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- All HBS Web (585)
- Faculty Publications (115)
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- 21 Aug 2013
- Research & Ideas
What Went Wrong at J.C. Penney?
After successful stints at Target (vice president of merchandising) and Apple (senior vice president of retail operations), it seemed Ron Johnson could do no wrong. But the winning streak came to a well-publicized end during his two-year... View Details
- 26 Oct 2010
- First Look
First Look: October 26, 2010
campaign" in which a number of individual deals must be put together, often on multiple "fronts," to realize a larger result, typically an ultimate target agreement with sufficient support to make it sustainable. When the... View Details
Keywords: Sean Silverthorne
- 06 Jun 2007
- Research & Ideas
Behavioral Finance—Benefiting from Irrational Investors
and the title of a second-year course he teaches at HBS. "At the foundation of finance is the idea that investors and managers act rationally, so that capital market prices reflect fundamentals and managers respond to incentives in... View Details
Keywords: by Julia Hanna
- 08 Sep 2014
- Research & Ideas
The Strategic Way To Hire a Sales Team
integral to strategy execution, and Costco, where low price and product availability make selling activities less complex and variable. Or, more generally, think again about transaction versus solution customers in your pipeline,... View Details
Keywords: by Carmen Nobel
- 26 Jun 2018
- First Look
New Research and Ideas, June 26, 2018
https://www.hbs.edu/faculty/Pages/item.aspx?num=54634 forthcoming Journal of Finance Limited Investment Capital and Credit Spreads By: Siriwardane, Emil N. Abstract—Using proprietary credit default swap (CDS) data, I investigate how capital shocks at protection sellers... View Details
Keywords: Dina Gerdeman
- 07 Jul 2003
- Research & Ideas
4+2 = Sustained Business Success
compared to Kmart. (The other companies in their quad were Target and the Limited.) Both companies were in roughly the same financial shape in 1986, but Dollar General grew steadily, showing healthy profits year after year. Meanwhile,... View Details
- 11 Mar 2019
- Research & Ideas
Branding Sells Cereal, Handbags, and Vacations. Can It Sell a Country?
nature. The resulting “100% Pure New Zealand” campaign—which targeted travelers in the United States, Germany, United Kingdom, Australia, and Singapore—helped boost tourist visits by 50 percent from 1999 to 2005. New Zealand couldn’t have... View Details
- 11 Sep 2012
- First Look
First Look: September 11
discounts and Amazon encouraged consumers to compare prices using smart phones, Best Buy was becoming a showroom for lower cost retail models. International expansion was struggling and domestic sales of digital televisions were cooling.... View Details
Keywords: Sean Silverthorne
- 05 Mar 2012
- Research & Ideas
Is JC Penney’s Makeover the Future of Retailing?
with revenue falling year over year by 4.9%, to $5.42 billion. Johnson, who took over in November, is revamping Penney's 1,000-plus stores to target "all Americans." Standing out in the crowd, making the View Details
- 16 Feb 2010
- Research & Ideas
The Outside-In Approach to Customer Service
centricity cannot be achieved by simply listening to customers about their experiences with Best Buy; the company has to commit to owning the customers' problems and working creatively to solve them. Faced with increased price competition... View Details
- 02 Jul 2013
- First Look
First Look: July 2
show that empirical findings linking governance, incentives, and performance, which are typically observed in isolation, can instead be interpreted within a simple unified matching framework. Publisher's link: http://ssrn.com/abstract=1561903 2006 pub Legislating Stock... View Details
Keywords: Anna Secino
- 19 Apr 2004
- Research & Ideas
Birth of the American Salesman
worked to convince homeowners of the value of the new machine over the traditional delivery of ice. After the demand for refrigerators was established, manufacturers concentrated on advertising, on differentiating their product from other makes, and on View Details
Keywords: by Laura Linard
- 08 Jul 2019
- Research & Ideas
Are Paywalls Saving Newspapers?
coauthors, Ho Kim of the University of Missouri, St. Louis, and Reo Song of California State University, Long Beach, analyzed 79 print media firms using 10 years of circulation and subscription price data (from publishers’ statements to... View Details
- 25 Oct 2016
- First Look
October 25, 2016
growing component of many firms' retailing strategies, particularly in the fashion industry. Outlet stores offer attractive prices in locations far from central shopping districts. The main perspectives on why outlet stores exist can be... View Details
Keywords: Sean Silverthorne
- 08 Jan 2019
- First Look
New Research and Ideas, January 8, 2019
supply expenses are provided. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=55343 Financing the Response to Climate Change: The Pricing and Ownership of U.S. Green Bonds By: Baker, Malcolm, Daniel Bergstresser, George... View Details
Keywords: Dina Gerdeman
- 11 Aug 2003
- Research & Ideas
Why Budgeting Kills Your Company
culprit is what he calls the fixed-performance contract. "The targets for sales, costs, and key ratios that are spelled out in the budget become an implicit contract," he says. A recent Hackett survey found between 60 percent... View Details
Keywords: by Loren Gary
- 06 Aug 2013
- First Look
First Look: August 6
document sources of value creation in mergers by analyzing novel data on the quality and price of goods sold by merging firms. When two competitors in a product market merge, their products converge in quality, and View Details
Keywords: Anna Secino
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
"interests," or what each side really cares about. Failure to uncover interests often leads to mistakes in our second dimension, deal design, such as treating potentially more cooperative agreements as pure price deals in which... View Details
Keywords: by Martha Lagace
- 18 Dec 2018
- First Look
New Research and Ideas, December 18, 2018
describe the enormous changes in the markets for therapies for rare diseases that have emerged over recent decades. The most prominent example is the fact that the profit-maximizing price of new orphan drugs appears to be greater today... View Details
Keywords: Dina Gerdeman
- 20 Oct 2010
- Op-Ed
Export Competitiveness: Reversing the Logic
other policies to change relative prices can provide a countervailing force by subsidizing exports. But they increase the costs of imports, hurting both domestic consumption and export-oriented industries with high import content. More... View Details
Keywords: by Christian Ketels