Buying Process - Publications - Faculty & Research

06 Oct 2020
Sharpening Your Skills

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

address concerns, and ultimately get everyone back on the same track to achieve team goals. Team leaders should focus their relaunch in four key areas. Revisit your shared purpose. A relaunch ensures that every team member understands and View Details

Keywords: by Sean Silverthorne

06 Jun 2008
What Do You Think?

Why Don’t Managers Think Deeply?

According to the Zaltmans, while nearly all research techniques commonly used today probe humans only at their conscious level, the subconscious (offering deep insights) really determines behavior, and that explains why humans don't behave as they say they will,... View Details

Keywords: by Jim Heskett

30 Oct 2012
First Look

First Look: October 30

PublicationsHappy Money: The Science of Smarter Spending Authors:Elizabeth Dunn and Michael Norton Publication:Simon & Schuster, forthcoming Abstract If you think money can't buy happiness, you're not spending it right. Two rising... View Details

Keywords: Sean Silverthorne

10 Apr 2014
Research & Ideas

John Kotter’s Plan to Accelerate Your Business

and agility in their processes. Accelerate takes those steps and "turbocharges them," he says. Under a dual operating system, all processes and activities that involve what a company already knows how to do stay on the regular,... View Details

Keywords: by Kim Girard

17 Jun 2017
Research & Ideas

Amazon, Whole Foods Deal a Big Win for Consumers

Source: 400tmax Editor's Note. Online retailing behemoth Amazon announced June 16 that it would acquire upscale grocery chain Whole Foods Market in a deal valued at more than $13 billion. Though the company has dabbled with the idea of a brick-and-mortar footprint in... View Details

Keywords: by Jose Alvarez and Len Schlesinger; Retail

13 Nov 2019
Research & Ideas

Don't Turn Your Marketing Function Over to AI Just Yet

leverage content from customers’ product reviews to identify their future needs. But here the human analysts are key players. They must review the selected content and formulate customer needs, because natural language processing... View Details

Keywords: by Kristen Senz

25 Apr 2007
Research & Ideas

Feeling Stuck? Getting Past Impasse

recognizing and overcoming impasse? A: In my book I write about 6 phases in the impasse process. The process is not meant to be rigidly linear because obviously there's back and forth between any 2 of these phases or even between more... View Details

Keywords: by Martha Lagace

23 Jun 2003
Research & Ideas

Building a Better Buyer-Seller Relationship

particular, is to understand patterns of investment and reward, and effectively manage the process that defines the dynamics of buyer-seller evolution, according to Narayandas. But how to do that? New research he shared with other... View Details

Keywords: by Martha Lagace

15 Jul 2019
Book

Many Executives Are Afraid of Finance. Here's How They Can Gain Confidence

underinvestment in the economy and managers trying to buy back stocks to appease shareholders while neglecting good investments. Or, worse yet, managers could be trying to boost earnings metrics to flatter themselves. At the same time,... View Details

Keywords: by Dina Gerdeman

02 Mar 2010
First Look

First Look: March 2

with these historical accounts. This paper, by examining the resource allocation process closely, identifies a specific set of circumstances in which intervention by top management is critical to a firm's ability to adopt new ways of... View Details

Keywords: Martha Lagace

18 Feb 2019
Book

What’s Really Disrupting Business? It’s Not Technology

“preemptively decoupling.” Instead of waiting to be disrupted, you just break it. When Amazon started selling electronics online, it created apps that encouraged customers to go to a store and check out the prices and products, but order them at Amazon. This is called... View Details

Keywords: by Danielle Kost; Beauty & Cosmetics; Insurance; Service; Retail

04 Sep 2018
First Look

New Research and Ideas, September 4, 2018

an electronic version of a patient questionnaire that had been designed and vetted by a group of subspecialty experts. We integrated that survey into our EHR. To assess the effects of our new EHR system and the new process flow for... View Details

Keywords: Dina Gerdeman

15 Dec 2003
Research & Ideas

The New Global Business Manager

by those three views at the table, and create the process for its debate and resolution. The role of top management is to create channels of engagement and the forums for interaction to facilitate that process, and to put a thumb on the... View Details

Keywords: by Cynthia Churchwell

28 May 2020
Research & Ideas

Coronavirus Could Create a 'Bankruptcy Pandemic'

are processed through the same United States Bankruptcy Court system, and are overseen by the same pool of federal bankruptcy judges, who currently number about 350 only. The bankruptcy process also requires... View Details

Keywords: by Dina Gerdeman; Financial Services; Banking

23 May 2023
Research & Ideas

Lessons on Life, Graffiti, and Value: 'It's in That Darkness That You Can Actually Develop and Evolve'

market and innovation-driven organizations to decipher how social interactions and dynamics, which undergird all markets and organizations, affect the way people make economic decisions and take actions that have an economic effect. “There are different definitions,... View Details

Keywords: by Christina Pazzanese, Harvard Gazette

02 Jun 2010
First Look

First Look: June 2

and Dan Ariely Publication:Psychological Science 21 (2010) Abstract Although people buy counterfeit products to signal positive traits, we show that wearing counterfeit products makes individuals feel less authentic and increases their... View Details

Keywords: Martha Lagace

11 Feb 2020
Sharpening Your Skills

10 Rules Entrepreneurs Need to Know Before Adopting AI

Although adoption of artificial intelligence (AI) and machine learning (ML) for the enterprise is still in the early days, the technology has matured enough for entrepreneurs to start gathering inspiration and evaluating opportunities for potential applications. Every... View Details

Keywords: by Rocio Wu

13 Jun 2011
HBS Case

Mobile Banking for the Unbanked

low-cost handsets and the opportunity to buy airtime in advance. "A subscription model doesn't appeal to the poor at all," Rangan says. "They don't want to pay a fee for something they might not use." Moreover, more... View Details

Keywords: by Carmen Nobel; Banking; Communications; Telecommunications

21 Nov 2015
HBS Case

HBS Cases: Stella McCartney Combines High Fashion with Environmental Values

were multiple dimensions as I read the case. You mentioned it’s part of a new course. Explain a little bit your thought process about how this would help you achieve what you were trying to in the course. A: Sustainability is a very... View Details

Keywords: by Brian Kenny; Fashion

05 Jul 2021
What Do You Think?

Do Companies Really Need Chief Experience Officers to Know Their Customers?

writing about the notion that customers don’t buy products and services, they buy results and process quality. Why both? A charming driver can’t deliver a result without a... View Details

Keywords: by James Heskett

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