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- All HBS Web (183)
- Faculty Publications (27)
- 23 Mar 2015
- Research & Ideas
It’s Called ‘Price Coherence,’ and It’s Surprisingly Bad for Consumers
customers, not to mention the convenience of keeping customer information on file. While the intermediary charges a fee for its service, buyers widely perceive that the costs are borne by others, namely sellers. Sellers in turn pay the...
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- 10 Sep 2001
- Research & Ideas
The Negotiator’s Secret: More Than Merely Effective
analysis, all subjects were asked for their private assessment of the target company's fair value—as distinct from how they might portray that value in the bargaining process. Those assigned the role of seller gave median valuations more...
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by James K. Sebenius
- 07 Sep 2011
- First Look
First Look: Sept. 7
Fragmented upstream and downstream channels instead persist, with strong odds against upstream suppliers waging a successful defense of material interests. Such distinctive industrial structures, we show, were a direct result of whether...
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Sean Silverthorne
- 08 Apr 2014
- First Look
First Look: April 8
Contrary to the view that non-core users and downward brand extensions pose a threat to the brand, this work investigates the conditions under which these non-core users enhance rather than dilute the brand image. A distinction between two types of non-core users based...
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Sean Silverthorne
- 31 Jan 2017
- Research & Ideas
The Dow at 20,000: What's That All About?
infrastructure. That has a positive impact on the price of stock of companies that will benefit from this spending, such as those that specialize in materials, for example. That said, there are some opposite forces at work, too. I think it is View Details
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by Jim Aisner
- 26 Jul 2016
- First Look
July 26, 2016
neglecting information about the original intentions leading to those outcomes. In four experiments, we examine interventions aimed at reducing the outcome bias. Contrary to our initial predictions, individuals weighed others' outcomes more—not less—when View Details
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Sean Silverthorne
- 30 Apr 2019
- First Look
New Research and Ideas, April 30, 2019
use an attribute's value to infer its weight—the value-weight heuristic—and identify the role of perceived diagnosticity: more extreme attribute values give observers the subjective sense that they know more about a decision-maker's...
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Dina Gerdeman
- 01 Jun 1997
- News
Blockbuster Deals
anticipated benefits and efficiencies never materialized," explains Wruck. "Once deals are completed, disappointing outcomes can occur because perceived premerger synergies, such as product-line complementarities, are often elusive."...
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Garry Emmons and Nancy O. Perry
- 26 Oct 2010
- First Look
First Look: October 26, 2010
Wage a 'Negotiation Campaign' Author:James K. Sebenius Publication:Negotiation 13, no. 11 (November 2010) Abstract While negotiation scholars primarily take the individual transaction as the "unit of analysis," this article...
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Sean Silverthorne
- 18 Feb 2009
- First Look
First Look: February 18, 2009
must choose to improve an old technology (steel) or to develop a new material (carbon fiber). The decision must take into account a complicated context: increased demand for the "old" steel products made in Italy, increasing power of carbon fiber...
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Martha Lagace
- 25 Jul 2017
- First Look
First Look at New Research and Ideas: July 25, 2017
data on appraisal litigation and appraisal outs. I find that appraisal claims have not meaningfully declined in 2016 and that perceived appraisal risk, as measured by the incidence of appraisal outs, has increased since the Dell appraisal...
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Carmen Nobel
- 03 Feb 2015
- First Look
First Look: February 3
which focuses on three distinct relationship stages-awareness, surface contact, and mutuality-and suggests that the influence of familiarity on attraction depends on both the nature and the stage of the relationship between perceivers and...
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Sean Silverthorne
- 17 Apr 2012
- First Look
First Look: April 17
all involved in the company's supply chain with fair wages as well as improved working hours and conditions. Called Plan A "because there is no Plan B," the company identified 180 projects to...
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Carmen Nobel
- 18 Sep 2018
- First Look
New Research and Ideas, September 18, 2018
forces of inertia generally constrict how TMTs perceive innovations but that frame flexibility can overcome these constraints, increasing the likelihood of adoption and broadening the organization’s innovation practices. We advance a...
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Dina Gerdeman
- 16 Mar 2010
- First Look
First Look: March 16
Entrepreneurs with demonstrated market-timing skill are also more likely to outperform industry peers in their subsequent ventures. This is consistent with the view that if suppliers and customers perceive the entrepreneur to have...
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Martha Lagace
- 10 Jun 2002
- Research & Ideas
How to Look at Globalization Now
another of your working papers, "Globalization as Market Integration and the Future of International Business," you mention that horizontal multinational enterprises that engage in replication are often perceived as true...
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by Martha Lagace
- 19 Dec 2017
- First Look
New Research and Ideas, December 19, 2017
excluded the use of sulfites, while in Europe some use was permitted. For winemakers, distributors and retailers, navigating the complex layers of regulations regarding organic wine was enormously time intensive. Many winemakers chose to forego organic certification so...
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Carmen Nobel
- 30 Jul 2013
- First Look
First Look: July 30
perceive the quality of others' decisions to be greater when other individuals engage in the right amount of thinking for the situation. These assessments then affect observers' own decisions and openness to influence. Publisher's link:
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Anna Secino
- 25 Sep 2007
- First Look
First Look: September 25, 2007
for download. Fair (and Not So Fair) Division Author:John W. Pratt Abstract Drawbacks of existing procedures are illustrated and a method of efficient fair division is proposed that avoids them. Given...
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Martha Lagace
- 07 Apr 2009
- First Look
First Look: April 7, 2009
and weigh the consequences of each approach. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=309056 Sub-Prime Crisis and Fair Value Accounting Harvard Business School Case 109-031 This case examines the...
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Martha Lagace