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Show Results For
-
All HBS Web
(3,121)
- People (2)
- News (484)
- Research (2,118)
- Events (15)
- Multimedia (18)
- Faculty Publications (1,466)
- October 1989 (Revised November 2006)
- Background Note
Managing Selling and the Salesperson
Written for a module in the Marketing Implementation course (a second-year elective in the MBA program). Provides a brief introduction to common issues involved in recruiting, training, compensating, and evaluating field salespeople. Also offers questions to consider...
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Keywords:
Salesforce Management
Cespedes, Frank V. "Managing Selling and the Salesperson." Harvard Business School Background Note 590-043, October 1989. (Revised November 2006.)
- 2012
- Book
The Culture Cycle: How to Shape the Unseen Force That Transforms Performance
By: James Heskett
The contribution of culture to organizational performance is both substantial and quantifiable. This book presents the results of field research that demonstrates how an effective culture can account for up to half of the differential in performance between...
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Keywords:
Customer Focus and Relationships;
Learning;
Framework;
Policy;
Retention;
Books;
Analytics and Data Science;
Innovation and Invention;
Management Practices and Processes;
Organizational Culture;
Performance Expectations;
Research
Heskett, James. The Culture Cycle: How to Shape the Unseen Force That Transforms Performance. Upper Saddle River, NJ: FT Press, 2012.
- Article
Partially Verifiable Information and Mechanism Design
By: Jerry R. Green and Jean-Jacques Laffont
In a principal-agent model with adverse selection, we study the implementation of social choice functions when the agent's message space is a correspondence which depends on this true characteristic. We characterize such correspondence for which the Revelation...
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Green, Jerry R., and Jean-Jacques Laffont. "Partially Verifiable Information and Mechanism Design." Review of Economic Studies 53, no. 3 (July 1986): 447–456.
- May 1995
- Case
Hannaford Brothers: Leading the Grocery Channel Transformation
The merchandising manager of a supermarket chain leads an effort to reorganize the process of buying and delivering products from manufacturers to their warehouse for further distribution to stores. The company is an early mover in implementing efficient consumer...
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Keywords:
Competition;
Supply Chain Management;
Distribution Channels;
Customer Focus and Relationships;
Retail Industry;
Food and Beverage Industry
McKenney, James L., Theodore H. Clark, and William Schiano. "Hannaford Brothers: Leading the Grocery Channel Transformation." Harvard Business School Case 195-127, May 1995.
- 11 May 2015
- News
How Emerging Markets Can Finally Arrive
- December 2006 (Revised April 2008)
- Case
China and the WTO: What Price Membership?
By: Richard H.K. Vietor and Julia Galef
China has been a member of the WTO for more than five years. Its implementation of requirements has been a mixed bag. While China's growth is still spectacular, many institutional problems remain. And there is a new problem--a spectacular trade asymmetry with the...
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Keywords:
Trade;
Governance Compliance;
International Relations;
Problems and Challenges;
China;
United States
Vietor, Richard H.K., and Julia Galef. "China and the WTO: What Price Membership?" Harvard Business School Case 707-032, December 2006. (Revised April 2008.)
- June 2003 (Revised October 2003)
- Case
Institut Pasteur
The Pasteur Institut is implementing a proactive commercialization strategy under the direction of Christian Policard. Highlights the government's innovation policy and the role that the Pasteur Institut can play in shaping it. Also addresses issues relating to higher...
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West, Jonathan, Nicolas Mottis, and Mona Ashiya. "Institut Pasteur." Harvard Business School Case 603-069, June 2003. (Revised October 2003.)
- June 2000 (Revised December 2000)
- Case
Compensation and Performance Evaluation at Arrow Electronics
By: Brian J. Hall and Carleen Madigan
Describes a company's struggles in implementing a subjective performance rating system for its employees. In particular, it describes the difficulties faced by the CEO in getting managers to combat "ratings inflation"--that is, to produce numerical ratings that are...
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Hall, Brian J., and Carleen Madigan. "Compensation and Performance Evaluation at Arrow Electronics." Harvard Business School Case 800-290, June 2000. (Revised December 2000.)
- Research Summary
Overview
Research about the design and use of internal performance measurement and control systems to implement strategies, align incentives, manage risks, and shape culture using accounting measurement and priorities.
In addition, my research includes understanding how and...
