Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
  • Research
    • Research
    • Publications
    • Global Research Centers
    • Case Development
    • Initiatives & Projects
    • Research Services
    • Seminars & Conferences
    →
  • Publications→

Publications

Publications

Filter Results : (19) Arrow Down
Filter Results : (19) Arrow Down Arrow Up

Show Results For

  • All HBS Web  (180)
    • Faculty Publications  (19)

    Show Results For

    • All HBS Web  (180)
      • Faculty Publications  (19)

      Buyer Power Remove Buyer Power →

      Page 1 of 19 Results

      Are you looking for?

      → Search All HBS Web
      • April 2022
      • Teaching Note

      Tempur Sealy International (A, B & C)

      By: Benjamin C. Esty and Daniel Fisher
      Teaching Note for HBS Case Nos. 718-422, 718-423, and 718-424. The cases explore the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms...  View Details
      Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
      Citation
      Purchase
      Related
      Esty, Benjamin C., and Daniel Fisher. "Tempur Sealy International (A, B & C)." Harvard Business School Teaching Note 722-456, April 2022.
      • April 2022
      • Teaching Note

      Christie's and Leonardo da Vinci's Salvator Mundi: The Value of a Brand

      By: Jill Avery
      A sixteenth century Renaissance masterpiece, missing for 137 years, believed by many to have been destroyed, and then rediscovered less than a decade ago, becomes the most expensive painting ever sold, all the while surrounded by controversy. Did the buyer of Leonardo...  View Details
      Keywords: Brand Management; Brand Valuation; Art; Art Dealer; Auction House; Brand Storytelling; Marketing; Brands and Branding; Marketing Strategy; Fine Arts Industry; United States; Italy
      Citation
      Purchase
      Related
      Avery, Jill. "Christie's and Leonardo da Vinci's Salvator Mundi: The Value of a Brand." Harvard Business School Teaching Note 522-088, April 2022.
      • February 2022
      • Supplement

      SpartanNash Company: The Amazon Warrants (A)

      By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
      As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants almost 20...  View Details
      Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States
      Citation
      Purchase
      Related
      Esty, Benjamin C., E. Scott Mayfield, and Daniel Fisher. "SpartanNash Company: The Amazon Warrants (A)." Harvard Business School Spreadsheet Supplement 222-704, February 2022.
      • January 2022
      • Case

      SpartanNash Company: The Amazon Warrants (A)

      By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
      As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants in almost 20...  View Details
      Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States
      Citation
      Educators
      Purchase
      Related
      Esty, Benjamin C., E. Scott Mayfield, and Daniel Fisher. "SpartanNash Company: The Amazon Warrants (A)." Harvard Business School Case 222-022, January 2022.
      • September 2020
      • Teaching Note

      TransDigm in 2017: The Beginning of the End or the End of the Beginning?

      By: Benjamin C. Esty and Daniel Fisher
      Teaching Note for HBS Case No. 720-422. TransDigm was a highly acquisitive company that manufactured a wide range of highly engineered aerospace parts for both military and commercial customers. Over the ten years ending in 2016, its stock price had increase ten times,...  View Details
      Keywords: Value Capturing; Pricing Strategy; Supplier Power; Buyer Power; Porter's Five Forces; Bargaining Power; Monopoly; Aerospace; Acquisition Strategy; Value Drivers; Ethical Behavior; Regulation; Growth Strategy; Business Ethics; Defense; Procurement; Sustainability; Value-Based Business Strategy; Acquisition; Ethics; Private Equity; Financial Strategy; Growth Management; Performance Evaluation; Business Strategy; Competitive Strategy; Horizontal Integration; Value Creation; Competitive Advantage; Aerospace Industry; Air Transportation Industry; United States
      Citation
      Purchase
      Related
      Esty, Benjamin C., and Daniel Fisher. "TransDigm in 2017: The Beginning of the End or the End of the Beginning?" Harvard Business School Teaching Note 721-353, September 2020.
      • June 2020
      • Supplement

      TransDigm in 2017: Congressional Hearing on the DoD Inspector General’s Report (5/15/19)

