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- All HBS Web (74)
- Faculty Publications (16)
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- All HBS Web (74)
- Faculty Publications (16)
- 31 Oct 2011
- Research & Ideas
The Most Powerful Workplace Motivator
the sale right away and improve the chance of attaining club membership. In the paper, Larkin uses actual choices of hundreds of salespeople facing this decision to statistically estimate the average...
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by Carmen Nobel
- 06 Nov 2008
- Op-Ed
Selling Out The American Dream
been hijacked in countless political speeches from an embodiment of America's core values into a crass appeal to materialism and easy gratification. Right-wing politicians touting the American Dream consistently advocate lower taxes. The more money citizens can keep,...
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by John Quelch
- 01 Dec 2023
- News
Rounding the Bend
circular system is a lofty ambition, and for all its efforts and public commitments, the industry is criticized for not doing more. But a host of emergent technologies, like cloud computing and AI, are unlocking new circular business models that are making scaled...
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- 30 Apr 2013
- First Look
First Look: April 30
Crossroads Wayne Ferrari has bridged the gap between being an independent entrepreneur and a "professional manager." After selling his business to a Private Equity (PE) firm, Ferrari takes on the role of CEO and with their support implements a roll-up...
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Sean Silverthorne
- Web
CSV in Practice - Institute For Strategy And Competitiveness
Business Environment Cisco has trained 4 million young people from 165 countries in ICT skills through its Networking Academy. 70% of graduates have attained a new job, or a better job at their existing employer. The Networking Academy...
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- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
stewardship strategy. Many companies these days have a head of channels, but in most such companies, this role is separated from the sales team and revolves around partner relations and channel policy. It is important to understand that...
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by Sean Silverthorne
- 06 Mar 2012
- First Look
First Look: March 6
advertisers attain this. In our research, two colleagues and I use infrared eye-tracking scanners to determine exactly what people are looking at when they watch video ads. We also use a system that analyzes facial expressions to reveal...
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Sean Silverthorne
- 16 Aug 2004
- Research & Ideas
Luxury Isn’t What It Used to Be
not something to enter lightly. You need a real, serious, sustained commitment to shoot for the pinnacle—and to defend and advance your position if you attain it." As a value proposition, luxury goods are very sensitive to timing and...
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- Web
2022 Reunion Presentations - Alumni
achievements, but from cultivating new habits and a different understanding of success and fulfillment. Slides Business Development in a World That Never Stops Changing Senior Lecturer Frank V. Cespedes + More Info – Less Info Like perishable goods in grocery stores,...
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- 01 Aug 1998
- News
High Honors
expanded into other parts of the country, added four production facilities, and saw sales top $7 million. In 1960, Barford sold his share of the business to his partners and returned home with his family to Toronto. The following year, he...
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- Fast Answer
Geographic Information Systems (GIS) Tools
& Bradstreet, as well as demographic data including income, age, race and educational attainment from the US Census. Business Analyst Online: access to data on demographics and businesses in the USA. Business Analyst Online is...
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- 01 Mar 2007
- News
HBS Issues Upbeat 2006 Annual Report
As a business, HBS had a banner year in fiscal 2006. Demand for the School’s Executive Education programs was up, sales of cases and other print products grew, the MBA Program attained a 91 percent...
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- 28 May 2008
- First Look
First Look: May 28, 2008
confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best...
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Martha Lagace
- 25 Aug 2022
- News
Action Plan: Fired Up
“We’re not a brand; we’re a community,” says Traeger Grills President and CEO Jeremy Andrus (MBA 2002). At his Salt Lake City–based barbecue equipment company, and throughout his career, Andrus has made developing company culture an entrepreneurial priority....
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- 20 Mar 2007
- First Look
First Look: March 20, 2007
Working PapersIncorporating Price and Inventory Endogeneity in Firm-Level Sales Forecasting Authors:Saravanan Kesavan, Vishal Gaur, and Ananth Raman Abstract As numerous papers have argued, sales, inventory, and gross margin for a...
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Martha Lagace
- 27 Dec 2015
- Research & Ideas
The Most Popular Stories and Research Papers of 2015
Microsoft, Intel, and Apple in the new book, Strategy Rules. Men Want Powerful Jobs More Than Women Do (32,083) While women and men believe they are equally able to attain high-level leadership positions, men want that power more than...
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- 10 May 2016
- First Look
May 10, 2016
Decline and Encarta's Emergence By: Greenstein, Shane Abstract—The experience of Encyclopædia Britannica provides the canonical example of the decline of an established firm at the outset of the digital age. Competition from Microsoft’s Encarta in 1993 led to sharp...
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Carmen Nobel
- 03 Apr 2007
- First Look
First Look: April 3, 2007
Middle East: Measuring Sales Force Effectiveness Harvard Business School Case 106-063 Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant...
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Martha Lagace
- 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 management...
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Martha Lagace
- 28 Feb 2011
- Research & Ideas
The Importance of ‘Don’t’ in Inducing Ethical Employee Behavior
to the Ten Commandments, the vast majority (eight) of which dictate what thou shalt not do. Meanwhile, in virtually every other aspect of business there is a focus on what to do. Do meet sales projections. Do outperform competitors. Do...
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by Carmen Nobel