Purchasing - Publications - Faculty & Research

11 Aug 2009
First Look

First Look: August 11, 2009

A Study of Online Grocery Purchases and Order Lead Time Authors:Katherine L. Milkman, Todd Rogers, and Max Bazerman Publication:Marketing Letters (in press) Abstract How do decisions made for tomorrow or two days in the future differ from... View Details

Keywords: Martha Lagace

21 Nov 2005
Research & Ideas

Making Credibility Your Strongest Asset

put himself in a position to make a smart move when the time was right. When the Patriots first went on the market in the late 1980s, Kraft was wrapped up in other businesses and apparently didn't have the wherewithal to put a deal together. The team was View Details

Keywords: by Michael Wheeler

04 May 2020
Research & Ideas

Predictions, Prophets, and Restarting Your Business

headlines from market-driven data and options. When much of the world economy is shut for weeks and possibly months, cascading bankruptcies and higher debt loads probably mean a tightening of purchasing decisions and capital expenditures... View Details

Keywords: by Frank V. Cespedes

20 Aug 2014
Research & Ideas

Dragging Patent Trolls Into the Light

role by sticking up for small inventors, going up against big companies that steal the ideas of entrepreneurs who are unable to fight their own legal battles. (NPEs acquire patents either by purchasing them from companies, inventors, and... View Details

Keywords: by Michael Blanding; Legal Services

17 Sep 2001
Research & Ideas

Let Customers Call the Shots

"name your own price" devices, permission marketing, group buying, price comparison engines, car purchase Web sites, mass customization, etc. It is still largely a new way of thinking whose domain and modalities remain to be... View Details

Keywords: by Martha Lagace

21 May 2020
Research & Ideas

Fighting the COVID Blues: Advice from Business Research

others. Material purchases are less satisfying than buying experiences like taking a trip or attending a show, Norton’s research shows. Even though vacations and restaurant outings may not be in the cards right now, we can still spend... View Details

Keywords: by Dina Gerdeman and Danielle Kost

24 Mar 2008
Research & Ideas

Reducing Risk with Online Advertising

potentially in a window that's only one pixel by one pixel—one tiny dot on your screen, so you can't see it. But in the background your computer has clicked through this tracking link, and loaded up the Dell site. If you made a purchase... View Details

Keywords: by Martha Lagace; Video Game; Web Services

20 Dec 2004
Research & Ideas

How an Order Views Your Company

the Order Management Cycle Sales Marketing CustomerService Engineering Purchasing Finance Operations Logistics Top Mgmt Participation plans to buy 1. Order Planning coordinates gets sales pitch 2. Order Generation some negotiates 3. Cost... View Details

Keywords: by Sarah Jane Johnston

26 Jul 2004
Research & Ideas

A Better Way to Negotiate: Backward

Similar sequencing calculations face investors who seek to quietly purchase a series of blocks of stock for a possible acquisition or take positions in various debt securities to improve their position in a bankruptcy negotiation. Beware... View Details

Keywords: by James K. Sebenius

17 May 2010
Research & Ideas

What Brazil Teaches About Investor Protection

development relies on investor protections offered by national laws and regulations. So why did investors flock to Brazil's stock and bond markets between 1882 and 1915, when national protections were relatively weak? A: Investors in Brazil felt protected when they... View Details

Keywords: by Sean Silverthorne; Banking; Financial Services

30 Nov 2009
Research & Ideas

Tracks of My Tears: Reconstructing Digital Music

could still purchase an entire album. But consumers found more value in cherry-picking favorite tunes for much less money. Fans of Strawberry Alarm Clock, for instance, could buy the 1960s hit Incense and Peppermint while easily avoiding... View Details

Keywords: by Sean Silverthorne; Music

23 Aug 2004
Research & Ideas

Strategy for Small Fish

rules and purchase orders, and can optimize supply chains across different systems. Niche leverage: Power over keystones. Finally, the emergence of loosely coupled technology interfaces has another critical implication for niche firms.... View Details

Keywords: by Marco Iansiti & Roy Levien

25 Mar 2001
Research & Ideas

Who Wants to Be an Entrepreneur? [Part II]

their children's or relatives' college educations. The business would require a huge technology infrastructure, to capture millions of consumers' purchases and to direct company rebates on their spending (for credit-card and telephone... View Details

Keywords: by John S. Rosenberg

09 Aug 2013
Research & Ideas

Read All About It: Digital CEO Buys Traditional Media!

Is there a method to their madness, investing in what has been widely characterized as a dying business? Of course there are plausible explanations for their purchases that have nothing to do with economics. Their motives might include... View Details

Keywords: by Jim Aisner; Journalism & News; Publishing

19 Dec 2006
First Look

First Look: December 19, 2006

fully extended attraction models (Cooper and Nakanishi 1988). Utilizing a database of store-level scanner data for 25 categories and 127 brands of frequently purchased branded consumer goods, we find that about 18 percent of a total of... View Details

Keywords: Sean Silverthorne

17 Mar 2022
Research & Ideas

Navigating Tradeoffs: How Purpose Becomes a Company's ‘Lighthouse in the Storm’

produce buyers and proposed this solution. The buyers agreed, but they indicated they would only want to purchase a small fraction of the order that they had originally placed with Gotham Greens since the demand wasn’t there. As the... View Details

Keywords: by Ranjay Gulati

24 Sep 2012
Research & Ideas

Why Do We Tax?

taxes in order to purchase public goods. Equal Sacrifice has many implications for tax policy. For instance, it says that everyone should pay some taxes, so it makes no room for redistributing income from one person to another. But... View Details

Keywords: by Martha Lagace; Legal Services

01 Nov 2012
Research & Ideas

Book Excerpt: Judgment Calls

stumbled into an even bigger market: precision tweezers for women's personal beauty care. It turned out there was a real need for a more sophisticated and specialized tweezers among the trade who served beauty-conscious women. Before long, the initial tentative View Details

Keywords: by Thomas H. Davenport & Brook Manville; Consumer Products

19 Nov 2012
Research & Ideas

LEED-ing by Example

In the debate over whether to increase or decrease the stringency of environmental regulations, the possibility that government agencies might use purchasing to stimulate market demand for "green" products and services is often... View Details

Keywords: by Carmen Nobel; Construction; Real Estate; Energy; Utilities

22 Aug 2012
Research & Ideas

Advertising: It’s Not ‘Mad Men’ Anymore

the twentieth century, companies relied on a "full-service" agency for most or all of their advertising service needs, including both creative development and media planning and buying. Agencies were compensated primarily by commissions related to the volume of media... View Details

Keywords: by Michael Blanding; Advertising

Publications