      By: Benjamin C. Esty
      This video accompanies the case, “TransDigm in 2017: The Beginning of the End or the End of the Beginning?”  View Details
      Keywords: Value Capturing; Pricing Strategy; Supplier Power; Buyer Power; Porter's Five Forces; Bargaining Power; Monopoly; Aerospace; Acquisition Strategy; Value Drivers; Ethical Behavior; Regulation; Growth Strategy; Business Ethics; Defense; Procurement; Sustainability; Value Based Health Care; Acquisition; Ethics; Private Equity; Financial Strategy; Growth Management; Performance Evaluation; Business Strategy; Competitive Strategy; Horizontal Integration; Value Creation; Competitive Advantage; Aerospace Industry; Air Transportation Industry; United States
      Citation
      Purchase
      Related
      Esty, Benjamin C. "TransDigm in 2017: Congressional Hearing on the DoD Inspector General’s Report (5/15/19)." Harvard Business School Multimedia/Video Supplement 720-856, June 2020.
      • April 2020 (Revised July 2020)
      • Case

      TransDigm in 2017: The Beginning of the End or the End of the Beginning?

      By: Benjamin C. Esty and Daniel Fisher
      TransDigm was a highly acquisitive company that manufactured a wide range of highly engineered aerospace parts for both military and commercial customers. Over the ten years ending in 2016, its stock price had increased ten times, and both EBITDA and revenues had grown...  View Details
      Keywords: Value Capturing; Pricing Strategy; Supplier Power; Buyer Power; Porter's Five Forces; Bargaining Power; Monopoly; Aerospace; Acquisition Strategy; Value Drivers; Ethical Behavior; Regulation; Growth Strategy; Business Ethics; Defense; Procurement; Sustainability; Value-Based Business Strategy; Acquisition; Ethics; Private Equity; Financial Strategy; Growth Management; Performance Evaluation; Business Strategy; Competitive Strategy; Horizontal Integration; Value Creation; Competitive Advantage; Aerospace Industry; Air Transportation Industry; United States
      Citation
      Educators
      Purchase
      Related
      Esty, Benjamin C., and Daniel Fisher. "TransDigm in 2017: The Beginning of the End or the End of the Beginning?" Harvard Business School Case 720-422, April 2020. (Revised July 2020.)
      • 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
      Citation
      Read Now
      Related
      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.
      • January 2020 (Revised July 2020)
      • Supplement

      MoviePass: The 'Get Big Fast' Strategy

      By: Benjamin C. Esty and Daniel Fisher
      In August 2017, MoviePass dramatically lowered its subscription price from $50 per month to just $10 for up to one movie per day. The idea was to rapidly scale the business to the point where they could generate incremental revenue streams form related businesses...  View Details
      Keywords: Market Entry; Growth Strategy; Profit Vs. Growth; Subscription Business; Cash Burn; Data Analytics; Get-big-fast; Buyer Power; Strategy Implementation; Movie Industry; Racing; Business Strategy; Value Creation; Consolidation; Cash Flow; Growth Management; Business Startups; Entrepreneurship; Disruptive Innovation; Mobile Technology; Motion Pictures and Video Industry; Entertainment and Recreation Industry; Advertising Industry; Information Industry; United States
      Citation
      Purchase
      Related
      Esty, Benjamin C., and Daniel Fisher. "MoviePass: The 'Get Big Fast' Strategy." Harvard Business School Spreadsheet Supplement 720-854, January 2020. (Revised July 2020.)
      • March 2019 (Revised July 2020)
      • Case

      MoviePass: The 'Get Big Fast' Strategy

      By: Benjamin C. Esty and Daniel W. Fisher
      In August 2017, MoviePass dramatically lowered its subscription price from $50 per month to just $10 for up to one movie per day. The idea was to rapidly scale the business to the point where they could generate incremental revenue streams from related businesses...  View Details
      Keywords: Market Entry; Growth Strategy; Profit Vs. Growth; Subscription Business; Cash Burn; Data Analytics; Get-big-fast; Buyer Power; Strategy Implementation; Movie Industry; Racing; Entrepreneurship; Market Entry and Exit; Growth and Development Strategy; Business Strategy; Value Creation; Disruption; Motion Pictures and Video Industry; United States
      Citation
      Educators
      Purchase
      Related
      Esty, Benjamin C., and Daniel W. Fisher. "MoviePass: The 'Get Big Fast' Strategy." Harvard Business School Case 719-455, March 2019. (Revised July 2020.)
      • September 2017 (Revised April 2022)
      • Supplement

      Tempur Sealy International (A)

      By: Benjamin C. Esty
      This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous...  View Details
      Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
      Citation
      Purchase
      Related
      Esty, Benjamin C. "Tempur Sealy International (A)." Harvard Business School Spreadsheet Supplement 718-801, September 2017. (Revised April 2022.)
      • September 2017 (Revised April 2022)
      • Case

