Competition /business-school/ en 51勛圖厙 Business School students pitch to investors at London Tech Week /business-school/news/imperial-business-school-students-pitch-investors-london-tech-week/ <h1 class="field title-huge field--name-title field--type-string field--label-hidden"> 51勛圖厙 Business School students pitch to investors at London Tech Week</h1> <div class="media--image field field--name-media field--type-entity-reference field--label-hidden field__item"> <picture><source media="all and (min-width: 1060px)" type="image/webp" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2026-06/51勛圖厙%20LTW%20stand_0.webp?h=06ac0d8c&itok=JGg7bRAi 1x"></source><source media="all and (min-width: 840px)" type="image/webp" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2026-06/51勛圖厙%20LTW%20stand_0.webp?h=06ac0d8c&itok=fFOA-iQj 1x"></source><source media="all and (min-width: 576px)" type="image/webp" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2026-06/51勛圖厙%20LTW%20stand_0.webp?h=06ac0d8c&itok=5kbUO7q0 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2026-06/51勛圖厙%20LTW%20stand_0.webp?h=06ac0d8c&itok=1ahIHHZg 1x"></source><source media="all and (min-width: 1060px)" type="image/jpeg" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2026-06/51勛圖厙%20LTW%20stand_0.jpg?h=06ac0d8c&itok=JGg7bRAi 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2026-06/51勛圖厙%20LTW%20stand_0.jpg?h=06ac0d8c&itok=fFOA-iQj 1x"></source><source media="all and (min-width: 576px)" type="image/jpeg" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2026-06/51勛圖厙%20LTW%20stand_0.jpg?h=06ac0d8c&itok=5kbUO7q0 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2026-06/51勛圖厙%20LTW%20stand_0.jpg?h=06ac0d8c&itok=1ahIHHZg 1x"></source><img loading="eager" width="960" height="576" alt="51勛圖厙's London Tech Week stand at Olympia London" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2026-06/51勛圖厙%20LTW%20stand_0.jpg?h=06ac0d8c&itok=JGg7bRAi" /></picture></div> <span class="field field--name-uid field--type-entity-reference field--label-hidden"><span>Lou Lee</span></span> <span class="field field--name-created field--type-created field--label-hidden"><time datetime="2025-04-14T10:15:24+00:00" title="Monday, April 14, 2025 - 10:15" class="datetime">Mon, 14/04/2025 - 10:15</time></span> <div class="field field--name-content-bottom field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <section style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--bnk-footer-page-builder paragraph--view-mode--default paragraph--section--colour--section-silver paragraph--full-width-section"><div class="field field--name-field-component field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <article style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="blogs-listing"><div class="blogs-listing__items"> <div class="views-element-container"><div class="view view-flexible-news-listings view-id-flexible_news_listings view-display-id-listing_1 js-view-dom-id-bc384e198c5d4d5457a75de0d765a0b4bfd04bb29290ec6f5dc20691d78d11fe"> <div class="view-content"> <div class="listing-blocks listing-blocks--grid"> <div class="listing-blocks__animation" data-aos="fade-up" data-aos-delay="300"> <article class="node node--type-flexible-news node--view-mode-listing blog-listing-item"><div class="blog-listing-item__media"> <picture><source media="all and (min-width: 840px)" type="image/webp" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-09/Risk%20Sciences%20Conference%202026.webp?h=06ac0d8c&itok=J95JAsch 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-09/Risk%20Sciences%20Conference%202026.webp?h=06ac0d8c&itok=Pz8U_LOS 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-09/Risk%20Sciences%20Conference%202026.jpg?h=06ac0d8c&itok=J95JAsch 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-09/Risk%20Sciences%20Conference%202026.jpg?h=06ac0d8c&itok=Pz8U_LOS 1x"></source><img loading="eager" width="560" height="448" alt="Risk Sciences Annual Conference 2026" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-09/Risk%20Sciences%20Conference%202026.jpg?h=06ac0d8c&itok=J95JAsch" /></picture><div class="blog-listing-item__details blog-listing-item__details--full"> <time datetime="2026-09-08T12:00:00Z" class="datetime">8 September 2026</time> News</div> </div> <div class="blog-listing-item__content"> <h3 id="blog-title-7521" class="blog-listing-item__title">Global experts explore new ways to navigate an uncertain future</h3> <div class="blog-listing-item__summary"></div> <a aria-label="Read more about Global experts explore new ways to navigate an uncertain future" class="blog-listing-item__link link--arrow" href="/business-school/news/global-experts-explore-new-ways-navigate-uncertain-future/" rel="bookmark">Read more</a> </div> </article></div> <div class="listing-blocks__animation" data-aos="fade-up" data-aos-delay="600"> <article class="node node--type-flexible-news node--view-mode-listing blog-listing-item"><div class="blog-listing-item__media"> <picture><source media="all and (min-width: 840px)" type="image/webp" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-09/MockFest.webp?h=06ac0d8c&itok=NyDVz-oh 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-09/MockFest.webp?h=06ac0d8c&itok=6CgLi4N_ 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-09/MockFest.jpg?h=06ac0d8c&itok=NyDVz-oh 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-09/MockFest.jpg?h=06ac0d8c&itok=6CgLi4N_ 1x"></source><img loading="eager" width="560" height="448" alt="Panel at Mock Festival" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-09/MockFest.jpg?h=06ac0d8c&itok=NyDVz-oh" /></picture><div class="blog-listing-item__details blog-listing-item__details--full"> <time datetime="2026-09-07T12:00:00Z" class="datetime">7 September 2026</time> News</div> </div> <div class="blog-listing-item__content"> <h3 id="blog-title-7520" class="blog-listing-item__title">51勛圖厙 Business School academics take to the stage in Lisbon</h3> <div class="blog-listing-item__summary"></div> <a aria-label="Read more about 51勛圖厙 Business School academics take to the stage in Lisbon" class="blog-listing-item__link link--arrow" href="/business-school/news/imperial-business-school-academics-take-the-stage-lisbon/" rel="bookmark">Read more</a> </div> </article></div> <div class="listing-blocks__animation" data-aos="fade-up" data-aos-delay="900"> <article class="node node--type-news node--view-mode-listing blog-listing-item"><div class="blog-listing-item__media"> <picture><source media="all and (min-width: 840px)" type="image/webp" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-07/MSc%20AI.webp?h=c6980913&itok=mzLC0VvJ 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-07/MSc%20AI.webp?h=c6980913&itok=E9_WYU1Y 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-07/MSc%20AI.jpg?h=c6980913&itok=mzLC0VvJ 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-07/MSc%20AI.jpg?h=c6980913&itok=E9_WYU1Y 1x"></source><img loading="eager" width="560" height="448" alt="" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-07/MSc%20AI.jpg?h=c6980913&itok=mzLC0VvJ" aria-hidden="true" /></picture><div class="blog-listing-item__details blog-listing-item__details--full"> <time datetime="2026-07-29T12:00:00Z" class="datetime">29 July 2026</time> News</div> </div> <div class="blog-listing-item__content"> <h3 id="blog-title-7514" class="blog-listing-item__title">51勛圖厙 launches UKs first masters degree focused on AIs economic and policy impact</h3> <div class="blog-listing-item__summary"></div> <a aria-label="Read more about 51勛圖厙 launches UKs first masters degree focused on AIs economic and policy impact" class="blog-listing-item__link link--arrow" href="/business-school/news/imperial-launches-uks-first-masters-degree-focused-ais-economic-and-policy-impact/" rel="bookmark">Read more</a> </div> </article></div> </div> </div> </div> </div> </div> </article></div> </div> </section></div> </div> <div class="field field--name-field-date field--type-datetime field--label-hidden field__item"><time datetime="2026-06-18T12:00:00Z" class="datetime">18 June 2026</time></div> <section style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--bnk-page-builder paragraph--view-mode--default paragraph--section--colour--section-white paragraph--full-width-section"><div class="field field--name-field-component field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <div style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <p lang="EN-GB" xml:lang="EN-GB" xml:lang="EN-GB"><a href="/london-tech-week/" target="_blank">London Tech Week</a>, held from 8-12 June, is the UKs premier destination for innovation,collaborationand growth in the tech sector. 51勛圖厙s standshowcasedthe universitys world-leading research, breakthroughventuresand growing innovation ecosystem through<a href="/strategy/amplifying-impact/westtech-london/" target="_blank">WestTech London</a>, with strong involvement from 51勛圖厙 Business School alongside<a href="/about/global/" target="_blank">51勛圖厙 Global</a>, the<a href="/school-of-convergence-science/" target="_blank">School of Convergence Science</a>,<a href="/lifelong-learning/" target="_blank">Lifelong Learning</a>, and wider innovation partners. Together, teams championed how 51勛圖厙 works with businesses,investorsand partners to translate scientific discovery into real-world impact.</p> <p>As part of the week, student founders from the <a href="/business-school/masters/innovation-entrepreneurship-management/" target="_blank">MSc Innovation, Entrepreneurship & Management (IEM)</a>programme presented at the annual<a href="https://luma.com/mgz63joz" target="_blank">IEM Demo Day</a> a fringe event that brought together early-stage founders, alumni,investorsand the wider London start-up ecosystem.</p> <p>The Demo Day marked the culmination of a year-long programme in which students develop and refine their ventures, pitching live to a panel of judges and audience of industry professionals.</p> <p lang="EN-GB" xml:lang="EN-GB" xml:lang="EN-GB">Tanushri Bhuruk,winner of the IEM Demo Day 瞿1,000 cash grant prize, pitched Enso, a mental health app that helpsusers betterunderstand their emotions through guided journalingand connect with suitable therapists. The app is alreadylive on the App Store with users across five countries.</p> <p lang="EN-GB" xml:lang="EN-GB" xml:lang="EN-GB">Tanushrisaid: Presenting my startupwas a genuine privilege. Enso came from a personal experience, so to stand in front of such a talented group of founders and have it recognised meant a lot. Winning the prize gave mea real push to keep building withevenmore energy - proof that whatwerebuilding hasan impact beyond just us.</p> </div> </div> </div> </div> <div class="field__item"> <article class="paragraph paragraph--testimonial-quote testimonial--colour--blue-light testimonial--style--square-outline testimonial"><div class="testimonial__container" data-aos="fade-up" data-aos-duration="1200"> <figure class="testimonial__image"><img class="restricted-width-border" alt="" src="/business-school/sites/default/files/styles/testimonial_square_image/public/2026-06/andrew_humphries_at_ltw_0.jpg.webp?itok=jVbcuc_j" /></figure><div class="testimonial__quote"> <blockquote class="testimonial__quote__container"> There was a palpable energy in the room. For those pitching, this was the moment they moved from being students with an idea to becoming true entrepreneurial teams. </blockquote> </div> <div class="testimonial__description"> <div class="testimonial__description__container"> <div class="testimonial__description__container__inner"> <div class="testimonial__description__details"> <div class="testimonial__name">Andrew Humphries</div> <div class="testimonial__position">Entrepreneur in Residence and Module Lead for MSc Innovation, Entrepreneurship & Management (IEM)</div> </div> </div> </div> </div> </div> </article></div> <div class="field__item"> <div style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <p>Throughout London Tech Week, IEM students also engaged directly with investors,foundersand partners at the 51勛圖厙 stand, presenting their ventures and receiving feedback from across the start-up community. For many, it was their first chance to test ideas in a live, high-profile innovation environment.