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- All HBS Web
(684)
- News (137)
- Research (482)
- Events (5)
- Multimedia (2)
- Faculty Publications (238)
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- 07 Aug 2012
- Working Paper Summaries
Financial vs. Strategic Buyers
- Article
Vertical Merger, Collusion, and Disruptive Buyers
By: Volker Nocke and Lucy White
In a repeated game setting of a vertically related industry, we study the collusive effects of vertical mergers. We show that any vertical merger facilitates upstream collusion, no matter how large (in terms of capacity or size of product portfolio) the integrated... View Details
Nocke, Volker, and Lucy White. "Vertical Merger, Collusion, and Disruptive Buyers." International Journal of Industrial Organization 28, no. 4 (July 2010): 350–354.
- March 1982 (Revised April 1989)
- Background Note
Industrial Buyer Behavior
May be used as background material for courses in industrial marketing and industrial procurement. Surveys the economic, behavioral, and organizational influences that shape buying decision-making in corporations and other institutions. Also describes the kinds of... View Details
Corey, E. Raymond. "Industrial Buyer Behavior." Harvard Business School Background Note 582-117, March 1982. (Revised April 1989.)
- August 2008 (Revised April 2012)
- Supplement
Real Property Negotiation Game (B): Buyer
By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. The buyer case for the... View Details
Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (B): Buyer." Harvard Business School Supplement 209-032, August 2008. (Revised April 2012.)
- July 2017
- Case
Magpie: Developing and Using Buyer Personas
The founders of a start-up platform for publishers have developed preliminary personas of target customers and are evaluating the implications for initial target buyers, messaging, and marketing programs. The case is useful for discussing the process of developing... View Details
Keywords: Buying Process; Marketing; Sales; Distribution Channels; Segmentation; Entrepreneurship; Social Media; Consumer Products Industry; Fashion Industry; United States
Cespedes, Frank V. "Magpie: Developing and Using Buyer Personas." Harvard Business School Case 818-013, July 2017.
- August 2018
- Teaching Note
Magpie: Developing and Using Buyer Personas
Teaching Note for HBS No. 818-013. Magpie is a startup with a platform that allows publishers to natively tag the products discussed in their content and thus allows consumers to purchase those products without needing to leave that publisher’s web page. A key aspect... View Details
- 2013
- Working Paper
Financial vs. Strategic Buyers
By: Marc Martos-Vila, Matthew Rhodes-Kropf and Jarrad Harford
This paper introduces the impact of debt misvaluation on merger and acquisition activity. Debt misvaluation helps explain the shifting dominance of financial acquirers (private equity firms) relative to strategic acquirers (operating companies). The effects of... View Details
Martos-Vila, Marc, Matthew Rhodes-Kropf, and Jarrad Harford. "Financial vs. Strategic Buyers." Harvard Business School Working Paper, No. 12-098, April 2012. (Revised April 2014.)
- fall 1989
- Article
Training the Wise Buyer
By: J. Ronald Fox
Keywords: Customers
Fox, J. Ronald. "Training the Wise Buyer." Training the Wise Buyer GAO Journal 24, no. 7 (fall 1989).
- August 1978
- Exercise
Streaker: Negotiating Exercise - Buyer
By: Howard Raiffa
Keywords: Negotiation
Raiffa, Howard. "Streaker: Negotiating Exercise - Buyer." Harvard Business School Exercise 179-020, August 1978.
- 12 Aug 2002
- Research & Ideas
‘Let the Buyer Beware’ Doesn’t Protect Investors
makes sense. So disclosure is a very important part of a better system, but it has to be more timely and apparent than in the current form of a prospectus. It was a poor performance by the banks; one that revealed a basic conflict of interest between giving honest... View Details
Keywords: by D. Quinn Mills
- August 2008 (Revised April 2012)
- Case
Real Property Negotiation Game (A): Buyer Case, Celia Hernandez
By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. This is the buyer case... View Details
Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (A): Buyer Case, Celia Hernandez." Harvard Business School Case 209-034, August 2008. (Revised April 2012.)
