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All HBS Web
(262)
- News (62)
- Research (131)
- Multimedia (4)
- Faculty Publications (103)
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- 10 Jun 2002
- Research & Ideas
Reinventing the Industrial Giant
GMBuyPower.com, which enables customers to order cars online. The second is the development of its OnStar technology, which, according to the company's 1999 annual report, will enable the first "Web car." 72 The third change is the development of a View Details
- 02 Apr 2008
- Research & Ideas
Four Companies that Conquered America
efficiencies, and by having the highly respected CEO of one of the acquired entities lead the combined U.S. organization. Meanwhile, RBS is building its B2B brand with institutional clients on Wall Street. 2. IKEA. IKEA offers a furniture...
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by John Quelch
- 29 May 2012
- First Look
First Look: May 29
Publication:Stanford Social Innovation Review (summer 2012) Abstract An abstract is unavailable at this time. Read the paper: http://www.ssireview.org/articles/entry/in_search_of_the_hybrid_ideal Coordinating Marketing and Sales in B2B...
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Sean Silverthorne
- 24 Aug 2016
- Research & Ideas
Can Obamacare Be Saved?
market is very different from the B2B market. Yes, competing is hard work and made even harder when a company is entering a new market where the customers don’t yet understand how to make educated purchases. Insurers can better educate...
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- 03 Feb 2003
- Research & Ideas
Web Services
security; routing and messaging; and B2B Web service networks. While the big players such as IBM, BEA, and Microsoft control the platform, start-up opportunities exist with Web services deployment and application development, Bhusri said....
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- 02 Jun 2014
- Research & Ideas
Secrets to a Successful Social Media Strategy
acquisition for AmEx drops. This is, in fact, what American Express has found to be the case." Another example is Cisco Systems, which hosts online communication platforms for IT professionals whose companies use Cisco's computer networking products. "Cisco is in the...
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by Carmen Nobel
- 04 May 2020
- Research & Ideas
Predictions, Prophets, and Restarting Your Business
headlines from market-driven data and options. When much of the world economy is shut for weeks and possibly months, cascading bankruptcies and higher debt loads probably mean a tightening of purchasing decisions and capital expenditures in many consumer and View Details
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by Frank V. Cespedes
- 30 Oct 2018
- First Look
New Research and Ideas, October 30, 2018
easily build and deploy chatbots, fueled by artificial intelligence, to interact with their customers. Before unleashing bot-building technology to its B2B customers, HubSpot first needed to develop some best practices for the use of...
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Dina Gerdeman
- 06 Jul 2015
- Research & Ideas
Money and Quotas Motivate the Sales Force Best
percentage in B2B firms. The problem for researchers in this area, according to Chung, is that companies are reluctant to tinker with their compensation plan, so it's difficult to come up with subjects to study. So previous research was...
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- 02 Feb 2016
- First Look
February 2, 2016
revenues equal to that of the B2B side. As Aspiring Minds worked to establish a presence in China, cofounders Himanshu and Varun Aggarwal considered whether a B2B or B2C approach would best help the company...
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Sean Silverthorne
- 09 Jun 2003
- Research & Ideas
Incentives and Operational Excellence
certainty of not being nickel-and-dimed," he said. The cost of measurement itself can sometimes override any benefits. For this reason, ABP may be a better bet for B2B interorganizational settings.
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by Martha Lagace
- 21 Nov 2016
- Research & Ideas
It Matters That Your CEO Doesn't Know Much About Sales
negative-return activities requires good links with changing market realities. On average, companies spend 10 percent of revenues on selling activities—often much more in many B2B markets, he says. But if executives don’t understand the...
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by Michael Blanding
- 16 May 2005
- Research & Ideas
Confronting the Reality of Web Services
communication exchanges, are not going to happen unless managers better integrate common standards. McAfee studied IBM's B2B midrange ordering system and interviewed key players to find out what worked and what didn't. Using his case...
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by Sara Grant
- 26 Jun 2000
- Research & Ideas
What’s an Internet Business Model? Ask a Health Care Professional
to learn from what's gone on before." In class, for example, Applegate said that she forbids students from replying to a question like "What is your business model?" with a statement as simplistic as "A B2B portal." Instead, students must...
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- 11 May 2011
- Research & Ideas
Building a Better Board
company insiders, those most likely to understand a company's technology and customers are its competitors and—in the case of B2B enterprises—its customers. But senior executives from such companies are generally discouraged from serving...
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by Carmen Nobel
- 21 Feb 2017
- First Look
First Look at New Research: February 21
B2C and B2B methods. But in seeking to grow and scale the business, they now must make decisions about the relative emphasis on building their consumer brand or its B2B partnerships as well as the...
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Carmen Nobel
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
especially in B2B companies. Q: What do you mean by "performance pricing," and how does it benefit a company? Ben Shapiro: Collectively, we have worked with hundreds of companies on integrating pricing, strategy, and...
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- 15 Apr 2002
- Research & Ideas
In the Virtual Dressing Room Returns Are A Real Problem
electronic commerce than in the B2B segment, since industry standards for characterizing color and fabric are more familiar forms of communication for business partners than for individual consumers. Compounding the difficulty in...
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- 12 Apr 2004
- Research & Ideas
Operations and the Competitive Edge
telecommunications technologies, particularly the Internet, which enabled entirely new ways to communicate with customers and suppliers, as well as internally. This was the era when everybody was developing new initiatives in B2C (business-to-consumer) communications...
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by Martha Lagace
- 30 Aug 2016
- First Look
August 30, 2016
viable business out of their groundbreaking technology. The case raises issues in entrepreneurship and B2B marketing such as analyzing economic value to the customer, designing optimal price metrics, aligning pricing with marketing...
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Carmen Nobel