</p> <p>Reflecting on the experience, Andrew highlighted the importance of communication in early-stage entrepreneurship: Imconstantly surprised by the power of storytelling and creating both an emotional connection and a commercial rationale with an audience. When something is being judged on just a five-minute pitch, you never quite know who will win and even if youdontwin on the day, you may meet someone who helps move you towards your goals.</p> <p>Students gainedvaluable insightsfrom engaging with industry experts during the week, with many describingthe experienceas a key moment in developing their ventures beyond the classroom.</p> <p lang="EN-GB" xml:lang="EN-GB" xml:lang="EN-GB">Guglielmo Cimolai, an MScArtificial IntelligenceApplicationsand Innovationstudent,said:For me, the best part was the conversations I had in those three days, surrounded by amazing founders building genuinely hard things.Imthankful to everyone who stopped by to challenge our thinking.</p> <p lang="EN-GB" xml:lang="EN-GB" xml:lang="EN-GB">SolennSandberg,an MScIEM student who reached the final stages of judging,said:What made this experience even more special for me is that this is an idea I have carried with me for twelve years. What started as a childhood dream became something I had the opportunity to develop.</p> <p>The IEM Demo Day and London Tech Week activities form part of 51勛圖厙 Business Schools wider experiential learning approach, giving students hands-on opportunities to develop, test and scale ventures in real-world settings.</p> <p>Andrew described the value of these experiences in helping students transform ideas into real ventures: This is often when something moves from concept to reality. Talking to potential customers and investors, meeting incubators and accelerators, and stress-testing ideas with experienced voices is what makes the difference.</p> <p>By embedding student founders within major innovation events like London Tech Week, 51勛圖厙 Business School continues to strengthen its role in developing entrepreneurial talent and supporting the next generation of start-ups.</p> </div> </div> </div> </div> </div> </section><section style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--bnk-page-builder paragraph--view-mode--default paragraph--section--colour--section-white paragraph--full-width-section"><div class="field field--name-field-component field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <article class="paragraph paragraph--iframe paragraph--view-mode--default flexible-iframe" data-aos="fade-up" data-aos-duration="1200"><div 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Business Schools MSc Innovation, Entrepreneurship & Management programme showcased their ventures to investors, innovators and industry leaders at one of the UK's leading technology events.</h2> <div class="field field--name-field-media-caption field--type-string field--label-above"> <span class="blue-line"></span>51勛圖厙's London Tech Week stand at Olympia London</div> <div class="field field--name-field-read-time field--type-estimated-read-time field--label-hidden field__item">3 minute read </div> Mon, 14 Apr 2025 10:15:24 +0000 Lou Lee 7495 at /business-school Are healthcare market reforms delivering better outcomes for patients? /business-school/ib-knowledge/health/are-healthcare-market-reforms-delivering-better-outcomes-patients/ <h1 class="field title-huge field--name-title field--type-string field--label-hidden"> Are healthcare market reforms delivering better outcomes for patients?</h1> <span class="field field--name-uid field--type-entity-reference field--label-hidden"><span>Carol Propper</span></span> <span class="field field--name-created field--type-created field--label-hidden"><time datetime="2025-01-15T12:14:02+00:00" title="Wednesday, January 15, 2025 - 12:14" class="datetime">Wed, 15/01/2025 - 12:14</time></span> <div class="media--image field field--name-media field--type-entity-reference field--label-hidden field__item"> <picture><source media="all and (min-width: 1060px)" type="image/webp" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2026-06/Patient%20and%20doctor.webp?h=06ac0d8c&itok=fTuNN9DD 1x"></source><source media="all and (min-width: 840px)" type="image/webp" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2026-06/Patient%20and%20doctor.webp?h=06ac0d8c&itok=3xnhqv5l 1x"></source><source media="all and (min-width: 576px)" type="image/webp" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2026-06/Patient%20and%20doctor.webp?h=06ac0d8c&itok=8HA-Kr0h 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2026-06/Patient%20and%20doctor.webp?h=06ac0d8c&itok=im7P8uAH 1x"></source><source media="all and (min-width: 1060px)" type="image/jpeg" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2026-06/Patient%20and%20doctor.jpg?h=06ac0d8c&itok=fTuNN9DD 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2026-06/Patient%20and%20doctor.jpg?h=06ac0d8c&itok=3xnhqv5l 1x"></source><source media="all and (min-width: 576px)" type="image/jpeg" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2026-06/Patient%20and%20doctor.jpg?h=06ac0d8c&itok=8HA-Kr0h 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2026-06/Patient%20and%20doctor.jpg?h=06ac0d8c&itok=im7P8uAH 1x"></source><img loading="eager" width="960" height="576" alt="Patient with doctor" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2026-06/Patient%20and%20doctor.jpg?h=06ac0d8c&itok=fTuNN9DD" /></picture></div> <div class="field field--name-content-bottom field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <section class="paragraph paragraph--bnk-footer-page-builder paragraph--view-mode--default paragraph--section--colour--section-white paragraph--full-width-section"><div class="field field--name-field-component field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <article class="blogs-listing"><h2 class="blogs-listing__heading">More blogs</h2> <div class="blogs-listing__items"> <div class="views-element-container"><div class="view view-flexible-knowledge-listings view-id-flexible_knowledge_listings view-display-id-listing_1 js-view-dom-id-a279b5687ba979df706742c6499daaa41981fd01343adf93be69b9e46b967b28"> <div class="view-content"> <div class="listing-blocks listing-blocks--grid"> <div class="listing-blocks__animation" data-aos="fade-up" data-aos-delay="300"> <article class="node node--type-flexible-knowledge node--view-mode-listing blog-listing-item"><div class="blog-listing-item__media"> <picture><source media="all and (min-width: 840px)" type="image/webp" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-09/Network%20of%20people.webp?h=06ac0d8c&itok=fhDqjY3h 1x"></source><source 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But who really has the power?</h3> <div class="blog-listing-item__summary"></div> <a aria-label="Read more about Decentralised Autonomous Organisations rethink the role of bosses. But who really has the power?" class="blog-listing-item__link link--arrow" href="/business-school/ib-knowledge/management-strategy-leadership-technology/decentralised-autonomous-organisations/" rel="bookmark">Read more</a> </div> </article></div> <div class="listing-blocks__animation" data-aos="fade-up" data-aos-delay="600"> <article class="node node--type-flexible-knowledge node--view-mode-listing blog-listing-item"><div class="blog-listing-item__media"> <picture><source media="all and (min-width: 840px)" type="image/webp" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/UK%20bank%20notes%20and%20coins.webp?h=06ac0d8c&itok=iXSJEWEC 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-08/UK%20bank%20notes%20and%20coins.webp?h=06ac0d8c&itok=7ZIu2iOi 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/UK%20bank%20notes%20and%20coins.jpg?h=06ac0d8c&itok=iXSJEWEC 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-08/UK%20bank%20notes%20and%20coins.jpg?h=06ac0d8c&itok=7ZIu2iOi 1x"></source><img loading="eager" width="560" height="448" alt="UK bank notes and coins" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/UK%20bank%20notes%20and%20coins.jpg?h=06ac0d8c&itok=iXSJEWEC" /></picture><div class="blog-listing-item__details blog-listing-item__details--full"> <time datetime="2026-08-27T12:00:00Z" class="datetime">27 August 2026</time> Knowledge</div> </div> <div class="blog-listing-item__content"> <h3 id="blog-title-7517" class="blog-listing-item__title">Do big bonuses really affect employee behaviour?</h3> <div class="blog-listing-item__summary"></div> <a aria-label="Read more about Do big bonuses really affect employee behaviour?" class="blog-listing-item__link link--arrow" href="/business-school/ib-knowledge/finance/do-big-bonuses-really-affect-employee-behaviour/" rel="bookmark">Read more</a> </div> </article></div> <div class="listing-blocks__animation" data-aos="fade-up" data-aos-delay="900"> <article class="node node--type-flexible-knowledge node--view-mode-listing blog-listing-item"><div class="blog-listing-item__media"> <picture><source media="all and (min-width: 840px)" type="image/webp" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/AI%20meeting.webp?h=87b4785c&itok=mwcfGzvV 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-08/AI%20meeting.webp?h=87b4785c&itok=Ht2oQf7_ 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/AI%20meeting.jpg?h=87b4785c&itok=mwcfGzvV 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-08/AI%20meeting.jpg?h=87b4785c&itok=Ht2oQf7_ 1x"></source><img loading="eager" width="560" height="448" alt="" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/AI%20meeting.jpg?h=87b4785c&itok=mwcfGzvV" aria-hidden="true" /></picture><div class="blog-listing-item__details blog-listing-item__details--full"> <time datetime="2026-08-03T12:00:00Z" class="datetime">3 August 2026</time> Knowledge</div> </div> <div class="blog-listing-item__content"> <h3 id="blog-title-7515" class="blog-listing-item__title">Why making AI too easy to use is a risk for business </h3> <div class="blog-listing-item__summary"></div> <a aria-label="Read more about Why making AI too easy to use is a risk for business " class="blog-listing-item__link link--arrow" href="/business-school/ib-knowledge/technology/why-making-ai-too-easy-use-risk-business/" rel="bookmark">Read more</a> </div> </article></div> </div> </div> </div> </div> </div> </article></div> </div> </section></div> </div> <div class="field field--name-field-date field--type-datetime field--label-hidden field__item"><time datetime="2026-06-23T12:00:00Z" class="datetime">23 June 2026</time></div> <section style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--bnk-page-builder paragraph--view-mode--default paragraph--section--colour--section-white paragraph--full-width-section"><div class="field field--name-field-component field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <div style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <h4><strong><span><span><span>Article at a glance:</span></span></span></strong></h4> <ul><li> <h4><strong><span><span><span>Over the past 20 years, governments have turned to market reforms and competition to curb costs and raise standards in healthcare.</span></span></span></strong></h4> </li> <li> <h4><strong><span><span><span>Patient choice has increased, but more support is needed to help those who are less able to exercise this choice. </span></span></span></strong></h4> </li> <li> <h4><strong><span><span><span>Proactive scrutiny of mergers, alongside quality incentives and openness to new providers and modes of care, could ensure integration improves care rather than re-establishing local monopolies.