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- All HBS Web (169)
- Faculty Publications (29)
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- 14 Dec 2007
- Op-Ed
When Your Product Becomes a Commodity
lose market share but improve profitability. 2. Compensate your salesforce on profit margin, not sales revenues. A volume-based salesforce will sign up any customer, regardless of profitability. That's OK early in the product life View Details
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by John Quelch
- 28 Sep 2011
- Research & Ideas
The Profit Power of Corporate Culture
much more likely to remain in an organization, leading directly to fewer hires from outside the organization," Heskett writes in the book. "This, in turn, results in lower wage costs for talent; lower recruiting, hiring, and training costs; and higher...
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by Sean Silverthorne
- 08 Nov 2011
- First Look
First Look: Nov. 8
and discuss how the combined effect of increased market concentration and cost synergies can be assessed efficiently. Download the paper: http://www.hbs.edu/research/pdf/12-031.pdf Investment Cycles and Startup Innovation Authors:Ramana...
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Sean Silverthorne
- 24 Mar 2015
- First Look
First Look: March 24
Provision in a Business Cycle Model By: Begenau, Juliane Abstract—This paper develops a quantitative dynamic general equilibrium model in which households' preferences for safe and liquid assets constitute a violation of Modigliani and...
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Sean Silverthorne
- 13 Jun 2017
- First Look
First Look at New Research and Ideas, June 13
also became the first district to use a mechanism based on Top Trading Cycles (TTC) in a real-life allocation problem. Since TTC was originally devised for settings in which agents have endowments, there is no formal rationale for TTC in...
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Sean Silverthorne
- 06 Oct 2020
- Sharpening Your Skills
18 Tips Managers Can Use to Lead Through COVID's Rising Waters
focus are strategic issues, not only sales management tasks. Consider: when commerce resumes, what’s the impact on your business from shortening selling cycles and accelerating time-to-cash by one week, two...
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by Sean Silverthorne
- 07 Sep 2011
- First Look
First Look: Sept. 7
practitioners. In this study of athlete endorsements, we find there is a positive payoff to a firm's decision to sign an endorser, and that endorsements are associated with increasing sales in an absolute sense and relative to competing...
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Sean Silverthorne
- 18 Aug 2003
- Research & Ideas
How New Managers Become Great Managers
she set store standards, instituted training programs, and rejuvenated performance. Due to her success in operations over the next two years, this manager received two more challenging assignments. First, she became director of sales for...
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by Linda Hill
- 09 Jan 2014
- Research & Ideas
The Entrepreneurs Who Invented Economic Forecasting
architect of the course, emphasized the idea that capitalists could be defined as people who "put bets on the future"—by, for instance, making investments, opening sales campaigns, and founding new firms. The subject of forecasting, I...
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by Sean Silverthorne
- 10 Oct 2011
- Research & Ideas
Retailing Revolution: Category Killers on the Brink
increased at an impressive pace in the early 2000s even though Internet sales in the United States grew dramatically. Retail sales advanced from $2.87 trillion to almost $4 trillion between 1999 and 2007....
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- 28 Apr 2003
- Research & Ideas
Supply Chain Risk: Deal With It
risk, Raman explains, has been through inventory. But "for numerous reasons, inventory became very expensive." Shorter product life cycles contribute to higher expenses, for example, in the personal computer market, where the...
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by David Stauffer
- 04 May 2020
- Research & Ideas
Predictions, Prophets, and Restarting Your Business
and recovering from a crisis, increasing close rates, the efficiency of a sales model, and its segment focus are strategic issues, not only sales management tasks. Consider: when commerce resumes, what’s the...
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by Frank V. Cespedes
- 15 Nov 2010
- Lessons from the Classroom
Connecting Goals and Go-To-Market Initiatives
and development initiatives aimed at aligning selling behaviors with market realities. Q: How can companies deal with these issues and overcome obstacles to set a strategic foundation for sales success? A: First, as the performance...
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- 02 Mar 2015
- Research & Ideas
‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat
apart. “If this cycle continues, whole retail chains can quickly become full of zombie stores” Taken all together, lower price points, decreased traffic, and smaller baskets means lower sales and margins for...
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- 01 Sep 2003
- What Do You Think?
To Whom Should Boards be Accountable?
along with other very thoughtful responses, suggest a wide divergence of views on the role of the board in the life cycle of a corporate entity. Interestingly, those who teach corporate law suggest that board accountabilities are subject...
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by James Heskett
- 29 May 2006
- Research & Ideas
Why CEOs Are Not Plug-and-Play
controllers, growers, or cycle managers on the basis of their line management experience at GE. Using S&P industry reports, we then coded the strategic challenges facing each new company the former GE managers were hired into. Nine of...
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- 08 Dec 2008
- Research & Ideas
Thinking Twice About Supply-Chain Layoffs
It's the most wonderful time of the year—or that's how the song goes. But this year's decline in retail sales has resulted in definitely uncheery employee layoffs and payroll cuts, a trend that is likely to continue. While the vicious...
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- 19 Nov 2001
- Research & Ideas
Wrapping Your Alliances In a World Wide Web
different ordering and return procedures and system interfaces to each distributor and direct manufacturer with whom they trade, causing them to spend valuable resources in back-office operations (50 percent by some estimates), which they could otherwise use to make...
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by Andrew McAfee
- 03 Mar 2003
- Research & Ideas
The Basics of Consumer Marketing in Asia
are very exquisite in design and consumers also have very high expectations of the [look] and materials," he said. And companies must be fleet of foot to keep up with changing consumer demands. Duan said that since 2000, the updating View Details
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by Julie Jette
- 09 Apr 2019
- First Look
New Research and Ideas, April 9, 2019
business owners to understand their own cash flow and prospects. Now the fintech innovation cycle is at an inflection point—new streams of data have the power to illuminate the opaque nature of a small business’s finances. The playing...
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Dina Gerdeman