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- News (127)
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- Faculty Publications (233)
Show Results For
-
All HBS Web
(654)
- News (127)
- Research (478)
- Events (5)
- Multimedia (3)
- Faculty Publications (233)
- November 1994 (Revised January 1995)
- Case
Wheeling and Dealing: The Zirconia GT
By: Howard Raiffa, James K. Sebenius, Craig Best and Scot Melland
A personal negotiation episode in purchasing a car is presented. Tactics and strategies commonly encountered by car buyers and car salespeople are illustrated.
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Raiffa, Howard, James K. Sebenius, Craig Best, and Scot Melland. "Wheeling and Dealing: The Zirconia GT." Harvard Business School Case 895-013, November 1994. (Revised January 1995.)
- February 2023 (Revised March 2024)
- Supplement
Shanty Real Estate: Teaching Note Supplement
By: Michael Luca and Jesse M. Shapiro
Shanty is a simulation in which students inhabit the role of either a traditional home buyer or an iBuyer, both bidding on the same condo. The traditional home buyer has access to a “comp sheet” of similar properties that have recently sold, and has done a walkthrough....
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- August 2015
- Article
Price Coherence and Excessive Intermediation
By: Benjamin Edelman and Julian Wright
Suppose an intermediary provides a benefit to buyers when they purchase from sellers using the intermediary's technology. We develop a model to show that the intermediary would want to restrict sellers from charging buyers more for transactions it intermediates. With...
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Edelman, Benjamin, and Julian Wright. "Price Coherence and Excessive Intermediation." Quarterly Journal of Economics 130, no. 3 (August 2015): 1283–1328. (First circulated as Price Coherence and Adverse Intermediation in December 2013.)
- 22 Jul 2015
- Research & Ideas
Name Your Price. Really.
able to set their own prices, almost everyone pays something—and sometimes well over the suggested price. "I was really interested in that broad variance and who pays a little and who pays a lot and under what circumstances," says Santana. Sellers Can...
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- 07 Mar 2007
- Research & Ideas
How Do You Value a “Free” Customer?
research is starting to look at customers whose value is not as readily apparent, and where CLV calculations break down. In a recent working paper, Harvard Business School professor Sunil Gupta calls them "free" customers—think of View Details
- Fall 2013
- Article
Engaging Supply Chains in Climate Change
By: Chonnikarn Fern Jira and Michael W. Toffel
Suppliers are increasingly being asked to share information about their vulnerability to climate change and their strategies to reduce greenhouse gas emissions. Their responses vary widely. We theorize and empirically identify several factors associated with suppliers...
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Keywords:
Knowledge Sharing;
Motivation and Incentives;
Risk Management;
Climate Change;
Supply Chain Management;
Environmental Sustainability
Jira, Chonnikarn Fern, and Michael W. Toffel. "Engaging Supply Chains in Climate Change." Special Issue on the Environment. Manufacturing & Service Operations Management 15, no. 4 (Fall 2013): 559–577.
- 19 Jan 2022
- Blog Post
From Retail to HBS: How I’m Building a Career Path at the Intersection of Arts, Culture, and Business
eventually. However, it wasn’t until a few years later that I seriously considered getting an MBA. I had achieved one of my dream jobs as a fashion buyer and was ready for a new challenge, but I wasn’t sure what that next step might be....
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- 2006
- Working Paper
The Value of a 'Free' Customer
By: Sunil Gupta, Carl F. Mela and Jose M. Vidal-Sanz
Central to a firm's growth and marketing policy is the revenus and profit potential of its customer assets. As a result, there has been a recent proliferation of work regarding customer lifetime value. However, extant research in this area is silent regarding how to... View Details
Gupta, Sunil, Carl F. Mela, and Jose M. Vidal-Sanz. "The Value of a 'Free' Customer." Harvard Business School Working Paper, No. 07-035, December 2006.
- September 2018
- Supplement
Advent International: Kroton Investment
By: Victoria Ivashina, Priscilla Zogbi and Ruth Kostas
Keywords:
Private Equity;
Acquisition;
IPO;
Valuation;
Education;
Distance Learning;
Turnaround;
Growth;
Exit;
PE;
Buyer;
Middle-class;
Low Income;
K-12;
Entrepreneur;
Family Business;
University;
College;
Consolidation;
Fragmentation;
Penetration;
Value;
Shares;
Control;
Negotiation;
Equity;
Transaction;
Board;
Majority;
Minority;
Post-secondary;
Leverage;
Campus;
Deal;
Shareholder;
Tag Along
- September 2021
- Article
Network Interconnectivity and Entry into Platform Markets
By: Feng Zhu, Xinxin Li, Ehsan Valavi and Marco Iansiti
Digital technologies have led to the emergence of many platforms in our economy today. In certain platform networks, buyers in one market purchase services from providers in many other markets, whereas in others, buyers primarily purchase services from providers within...