      Tempur Sealy International (A)

      By: Benjamin C. Esty and Lauren G. Pickle
      This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous...  View Details
      Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Customers; Relationships; Leadership; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
      Citation
      Educators
      Purchase
      Related
      Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (A)." Harvard Business School Case 718-422, September 2017. (Revised April 2022.)
      • September 2017 (Revised June 2021)
      • Supplement

      Tempur Sealy International (B)

      By: Benjamin C. Esty and Lauren G. Pickle
      Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (A) case.  View Details
      Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Customers; Relationships; Leadership; Distribution Industry; Manufacturing Industry
      Citation
      Purchase
      Related
      Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (B)." Harvard Business School Supplement 718-423, September 2017. (Revised June 2021.)
      • September 2017 (Revised June 2021)
      • Supplement

      Tempur Sealy International (C)

      By: Benjamin C. Esty and Lauren G. Pickle
      Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (B) case.  View Details
      Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Leadership; Customers; Relationships; Distribution Industry; Manufacturing Industry; United States; South Africa
      Citation
      Purchase
      Related
      Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (C)." Harvard Business School Supplement 718-424, September 2017. (Revised June 2021.)
      • 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
      Citation
      Educators
      Purchase
      Related
      Dolan, Robert J., and Doug J. Chung. "Outotec (A): Project Capture." Harvard Business School Case 514-064, October 2013. (Revised August 2015.)
      • 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
      Citation
      Purchase
      Related
      Dolan, Robert J., and Doug J. Chung. "Outotec (B): Action Plan." Harvard Business School Supplement 514-065, October 2013. (Revised August 2015.)
      • March 1999
      • Case

      Merck & Co., Inc.: Corporate Strategy, Organization and Culture (A)

      By: Michael Beer and Perry Fagan
      In the early 1990s, Merck faced a series of challenges because of significant changes in its competitive and regulatory environment (e.g., growth in power of pharmaceutical buyers like managed care organizations led to price pressures and President Clinton's review of...  View Details
      Keywords: Organizational Change and Adaptation; Business or Company Management; Organizational Culture; Problems and Challenges; Management Practices and Processes; Competitive Strategy; Management Teams; Health Care and Treatment; Governing Rules, Regulations, and Reforms; Situation or Environment; Alignment; Pharmaceutical Industry; United States
      Citation
      Educators
      Purchase
      Related
      Beer, Michael, and Perry Fagan. "Merck & Co., Inc.: Corporate Strategy, Organization and Culture (A)." Harvard Business School Case 499-054, March 1999.
      • November 1987 (Revised March 1993)
      • Background Note

      Global Semiconductor Industry--1987

      By: David B. Yoffie
      In 1987, the global semiconductor industry was coming out of the deepest recession in its 40 year history. The note examines the competitive dynamics of this industry over time, the nature of its technology, and the sources of competitive advantage. The role of buyer...  View Details
      Keywords: Financial Crisis; Globalization; Crisis Management; Consumer Behavior; Competitive Strategy; Competitive Advantage; Technology; Semiconductor Industry
      Citation
      Find at Harvard
      Related
      Yoffie, David B. "Global Semiconductor Industry--1987." Harvard Business School Background Note 388-052, November 1987. (Revised March 1993.)
      • Forthcoming
      • Article

      A Structural Model of Organizational Buying: Innovation Adoption under Share of Wallet Price Contracts

      By: Navid Mojir and K. Sudhir
      The paper develops the first structural model of organizational buying to study innovation diffusion in a B2B market. Our model is particularly applicable for routinized exchange relationships, whereby centralized buyers periodically evaluate and choose contracts,...  View Details
      Keywords: Organizational Buying Behavior; Healthcare Marketing; B2B Markets; B2B Innovation; New Product Diffusion; New Product Adoption; Organizations; Acquisition; Behavior; Health Care and Treatment; Marketing; Innovation and Invention
      Citation
      Related
      Mojir, Navid, and K. Sudhir. "A Structural Model of Organizational Buying: Innovation Adoption under Share of Wallet Price Contracts." Journal of Marketing Research (JMR) (forthcoming).
      • 1

      Are you looking for?

      → Search All HBS Web
      ǁ
      Campus Map
      Harvard Business School
      Soldiers Field
      Boston, MA 02163
      →Map & Directions
      →More Contact Information
      • Make a Gift
      • Site Map
      • Jobs
      • Harvard University
      • Trademarks
      • Policies
      • Digital Accessibility
      Copyright © President & Fellows of Harvard College