</span></span></span></strong></h4> </li> </ul><p><span><span><span>Healthcare functions differently from other product markets due to the importance of maintaining equity in access to care and quality of care. As a result, government intervention is high and healthcare markets are heavily regulated. </span></span></span></p> <p><span><span><span>However, the cost of healthcare has steadily risen worldwide. In 2000, the average healthcare expenditure in the OECD was <a href="https://pmc.ncbi.nlm.nih.gov/articles/PMC4194835/"><span>8.1 per cent of GDP</span></a>, which has since risen to <a href="https://www.oecd.org/en/publications/2025/11/health-at-a-glance-2025_a894f72e/full-report/health-expenditure-in-relation-to-gdp_6e4c2773.html#indicator-d1e31734-ee3b5d101d"><span>9.3 per cent of GDP</span></a>. In the UK, this has risen from <a href="https://ifs.org.uk/publications/past-and-future-uk-health-spending"><span>around 7 per cent in 2000</span></a> to <a href="https://www.ons.gov.uk/peoplepopulationandcommunity/healthandsocialcare/healthcaresystem/bulletins/ukhealthaccounts/2024and2025"><span>over 11 per cent</span></a>in recent years. In a bid to reduce these cost increases, governments have introduced reforms to make use of markets in healthcare. </span></span></span></p> <p><span><span><span>These focus on increasing the role of patient choice and promoting competition between providers, such as hospitals and primary care settings. But does choice and competition actually improve quality of care for patients? <a href="https://spiral.imperial.ac.uk/entities/publication/eccc8dc4-4ce3-40a2-915f-982fb26bf22c"><span>Our research</span></a> reviews the evidence on market reforms in healthcare to shed light on this.</span></span></span></p> <p><span><span><span>This is important as, even though market reforms featured more prominently in healthcare policy discussions in the past two decades, current priorities such as <a href="https://www.england.nhs.uk/long-term-plan/"><span>digitisation and moving healthcare into the community</span></a> may also rely on competition and patient choice to succeed. Similarly, plans around integrated care and consolidation may benefit from a nuanced understanding of how competition and monopolies affect patient outcomes.</span></span></span></p> </div> </div> </div> </div> <div class="field__item"> <div style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <h4><span><span><span><strong>A mixed picture</strong></span></span></span></h4> <p><span><span><span>Whats clear from the findings is that increased choice through market reforms can improve quality of care, but this is not a given. Evidence from the UK and Norway, for example, suggests that allowing patients to choose between providers (without any cost competition) can have a positive impact on patient mortality in emergency settings</span></span></span><span><span><span>.</span></span></span></p> <p><span><span><span>Research also suggests that patients respond to quality differences when choosing a provider. However, choice for some may be limited and there are demographic differences, with low-income patients more likely to register with poorly rated providers, partly because they lack the information networks of higher income peers.</span></span></span></p> <p><span><span><span>Competition also introduces new modes of care. Deregulation has led to a rise in online provision, and in care being delivered by substitutes such as pharmacists and nurse practitioners. Evidence suggests these alternatives can provide similar outcomes to in-person care, offering greater convenience for patients and potential cost savings for providers. However, patients who use online consultations may also be more likely to require in-person follow-ups, partially offsetting those benefits. </span></span></span></p> <p><span><span><span>Greater market freedom has also led to a wave of hospital mergers in some countries, reducing the number of providers and the competitive pressure between them. While concentrating some specialist services in larger centres can have benefits, mergers do not automatically improve quality, productivity or cost, and sometimes make healthcare more expensive. Without strong regulatory oversight, integration and consolidation could risk recreating the same local monopolies that market reforms aimed to reduce.</span></span></span></p> <h4><span><span><span><strong>Areas for improvement</strong></span></span></span></h4> <p><span><span><span>One important way to increase the benefits for patients is by improving access to clear, high-quality information. Rather than simply publishing information and hoping people read it, offering responsive, detailed comparison tools can help people to be better-informed, helping them reach decisions based on their individual needs. Community outreach programmes can help level the playing field, ensuring information does not only benefit those who are already better-informed. </span></span></span></p> <p><span><span><span>On a macro level, many countries already have the power to scrutinise mergers that limit choice and offer little benefit, but this has often been underused. Using these powers more proactively would help ensure mergers add value, keep markets open to new entrants, and maintain competitive pressure on established providers.</span></span></span></p> <blockquote> <p><span><span><span>"Increased choice through market reforms can improve quality of care, but this is not a given."</span></span></span></p> </blockquote> <p><span><span><span>There is also a need to support integrated care while ensuring it does not recreate monopolies that deny patient choice. Regulators should prevent integrated providers from directing patients towards their own affiliated services regardless of quality. Where mergers are permitted, price regulation and quality incentives such as shared savings models tied to measurable outcomes can help ensure they genuinely benefit patients. </span></span></span></p> <p><span><span><span>Regulation can also help keep markets open to new approaches. Allowing well-qualified substitutes such as nurse practitioners to deliver care, and new modes of care such as online consultations can expand choice and capacity, provided quality is closely monitored as the evidence base develops. This is particularly relevant in the context of the benchmarking approaches such as the updated <a href="https://www.england.nhs.uk/wp-content/uploads/2025/03/6-the-nhs-performance-assessment-framework-annex.pdf"><span>NHS Performance Assessment Framework</span></a>, where high-performing providers may be given more leeway to test innovative approaches.</span></span></span></p> <p><span><span><span>Overall, market reforms have given patients greater choice and offer real potential for improvements in care. However, they have not yet fully delivered to the extent policymakers hoped. Better information for patients and stronger, more proactive regulation are the keys to changing this, preventing the re-emergence of monopolies and maximising the benefits of new options and approaches to care.</span></span></span></p> </div> </div> </div> </div> </div> </section><section style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--bnk-page-builder paragraph--view-mode--default paragraph--section--colour--section-blue paragraph--full-width-section"><div class="field field--name-field-component field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <article style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--flexible-page-call-to-action call-to-action" data-aos="fade-up" data-aos-delay="300" data-aos-duration="1200"><h2 class="call-to-action__heading"> Find out more about the research </h2> <ul class="call-to-action__links"><li class="call-to-action__link-item"> <a href="https://spiral.imperial.ac.uk/entities/publication/eccc8dc4-4ce3-40a2-915f-982fb26bf22c" aria-label="" class="call-to-action__link call-to-action__link--solid--">Read Professor Propper's paper</a> </li> </ul></article></div> </div> </section><div class="field field--name-key-topics field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/category/key-topics/competition" hreflang="en">Competition</a></div> <div class="field__item"><a href="/business-school/category/key-topics/consumers" hreflang="en">Consumers</a></div> <div class="field__item"><a href="/business-school/category/key-topics/economy" hreflang="en">Economy</a></div> <div class="field__item"><a href="/business-school/category/key-topics/health" hreflang="en">Health</a></div> <div class="field__item"><a href="/business-school/category/key-topics/policy" hreflang="en">Policy</a></div> </div> <div class="field field--name-key-themes field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/key-themes/digital-transformation/" hreflang="en">Digital transformation</a></div> <div class="field__item"><a href="/business-school/key-themes/healthcare-management-and-policy/" hreflang="en">Healthcare management and policy</a></div> </div> <div class="field field--name-field-knowledge-categories field--type-entity-reference field--label-inline"> <div class="field__label">Knowledge Categories</div> <div class="field__items"> <div class="field__item"><a href="/business-school/category/knowledge-categories/health" hreflang="en">Health</a></div> </div> </div> <div class="field field--name-field-academic-area-ref field--type-entity-reference field--label-above"> <div class="field__label">Academic area</div> <div class="field__items"> <div class="field__item"><a href="/business-school/faculty-research/academic-areas/economics-public-policy/" hreflang="en">Economics & Public Policy</a></div> </div> </div> <div class="c-social-share-widget "> <h3>Share</h3> <div class="c-social-share-widget__links"> <a href="http://www.facebook.com/share.php?u=/business-school/taxonomy/term/1424/feed&amp;title=" target="_blank" aria-label="Share on Facebook"> <img src="/business-school/modules/composer/social_media/icons/facebook_share.svg" alt="Facebook" /></a> <a href="https://www.linkedin.com/sharing/share-offsite?url=/business-school/taxonomy/term/1424/feed&amp;title=&amp;source=/business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Linkedin"> <img src="/business-school/modules/composer/social_media/icons/linkedin.svg" alt="Linkedin" /></a> <a href="mailto:?subject=&amp;body=Check out this site /business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Email"> <img src="/business-school/modules/composer/social_media/icons/email.svg" alt="Email" /></a> </div> </div> <h2 class="field subtitle field--name-field-subtitle field--type-string field--label-hidden">Governments intend market reforms to boost efficiencies in healthcare while improving outcomes. While this has led to greater patient choice, stronger regulation is needed to prevent monopolies, keep markets open to new entrants and maximise gains.