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Show Results For
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All HBS Web
(4,136)
- People (11)
- News (881)
- Research (2,684)
- Events (6)
- Multimedia (20)
- Faculty Publications (1,457)
- Web
Moody's Analytics CRE | Baker Library | Bloomberg Center | Harvard Business School
Research & Data Services Curriculum See all... Service Audience Faculty Doctoral Students MBA Students Alumni Executive Education Staff Visiting Researchers Ask Us Ask a Question Fast Answers Policies Staff Directory How Do I... Request HBS Cases Plan A Visit View Details
- 18 Nov 2008
- First Look
First Look: November 18, 2008
internal coordination issues with the company's sales force, and the financial returns versus other uses of capital for the company. The case raises issues in aligning business strategy and sales View Details
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Martha Lagace
- 22 Apr 2008
- First Look
First Look: April 22, 2008
paid the sales force as a team. This has worked out fine, since they've been a near-monopoly seller of a single product category. However, this has changed. Not only are they facing new competition in their...
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Martha Lagace
- 01 Sep 2010
- News
Faculty Books
The New Science of Retailing: How Analytics Are Transforming the Supply Chain and Improving Performance by Marshall Fisher and Ananth Raman (Harvard Business Press) Professor Raman and his coauthor explain how to use analytics to better View Details
- Career Coach
Pamela Harder
Pam (HBS / HKS ‘13, Stanford ‘08 Economics) has spent the last 12 years working at the nexus of business and government. Currently, she runs Virginia's state-wide economic development talent investment strategy. As a Managing Director...
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- Web
Courses by Faculty - Course Catalog
Investment Business, Government & the International Economy Fall2024 Q1Q2 3.0 Mark Roberge Entrepreneurial Sales 101: Founder Selling Entrepreneurial Management Fall2024 Q2 1.5 Entrepreneurial View Details
- 10 Jun 2013
- Research & Ideas
How Numbers Talk to People
deep statistical analysis, just good data and reporting approaches. It is often encountered in online businesses, where customer clickstreams provide plenty of data-often too much-for analysis. One expert practitioner of the CSI story approach is Joe Megibow, vice...
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- Profile
Carlos Coto
interesting. "I moved into a full-time management rotation program and noticed something intriguing," Carlos says. "As a teller, you get to know clients personally; you're aware of major life events, like when they're...
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Samuel H. Kress
Kress built a discount chain store based on an economies of scale model. He started offering fewer items than traditional 5- and 10- cent stores, in order to offer bargain prices to a lower-income clientele. Kress’ stores were a great success and he View Details
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Retail
- 01 Oct 1998
- News
Andresen Becomes First European and First Exec. Ed. Graduate to Endow HBS Professorship
I want to show my support for an institution that has made and will continue to make a valuable contribution to management practice all over the world," says Andreas Andresen (69th AMP), a retired German industrialist who recently became...
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- 01 Jun 2018
- News
June 2018 Alumni and Faculty Books
And his afterlife: “When three-headed Cerberus greeted him / Socrates replied: ‘I won’t need / an attack dog, thank you. I married one.’” Mergers and Acquisitions: Integration and Transformation Management as the Gateway to Success by...
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- 01 Jun 2006
- News
One-on-One with Tom Oreck
grounding in every aspect of the business. “I like to tell people that I rose up the ranks through the sheer force of nepotism,” he deadpans with self-deprecating humor. He made HBS his last training stop before taking over as president...
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- 18 Aug 2011
- Lessons from the Classroom
Business Plan Contest: 15 Years of Building Better Entrepreneurs
impact on our trajectory." Last year, with three remaining locations in the Boston area, Finale's original lead investors acquired a majority ownership in the business, folding it into a Rhode Island-based holding company where Conforti now serves as View Details
- 01 Jun 2011
- News
The Best-Laid Plans
Finale’s original lead investors acquired a majority ownership in the business, folding it into a Rhode Island–based holding company where Conforti now serves as managing partner of the restaurant group. “When I started Finale, I...
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- 01 Mar 2003
- News
Books
Global e-Business Leader at Braxton, formerly Deloitte Consulting) urge managers to think as though they were settlers of a new business frontier that has been carved out by forces such as technology,...
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- 01 Jun 2024
- News
Conducting Business
In 2015 I moved from New York City to Madison, Connecticut, where I met, quite by chance, Ginny Vancil and her brother, Richard. I thought, How many Vancils can there be in the world? I asked if they knew Richard “Dick” Vancil, who was my first professor for my first...
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- 01 Jun 2003
- News
Alumni Bookshelf
profits. Investment Banking: Addressing the Management Issues by Steven I. Davis (MBA '58) (Palgrave Macmillan) In his eighth book, international banking consultant Davis offers a timely analysis of the global issues facing the View Details
- 01 Dec 2009
- News
Alumni Books
times. Rigby ex-plains how to craft an action plan tailored to the specific situation, providing tools for cutting costs intelligently, sustaining margins and the brand, boosting revenue by refocusing the sales View Details
- September 2023
- Case
DocSend: A Path off the Plateau?
By: Thomas R. Eisenmann and Jeffrey Huizinga
Recounts how the leaders of DocSend, an early-stage startup that offered tools for sharing files online, searched for a viable business model and weighed tradeoffs in transitioning from a sales-led to a product-led "go-to-market" approach.
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- 22 Dec 2003
- Research & Ideas
Why Negotiation is Like Jazz
negotiation requires adapting your communication acts to the most advantageous pattern. Learning The Notes Imagine you're a sales rep negotiating with the procurement manager of a professional services firm....
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by Kathleen L. McGinn