender & Equity

a focus on leadership, identity, and organizational culture change. Tony Mayo Tony Mayo is the Thomas S. Murphy Senior Lecturer of Business Administration and C. Roland Christensen Distinguished Management Educator in the View Details

13 Mar 2017
Research & Ideas

Hiding Products From Customers May Ultimately Boost Sales

portion of your full product catalog—and leaving customers to wonder what you’ll offer next? Or is it better to display all your wares at once, in hopes of encouraging a shopping spree? For example, is a customer more likely to buy three... View Details

Keywords: by Carmen Nobel; Retail; Fashion

04 Apr 2005
What Do You Think?

Can an Organization’s “Deep Smarts” Be Preserved?

organizational knowledge." Joe Violette raises a more practical issue: "Knowledge coaching ... cannot be effectively accomplished on a one-on-one basis. Too few people will benefit ...." Respondents provided possible... View Details

Keywords: by James Heskett

21 Mar 2004
Research & Ideas

Loyalty: Don’t Give Away the Store

Frequent shopping programs that reward customers with discounts or other perks are commonplace in grocery stores, but many are not as effective in influencing buying behavior as they could be, argues HBS... View Details

Keywords: by Manda Salls; Consumer Products; Retail

22 Jul 2015
Research & Ideas

Name Your Price. Really.

pricing—a phenomenon that admittedly makes no rational economic sense. When presented an opportunity for a freebie, "classical economic theory says you should pay nothing," says Santana. "Why buy something when you can get... View Details

Keywords: by Michael Blanding; Consumer Products

01 Dec 2007
News

Learning to Lead

Authored by Assistant Professors Boris Groysberg and Chris Marquis, the case is taught in the first-year course Leadership and Organizational Behavior (LEAD). After just a few days on the job, Keller (MBA... View Details

Keywords: Julia Hanna; Management

01 Sep 2009
News

How to Fix Wall Street

including a renewed commitment to responsible behavior by those individuals and (surviving) firms whose actions created excessive risk in the first place. The crisis is often discussed as purely a technical mishap involving housing... View Details

Keywords: Lynn Paine; Colleges, Universities, and Professional Schools; Educational Services; Finance; Management, Scientific, and Technical Consulting Services; Professional Services

01 Dec 2010
News

Eight Join HBS Faculty

capital markets and firms’ social, environmental, and governance performance. Lakshmi Ramarajan, an assistant professor in the Organizational Behavior Unit, also had ties to HBS before joining the faculty.... View Details

13 Nov 2000
Research & Ideas

Managing to Learn: How Companies Can Turn Knowledge into Action

concept of a learning organization is one that is "skilled at creating, acquiring, interpreting, transferring, and retaining knowledge and at purposefully modifying its behavior to reflect new knowledge and insights." Although... View Details

Keywords: by Laurie Joan Aron

17 Dec 2001
Research & Ideas

Becoming the Next Real Estate Mogul

importance of organizational behavior and human resource issues. "That's the toughest part of the business," he said. "The bad hires and arguments are what get me in the pit of my... View Details

Keywords: by Julia Hanna; Construction; Real Estate

23 Dec 2002
Research & Ideas

Partnering and the Balanced Scorecard

intra-organizational partnerships, facilitating alignment and partnership with external constituents: customers, suppliers, and communities. The Balanced Scorecard: From Measurement To Management We introduced the Balanced Scorecard (BSC) in 1992.1 The BSC measures... View Details

Keywords: by Robert S. Kaplan & David P. Norton

01 Feb 2002
News

Driven

innovative framework for understanding the human experience and offers intriguing insights into individual and organizational behavior with practical applications for government, business, and community... View Details

Keywords: Publishing Industries (except Internet); Information

Career Coach

Lauren Murphy

individual leaders as well as senior management teams to improve team alignment with organizational goals. Lauren brings decades of management experience to her coaching work. For 14 years, she was the Director, Career Education &... View Details

01 Dec 1998
News

HBSAAAA Convenes in San Francisco

a panel of prominent African-American CEOs and executives. The conference included a session on navigating corporate environments, moderated by Associate Professor David A. Thomas, and a workshop led by Professor Linda A. Hill on techniques for building and utilizing... View Details

Keywords: Mary Ellen Gardner

16 Dec 2015
Research & Ideas

Why ‘Sleep on It’ No Longer Sounds Like Great Advice

On It? The Effects of Overnight Sleep on Subjective Preference-Based Choice, forthcoming in the Journal of Behavioral Decision Making. Sleeping on a decision may not lead to a happy outcome. ©iStock/vadimguzhva In order to test their... View Details

Keywords: by Michael Blanding; Retail

14 Feb 2017
First Look

First Look at New Research: February 14

organizational behavior modifications introduced via temporary incentive programs persist beyond the incentive period. In many cases, achieving team goals requires the cooperation of members of the... View Details

Keywords: Sean Silverthorne

24 Feb 2009
First Look

First Look: February 24, 2009

Working PapersLearn-how to Improve Collaboration and Performance Authors:Ingrid M. Nembhard, Anita L. Tucker, Richard M.J. Bohmer, Joseph H. Carpenter, and Jeffrey D. Horbar Abstract Organizational learning, a prerequisite for high... View Details

Keywords: Martha Lagace

08 May 2007
First Look

First Look: May 8, 2007

pillars might keep key insights on organizational decision making from emerging. Finally, there is the need to incorporate major developments that have been generated post-Carnegie School, both within organization theory and in the View Details