</h2> <div class="field field--name-field-read-time field--type-estimated-read-time field--label-hidden field__item">4 minute read </div> <div class="field field--name-field-show-different-image-on-th field--type-boolean field--label-hidden field__item">Off</div> Wed, 15 Jan 2025 12:14:02 +0000 Carol Propper 7496 at /business-school How platforms can win by selling smarter, not harder /business-school/ib-knowledge/finance-marketing/how-platforms-can-win-selling-smarter-not-harder/ <h1 class="field title-huge field--name-title field--type-string field--label-hidden"> How platforms can win by selling smarter, not harder</h1> <span class="field field--name-uid field--type-entity-reference field--label-hidden"><span>Jiahua Wu</span></span> <span class="field field--name-created field--type-created field--label-hidden"><time datetime="2025-01-15T12:14:02+00:00" title="Wednesday, January 15, 2025 - 12:14" class="datetime">Wed, 15/01/2025 - 12:14</time></span> <div class="media--image field field--name-media field--type-entity-reference field--label-hidden field__item"> <picture><source media="all and (min-width: 1060px)" type="image/webp" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2025-07/Platforms%20job%20competition%20-%20Jiahua%20Wu%20-%20IBK%20-%20Cover%20image%20-%20blog%20-%201550%20x%20930.webp?h=27acd325&itok=lKJ-AHFl 1x"></source><source media="all and (min-width: 840px)" type="image/webp" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2025-07/Platforms%20job%20competition%20-%20Jiahua%20Wu%20-%20IBK%20-%20Cover%20image%20-%20blog%20-%201550%20x%20930.webp?h=27acd325&itok=_8sVJAnM 1x"></source><source media="all and (min-width: 576px)" type="image/webp" width="560" 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data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2025-07/Platforms%20job%20competition%20-%20Jiahua%20Wu%20-%20IBK%20-%20Cover%20image%20-%20blog%20-%201550%20x%20930.jpg?h=27acd325&itok=_8sVJAnM 1x"></source><source media="all and (min-width: 576px)" type="image/jpeg" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2025-07/Platforms%20job%20competition%20-%20Jiahua%20Wu%20-%20IBK%20-%20Cover%20image%20-%20blog%20-%201550%20x%20930.jpg?h=27acd325&itok=IG65yAP3 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2025-07/Platforms%20job%20competition%20-%20Jiahua%20Wu%20-%20IBK%20-%20Cover%20image%20-%20blog%20-%201550%20x%20930.jpg?h=27acd325&itok=YIp7dfIh 1x"></source><img loading="eager" width="960" height="576" alt="" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2025-07/Platforms%20job%20competition%20-%20Jiahua%20Wu%20-%20IBK%20-%20Cover%20image%20-%20blog%20-%201550%20x%20930.jpg?h=27acd325&itok=lKJ-AHFl" aria-hidden="true" /></picture></div> <div class="field field--name-content-bottom field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <section class="paragraph paragraph--bnk-footer-page-builder paragraph--view-mode--default paragraph--section--colour--section-white paragraph--full-width-section"><div class="field field--name-field-component field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <article class="blogs-listing"><h2 class="blogs-listing__heading">More blogs</h2> <div class="blogs-listing__items"> <div class="views-element-container"><div class="view view-flexible-knowledge-listings view-id-flexible_knowledge_listings view-display-id-listing_1 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data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-09/Network%20of%20people.jpg?h=06ac0d8c&itok=fhDqjY3h 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-09/Network%20of%20people.jpg?h=06ac0d8c&itok=lYeb7YkC 1x"></source><img loading="eager" width="560" height="448" alt="Network of icons" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-09/Network%20of%20people.jpg?h=06ac0d8c&itok=fhDqjY3h" /></picture><div class="blog-listing-item__details blog-listing-item__details--full"> <time datetime="2026-09-09T12:00:00Z" class="datetime">9 September 2026</time> Knowledge</div> </div> <div class="blog-listing-item__content"> <h3 id="blog-title-7523" class="blog-listing-item__title">Decentralised Autonomous Organisations rethink the role of bosses. But who really has the power?</h3> <div class="blog-listing-item__summary"></div> <a aria-label="Read more about Decentralised Autonomous Organisations rethink the role of bosses. But who really has the power?" class="blog-listing-item__link link--arrow" href="/business-school/ib-knowledge/management-strategy-leadership-technology/decentralised-autonomous-organisations/" rel="bookmark">Read more</a> </div> </article></div> <div class="listing-blocks__animation" data-aos="fade-up" data-aos-delay="600"> <article class="node node--type-flexible-knowledge node--view-mode-listing blog-listing-item"><div class="blog-listing-item__media"> <picture><source media="all and (min-width: 840px)" type="image/webp" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/UK%20bank%20notes%20and%20coins.webp?h=06ac0d8c&itok=iXSJEWEC 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-08/UK%20bank%20notes%20and%20coins.webp?h=06ac0d8c&itok=7ZIu2iOi 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/UK%20bank%20notes%20and%20coins.jpg?h=06ac0d8c&itok=iXSJEWEC 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-08/UK%20bank%20notes%20and%20coins.jpg?h=06ac0d8c&itok=7ZIu2iOi 1x"></source><img loading="eager" width="560" height="448" alt="UK bank notes and coins" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/UK%20bank%20notes%20and%20coins.jpg?h=06ac0d8c&itok=iXSJEWEC" /></picture><div class="blog-listing-item__details blog-listing-item__details--full"> <time datetime="2026-08-27T12:00:00Z" class="datetime">27 August 2026</time> Knowledge</div> </div> <div class="blog-listing-item__content"> <h3 id="blog-title-7517" class="blog-listing-item__title">Do big bonuses really affect employee behaviour?</h3> <div class="blog-listing-item__summary"></div> <a aria-label="Read more about Do big bonuses really affect employee behaviour?" class="blog-listing-item__link link--arrow" href="/business-school/ib-knowledge/finance/do-big-bonuses-really-affect-employee-behaviour/" rel="bookmark">Read more</a> </div> </article></div> <div class="listing-blocks__animation" data-aos="fade-up" data-aos-delay="900"> <article class="node node--type-flexible-knowledge node--view-mode-listing blog-listing-item"><div class="blog-listing-item__media"> <picture><source media="all and (min-width: 840px)" type="image/webp" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/AI%20meeting.webp?h=87b4785c&itok=mwcfGzvV 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-08/AI%20meeting.webp?h=87b4785c&itok=Ht2oQf7_ 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="560" height="448" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/AI%20meeting.jpg?h=87b4785c&itok=mwcfGzvV 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="560" height="315" data-srcset="/business-school/sites/default/files/styles/focalpoint_16x9_560/public/2026-08/AI%20meeting.jpg?h=87b4785c&itok=Ht2oQf7_ 1x"></source><img loading="eager" width="560" height="448" alt="" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x4_560/public/2026-08/AI%20meeting.jpg?h=87b4785c&itok=mwcfGzvV" aria-hidden="true" /></picture><div class="blog-listing-item__details blog-listing-item__details--full"> <time datetime="2026-08-03T12:00:00Z" class="datetime">3 August 2026</time> Knowledge</div> </div> <div class="blog-listing-item__content"> <h3 id="blog-title-7515" class="blog-listing-item__title">Why making AI too easy to use is a risk for business </h3> <div class="blog-listing-item__summary"></div> <a aria-label="Read more about Why making AI too easy to use is a risk for business " class="blog-listing-item__link link--arrow" href="/business-school/ib-knowledge/technology/why-making-ai-too-easy-use-risk-business/" rel="bookmark">Read more</a> </div> </article></div> </div> </div> </div> </div> </div> </article></div> </div> </section></div> </div> <div class="field field--name-field-date field--type-datetime field--label-hidden field__item"><time datetime="2025-07-28T12:00:00Z" class="datetime">28 July 2025</time></div> <section style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--bnk-page-builder paragraph--view-mode--default paragraph--section--colour--section-white paragraph--full-width-section"><div class="field field--name-field-component field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <div style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <p><span><span><span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Many online service platforms - think HomeAdvisor, RatedPeople, or Porch - face a common challenge: they sell job leads to providers who must then compete fiercely for customer attention. </span></span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Allowing customers to post short-term jobs, these service providers can pay for access. </span></span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>However, if the competition is perceived to be too high, theyll hold back, hurting both the platforms revenues and their growth potential.</span></span></span></span></span></p> <p><span><span><span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>We explore an innovative way these online platforms can strategically use information to manage provider expectations, boosting participation and revenues simultaneously.</span></span></span></span></span></p> <h3><span><span><span><strong><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Understanding provider behaviour</span></span></strong></span></span></span></h3> <p><span><span><span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Service providers buy leads hoping to win jobs from customers. However, too many providers chasing a single lead decreases the value of participation. This fear of excessive competition can discourage them from buying leads in the first place.</span></span></span></span></span></p> <p><span><span><span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Platforms possess critical information - the number of providers interested in a particular job -that they typically dont share openly. This lack of transparency creates uncertainty, often making providers overly cautious.</span></span></span></span></span></p> <blockquote> <p>Oneof the key benefits highlighted in the study is that partial information disclosure can help manage provider expectations based on the level of competition.</p> </blockquote> <p></p> </div> </div> </div> </div> <div class="field__item"> <div style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <h3><span><span><span><strong><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Nudging providers towards participation</span></span></strong></span></span></span></h3> <p><span><span><span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Our study uses a framework known as Bayesian persuasion - </span></span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>the strategic sharing of information to influence someones decision by shaping what they believe.</span></span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span> The framework allowed us to analyse how platforms can optimise the information they reveal about provider competition. The key insight: carefully tailored partial information can significantly increase lead purchases.</span></span></span></span></span></p> <p><span><span><span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>One </span></span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>of the key benefits highlighted in the study is that partial information disclosure can help manage provider expectations based on the level of competition. When competition is below a certain threshold, the mechanism allows interested providers to see clear value, as their chances of securing the job remain favourable. Conversely, for leads facing intense competition, i.e., above the threshold, a fixed, limited number of providers are encouraged to purchase the lead, regardless of how many are actually interested. Interestingly, providers respond positively to this consistent approach, perceiving their chances as favourable even in more competitive situations.</span></span></span></span></span></p> <h3><span><span><span><strong><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Why fixed prices beat flexible ones</span></span></strong></span></span></span></h3> <p><span><span><span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Platforms often try dynamic pricing, changing lead prices based on real-time competition. Interestingly, the research finds this common practice is suboptimal. A well-designed fixed-price approach, paired with strategic information disclosure, generates more revenue.</span></span></span></span></span></p> <p><span><span><span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Why? Providers perceive dynamic pricing as a direct signal of competition intensity - higher prices might mean higher demand, but also tougher competition. This direct correlation reduces their willingness to participate. In contrast, a fixed price coupled with carefully managed information reduces uncertainty, minimises coordination failures among providers, and consistently boosts revenue.</span></span></span></span></span></p> <h3><span><span><span><strong><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Effective real-world implementation</span></span></strong></span></span></span></h3> <p><span><span><span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>Implementing these insights is straightforward. Platforms need only set clear limits on how many providers can purchase each lead. This is already practiced informally by some platforms, but the study provides a precise method to identify optimal numbers, maximising provider participation and platform profits simultaneously.