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- January 2018 (Revised October 2019)
- Case
Christie's and Leonardo da Vinci's Salvator Mundi: The Value of a Brand
By: Jill Avery
A 16th 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 da...
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Keywords:
Brands;
Brand Valuation;
Art Collector;
Arts Marketing;
Auction House;
Auctions;
Luxury Brand;
Luxury Consumers;
Luxury Goods;
Marketing;
Valuation;
Marketing Strategy;
Arts;
Luxury;
Value;
Brands and Branding;
Fine Arts Industry;
Italy;
United Kingdom;
Europe;
United States;
United Arab Emirates
Avery, Jill. "Christie's and Leonardo da Vinci's Salvator Mundi: The Value of a Brand." Harvard Business School Case 518-066, January 2018. (Revised October 2019.)
- 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...
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- 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...
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Keywords:
Barbara Krakow Gallery;
Art Gallery;
Art Market;
Art World;
Artist;
Auction House;
Primary Art Market;
Secondary Art Market;
Exhibition;
Contemporary Art;
Art Collector;
Art Dealer;
Art Fair;
No Haggle Pricing;
Extended Sales Cycle;
Christie's;
Sotheby's;
Online Art Seller;
Barbara Krakow;
Andrew Witkin;
Catalogue Raisonne;
Arts;
Small Business;
Business Model;
Transition;
Customer Relationship Management;
Fine Arts Industry;
Boston
Alvarez, Jose, and Nyssa Liebermann. "Barbara Krakow Gallery." Harvard Business School Case 514-033, December 2013. (Revised January 2015.)
- July 2009 (Revised March 2010)
- Case
Sotheby's & Christie's Inc.
By: Ramon Casadesus-Masanell and Catherine Jane Wise
The fine art auction business has remained a duopoly over its 250 year history. The industry is dominated by Sotheby's and Christie's Inc. Curiously, neither competitor has been able to overtake the other by a notable margin despite the clear network effects of this...
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Keywords:
Arts;
Business Model;
Restructuring;
Economics;
Auctions;
Market Entry and Exit;
Duopoly and Oligopoly;
Operations;
Competition
Casadesus-Masanell, Ramon, and Catherine Jane Wise. "Sotheby's & Christie's Inc." Harvard Business School Case 710-412, July 2009. (Revised March 2010.)
- 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.
- 05 Sep 2007
- First Look
First Look: September 5, 2007
School Case 808-027 Saffronart, a five-year-old online art auction company, leads the market for modern Indian art and now faces competitors in the market it created. Established in 2000 by the wife-and-husband team of Minal and Dinesh...
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Keywords:
Martha Lagace
- 02 Aug 2010
- Research & Ideas
Modern Indian Art: The Birth of a Market
influences. This discourse hence suggested that this art had so far been aesthetically misjudged, therefore implying that it had also been economically undervalued. Saffronart and the other auction houses...
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Keywords:
by Sean Silverthorne
- 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 buyers at an auction....
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- 26 Sep 2017
- First Look
First Look at New Research and Ideas, September 26, 2017
Case 817-073 MIA: Profit at the Base of the Pyramid In January 2016, Guillermo Jaime had just returned home to Mexico City after attending a Harvard Business School executive education program. Jaime was the founder and CEO of Mejoramiento Integral Asistido (MIA), a...
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Keywords:
Sean Silverthorne
- 19 Dec 2006
- First Look
First Look: December 19, 2006
settings include job agencies (whose customers include both job seekers and listers), realtors (whose clients include home sellers and purchasers), and auction houses (whose customers include buyers and...
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Keywords:
Sean Silverthorne
- 24 Dec 2013
- First Look
First Look: December 24
Lakshmi, Xin Meng, Nancy Qian, and Xiaoxue Zhao Abstract—This paper studies the policy determinants of economic transition and estimates the demand for labor in the infant private sector in urban China. We show that a reform that untied access to View Details
Keywords:
Carmen Nobel
- 18 Oct 2011
- First Look
First Look: October 18
to enter the fine art sales space, these two auction houses explore modifications to their business model. Some efforts by the two organizations have already begun but are in the infantile stage, and thus...
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Keywords:
Sean Silverthorne
- 25 Mar 2013
- Research & Ideas
How Chapter 11 Saved the US Economy
can frustrate attempts to restructure out of court," Gilson writes. Companies also increasingly using Chapter 11 to expeditiously sell off assets. Section 363 of the US Bankruptcy Code allows a bankrupt company to sell assets in a competitive View Details
- 26 Oct 2009
- Lessons from the Classroom
The New Deal: Negotiauctions
negotiations and auctions are the only two ways in which assets get sold in any market economy. There's a deep literature on each of these mechanisms but very little on the interplay between the two—that messy, murky middle ground where...
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Keywords:
by Julia Hanna
- 28 Feb 2005
- Research & Ideas
Amazon, eBay and the Bidding Wars
others to raise their bids, and in such a case, sniping may be a winning strategy. Q: How pervasive is sniping and will it eventually wipe out incremental bidding? Can or should eBay and other online auction View Details
- 12 Aug 2002
- Research & Ideas
‘Let the Buyer Beware’ Doesn’t Protect Investors
information in the boilerplate of interest to an investor." In the end, an investment bank is a sales organization not much different from an auction house that sells used furniture. —D. Quinn Mills In...
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Keywords:
by D. Quinn Mills
- 06 May 2015
- Research & Ideas
A Flood of Picassos Threatens to Water Down the Art Market
customers and auction houses set for themselves that are influenced by those educators." Those prices anchors will still be in place to a degree because Marina Picasso's collection, after all, still...
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- 29 Oct 2008
- Research & Ideas
The Next Marketing Challenge: Selling to ’Simplifiers’
Rich and Famous." As they grew richer, pressure increased on those below to trade up. And, as they traded up, pressure increased in turn on the well-off to buy even more—the second home, the big screen TV, and the latest sport-utility vehicle. Enter the big View Details
- 12 Aug 2008
- Op-Ed
Google-Yahoo Ad Deal is Bad for Online Advertising
before the U.S. House of Representatives Committee on the Judiciary Task Force on Competition Policy and Antitrust Laws, Edelman wrote that the deal could have an anticompetitive effect on Internet advertising. "The proposed...
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- 12 Feb 2013
- First Look
First Look: Feb. 12
http://or.journal.informs.org.ezp-prod1.hul.harvard.edu/content/60/5/1199.full.pdf+html Convergence of Position Auctions under Myopic Best-Response Dynamics Authors:Cary, Matthew, Aparna Das, Benjamin Edelman, Ioannis Giotis, Kurtis...
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Keywords:
Sean Silverthorne