Flagship Research Quarterly of the Indian School of Business (ISB). Find out more

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Management Briefs : Research in Focus

Public Bargaining?

Based on the research of Deepal Basak and Joyee Deb How do parties bargain when their negotiations take place in the glare of public spotlight? Professor Deepal Basak and his colleague bring new insights from game theory to show what happens when negotiators gamble with public opinion, but in the public domain, not in private backrooms. April 2011 at Delhi’s iconic Jantar Mantar provided …

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Global Airline Alliances: Convenience or Complaints?

Based on the research of Trichy V. Krishnan, Siddharth Shekhar Singh and Dipak Jain Airline alliances help travellers fly seamlessly with different airlines during a single journey without having to make different bookings for each stop. Though the alliances aim to offer convenience, they often breed consumer dissatisfaction with the services provided by partner airlines. What factors lead to service quality …

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Build Human Capital or Buy it?

Based on the dissertation research of Amit Chauradia Hiring the right people is critical for companies to reduce employee attrition and enhance returns from human resources. Companies commonly use two broad strategies to hire -- either ‘build’, i.e., recruit novices, or ‘buy’, i.e., hire experienced workers from competitors. Based on his research, ISB Professor Amit Chauradia suggests conditions under which the …

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From Grain to Gain: Lessons for Indian Farm Policy

Based on the research of Shilpa Aggarwal, Eilin Francis, Jonathan Robinson By demonstrating savings behaviour to help farmers take advantage of inter-temporal price fluctuations between harvest and lean seasons, ISB Professor Shilpa Aggarwal and colleagues created a model for Kenyan farmers to maximise maize sales and revenues. Their findings can help inform the creation of seasonal arbitrage opportunities for Indian smallholder …

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Trust Matters the Most in Negotiations

Based on the research of Amit K. Nandkeolyar, Brian C. Gunia and Jeanne M. Brett. Amit Nandkeolyar and his colleagues use the case of Tata Motors to provide rich insights into the varying levels of trust of negotiators and their effects on negotiation outcomes. The study suggests that trust promotes greater information sharing without the fear of exploitation, which in …

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Tapping the Sceptical Donor: A Novel Funding Approach for Non-profits

Based on the research of Sripad K. Devalkar, Milind G. Sohoni and Priyank Arora. Non-profit organisations (NPOs) typically raise all the funds required for the project upfront. In this so-called “traditional approach”, the implementation of the project begins only when all the funds are raised, thus delaying implementation and service delivery. In order to overcome this challenge, NPOs are using a …

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Co-opetition: Impact of Technology Asymmetry on Platform Competition and Collaboration

Based on the research of Rajib L Saha and Ravi Mantena.  An analysis of how asymmetries in platform technology affect incentives for collaboration Abstract: Technology-enabled platforms facilitate interactions between multiple sets of users. Without these platforms, such interactions may be difficult, inefficient, too costly, or even impossible. The primary focus of this research is to understand the role that technology asymmetries play in …

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Pricing Strategy for Service Start-ups: How to Employ Access and Usage Fee?

Based on the research of Hemant K. Bhargava and Manish Gangwar Abstract: Pricing is especially important for products consumed in multiple units, because not only does the firm need to set a price point, but it also needs to pick a pricing scheme and balance between charging for access to the service and for each unit used. This paper defines new guidelines for …

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Is the World’s Largest Public Workfare Programme Crowding Out Private Employment?

Based on the research of Sumit Agarwal, Shashwat Alok, Yakshup Chopra and Prasanna Tantri A new study of the Indian government's employment guarantee scheme looks at its impacts on labour movement and supply, and firm productivity, investment and profitability, both in the short and long term. The paper uses establishment-level employment and operating data to examine the potential effects of the Mahatma …

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Managing Divided Attitudinal Loyalty of Business Customers

Based on the research of S. Arunachalam and Sridhar N. Ramaswami Customers show divided attitudinal loyalty towards various brands. Companies are not adept at handling customers’ divided loyalties because not much is known about this issue. A study by S. Arunachalam and his colleague helps in achieving a nuanced understanding of the reasons and motivations for customers’ divided loyalty attitudes. They …

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