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- Faculty Publications (37)
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- 29 Mar 2016
- First Look
March 29, 2016
nature of strategy, organizational design, and leadership. Management: An Integrated Approach is the only introductory management text on the market to address this challenge by taking an integrated and holistic approach to management, as...
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Sean Silverthorne
- 05 Feb 2013
- First Look
First Look: Feb. 5
sales force on track to achieve their annual sales quotas. The paper also introduces two main methodological innovations to the marketing literature: first, we implement empirically the method proposed by Arcidiacono and Miller (2011) to...
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Sean Silverthorne
- 30 Apr 2008
- Sharpening Your Skills
Sharpening Your Skills: Brand Management
personality? How should I think about brand dilution? Does Branding Work For Business-to-business Marketing? B2B Branding: Does it Work? Does it make sense for B2B companies to take a cue from consumer companies and invest in brand...
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- 04 Mar 2002
- Research & Ideas
Don’t Lose Money With Customers
series of articles and HBS Working Papers, he explores the process of how firms in business-to-business markets manage customer relationships. As a frame of reference, Narayandas explains that modern View Details
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by Peter K. Jacobs
- 29 May 2012
- First Look
First Look: May 29
Business-to-Business Marketing, edited by Gary L. Lilien and Rajdeep Grewal. Edward Elgar Publishing Company, 2012 Abstract This chapter focuses on the topic of coordinating marketing and sales in View Details
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Sean Silverthorne
- 08 Jun 2009
- Research & Ideas
The Return of the Salesman
seeing its real importance. It didn't help that economists also thought that selling was unimportant in influencing markets and that door-to-door selling declined in the United States in the final decades of the 20th century. But scholars...
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- 11 Jul 2006
- First Look
First Look: July 11, 2006
the following century. Firms employed marketing and marketing strategies to diffuse products and brands internationally despite business, economic, and cultural obstacles to globalization. The process was...
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Sean Silverthorne
- 02 Feb 2016
- First Look
February 2, 2016
close association between the characteristics of actors’ environment and the processes of network formation among actors. Publisher's link: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=50445 Accounting Data, Market Values, and the Cross...
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Sean Silverthorne
- 26 Jun 2000
- Research & Ideas
Presentation Round-Up
creation, production, delivery and use of the Web, as well as toward a service delivery infrastructure. Panelist Katie Burke (HBS MBA '95) noted Web-based e-mail as a good example of how and why software is turning into a service. Web-based e-mail has become extremely...
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- 26 Mar 2019
- First Look
New Research and Ideas, March 26, 2019
peak in 1997, Kodak had a market value of $30 billion. Despite inventing the first digital camera, Kodak stumbled to capitalize on the new technology and by 2011 the company was in Chapter 11 bankruptcy protection. In September 2013,...
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Dina Gerdeman
- 01 Feb 2011
- First Look
First Look: Feb. 1
marketing and sales in Business-to-Business (B2B) organizations. It provides an historical overview, indicating that this is not a new issue facing firms, that the business press has outlined a recurring set...
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- 02 Oct 2000
- Research & Ideas
Networked Incubators: Hothouses of the New Economy
Web platform for the company's business-to-business Web communications services. They wanted to move quickly to outsource the project, but first they desperately needed critical advice on the architecture of the platform. Fortunately,...
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- 10 Jul 2000
- Research & Ideas
IT Links for Boundaryless Companies
David Upton's Alumni Conference report on the state of information technology for business-to-business began with a lesson in technology history because, said the HBS professor, "understanding doesn't come easy without an...
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by Kenneth Liss
- 12 Aug 2008
- First Look
First Look: August 12, 2008
Understanding, Creating, and Delivering Value Authors: James C.Anderson, James A. Narus, and Das Narayandas Publication: 3rd ed. Pearson Prentice Hall, 2008 Abstract For business-to-business marketing...
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Sean Silverthorne
- 25 Oct 2011
- First Look
First Look: October 25
are not compartmentalized; rather a loss in one currency may impact trading in another. We also show that while the impact of a loss on subsequent trading decisions does linger, the affect declines sharply after a losing position is closed. The Impact of Web 2.0 on...
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Sean Silverthorne
- 10 Mar 2009
- First Look
First Look: March 10, 2009
Working Papers An Investigation of Earnings Management through Marketing Actions (revised) Authors: Craig J. Chapman and Thomas J. Steenburgh Abstract Prior research hypothesizes managers use "real actions," including the...
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Martha Lagace