- October 1992
- Article
Segmenting Industrial Customers by Buyer Behavior
By: V. K. Rangan, R. T. Moriarty Jr. and G. Swartz
Rangan, V. K., R. T. Moriarty Jr., and G. Swartz. "Segmenting Industrial Customers by Buyer Behavior." Journal of Marketing 56, no. 1 (October 1992): 72–82.
- August 2007
- Article
Negotiations versus Auctions: New Advice for Buyers
By: Ian Larkin
Larkin, Ian. "Negotiations versus Auctions: New Advice for Buyers." Negotiation 10, no. 8 (August 2007).
- August 1998 (Revised June 2000)
- Case
FairMarket, Inc.: Where Buyers and Sellers Connect
By: Lynda M. Applegate, Jack Wieland and Chad M. M Raube
On February 20, 1997, FairMarket, an Internet-based business-to-business auction site, was launched. CEO, founder Scott Randall, drew on his experience building Internet businesses at NECX Direct, Yahoo, and Internet Shopping Network to build his business. This case,... View Details
Keywords: Business Startups; Debates; Entrepreneurship; Growth and Development; Growth Management; Management Style; Product Launch; Multi-Sided Platforms; Problems and Challenges; Information Technology; Information Technology Industry; Web Services Industry
Applegate, Lynda M., Jack Wieland, and Chad M. M Raube. "FairMarket, Inc.: Where Buyers and Sellers Connect." Harvard Business School Case 399-006, August 1998. (Revised June 2000.)
- 1993
- Chapter
Decomposing a Brand's Customer Franchise into Buyer Types
By: J. McQueen, J. Foley and J. A. Deighton
- 29 Apr 2013
- Research & Ideas
Are First-Time Buyers Left Out of Real Estate’s Rebound?
evidence says that if one did this slowly, maybe lowered the cap, and changed it in a way that would be more supportive of first-time home buyers and those below a certain income, people would adjust. The mortgage interest deduction is a... View Details
- 1982
- Article
Cross-Cultural Influences on Buyer Behavior: The Impact of Hispanic Ethnicity
By: Rohit Deshpandé and Wayne D. Hoyer
Deshpandé, Rohit, and Wayne D. Hoyer. "Cross-Cultural Influences on Buyer Behavior: The Impact of Hispanic Ethnicity." AMA Educators' Proceedings (1982): 89–92.
- October 2013 (Revised August 2015)
- Supplement
Outotec (B): Action Plan
By: Robert J. Dolan and Doug J. Chung
Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
Dolan, Robert J., and Doug J. Chung. "Outotec (B): Action Plan." Harvard Business School Supplement 514-065, October 2013. (Revised August 2015.)
- October 2013 (Revised August 2015)
- Case
Outotec (A): Project Capture
By: Robert J. Dolan and Doug J. Chung
Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
Dolan, Robert J., and Doug J. Chung. "Outotec (A): Project Capture." Harvard Business School Case 514-064, October 2013. (Revised August 2015.)
- 2020
- Working Paper
No Line Left Behind: Assortative Matching Inside the Firm
By: Achyuta Adhvaryu, Vittorio Bassi, Anant Nyshadham and Jorge Tamayo
How do firms pair workers with managers, and which constraints affect the allocation of labor within the firm? We characterize the sorting pattern of managers to workers in a large readymade garment manufacturer in India and then explore potential drivers of the... View Details
Keywords: Assortative Matching; Productivity; Global Buyers; Readymade Garments; Management; Employees; Performance Productivity
Adhvaryu, Achyuta, Vittorio Bassi, Anant Nyshadham, and Jorge Tamayo. "No Line Left Behind: Assortative Matching Inside the Firm." Harvard Business School Working Paper, No. 20-103, March 2020.