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- All HBS Web (114)
- Faculty Publications (14)
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- 27 Jun 2019
- Research & Ideas
Rituals Strengthen Couples. Here’s Why They’re Good for Business, Too
says. "If they know people are going to a certain restaurant every week or using a certain product at home regularly, they could find ways to promote repeated purchases by sending coupons, subscription...
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by Dina Gerdeman
- 23 Oct 2013
- Research & Ideas
Overcoming Nervous Nelly
instance. In buying a house or a car, a disparity in knowledge can cause purchasers to feel anxious over bargaining for the best price. In the study Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low Frst Offers, Exit...
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by Michael Blanding
- 16 Aug 2004
- Research & Ideas
Luxury Isn’t What It Used to Be
things to make us feel better. Part of the experience is finding and purchasing that just-right something, but an equally important component is the thrill of the chase—the sensory experience of entering a store and being surrounded by...
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- 02 Jul 2013
- First Look
First Look: July 2
from other religious groups. Download working paper: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=45023 Is a VC Partnership Greater Than the Sum of Its Partners? By: Ewens, Michael, and Matthew Rhodes-Kropf Abstract—This paper investigates whether individual venture capitalists...
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Anna Secino
- 13 Sep 2010
- Research & Ideas
The Consumer Appeal of Underdog Branding
succeed when the odds are against them." Marketers can use underdog narratives to positively affect consumers' perceptions of and purchase of brands, she says. "Underdog narratives are often delivered to consumers through the...
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by Martha Lagace
- 23 Dec 2002
- Research & Ideas
Partnering and the Balanced Scorecard
continued to encounter conflict and resistance, but he kept repeating the balanced mantra, "No money, no mission," emphasizing the need to achieve harmony among these seemingly incompatible objectives. During the next three...
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by Robert S. Kaplan & David P. Norton
- 05 Jun 2019
- Research & Ideas
If Your Customers Don't Care What You Charge, What Should You Charge?
customers,” MacKay says. ‘Shoppers’ are extremely sensitive to price and compare prices every time they go to buy gasoline, MacKay says. ‘Affiliated’ customers, by contrast, are more locked in to repeating a previous View Details
- 15 Apr 2002
- Research & Ideas
In the Virtual Dressing Room Returns Are A Real Problem
comparisons based on independent performance evaluations. (Although for online purchases, as for catalog purchases, brand names help consumers infer certain aspects of quality or fit, especially for consumers making repeat purchases.)...
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- 02 Aug 2016
- First Look
August 2, 2016
he retained them in the form of repeat purchases. This was an entirely new conundrum in the company. Up to that point, customer repeat purchase rates had been incredibly...
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Sean Silverthorne
- 29 May 2007
- First Look
First Look: May 29, 2007
first, should Schibsted allow Google to crawl its online news sites in Scandinavia? Second, were Schibsted's successes within Scandinavia repeatable outside it? Indeed, how far could Schibsted's competitive advantage travel? View Details
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Martha Lagace
- 06 Nov 2018
- First Look
New Research and Ideas, November 6, 2018
intellectual-property lawsuits by practicing entities (e.g., IBM and Intel) nor of any other type of litigation against firms. We find further suggestive evidence of NPE opportunism: targeting of firms that have reduced ability to defend themselves, View Details
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Dina Gerdeman
- 09 Sep 2008
- First Look
First Look: September 9, 2008
Working PapersHow Firms Respond to Being Rated Authors:Aaron K. Chatterji, Michael W. Toffel Abstract While many independent rating systems are designed primarily to help buyers overcome information asymmetries when making purchasing...
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Sean Silverthorne
- 19 May 2011
- Research & Ideas
Empathy: The Brand Equity of Retail
There's a famous line from the movie The Godfather, which is often repeated in corporate settings: "This is business, not personal." Ironically, though, that statement is actually bad business advice. During the Consortium for Operational...
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- 05 Jul 2011
- First Look
First Look: July 5
prepay for participating merchants' goods and services. Within a model of repeat experience good purchase, we examine two mechanisms by which a discount voucher service can benefit affiliated merchants: price discrimination and...
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Sean Silverthorne
- 03 Mar 2015
- First Look
First Look: March 3
on a sustained and balanced growth trajectory? Purchase this case: https://cb.hbsp.harvard.edu/cbmp/product/715008-PDF-ENG Harvard Business School Case 514-078 Ghurka Ghurka was a 38-year-old luxury leather goods brand that specialized in...
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Sean Silverthorne
- 04 Oct 2011
- First Look
First Look: October 4
specifically, we show how forgetting in a firm's ongoing rhetorical history-here, the bulletins' repeated omission of contradictory elements in the firm's past (i.e., structural omission) or attempts to neutralize them with valued...
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Sean Silverthorne
- 17 Jan 2017
- First Look
First Look at New Research: January 17
we test the prediction that novel rituals—arbitrary hand and body gestures enacted in a stereotypical and repeated fashion—can impact intergroup bias in newly formed groups. In four studies, participants practiced novel rituals at home...
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Sean Silverthorne
- 01 Nov 2011
- First Look
First Look: Nov. 1
online discount vouchers, a new marketing tool that offers consumers large discounts when they prepay for participating merchants' goods and services. Within a model of repeat experience good purchase, we examine two mechanisms by which a...
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Sean Silverthorne
- 11 Oct 2016
- First Look
October 11, 2016
startup in the face of fierce competition. From 2011 through 2016, the business evolved from a hobby to a startup with $22 million in revenue and 45 employees, all of whom worked remotely from home. Customer acquisition was becoming more difficult and View Details
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Sean Silverthorne
- 22 Dec 2015
- First Look
December 22, 2015
Ann Leamon Abstract—In the past two decades, patents of inventions related to financial services ("finance patents"), as well as litigation around these patents, have surged. One of the repeated concerns voiced by academics and...
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Carmen Nobel