</span></span></span></span></span></p> <p><span><span><span><span lang="EN-US" xml:lang="EN-US" xml:lang="EN-US"><span>By harnessing these insights, platforms can unlock new growth opportunities, sing revenues through smarter management of provider competition, rather than just harder selling.</span></span></span></span></span></p> <p></p> <p>This article reflects on findings from the paper<em>"Information Design and Pricing in Lead-Selling Platforms with Supply Competition"</em>by Jiahua Wu with co-authors Yanwei Sun, Niloofar Zamani-Foroushani and Zhe Liu from the 51勛圖厙 Business School.</p> <p></p> <p><em>This article was updated on 1 August 2025 to credit all the co-authors of the original research paper and their findings cited in the article.</em></p> </div> </div> </div> </div> </div> </section><section style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--bnk-page-builder paragraph--view-mode--default paragraph--section--colour--section-blue paragraph--full-width-section"><div class="field field--name-field-component field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <article style="margin-top: 0rem; margin-bottom: 0rem; padding-top: 1rem; padding-bottom: 1rem;" class="paragraph paragraph--flexible-page-call-to-action call-to-action" data-aos="fade-up" data-aos-delay="300" data-aos-duration="1200"><h2 class="call-to-action__heading"> Explore key findings from Jiahua Wu </h2> <ul class="call-to-action__links"><li class="call-to-action__link-item"> <a href="https://papers.ssrn.com/sol3/papers.cfm?abstract_id=4872681" class="call-to-action__link call-to-action__link--solid--">Read Dr Wu's paper</a> </li> </ul></article></div> </div> </section><div class="field field--name-key-topics field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/category/key-topics/competition" hreflang="en">Competition</a></div> <div class="field__item"><a href="/business-school/category/key-topics/consumers" hreflang="en">Consumers</a></div> <div class="field__item"><a href="/business-school/category/key-topics/finance" hreflang="en">Finance</a></div> <div class="field__item"><a href="/business-school/category/key-topics/marketing" hreflang="en">Marketing</a></div> </div> <div class="field field--name-key-themes field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/key-themes/finance-and-institutional-resilience/" hreflang="en">Finance and institutional resilience</a></div> </div> <div class="field field--name-field-knowledge-categories field--type-entity-reference field--label-inline"> <div class="field__label">Knowledge Categories</div> <div class="field__items"> <div class="field__item"><a href="/business-school/category/knowledge-categories/finance" hreflang="en">Finance</a></div> <div class="field__item"><a href="/business-school/category/knowledge-categories/marketing" hreflang="en">Marketing</a></div> </div> </div> <div class="field field--name-field-academic-area-ref field--type-entity-reference field--label-above"> <div class="field__label">Academic area</div> <div class="field__items"> <div class="field__item"><a href="/business-school/faculty-research/academic-areas/finance/" hreflang="en">Finance</a></div> </div> </div> <div class="c-social-share-widget "> <h3>Share</h3> <div class="c-social-share-widget__links"> <a href="http://www.facebook.com/share.php?u=/business-school/taxonomy/term/1424/feed&amp;title=" target="_blank" aria-label="Share on Facebook"> <img src="/business-school/modules/composer/social_media/icons/facebook_share.svg" alt="Facebook" /></a> <a href="https://www.linkedin.com/sharing/share-offsite?url=/business-school/taxonomy/term/1424/feed&amp;title=&amp;source=/business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Linkedin"> <img src="/business-school/modules/composer/social_media/icons/linkedin.svg" alt="Linkedin" /></a> <a href="mailto:?subject=&amp;body=Check out this site /business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Email"> <img src="/business-school/modules/composer/social_media/icons/email.svg" alt="Email" /></a> </div> </div> <h2 class="field subtitle field--name-field-subtitle field--type-string field--label-hidden">New research shows how platforms can manage competition more effectively by rethinking how they share information with providers</h2> <div class="field field--name-field-media-caption field--type-string field--label-above"> <span class="blue-line"></span>Main image: Golden Sikorka / iStock via Getty Images Plus</div> <div class="field field--name-field-read-time field--type-estimated-read-time field--label-hidden field__item">3 minute read </div> <div class="field field--name-field-show-different-image-on-th field--type-boolean field--label-hidden field__item">Off</div> Wed, 15 Jan 2025 12:14:02 +0000 Jiahua Wu 7337 at /business-school Professor Tommaso Valletti tells the "i" how VodafoneThree merger could hit your phone bill /business-school/news/professor-tommaso-valletti-tells-the-i-how-vodafone-three-merger-could-hit-your-phone-bill/ <span class="field field--name-title field--type-string field--label-hidden">Professor Tommaso Valletti tells the "i" how VodafoneThree merger could hit your phone bill </span> <span class="field field--name-uid field--type-entity-reference field--label-hidden"><span>Evie Burrows-Taylor</span></span> <span class="field field--name-created field--type-created field--label-hidden"><time datetime="2024-11-12T14:36:08+00:00" title="Tuesday, November 12, 2024 - 14:36" class="datetime">Tue, 12/11/2024 - 14:36</time></span> <div class="media--image field field--name-media field--type-entity-reference field--label-hidden field__item"> <picture><source media="all and (min-width: 1060px)" type="image/webp" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2019-08/smartphones%20960x576.webp?h=27a93da2&itok=YJZXVM-Z 1x"></source><source media="all and (min-width: 840px)" type="image/webp" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2019-08/smartphones%20960x576.webp?h=27a93da2&itok=Ez32iwKP 1x"></source><source media="all and (min-width: 576px)" type="image/webp" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2019-08/smartphones%20960x576.webp?h=27a93da2&itok=DJ_iqYzg 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2019-08/smartphones%20960x576.webp?h=27a93da2&itok=x9iXJVUz 1x"></source><source media="all and (min-width: 1060px)" type="image/jpeg" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2019-08/smartphones%20960x576.jpg?h=27a93da2&itok=YJZXVM-Z 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2019-08/smartphones%20960x576.jpg?h=27a93da2&itok=Ez32iwKP 1x"></source><source media="all and (min-width: 576px)" type="image/jpeg" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2019-08/smartphones%20960x576.jpg?h=27a93da2&itok=DJ_iqYzg 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2019-08/smartphones%20960x576.jpg?h=27a93da2&itok=x9iXJVUz 1x"></source><img loading="eager" width="960" height="576" alt="" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2019-08/smartphones%20960x576.jpg?h=27a93da2&itok=YJZXVM-Z" aria-hidden="true" /></picture></div> <div class="field field--name-field-date field--type-datetime field--label-hidden field__item"><time datetime="2024-11-05T12:00:00Z" class="datetime">5 November 2024</time></div> <div class="field field--name-key-topics field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/category/key-topics/competition" hreflang="en">Competition</a></div> <div class="field__item"><a href="/business-school/category/key-topics/consumers" hreflang="en">Consumers</a></div> </div> <div class="c-social-share-widget "> <h3>Share</h3> <div class="c-social-share-widget__links"> <a href="http://www.facebook.com/share.php?u=/business-school/taxonomy/term/1424/feed&amp;title=" target="_blank" aria-label="Share on Facebook"> <img src="/business-school/modules/composer/social_media/icons/facebook_share.svg" alt="Facebook" /></a> <a href="https://www.linkedin.com/sharing/share-offsite?url=/business-school/taxonomy/term/1424/feed&amp;title=&amp;source=/business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Linkedin"> <img src="/business-school/modules/composer/social_media/icons/linkedin.svg" alt="Linkedin" /></a> <a href="mailto:?subject=&amp;body=Check out this site /business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Email"> <img src="/business-school/modules/composer/social_media/icons/email.svg" alt="Email" /></a> </div> </div> Tue, 12 Nov 2024 14:36:08 +0000 Evie Burrows-Taylor 6921 at /business-school The hidden benefits of releasing your product later than your rivals /business-school/ib-knowledge/marketing/the-hidden-benefits-releasing-your-product-later-your-rivals/ <span class="field field--name-title field--type-string field--label-hidden">The hidden benefits of releasing your product later than your rivals </span> <div class="media--image field field--name-media field--type-entity-reference field--label-hidden field__item"> <picture><source media="all and (min-width: 1060px)" type="image/webp" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2024-11/Product%20release_IB%20Knowledge.webp?h=aa81dfca&itok=M22G7uJ0 1x"></source><source media="all and (min-width: 840px)" type="image/webp" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2024-11/Product%20release_IB%20Knowledge.webp?h=aa81dfca&itok=-QED-J6O 1x"></source><source media="all and (min-width: 576px)" type="image/webp" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2024-11/Product%20release_IB%20Knowledge.webp?h=aa81dfca&itok=pfCeu9JS 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2024-11/Product%20release_IB%20Knowledge.webp?h=aa81dfca&itok=TdCcJZ1c 1x"></source><source media="all and (min-width: 1060px)" type="image/jpeg" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2024-11/Product%20release_IB%20Knowledge.jpg?h=aa81dfca&itok=M22G7uJ0 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2024-11/Product%20release_IB%20Knowledge.jpg?h=aa81dfca&itok=-QED-J6O 1x"></source><source media="all and (min-width: 576px)" type="image/jpeg" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2024-11/Product%20release_IB%20Knowledge.jpg?h=aa81dfca&itok=pfCeu9JS 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2024-11/Product%20release_IB%20Knowledge.jpg?h=aa81dfca&itok=TdCcJZ1c 1x"></source><img loading="eager" width="960" height="576" alt="" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2024-11/Product%20release_IB%20Knowledge.jpg?h=aa81dfca&itok=M22G7uJ0" aria-hidden="true" /></picture></div> <span class="field field--name-uid field--type-entity-reference field--label-hidden"><span>Mushegh Harutyunyan</span></span> <span class="field field--name-created field--type-created field--label-hidden"><time datetime="2024-11-04T11:05:22+00:00" title="Monday, November 4, 2024 - 11:05" class="datetime">Mon, 04/11/2024 - 11:05</time></span> <div class="field field--name-field-date field--type-datetime field--label-hidden field__item"><time datetime="2024-11-04T12:00:00Z" class="datetime">4 November 2024</time></div> <div class="field field--name-content-top field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <div class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <h3>The benefits of being first to market are well known. But new research from 51勛圖厙 Business School shows that, in certain cases, biding your time could increase your profits.</h3> </div> </div> </div> </div> <div class="field__item"> <div class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <p>Conventional wisdom <strong>warns against being late to market</strong>: aproduct that launches after its rivals risks losing potential customers and ceding market share to competitors.</p> <p>And yet, we see some brands arent keen to rush to market, despite leaked reports and industry rumours suggesting their products are ready to go. Apple for instance didnt release its smartwatch until 2015, later than predicted, and a year behind Samsungs smartwatch.