Customer Value and Value Chain - Publications - Faculty & Research

06 Mar 2006
Research & Ideas

Four Strategies for Making Concessions

Richard E. Walton and Robert B. McKersie's book A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System (ILR Press, 1991). The head of a manufacturing firm was preparing to initiate talks with the leadership... View Details

Keywords: by Deepak Malhotra

20 Apr 2021
Book

A Simple Question That Can Guide Companies to Epic Success

they eschew efforts—even bold, cutting-edge proposals—that are unlikely to generate value for customers, employees, or suppliers. “Companies that raise customer willingness to pay in a distinctive manner... View Details

Keywords: by Danielle Kost

Web

Business & Environment - Faculty & Research

same time, IKEA Group had adopted in 2012 a new sustainability strategy that focused the company's efforts on its entire value chain from its raw materials sourcing to the lifestyle of its end consumers. The... View Details

Web

Profiles - MBA

the last years, I've enjoyed getting to see the value and impact we will bring to the world, and look forward to seeing what is to come. Professional goals: I hope to lead the... View Details

11 May 2016
Research & Ideas

Fix This! Why is it so Painful to Buy a New Car?

prices. And high-end dealerships can make car buying feel like a trip to the spa. But overall, little has changed in the high-pressure business of selling vehicles. So what should the industry be doing to make View Details

Keywords: by Sean Silverthorne; Auto

12 Nov 2012
Research & Ideas

Pay Workers More So They Steal Less

from chain stores and interviewed managers of nine convenience store chains. The first data set, for the year 1999, came from 76 stores in a midsize retail chain View Details

Keywords: by Kim Girard; Retail

16 May 2000
Research & Ideas

Getting the Message: How the Internet is Changing Advertising

ads and then posting an in-store display ad to remind potential customers about the product. "With the Internet," says Deighton, "you can seamlessly move the View Details

Keywords: by Susan Young

19 Oct 2010
First Look

First Look: October 19, 2010

increase the discount rate so that it includes the cost of capital plus the probability of a downside Download the paper: http://www.hbs.edu/research/pdf/11-036.pdf Cases & Course MaterialsPricing, Profits and View Details

Keywords: Sean Silverthorne

01 Jun 2015
Research & Ideas

The Surprising Benefits of Oversharing

to companies for not disclosing information” "Customers give too much credit to companies for not disclosing information. That was the big takeaway for us," says Luca. "Policymakers need to be more heavy-handed in making sure organizations are disclosing... View Details

Keywords: by Michael Blanding

18 Sep 2017
Research & Ideas

'Likes' Lead to Nothing—and Other Hard-Learned Lessons of Social Media Marketing

conveying long-lasting brand values in the minds of consumers, says Sunil Gupta, the Edward W. Carter Professor of Business Administration. As an example, take a look at location-based mobile marketing. “You walk past a restaurant, View Details

Keywords: by Dina Gerdeman; Advertising; Technology

09 May 2023
Research & Ideas

Where to Find Remote Work Now: 250 Million Job Postings Paint a Complex Picture

profession. Finance, insurance, information, and communications have the highest remote-work shares, the authors found. Skills play a role, too. Higher-paying jobs with computer use and education... View Details

Keywords: by Rachel Layne

Web

HBS - The year in Review

standards, and values of the School. The recipients were honored during the Class Day ceremony. The 2023 Award recipients were Reshma Kewalramani MD, FASN (GMP 18, 2015) CEO View Details

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Advisory Board - Entrepreneurship

entrepreneurship, branding, and innovation expertise. Bluemercury’s innovative retailing and human resource model has been the topic of numerous books, including Shopping: Why We Love it View Details

02 Apr 2001
Research & Ideas

Not All M&As Are Alike—and That Matters

geographically by rolling up other companies in adjacent territories. Usually, the operating unit remains local if the relationship with local customers is important. What the acquiring company brings is some combination of lower... View Details

Keywords: by Joseph L. Bower

28 Feb 2012
First Look

First Look: Feb. 28

show that increased competition is associated with greater inspection leniency, a form of illicit quality that customers value but is illegal and socially costly. Firms with... View Details

Keywords: Sean Silverthorne

28 Jan 2020
Book

Advanced Leadership Requires More Than Outside-The-Box Thinking

what they needed. The narrative was simple and straightforward, and there were no strings, she thought, only benefits. Surprise, surprise. Despite the benign intent and... View Details

Keywords: by Sean Silverthorne

06 Oct 2020
Sharpening Your Skills

18 Tips Managers Can Use to Lead Through COVID's Rising Waters

their ecosystem. They rapidly adapt and sometimes shift their value proposition to reflect ever-evolving demand conditions and discover new growth opportunities. They adapt... View Details

Keywords: by Sean Silverthorne

11 May 2009
Research & Ideas

The IT Leader’s Hero Quest

highly talented employees, who produce great value for the organization but may go about it in ways that test normal work-day structures or departmental rules and cause internal conflict. With insight... View Details

Keywords: by Martha Lagace

28 Feb 2018
Sharpening Your Skills

Master the Team Meeting

be looked forward to? That we felt they were time well spent with our colleagues and added value to our roles in some meaningful way? There’s no reason you have to suffer or make your teams suffer through... View Details

Keywords: by Julia Austin

25 Aug 2003
Research & Ideas

Why IT Does Matter

should be focused on the creation of strategic advantage through extending competitive scope, partnerships (customers and other parties), the changing of the rules of competition, and the provision of new... View Details

Keywords: by F. Warren McFarlan & Richard L. Nolan

Publications