The Surprising Forces Driving Business Customers

Recently my Bain & Company colleagues Eric Almquist, Jamie Cleghorn and Lori Sherer described this research in Harvard Business Review, presenting a new way of evaluating the dimensions of what a business customer values by organizing those values into a pyramid inspired by psychologist Abraham Maslow’s hierarchy of needs. Source

Sitting Near a High-Performer Can Make You Better at Your Job

“Spillover” from certain coworkers can boost our productivity—or jeopardize our employment. What’s more, our work neighbors can actually change how well we do our own jobs. Researchers looked at the 25-foot radius around high-performers at a large technology firm and found that these workers boosted performance in coworkers by 15 percent. That “positive spillover” translated…

How Digital Natives Are Changing B2B Purchasing

Bain & Company’s research on what consumers value shows how people benefit in multiple ways from digital technology. It reduces cost, saves time, integrates sources of information, connects, organizes, informs and provides access to previously hard-to-find data and expertise — all “elements of value” that have direct application to both consumer and B2B purchasing and product…

Berlin’s Confounding Productivity Gap

“The researchers found that two factors have the biggest effect on a region’s success (read, high productivity per worker): the younger and more educated its population, the higher the productivity. Other factors, such as population density and proximity to other economically dynamic regions, proved far less important.” Source