</p> <p>These delays <strong>arent new</strong>. Back in the mid-1990s, Sony decided to wait four months to release its PlayStation in the US after Sega launched its Saturn gaming console although Sonys machine had already launched in some countries.</p> <p>So, why delay? In the past, researchers have suggested that companies are making <strong>last minute improvements</strong> to their product or <strong>assessing an uncertain market</strong> but consumer technology markets are fairly stable and enjoy healthy demand.</p> <h4>Staggered product release</h4> <p>Our work suggests that deliberate delays in launching can benefit both the early bird and the latecomer. Weve created a mathematical model to compare two notional firms with shelf-ready products competing in the same market and the results are surprising.</p> <p>When a product is launched, some consumers will buy it immediately, but others will wait, safe in the knowledge that their favourite brand will launch a similar model down the line. And if two rival products arent competing simultaneously for the same group of consumers, this means they <strong>dont need to compete on price so aggressively</strong>. Staggered product release dates mean both the early bird and latecomer can charge a premium for their products its a win-win scenario (although not for the consumer).</p> <blockquote> <p>Persuading consumers that this is a product worth waiting for is key</p> </blockquote> <p>Even though a company may be missing out on customers, the higher prices it will charge due to diminished competitive pressure can more than make up for the lower sales, our model shows. We wanted to know if this theory held water across brands with different profiles. Would high-quality brands still benefit from a later launch than their lesser-known or lower quality rivals?</p> <p>If the difference in quality and reputation between two companies is extreme, we found, both are better off releasing their products early. Delaying entry would <strong>significantly harm the low-quality brand</strong> because few consumers would be willing to wait. For the high-quality firm, given its huge advantage, the marginal benefit from delaying is again slim. </p> <p>But for brands with a less pronounced difference in quality, <strong>the higher quality brand may have more incentives to delay the product launch</strong>. This is because consumers are more likely to wait for a higher quality brand than a low-quality one. The high-quality brand doesnt lose too many customers by delaying, but gains substantially due to less intense price competition.</p> <h4>Know your market</h4> <p>To exploit these insights to their advantage, companies need to know their markets inside out particularly if they want to time and price their products for maximum profits. They <strong>need to know whether their consumers are loyal</strong>, and they need to understand where their brand sits beside rivals in terms of differentiation: late product release can be profitable only when there is enough differentiation to convince some consumers to wait for the product. And they must gauge the size of the market and keep on top of consumer numbers.</p> <p>Weve found that the latest time to enter a market with a similar product is <strong>before roughly a third of consumers intend to buy an item</strong> in the product category if they wait longer, businesses may lose out. There are tools and analyses available that can equip strategists to estimate the size of a market, and judge whether it will pay to delay the launch of a new product. </p> <h4>Communicate with your customers</h4> <p>And if a brand decides to delay the launch rather than rush to market, then it should <strong>make it a priority to communicate clearly to consumers</strong> that its own product is on its way, and what makes it superior.</p> <p>Persuading consumers that this is a product worth waiting for is key. Here, companies can use <strong>marketing tactics</strong> such as releasing early samples for influencers, holding special events, working with media to highlight features that make this product stand out and flagging the release date.</p> <blockquote> <p>Companies need to know their markets inside out particularly if they want to time and price their products for maximum profits</p> </blockquote> <p>While our findings highlight the strategic benefits of delaying product launches, several questions merit <strong>further investigation</strong>:</p> <ul><li>How do varying market conditions, such as rapid technological changes or evolving consumer preferences, affect the success of staggered releases?</li> <li>What role do marketing strategies play in maintaining consumer interest during these delays?</li> <li>How does the growing prevalence of second-hand markets influence the dynamics of new product launches and pricing strategies?</li> </ul><p>Understanding these complexities will help companies refine their strategies to remain competitive.</p> </div> </div> </div> </div> <div class="field__item"> <div class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <p><em>This article draws on findings from "<a href="https://papers.ssrn.com/sol3/papers.cfm?abstract_id=3552405">Dont Hurry, Be Happy! The Bright Side of Late Product Release</a>" by Mushegh Harutyunyan (51勛圖厙) and Chakravarthi Narasimhan (Washington University in St. Louis).</em></p> </div> </div> </div> </div> </div> <div class="field field--name-key-topics field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/category/key-topics/brand" hreflang="en">Brand</a></div> <div class="field__item"><a href="/business-school/category/key-topics/competition" hreflang="en">Competition</a></div> <div class="field__item"><a href="/business-school/category/key-topics/consumers" hreflang="en">Consumers</a></div> <div class="field__item"><a href="/business-school/category/key-topics/marketing" hreflang="en">Marketing</a></div> </div> <div class="field field--name-sidebar-top field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <div class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <p><em>Main image: z_wei/iStock via Getty Images Plus</em></p> </div> </div> </div> </div> </div> <div class="field field--name-sidebar-bottom field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <div class="c-paragraph-cta paragraph paragraph--cta paragraph--view-mode--default paragraph--margin"> <div class="c-paragraph-cta__inner"> <h2>Monthly newsletter</h2> <p>Receive the latest insights from 51勛圖厙 Business School</p> <div class="c-paragraph-cta__links"> <a href="/business-school/sign-ib-knowledge/" class="button button--primary "> Sign up now </a> </div> </div> </div> </div> <div class="field__item"> <div class="paragraph paragraph--featured-content paragraph--view-mode--default paragraph--margin"> <article class="c-featured-content"><h2> <a href="/business-school/ib-knowledge/marketing/do-consumers-really-care-about-sustainability/"> Do consumers really care about sustainability? </a> </h2> <a class="c-featured-content__media" href="/business-school/ib-knowledge/marketing/do-consumers-really-care-about-sustainability/" tabindex="-1" title="Thumbnail for Do consumers really care about sustainability?"> <div class="media--image field field--name-media field--type-entity-reference field--label-hidden field__item"> <picture><source media="all and (min-width: 1060px)" type="image/webp" width="212" height="260" data-srcset="/business-school/sites/default/files/styles/focalpoint_212_x_260/public/2026-03/Sustainable%20consumption%20-%20IBK%20Newsletter%20-%20January%202026%20-resize.webp?h=27acd325&itok=baiPFNPZ 1x"></source><source media="all and (min-width: 840px)" type="image/webp" width="660" height="260" data-srcset="/business-school/sites/default/files/styles/focalpoint_660_x_260/public/2026-03/Sustainable%20consumption%20-%20IBK%20Newsletter%20-%20January%202026%20-resize.webp?h=27acd325&itok=fWvo8dn6 1x"></source><source media="all and (min-width: 576px)" type="image/webp" width="660" height="260" data-srcset="/business-school/sites/default/files/styles/focalpoint_660_x_260/public/2026-03/Sustainable%20consumption%20-%20IBK%20Newsletter%20-%20January%202026%20-resize.webp?h=27acd325&itok=fWvo8dn6 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="380" height="150" data-srcset="/business-school/sites/default/files/styles/focalpoint_380_x_150/public/2026-03/Sustainable%20consumption%20-%20IBK%20Newsletter%20-%20January%202026%20-resize.webp?h=27acd325&itok=WoIcei3a 1x"></source><source media="all and (min-width: 1060px)" type="image/jpeg" width="212" height="260" data-srcset="/business-school/sites/default/files/styles/focalpoint_212_x_260/public/2026-03/Sustainable%20consumption%20-%20IBK%20Newsletter%20-%20January%202026%20-resize.jpg?h=27acd325&itok=baiPFNPZ 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="660" height="260" data-srcset="/business-school/sites/default/files/styles/focalpoint_660_x_260/public/2026-03/Sustainable%20consumption%20-%20IBK%20Newsletter%20-%20January%202026%20-resize.jpg?h=27acd325&itok=fWvo8dn6 1x"></source><source media="all and (min-width: 576px)" type="image/jpeg" width="660" height="260" data-srcset="/business-school/sites/default/files/styles/focalpoint_660_x_260/public/2026-03/Sustainable%20consumption%20-%20IBK%20Newsletter%20-%20January%202026%20-resize.jpg?h=27acd325&itok=fWvo8dn6 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="380" height="150" data-srcset="/business-school/sites/default/files/styles/focalpoint_380_x_150/public/2026-03/Sustainable%20consumption%20-%20IBK%20Newsletter%20-%20January%202026%20-resize.jpg?h=27acd325&itok=WoIcei3a 1x"></source><img loading="lazy" width="480" height="288" alt="" class="lazyload" data-src="/business-school/sites/default/files/styles/large/public/2026-03/Sustainable%20consumption%20-%20IBK%20Newsletter%20-%20January%202026%20-resize.jpg?itok=_kpo2UWs" aria-hidden="true" /></picture></div> </a> <div class="text-formatted "> <div class="field field--name-summary field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <p>Consumers may care about sustainability in theory, but how much does it impact their spending habits? And what can policymakers do to encourage us all to make more eco-friendly choices?</p> </div> </div> </div> <a href="/business-school/ib-knowledge/marketing/do-consumers-really-care-about-sustainability/" rel="bookmark" aria-label="Read more about Do consumers really care about sustainability?" class="link "> Read more </a> </article></div> </div> </div> <div class="print__wrapper print__wrapper--pdf"><a href="/business-school/print/pdf/node/6909" class="print__link print__link--pdf">Download PDF</a></div> <div class="field field--name-field-academic-area-ref field--type-entity-reference field--label-above"> <div class="field__label">Academic area</div> <div class="field__items"> <div class="field__item"><a href="/business-school/faculty-research/academic-areas/marketing/" hreflang="en">Marketing</a></div> </div> </div> <div class="field field--name-field-knowledge-categories field--type-entity-reference field--label-inline"> <div class="field__label">Knowledge Categories</div> <div class="field__items"> <div class="field__item"><a href="/business-school/category/knowledge-categories/marketing" hreflang="en">Marketing</a></div> </div> </div> <div class="field field--name-field-show-different-image-on-th field--type-boolean field--label-hidden field__item">Off</div> Mon, 04 Nov 2024 11:05:22 +0000 Mushegh Harutyunyan 6909 at /business-school Draghi is right on many issues, but he is wrong on telecoms: Professor Tommaso Valletti co-authors article in Vox /business-school/news/draghi-right-many-issues-he-wrong-telecoms-professor-tommaso-valletti-co-authors-article-vox/ <span class="field field--name-title field--type-string field--label-hidden">Draghi is right on many issues, but he is wrong on telecoms: Professor Tommaso Valletti co-authors article in Vox</span> <span class="field field--name-uid field--type-entity-reference field--label-hidden"><span>Evie Burrows-Taylor</span></span> <span class="field field--name-created field--type-created field--label-hidden"><time datetime="2024-10-04T11:36:51+00:00" title="Friday, October 4, 2024 - 11:36" class="datetime">Fri, 04/10/2024 - 11:36</time></span> <div class="media--image field field--name-media field--type-entity-reference field--label-hidden field__item"> <picture><source media="all and (min-width: 1060px)" type="image/webp" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=krftugvd 1x"></source><source media="all and (min-width: 840px)" type="image/webp" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=llbL61GK 1x"></source><source media="all and (min-width: 576px)" type="image/webp" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=wJ_iYuE- 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=i_KrtqUe 1x"></source><source media="all and (min-width: 1060px)" type="image/jpeg" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=krftugvd 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=llbL61GK 1x"></source><source media="all and (min-width: 576px)" type="image/jpeg" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=wJ_iYuE- 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=i_KrtqUe 1x"></source><img loading="eager" width="960" height="576" alt="Tommaso Valletti" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=krftugvd" /></picture></div> <div class="field field--name-field-date field--type-datetime field--label-hidden field__item"><time datetime="2024-09-17T12:00:00Z" class="datetime">17 September 2024</time></div> <div class="field field--name-key-topics field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/category/key-topics/competition" hreflang="en">Competition</a></div> <div class="field__item"><a href="/business-school/category/key-topics/technology" hreflang="en">Technology</a></div> </div> <div class="c-social-share-widget "> <h3>Share</h3> <div class="c-social-share-widget__links"> <a href="http://www.facebook.com/share.php?u=/business-school/taxonomy/term/1424/feed&amp;title=" target="_blank" aria-label="Share on Facebook"> <img src="/business-school/modules/composer/social_media/icons/facebook_share.svg" alt="Facebook" /></a> <a href="https://www.linkedin.com/sharing/share-offsite?url=/business-school/taxonomy/term/1424/feed&amp;title=&amp;source=/business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Linkedin"> <img src="/business-school/modules/composer/social_media/icons/linkedin.svg" alt="Linkedin" /></a> <a href="mailto:?subject=&amp;body=Check out this site /business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Email"> <img src="/business-school/modules/composer/social_media/icons/email.svg" alt="Email" /></a> </div> </div> Fri, 04 Oct 2024 11:36:51 +0000 Evie Burrows-Taylor 6870 at /business-school La Repubblica interviews Professor Tommaso Valletti on the US vs Google landmark antitrust case /business-school/news/la-repubblica-interviews-professor-tommaso-valletti-the-us-vs-google-landmark-antitrust-case/ <span class="field field--name-title field--type-string field--label-hidden">La Repubblica interviews Professor Tommaso Valletti on the US vs Google landmark antitrust case</span> <span class="field field--name-uid field--type-entity-reference field--label-hidden"><span>Evie Burrows-Taylor</span></span> <span class="field field--name-created field--type-created field--label-hidden"><time datetime="2024-08-19T10:32:43+00:00" title="Monday, August 19, 2024 - 10:32" class="datetime">Mon, 19/08/2024 - 10:32</time></span> <div class="media--image field field--name-media field--type-entity-reference field--label-hidden field__item"> <picture><source media="all and (min-width: 1060px)" type="image/webp" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=krftugvd 1x"></source><source media="all and (min-width: 840px)" type="image/webp" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=llbL61GK 1x"></source><source media="all and (min-width: 576px)" type="image/webp" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=wJ_iYuE- 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=i_KrtqUe 1x"></source><source media="all and (min-width: 1060px)" type="image/jpeg" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=krftugvd 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=llbL61GK 1x"></source><source media="all and (min-width: 576px)" type="image/jpeg" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=wJ_iYuE- 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=i_KrtqUe 1x"></source><img loading="eager" width="960" height="576" alt="Tommaso Valletti" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=krftugvd" /></picture></div> <div class="field field--name-field-date field--type-datetime field--label-hidden field__item"><time datetime="2024-08-06T12:00:00Z" class="datetime">6 August 2024</time></div> <div class="field field--name-key-themes field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/key-themes/digital-transformation/" hreflang="en">Digital transformation</a></div> </div> <div class="field field--name-key-topics field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/category/key-topics/big-tech" hreflang="en">Big Tech</a></div> <div class="field__item"><a href="/business-school/category/key-topics/competition" hreflang="en">Competition</a></div> <div class="field__item"><a href="/business-school/category/key-topics/economy" hreflang="en">Economy</a></div> <div class="field__item"><a href="/business-school/category/key-topics/technology" hreflang="en">Technology</a></div> </div> <div class="c-social-share-widget "> <h3>Share</h3> <div class="c-social-share-widget__links"> <a href="http://www.facebook.com/share.php?u=/business-school/taxonomy/term/1424/feed&amp;title=" target="_blank" aria-label="Share on Facebook"> <img src="/business-school/modules/composer/social_media/icons/facebook_share.svg" alt="Facebook" /></a> <a href="https://www.linkedin.com/sharing/share-offsite?url=/business-school/taxonomy/term/1424/feed&amp;title=&amp;source=/business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Linkedin"> <img src="/business-school/modules/composer/social_media/icons/linkedin.svg" alt="Linkedin" /></a> <a href="mailto:?subject=&amp;body=Check out this site /business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Email"> <img src="/business-school/modules/composer/social_media/icons/email.svg" alt="Email" /></a> </div> </div> Mon, 19 Aug 2024 10:32:43 +0000 Evie Burrows-Taylor 6828 at /business-school The New York Times speaks to Professor Tommaso Valletti about the challenges facing regulators /business-school/news/the-new-york-times-speaks-professor-tommaso-valletti-about-the-challenges-facing-regulators/ <span class="field field--name-title field--type-string field--label-hidden">The New York Times speaks to Professor Tommaso Valletti about the challenges facing regulators</span> <span class="field field--name-uid field--type-entity-reference field--label-hidden"><span>Evie Burrows-Taylor</span></span> <span class="field field--name-created field--type-created field--label-hidden"><time datetime="2024-07-03T11:29:22+00:00" title="Wednesday, July 3, 2024 - 11:29" class="datetime">Wed, 03/07/2024 - 11:29</time></span> <div class="media--image field field--name-media field--type-entity-reference field--label-hidden field__item"> <picture><source media="all and (min-width: 1060px)" type="image/webp" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=krftugvd 1x"></source><source media="all and (min-width: 840px)" type="image/webp" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=llbL61GK 1x"></source><source media="all and (min-width: 576px)" type="image/webp" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=wJ_iYuE- 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=i_KrtqUe 1x"></source><source media="all and (min-width: 1060px)" type="image/jpeg" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=krftugvd 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=llbL61GK 1x"></source><source media="all and (min-width: 576px)" type="image/jpeg" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=wJ_iYuE- 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=i_KrtqUe 1x"></source><img loading="eager" width="960" height="576" alt="Tommaso Valletti" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=krftugvd" /></picture></div> <div class="field field--name-field-date field--type-datetime field--label-hidden field__item"><time datetime="2024-06-24T12:00:00Z" class="datetime">24 June 2024</time></div> <div class="field field--name-key-topics field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/category/key-topics/competition" hreflang="en">Competition</a></div> </div> <div class="c-social-share-widget "> <h3>Share</h3> <div class="c-social-share-widget__links"> <a href="http://www.facebook.com/share.php?u=/business-school/taxonomy/term/1424/feed&amp;title=" target="_blank" aria-label="Share on Facebook"> <img src="/business-school/modules/composer/social_media/icons/facebook_share.svg" alt="Facebook" /></a> <a href="https://www.linkedin.com/sharing/share-offsite?url=/business-school/taxonomy/term/1424/feed&amp;title=&amp;source=/business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Linkedin"> <img src="/business-school/modules/composer/social_media/icons/linkedin.svg" alt="Linkedin" /></a> <a href="mailto:?subject=&amp;body=Check out this site /business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Email"> <img src="/business-school/modules/composer/social_media/icons/email.svg" alt="Email" /></a> </div> </div> Wed, 03 Jul 2024 11:29:22 +0000 Evie Burrows-Taylor 6794 at /business-school The art of effective conversation /business-school/ib-knowledge/strategy-leadership/the-art-effective-conversation/ <span class="field field--name-title field--type-string field--label-hidden">The art of effective conversation</span> <div class="media--image field field--name-media field--type-entity-reference field--label-hidden field__item"> <picture><source media="all and (min-width: 1060px)" type="image/webp" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2021-10/Michael%20Yeomans.webp?h=aa81dfca&itok=RHB2wLrA 1x"></source><source media="all and (min-width: 840px)" type="image/webp" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2021-10/Michael%20Yeomans.webp?h=aa81dfca&itok=7Psu01KK 1x"></source><source media="all and (min-width: 576px)" type="image/webp" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2021-10/Michael%20Yeomans.webp?h=aa81dfca&itok=QOkaLwcc 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2021-10/Michael%20Yeomans.webp?h=aa81dfca&itok=J-cBoSg1 1x"></source><source media="all and (min-width: 1060px)" type="image/jpeg" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2021-10/Michael%20Yeomans.jpg?h=aa81dfca&itok=RHB2wLrA 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2021-10/Michael%20Yeomans.jpg?h=aa81dfca&itok=7Psu01KK 1x"></source><source media="all and (min-width: 576px)" type="image/jpeg" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2021-10/Michael%20Yeomans.jpg?h=aa81dfca&itok=QOkaLwcc 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2021-10/Michael%20Yeomans.jpg?h=aa81dfca&itok=J-cBoSg1 1x"></source><img loading="eager" width="960" height="576" alt="Michael Yeomans" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2021-10/Michael%20Yeomans.jpg?h=aa81dfca&itok=RHB2wLrA" /></picture></div> <span class="field field--name-uid field--type-entity-reference field--label-hidden"><span>Michael Yeomans</span></span> <span class="field field--name-created field--type-created field--label-hidden"><time datetime="2024-05-02T13:27:37+00:00" title="Thursday, May 2, 2024 - 13:27" class="datetime">Thu, 02/05/2024 - 13:27</time></span> <div class="field field--name-field-date field--type-datetime field--label-hidden field__item"><time datetime="2024-05-09T12:00:00Z" class="datetime">9 May 2024</time></div> <div class="field field--name-content-top field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <div class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <h2>Dr Michael Yeomans offers practical strategies for aligning conversational goals with business objectives, ensuring every interaction counts</h2> </div> </div> </div> </div> <div class="field__item"> <div class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <p>Conversation matters nearly every human activity involves conversation, whether spoken or written. But in a business world increasingly defined by remote and hybrid work, and by automated and algorithmic processes, it can feel like opportunities to communicate and converse with colleagues, staff, bosses and customers are few and far between.