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- All HBS Web (148)
- Faculty Publications (24)
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- 11 Aug 2008
- Research & Ideas
Strategy Execution and the Balanced Scorecard
strategy and operations (or tactics) are both important but they are different. The normal course of events is for companies to focus on day-to-day operations and short-term problem solving. Management meetings focus on fighting fires and...
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by Martha Lagace
- 18 Apr 2000
- Research & Ideas
Learning in Action
employs: Bean typically structures these around an outdoor activity such as hiking or cross-country skiing. For example, when sales of the once best-selling Crest Hiker began to decline, L.L. Bean assembled groups of testers, product...
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by David A. Garvin
- 16 Aug 2022
- Op-Ed
Now Is the Time for Entrepreneurs to Play Offense
for developing job descriptions and scoring candidates. Rethink your product development prioritization process. Make sure sales best practices are being disseminated systematically within the go-to-market organization. View Details
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by Jeffrey Bussgang
- 20 Oct 2011
- Research & Ideas
Getting the Marketing Mix Right
model helps measure that." The Ideal Mix When planning marketing campaigns, brand managers have a wide portfolio of weapons to draw on, including in-store merchandising, advertising, coupons and sweepstakes, trade promotions, prices, and deployment of a direct...
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by Dina Gerdeman
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
owed $130,000 in sales commissions for the work he had done prior to being fired from the firm a few months earlier. The executive, on the other hand, claimed the employee was owed nothing—in fact, he...
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by Deepak Malhotra & Max H. Bazerman
- 04 May 2020
- Research & Ideas
Predictions, Prophets, and Restarting Your Business
clear-cut. “A problem with megatrend predictions is that, even if they turn out to be generally accurate, they’re not managerially useful.” In the first month of social distancing in the United States, online sales at Walmart and Target...
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by Frank V. Cespedes
- 01 Mar 2010
- Op-Ed
A Golden Opportunity for Ford and GM
their own. The bigger question is, will Ford and GM be able to capitalize on this opportunity for the long term? I was with Whitacre when he initially learned that Toyota was suspending sales of 57 percent of its autos sold in the United...
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- 04 Nov 2002
- Research & Ideas
From Lone Star to Team Player
keep rewarding and promoting them. Managers may feel that they need them, of course, as they do perform well. So it is pretty gutsy to fire them in today's rather poor economic environment. But if you're really serious about building a...
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by Mallory Stark
- 04 Apr 2000
- Research & Ideas
The Right Way to Restructure Conglomerates in Emerging Markets
handle. It also poses practical problems. For instance, how easy is it to estimate a reliable breakup value for a business group in the middle of a fire sale and in the absence of a well-developed market for...
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by Tarun Khanna & Krishna Palepu
- 28 Jul 2014
- Research & Ideas
Eyes Shut: The Consequences of Not Noticing
standards. A second fire kills a suburban dad who filled his lawn mower with gas too close to a recently tossed cigarette; the fire raced up the flow of gas and into the can, which exploded. Who is to blame...
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- 03 Aug 2015
- Research & Ideas
Why Fierce Competitors Apple and Amazon Became ’Frenemies’ Over eReaders
terms, both companies would like nothing better than to have customers to themselves, wrapped up in their own seamless media universes: iTunes, iPad, and Apple TV on the one hand; and Kindle, Amazon Prime, and Fire TV on the other. “Even...
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- 06 Nov 2018
- First Look
New Research and Ideas, November 6, 2018
firms. We show that the spillover is stronger in higher-yielding and more financially open markets and for firms with a higher reliance on foreign bank credit. Download working paper: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=53992 Do View Details
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Dina Gerdeman
- 12 Jun 2019
- Research & Ideas
Investors Have More Than Money to Offer Entrepreneurs
financial management advice. But startups often run into issues outside those categories, everything from what to ask potential hires in a job interview to analyzing sales funnels. Experienced investors have likely run into those issues...
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by Julia Austin
- 22 Apr 2014
- First Look
First Look: April 22
present a model in which fire sales propagate shocks across bank balance sheets. When a bank experiences a negative shock to its equity, a natural way to return to target leverage is to sell assets. If...
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Sean Silverthorne
- 07 Mar 2017
- First Look
First Look at New Research, March 7
Foe? (A) Three years after launching his brick-and-mortar store, X Fire Paintball and Airsoft, Steve Herbert Sr. and his sons began selling products on Amazon.com’s third-party Marketplace, and online sales...
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Sean Silverthorne
- 13 Apr 2020
- Research & Ideas
Small Businesses Are Worse Off Than We Thought
Luca, whose past research has focused on platform design. For example, Luca and his colleagues reached out to online rating app Yelp several weeks ago to explore ways the company might help small businesses dealing with the crisis. Among other initiatives, he pointed...
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- 24 Nov 2014
- Research & Ideas
Corrupting Silence: Companies Must Speak Up Against Bribes
assessments of corruption such as enforcement actions, independent directors, and more rigorous auditing. Furthermore, relative to firms with high anticorruption rankings, firms with low rankings had higher sales growth in regions...
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by Michael Blanding
- 09 Feb 2016
- First Look
February 9, 2016
Publisher's link: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=50453 November 2, 2015 Harvard Business Review The Best Ways to Hire Salespeople By: Cespedes, Frank V., and Daniel Weinfurter Abstract—Companies typically spend more on hiring in View Details
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Sean Silverthorne
- 04 Aug 2021
- Research & Ideas
Worried About the Great Resignation? Be a Good Company to Come From
the Jack Welch-style of firing the so-called bottom 10 percent every year." Recruit developed this strategy in the wake of crisis. In the 1980s, Recruit Holdings’ CEO sold shares of a subsidy before it went public. The resulting scandal...
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by Sandra J. Sucher and Shalene Gupta
- 08 Sep 2003
- Research & Ideas
A Bold Proposal for Investment Reform
Stock exchanges as auditors? The stock exchanges should be responsible for hiring and firing auditors, negotiating their fees, and overseeing the outcomes of the audits themselves, say Healy and Palepu. As they see it, the exchanges have...
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