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- Faculty Publications (16)
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- All HBS Web (74)
- Faculty Publications (16)
- 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
- 05 Feb 2013
- First Look
First Look: Feb. 5
impacts applications even among academically stronger students. Finally, athletic success effects are greater at public schools than at private schools. Download the paper: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=44101 Do Bonuses Enhance Sales...
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Sean Silverthorne
- 03 Mar 2003
- Research & Ideas
The Ingredients of a Deal Disaster
inadvertently omitted from social contract negotiations. For example, in 1988, Komatsu, Japan's leader in earth-moving construction equipment, and U.S. conglomerate Dresser Industries combined their North American engineering, manufacturing, and marketing efforts to...
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- 14 Aug 2018
- First Look
First Look at New Research and Ideas, August 14, 2018
understanding the mechanisms that permit firms to capture value. Many of these imperfections are competed away when firms struggle to attain and defend competitive advantages, making markets more efficient in the process. The remaining...
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by Sean Silverthorne
- 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
- 01 Mar 2015
- News
Alumni and Faculty Books for March 2015
Lincoln Electric Company, from the brink of financial ruin to record sales and profits. The book is full of out-of-the-box ideas, shrewd business wisdom, and unorthodox techniques. As Hastings stated, “I didn’t write this book to teach...
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- 24 Apr 2007
- First Look
First Look: April 24, 2007
attainment outcomes (measured primarily by students' completion rates at various grade levels). Deals with outcome trends within the general U.S. school-aged population and covers educational outcomes in various subpopulations of...
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Sean Silverthorne
- 08 May 2012
- First Look
First Look: May 8
brand in the U.S.; a competitive offering of private label and exclusive brands; and, following the execution of One Macy's and My Macy's, a fresh, unique foundation for future growth. However, the company still faces significant challenges, including low View Details
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Carmen Nobel
- 06 Mar 2018
- First Look
First Look at Research and Ideas, March 6, 2018
show that the decline in auctions was not driven by changes in the type of sellers and items. Instead, seller incentives changed. We estimate the demand facing individual sellers at different points in time and document falling sale...
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Sean Silverthorne
- 12 Feb 2008
- First Look
First Look: February 12, 2007
how personal taxes affect CEOs' decision to sell their vested equity and compare it against diversification, managerial overconfidence and other determinants of CEOs' sale of equity. While CEOs frequently sell large amounts of their...
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Martha Lagace
- 01 Jun 2004
- News
Luxe Redux
real, serious, sustained commitment to shoot for the pinnacle — and to defend and advance your position if you attain it.” Yet luxury’s challenge remains an ongoing enticement for Birnbaum and the other alumni interviewed for this...
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- 28 Jan 2014
- First Look
First Look: January 28
"buy" cheaper attention and how to use it more effectively. Research in the emerging field of the Economics of Attention shows how this can be achieved. Here, I argue that, irrespective of the means to attain it, attention...
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Sean Silverthorne
- 30 Oct 2012
- First Look
First Look: October 30
Business School Case 813-057 After a year of searching, Paul Thomson has attained his goal of owning his own business. Walker, the prior owner, has facilitated transition but remains involved in the company, and employees are looking to...
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Sean Silverthorne
- 18 Feb 2015
- First Look
First Look: February 18
Performance enables future managers and business owners to attain the core skills they need to become integral members of their company's decision-making teams. This new program from established authors Srikant M. Datar and Madhav Rajan...
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Sean Silverthorne
- 19 Dec 2017
- First Look
New Research and Ideas, December 19, 2017
and time costs. Organic wine finally attained niche popularity in the 2010s, mainly in northwest Europe and in cosmopolitan global cities elsewhere, as fine-dining restaurants like Noma sought wines with clear terroir. Organic wine...
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Carmen Nobel
- 20 Oct 2015
- First Look
October 20, 2015
immigrant appears to be better trained to work in these fields, but this is conditional on educational attainment of comparable quality to natives. The exception to this is that immigrants have a disproportionate impact among the very...
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Sean Silverthorne
- 21 Dec 2009
- Research & Ideas
Good Banks, Bad Banks, and Government’s Role as Fixer
were given equal ownership interest in both banks, taxpayers would participate in the potential upside as well as shoulder losses. Moreover, splitting a trouble institution in this manner would avoid the intractable problem of setting a fair price now for the View Details
- 10 Jan 2005
- Research & Ideas
Motivation and the Cross-Sector Alliance
relationships to attain the desired outcome. Of comparable importance is an understanding of why the other partner wishes to engage in the collaboration so that the participant can be responsive to those goals and needs. In thinking about...
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- 28 Apr 2015
- First Look
First Look: April 28
Abstract—Theories of status rarely address unearned status gain-an unexpected and unsolicited increase in relative standing, prestige, or worth, attained not through individual effort or achievement, but from a shift in organizationally...
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Sean Silverthorne
- 27 Feb 2007
- First Look
First Look: February 27, 2007
Russian conglomerate that has become the third largest shareholder in SUN Interbrew, has announced its intention to take part in the company's management and attain a leading position in the Russian beer market. Is there a role for the...
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Martha Lagace