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- 2021
- Case
Walmart's Blockchain Quest: Integrating New Technology into a Complex Supply Chain
Blockchain is a digital, distributed, immutable ledger designed to build trust among parties without requiring an independent, third-party arbitrator or intermediary. The technology has potential to improve a variety of industries, including the complex, fragmented,...
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Hoffman, Andrew J. "Walmart's Blockchain Quest: Integrating New Technology into a Complex Supply Chain." William Davidson Institute Case 4-290-769, 2021.
- March 1992 (Revised June 1992)
- Case
AT&T Productos de Consumo de Mexico
Describes in detail the decisions AT&T made in designing and staffing their Mexican telephone answering machine plant. Allows students to evaluate a company's detailed implementation decisions on a plant in a developed country--involving wages, benefits, waste...
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Keywords:
Decision Making;
Executive Compensation;
Selection and Staffing;
Management Analysis, Tools, and Techniques;
Management Systems;
Mexico
Badaracco, Joseph L., Jr. "AT&T Productos de Consumo de Mexico." Harvard Business School Case 392-109, March 1992. (Revised June 1992.)
- Program
Advanced Management Program
your company to capitalize on digital transformation and strategically implement artificial intelligence Keep growing as a leader by building on powerful insights gained through introspection, assessments, professional coaching, and...
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- June 2011 (Revised December 2013)
- Case
FIJI Water: Carbon Negative?
By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
Seeking to go beyond global best practices in reducing environmental impacts, FIJI Water, a premium artesian bottled water company in the United States, launched a Carbon Negative campaign that would offset more greenhouse gas emissions than were released by the...
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Keywords:
Carbon Footprint;
Carbon Offsetting;
Corporate Social Responsibility and Impact;
Environmental Sustainability;
Brands and Branding;
Negotiation Tactics;
Business and Government Relations;
Corporate Strategy;
Food and Beverage Industry;
United States;
Fiji
Gino, Francesca, Michael W. Toffel, and Stephanie van Sice. "FIJI Water: Carbon Negative?" Harvard Business School Case 611-049, June 2011. (Revised December 2013.)
- April 1996 (Revised April 1996)
- Case
Activity-Based Management at Stream International
By: Robert S. Kaplan and Norman Klein
Stream International's Crawfordsville, Indiana facilities undertake the design and implementation of an activity-based costing project. After analyzing the costs assigned to 161 work activities, Crawfordsville managers present five proposals for change based on ABM...
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Keywords:
Organizational Change and Adaptation;
Change Management;
Activity Based Costing and Management;
Indiana
Kaplan, Robert S., and Norman Klein. "Activity-Based Management at Stream International." Harvard Business School Case 196-134, April 1996. (Revised April 1996.)
- December 1993
- Case
Ford Motor Coompany: Changing the Dealer Culture
Confronted by increasing market emphasis on customer satisfaction coupled with the success of General Motors' Saturn Division with "no haggle" pricing, Ford Motor Co. examines the sales culture within its own dealers and considers how to implement policies that will...
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Keywords:
Organizational Change and Adaptation;
Salesforce Management;
Customer Satisfaction;
Auto Industry;
United States
Dees, J. Gregory, and Marc Boatwright. "Ford Motor Coompany: Changing the Dealer Culture." Harvard Business School Case 394-073, December 1993.
- September 1986 (Revised June 1989)
- Background Note
Managing Rapid Growth
Describes the issues that entrepreneurs and their firms must deal with in attempting to make the transition from entrepreneurial to professional management. The note suggests that the delegation of responsibility and the implementation of formal controls are two key...
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Keywords:
Transition;
Decision Making;
Entrepreneurship;
Governance Controls;
Growth Management;
Resource Allocation;
Organizational Structure
Roberts, Michael J. "Managing Rapid Growth." Harvard Business School Background Note 387-054, September 1986. (Revised June 1989.)
- Research Summary
Risk Management Systems
By: Robert S. Kaplan
Along with Assistant Professor Anette Mikes and Associate Professor Dennis Campbell, Kaplan continues to explore how companies can implement risk management processes that reflect their strategies. The research involves case writing, teaching in executive program, and...
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Kym Lew Nelson
Kym Lew Nelson joined the NOM unit of the Harvard Business School as a Visiting Lecturer in January of 2020. In July of 2020, she became a Senior Lecturer in the Negotiations unit. Prior to joining the faculty, Kym was a guest lecturer in the Negotiations class at... View Details