</p> <p>And yet the stakes of each of those conversations an impression, a connection, a decision are high.</p> <p>So how do we know if a conversation is going well? Theres no single definition of effective conversation that will apply to all people in all situations, but we can perhaps say that a conversation is successful for one person if they achieve their goals. To do this, though, people first need to be aware of their goals something that is rarely the case.</p> <blockquote> <p>The most effective conversationalists take a much more deliberate approach</p> </blockquote> <p><a href="https://www.mikeyeomans.info/papers/circumplex.pdf" target="_blank">Our research</a> sets out a framework the conversational circumplex that can help in this regard, by classifying the different goals people might pursue in conversation. We divide these into two categories: informational (the extent to which a speakers motive is to give or receive accurate information) and relational (the extent to which a speakers motive is to build the relationship).</p> <p>A speaker with high informational motivation might ask a lot of questions or give instructions, while low informational motivation might see them tell lies, keep quiet, or dodge questions. High relational motivation might see a speaker apologise, admit an error, or flatter their partner, whereas low relational motivation may lead them to claim credit, assign blame, or avoid laughing at a joke.</p> <h3>Identifying goals in conversation</h3> <p>Conversational goals are complex and multifaceted. They are also changeable a single comment or a shift in circumstances might alter them completely. Goals can also be incompatible with one another. For example, a manager might want to ask a staff member about the progress of a project but refrain from doing so for fear of being perceived as overbearing.</p> <p>The same applies to your conversation partners goals, and its important to recognise that their goals may not be in line with yours. Failure to be aware of this can prevent you from seeking information or finding ways to mutually satisfy everyones goals.</p> <blockquote> <p>A conversation is successful for one person if they achieve their goals</p> </blockquote> <p>The conversational circumplex can help provide clarity here. It can help you identify your own goals, and plan for how these might come into conflict during the conversation. It can also help you reflect on the other persons goals, in order to spot potential points of alignment and conflict. This can help you make choices that are more likely to advance both your interests.</p> <p>The distance between any two goals within the circumplex gives an idea of how compatible they might be, with bridging the gap between informational and relational goals particularly challenging. For example, coordinating plans and brainstorming new ideas might be easier to pair in a single conversation, whereas persuading while also trying to avoid awkwardness may be tougher to achieve simultaneously.</p> <h3>Practical tips for professional conversations</h3> <p>There are two key tips for putting this learning into practice. Received wisdom would have us believe that good conversation is effortless and unprepared. In truth, however, the most effective conversationalists take a much more deliberate approach. So, the first practical tip is to spend time even if its as little as 30 seconds thinking about your goals and the other persons goals.</p> <p>This is because the act of identifying goals ahead of time helps to mitigate stress and allows you to fully focus on the conversation, rather than worrying about what to talk about or what direction it might take. The circumplex can potentially make this more effective, by drawing your attention to potential points of conflict and avenues for agreement.</p> <blockquote> <p>Conversational goals [...] are also changeable a single comment or a shift in circumstances might alter them completely</p> </blockquote> <p>The second practical tip is to ask questions. These should be relevant to the topic at hand and follow from what the other person is saying. Again, the circumplex can be useful here, as a sense of both your own goals and the other persons goals makes it more likely that you will ask fruitful questions, which either bring you closer to agreement or reveal more information about the other persons motives.</p> <p>These might seem like good to know tips for everyday life, but they can also be critical tools in the business world. For example, there is a growing demand for interpersonal "soft" skills in C-suite executives. This suggests there is value in starting to hone awareness of different conversational approaches, motives and goals at any career stage.</p> <p>Over time, as you reflect on how successful different approaches are in achieving different goals, and to what extent you and others lean towards relational or informational goals in certain scenarios, this can help you become a better, more effective, and ultimately more successful conversationalist.</p> </div> </div> </div> </div> <div class="field__item"> <div class="paragraph paragraph--text paragraph--view-mode--default paragraph--margin"> <div class="field field--name-field-body field--type-text-long field--label-hidden field__items"> <div class="text-formatted "> <p><em>This article draws on findings from <a href="https://www.mikeyeomans.info/papers/circumplex.pdf" target="_blank">The Conversational Circumplex: Identifying, Prioritizing, and Pursuing Informational and Relational Motives in Conversation</a> by Michael Yeomans (51勛圖厙), Maurice E. Schweitzer (University of Pennsylvania) and Alison Wood Brooks (Harvard University).</em></p> </div> </div> </div> </div> </div> <div class="field field--name-key-topics field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/category/key-topics/competition" hreflang="en">Competition</a></div> <div class="field__item"><a href="/business-school/category/key-topics/networking" hreflang="en">Networking</a></div> </div> <div class="field field--name-sidebar-bottom field--type-entity-reference-revisions field--label-hidden field__items"> <div class="field__item"> <div class="c-paragraph-cta paragraph paragraph--cta paragraph--view-mode--default paragraph--margin"> <div class="c-paragraph-cta__inner"> <h2>Monthly newsletter</h2> <p>Receive the latest insights from 51勛圖厙 Business School</p> <div class="c-paragraph-cta__links"> <a href="/business-school/sign-ib-knowledge/" class="button button--primary "> Sign up now </a> </div> </div> </div> </div> </div> <div class="print__wrapper print__wrapper--pdf"><a href="/business-school/print/pdf/node/6724" class="print__link print__link--pdf">Download PDF</a></div> <div class="field field--name-field-academic-area-ref field--type-entity-reference field--label-above"> <div class="field__label">Academic area</div> <div class="field__items"> <div class="field__item"><a href="/business-school/faculty-research/academic-areas/management-entrepreneurship/" hreflang="en">Management & Entrepreneurship </a></div> </div> </div> <div class="field field--name-field-knowledge-categories field--type-entity-reference field--label-inline"> <div class="field__label">Knowledge Categories</div> <div class="field__items"> <div class="field__item"><a href="/business-school/category/knowledge-categories/strategy-leadership" hreflang="en">Strategy & Leadership</a></div> </div> </div> <div class="field field--name-field-show-different-image-on-th field--type-boolean field--label-hidden field__item">Off</div> Thu, 02 May 2024 13:27:37 +0000 Michael Yeomans 6724 at /business-school Professor Tommaso Valletti speaks to the Financial Times about antitrust and productivity /business-school/news/professor-tommaso-valletti-speaks-the-financial-times-about-antitrust-and-productivity/ <span class="field field--name-title field--type-string field--label-hidden">Professor Tommaso Valletti speaks to the Financial Times about antitrust and productivity</span> <span class="field field--name-uid field--type-entity-reference field--label-hidden"><span>Evie Burrows-Taylor</span></span> <span class="field field--name-created field--type-created field--label-hidden"><time datetime="2024-05-01T08:59:01+00:00" title="Wednesday, May 1, 2024 - 08:59" class="datetime">Wed, 01/05/2024 - 08:59</time></span> <div class="media--image field field--name-media field--type-entity-reference field--label-hidden field__item"> <picture><source media="all and (min-width: 1060px)" type="image/webp" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=krftugvd 1x"></source><source media="all and (min-width: 840px)" type="image/webp" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=llbL61GK 1x"></source><source media="all and (min-width: 576px)" type="image/webp" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=wJ_iYuE- 1x"></source><source media="all and (min-width: 0)" type="image/webp" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2020-01/Valletti_TommasoProfile.webp?h=0f6ff27c&itok=i_KrtqUe 1x"></source><source media="all and (min-width: 1060px)" type="image/jpeg" width="960" height="576" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=krftugvd 1x"></source><source media="all and (min-width: 840px)" type="image/jpeg" width="740" height="445" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_720/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=llbL61GK 1x"></source><source media="all and (min-width: 576px)" type="image/jpeg" width="560" height="336" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_560/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=wJ_iYuE- 1x"></source><source media="all and (min-width: 0)" type="image/jpeg" width="480" height="288" data-srcset="/business-school/sites/default/files/styles/focalpoint_5x3_480/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=i_KrtqUe 1x"></source><img loading="eager" width="960" height="576" alt="Tommaso Valletti" class="lazyload" data-src="/business-school/sites/default/files/styles/focalpoint_5x3_960/public/2020-01/Valletti_TommasoProfile.jpg?h=0f6ff27c&itok=krftugvd" /></picture></div> <div class="field field--name-field-date field--type-datetime field--label-hidden field__item"><time datetime="2024-04-22T12:00:00Z" class="datetime">22 April 2024</time></div> <div class="field field--name-key-topics field--type-entity-reference field--label-hidden field__items"> <div class="field__item"><a href="/business-school/category/key-topics/competition" hreflang="en">Competition</a></div> </div> <div class="c-social-share-widget "> <h3>Share</h3> <div class="c-social-share-widget__links"> <a href="http://www.facebook.com/share.php?u=/business-school/taxonomy/term/1424/feed&amp;title=" target="_blank" aria-label="Share on Facebook"> <img src="/business-school/modules/composer/social_media/icons/facebook_share.svg" alt="Facebook" /></a> <a href="https://www.linkedin.com/sharing/share-offsite?url=/business-school/taxonomy/term/1424/feed&amp;title=&amp;source=/business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Linkedin"> <img src="/business-school/modules/composer/social_media/icons/linkedin.svg" alt="Linkedin" /></a> <a href="mailto:?subject=&amp;body=Check out this site /business-school/taxonomy/term/1424/feed" target="_blank" aria-label="Share on Email"> <img src="/business-school/modules/composer/social_media/icons/email.svg" alt="Email" /></a> </div> </div> Wed, 01 May 2024 08:59:01 +0000 Evie Burrows-Taylor 6722 at /business-school