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  • 2004
  • Book

Birth of a Salesman: The Transformation of Selling in America

By: Walter A. Friedman
This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details
Keywords: Sales; Employees; Transformation; United States
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  • January 2024 (Revised May 2024)
  • Case

Pioneer Natural Resources: Enhancing the Capital Return Strategy with Variable Dividends

By: Benjamin C. Esty, Elisabeth Kempf and E. Scott Mayfield
In February 2021, Scott Sheffield, the CEO of Pioneer Natural Resources (an independent oil and gas company based in Texas), was considering the possibility of enhancing the firm’s capital return strategy by introducing a variable dividend tied to cash flows in... View Details
Keywords: Corporate Finance; Cash Flow; Financial Management; Financial Strategy; Value Creation; Decision Choices and Conditions; Investment Return; Profit; Policy; Business and Shareholder Relations; Energy Industry; United States; North America; Texas
Related

    Birth of a Salesman

    This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details

      George C. Lodge

      Professor Lodge had been a member of the Harvard Business School faculty since 1963. Before his retirement in 1997, he taught a number of courses in the MBA Master's Program and in various HBS executive programs. in the MBA program these included: Business,... View Details

      • 19 Sep 2017
      • First Look

      First Look at New Research and Ideas, September 19

      increased by 0.75 percentage points, increasing sales dispersion. Calibrating conventional inventory-ordering models, we show that to respond optimally to the observed increase in dispersion, the retailer would need to increase its cycle... View Details
      Keywords: Sean Silverthorne
      • 02 Jan 2001
      • Research & Ideas

      Gurus in the Garage

      Why do so many wanna-be entrepreneurs like Scott Rozic, founder and CEO of XMarkstheSpot, head for Silicon Valley? The reason may seem as obvious as why Willie Sutton robbed banks—because that's where the money is. But it's really more... View Details
      Keywords: by Dorothy Leonard & