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- Faculty Publications (37)
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- All HBS Web (331)
- Faculty Publications (37)
- 01 Nov 2017
- What Do You Think?
What Are the Real Lessons of the Wells Fargo Case?
Fargo was asking its sales force to sell 8 products (‘Going for gr-eight’) to customers that needed fewer products.” This was coupled, as Thomas Dean put it, “with high, high pressure on line employees to perform or be fired.” Hamad...
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- 12 Sep 2017
- First Look
First Look at New Research and Ideas, September 12, 2017
2017 Harvard Business Review The Real Reason Uber Is Giving Up in China By: Kirby, William C. Abstract—The article examines the role of the Chinese government in transport firm Uber's decision to sell its China operation to a rival...
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Carmen Nobel
- 01 Dec 2023
- News
Thinking Ahead
As we wind down 2023, there’s talk everywhere of generative AI and how it will fundamentally alter the world as we know it; but how does that translate for your corner of the business world? Is TikTok something you need to take seriously? (Is it time to dance?) We...
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- Web
Finance - Faculty & Research
in MBS duration function as large-scale shocks to the quantity of interest rate risk that must be borne by professional bond investors. I develop a simple model in which the risk tolerance of bond investors is limited in the short run, so...
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- 08 Apr 2014
- First Look
First Look: April 8
organizational capital in explaining performance. August 2013 foreignpolicy.com Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks with Iran By: Sebenius, James K. Abstract—While the Obama team deserves high marks for launching the interim talks, its...
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Sean Silverthorne
- 26 Aug 2019
- Research & Ideas
Lipstick Tips: How Influencers Are Making Over Beauty Marketing
this product.” During the video’s 12-plus minutes of step-by-step instructions, Hughes holds up product after product close to the camera so viewers can get a good look at each brand name. Because, after all, Hughes isn’t merely sharing beauty tips. She’s also View Details
- 02 Oct 2018
- First Look
New Research and Ideas, October 2, 2018
Innovation ranks fifth, after more conventional concerns such as attracting and retaining top talent and the regulatory environment. Boards’ abilities to foster innovation clearly fall short when compared with their other activities....
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Dina Gerdeman
- 07 Jul 2008
- Research & Ideas
Innovation Corrupted: How Managers Can Avoid Another Enron
gambles failed to satisfy its voracious appetite for cash to support its commodity-trading operations, and in 1997, profits declined. This prompted the company to sell overvalued, underperforming assets to off-balance-sheet partnerships...
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- 01 Sep 2023
- News
Returning to the Roots
It’s not a role he sought or expected. But when his brother died of a brain tumor late last year, Florent Latour (MBA 1999) became CEO of Maison Louis Latour, a winemaker established in 1797 in the Burgundy region of France. The 11th generation of his family to lead...
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- Web
2023 Reunion Presentations - Alumni
ventures. Article CASE STUDY Facebook (Meta): Can Ethics Scale in the Digital Age?Senior Lecturer George Riedel (MBA 1987) This modified case discussion did not require pre-reading. + More Info – Less Info Facebook, renamed Meta, has built a hugely successful in a very...
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- 10 Jul 2018
- First Look
New Research and Ideas, July 10, 2018
managerial skills continues to grow, executive education worldwide has entered a period of disruption caused by the digitalization of content, connectivity, and communication. The current offerings of many executive education program providers fall View Details
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Dina Gerdeman
- 21 Aug 2013
- Research & Ideas
What Went Wrong at J.C. Penney?
what we often call high-low pricing. When Johnson took over J.C. Penney, 50 to 70 percent of all sales were at discounted prices. Here's how it works. You start off pricing something at $100, but you end up selling it at, say, $50. All...
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- Web
Credential of Leadership, Impact, and Management in Business | HBS Online
better in my memory. Dustin BrownWorking in real estate in Indiana while applying to MBA programsBS, Selling & Sales Management, Minor, Organizational Leadership and Supervision Certificate, Entrepreneurship & Innovation Experienced...
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- 01 Apr 2014
- First Look
First Look: April 1
adoption to date was slow, in part due to insufficient cost-effectiveness evidence, and ACOs-the likely target customer-remained underdeveloped. Philips would also contend with a complex selling process and numerous operational...
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Sean Silverthorne
- 07 Jul 2021
- Book
Good News for Disgraced Companies: You Can Regain Trust
providing a warm, welcoming, personalized experience at every level, from executives and managers to housekeeping and wait staff. And Patagonia has demonstrated its pro-environment stance by continually re-examining its practices—from View Details
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by Lane Lambert
- 27 May 2014
- First Look
First Look: May 27
distribution strategy for Glass, a wearable computer that projected information on a display viewable with an upward glance. Options, which were not mutually exclusive, included 1) continuing to sell Glass directly through online...
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Sean Silverthorne
- 15 Nov 2022
- Op-Ed
Why TikTok Is Beating YouTube for Eyeball Time (It’s Not Just the Dance Videos)
their own versions of it. Rethinking the discovery problem The rise of the internet democratized the publishing and distribution of information and entertainment. In the process, it created an enormous discovery problem. Those with an idea or product to View Details
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by John Deighton and Leora Kornfeld
- 21 May 2013
- First Look
First Look: May 21
customers, and citizens to do so. The most common of these incentives is a match rate, where the organization agrees to pay, for example, $1 for every $1 donated. However, these incentives may not be efficient. In this short article we...
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Sean Silverthorne
- 15 Jan 2013
- First Look
First Look: January 15
upstream units to sell intermediate goods to other sector firms. We demonstrate that the 10 largest electronics firms had two-way vertically permeable boundaries while almost no firms in the automotive sector had adopted that practice....
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Sean Silverthorne
- 26 Jun 2018
- First Look
New Research and Ideas, June 26, 2018
from trailers to produce clips and test it in an online experiment and in a field experiment. The results provide evidence that the production of short clips using the proposed methodology can be an effective tool to market movies and...
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Dina Gerdeman