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Keywords:
Network Interconnectivity;
Platform Competition;
Market Entry;
Networks;
Digital Platforms;
Competition;
Market Entry and Exit
Zhu, Feng, Xinxin Li, Ehsan Valavi, and Marco Iansiti. "Network Interconnectivity and Entry into Platform Markets." Information Systems Research 32, no. 3 (September 2021): 1009–1024.
- 19 Jul 2018
- News
Research Says This Type of Video Closes More B2B Sales
- July 1986 (Revised March 1989)
- Case
Jim Southern
A recent MBA graduate has reached tentative agreement for an LBO of a forms-printing business with $43 million sales. At the eleventh hour, however, the seller has demanded that the buyer personally guarantee $4 million of accounts payable.
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Stevenson, Howard H. "Jim Southern." Harvard Business School Case 387-009, July 1986. (Revised March 1989.)
- Research Summary
Engaging supply chains in climate change and sustainability issues
This research aims to develop a better understanding of the dynamics between supply chain partners in issues regarding climate change and sustainability. I am particularly interested in better understanding factors that motivate suppliers to share climate change...
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- September 1986 (Revised August 1987)
- Case
Pressco, Inc.--1984
A marketing representative of heavy industrial equipment needs to evaluate the net present value of his equipment from the perspective of the buyer under changing tax regulations.
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Keywords:
Machinery and Machining;
Valuation;
Product Positioning;
Performance Evaluation;
Taxation;
Price;
United States
Fruhan, William E., Jr. "Pressco, Inc.--1984." Harvard Business School Case 287-025, September 1986. (Revised August 1987.)
- October 1971 (Revised June 1985)
- Case
Fisher-Price Toys, Inc.
Reviews new product introduction and pricing decisions for a riding toy designed for preschool children. Designed to provide background in buyer behavior, market analysis, and corporate strategy.
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Ward, L. Scott. "Fisher-Price Toys, Inc." Harvard Business School Case 572-029, October 1971. (Revised June 1985.)
- 22 Jul 2015
- News
Name Your Price. Really.
- July 2020
- Article
Reframing Value in a Crisis
By: Frank V. Cespedes and David Hoffeld
Reframing is the process of moving buyers from their current perspective(s) to one that motivates a different response. The current crisis makes this capability more important than ever.
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Cespedes, Frank V., and David Hoffeld. "Reframing Value in a Crisis." Top Sales Magazine (July 2020).
- 2023
- Working Paper
Pulp Friction: The Value of Quantity Contracts in Decentralized Markets
By: Olivier Darmouni, Simon Essig Aberg and Juha Tolvanen
Firms in decentralized markets often trade using quantity contracts, agreements that specify quantity prior to the point of sale. These contracts are valuable because they provide quantity assurance, as trading frictions could prevent a buyer and seller from matching...
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Keywords:
Decentralized Markets;
Trading Frictions;
Market Structure;
Transaction Costs;
Contracts;
Market Transactions;
Pulp and Paper Industry
Darmouni, Olivier, Simon Essig Aberg, and Juha Tolvanen. "Pulp Friction: The Value of Quantity Contracts in Decentralized Markets." Working Paper, December 2023.
- October 2022
- Exercise
Shanty Real Estate: Confidential Information for iBuyer 2
By: Michael Luca, Jesse M. Shapiro and Nathan Sun
Shanty is a simulation in which students inhabit the role of either a traditional home buyer or an iBuyer, both bidding on the same condo. The traditional home buyer has access to a “comp sheet” of similar properties that have recently sold, and has done a walkthrough....
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Luca, Michael, Jesse M. Shapiro, and Nathan Sun. "Shanty Real Estate: Confidential Information for iBuyer 2." Harvard Business School Exercise 923-020, October 2022.
- October 2012
- Case
Riding the Wave of Technological Change at RE/MAX, LLC.
By: Lynda M. Applegate, Ramiro Montealegre and Jeffrey Sweeney
David Liniger, cofounder of RE/MAX, LLC., wondered if his business was prepared to exploit the next wave of business opportunities in the real estate market. This industry had moved from one in which broker/owners controlled all of the consumers' access to information,...
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Keywords:
General Management;
Business Strategy;
Entrepreneurship;
Business Model;
Information Technology;
Transformation;
Organizational Change and Adaptation
Applegate, Lynda M., Ramiro Montealegre, and Jeffrey Sweeney. "Riding the Wave of Technological Change at RE/MAX, LLC." Harvard Business School Case 813-054, October 2012.