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  • 2024
  • Working Paper

“If You’re Not There… You’re Not There”: How Art Market Platforms Induce Status Anxiety to Coerce Participation
By: James Riley and Ezra Zuckerman Sivan
This paper, an 18-month ethnographic investigation of international art fairs (IAFs), shows how market platforms can have a coercive effect, inducing sellers (i.e., art galleries) to participate despite ambivalence over their value and anxiety over the process by which...  View Details
Keywords: Market Participation; Status and Position; Competition; Demand and Consumers; Fine Arts Industry
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  • 2015
  • Chapter

The Business Model: Nature and Benefits
By: Ramon Casadesus-Masanell and John Heilbron
This paper considers the nature of the business model and its strategic relevance to negotiations. We elaborate a substantive definition of the business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models...  View Details
Keywords: Business Models; Value Capture; Value-Based Business Strategy; Ambivalent Value; Business Model; Value; Negotiation Deal
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  • 2015
  • Working Paper

The Business Model: Nature and Benefits
By: Ramon Casadesus-Masanell and John Heilbron
This paper considers the nature of the business model and its strategic relevance to negotiations. We elaborate a substantive definition of the business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models...  View Details
Keywords: Business Models; Value Capture; Value-Based Business Strategy; Ambivalent Value; Business Model; Negotiation Deal
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