Publications

December 2013 (Revised January 2015)
Case

Barbara Krakow Gallery

By: Jose Alvarez and Nyssa Liebermann

The Barbara Krakow Gallery is a successful contemporary art gallery located in Boston. It utilizes a very rare "no haggle pricing" strategy and extended sales cycle when selling pieces to collectors. Though it remains profitable and very respected, the size and scope... View Details

September 2014 (Revised December 2014)
Case

The Ullens Center for Contemporary Art

By: Mukti Khaire and Nancy Hua Dai

Since its opening in Beijing in November 2007 as the first non-profit art center in China, UCCA had been operating with the mission to "promote the continued development of the Chinese art scene, foster international exchange, and showcase the latest in art and culture... View Details

Keywords: Art World; Art Gallery; Art Market; Arts; Nonprofit Organizations; Entrepreneurship; China

Fall 2020
Article

Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa

By: Michael A. Wheeler

Over the past two decades the Program on Negotiation at Harvard Law School (PON) has named thirteen people as Great Negotiators. The project, directed by my colleague Jim Sebenius, has given us the opportunity to commend our honorees’ outstanding work and to learn from... View Details

Keywords: Art; Negotiation; Arts

Find at Harvard

March 2020 (Revised October 2020)
Case

Jeffrey Deitch: Art Entrepreneur

By: Henry McGee, Rohit Deshpandé and Sarah Gulick

Jeffrey Deitch is an influential gallery owner and art entrepreneur. An HBS alumnus generally credited with developing the field of bank art advisory and financing services, Deitch has had a storied career in both the commercial and non-profit art world. Wrestling with... View Details

Keywords: Cultural Entrepreneurship; Arts; Personal Development and Career; Fine Arts Industry; New York (city, NY); Los Angeles

October 2011 (Revised September 2014)
Case

Paddle8: Painting a New Picture of the Art Market

By: Mukti Khaire

The Paddle8 case is a short case that presents the idea for a new business in the global art market and asks students to evaluate whether it will work, given the structure and unique workings of the art market. Paddle8 is a New York-based startup that partners with... View Details

Keywords: Arts; Business Plan; Business Startups; Corporate Entrepreneurship; Internet and the Web; Trade; Fine Arts Industry; New York (city, NY)

2024
Working Paper

“If You’re Not There… You’re Not There”: How Art Market Platforms Induce Status Anxiety to Coerce Participation

By: James Riley and Ezra Zuckerman Sivan

This paper, an 18-month ethnographic investigation of international art fairs (IAFs), shows how market platforms can have a coercive effect, inducing sellers (i.e., art galleries) to participate despite ambivalence over their value and anxiety over the process by which... View Details

Keywords: Market Participation; Status and Position; Competition; Demand and Consumers; Fine Arts Industry

February 2017
Teaching Note

The Tate's Digital Transformation

By: Jill Avery

John Stack was the visionary Head of Digital Transformation at the Tate, a collection of four major art galleries in the UK, including Tate Modern, the most visited gallery devoted to modern and contemporary art in the world. Stack was the architect of the Tate’s... View Details

April 2014 (Revised July 2017)
Case

The Tate's Digital Transformation

By: Jill Avery

John Stack was the visionary Head of Digital Transformation at the Tate, a collection of four major art galleries in the UK, including Tate Modern, the most visited gallery devoted to modern and contemporary art in the world. Stack was the architect of the Tate's... View Details

Keywords: Digital; Marketing Communication; Non-profit Management; Marketing; Marketing Strategy; Nonprofit Organizations; Social Media; Entertainment and Recreation Industry; Tourism Industry; United Kingdom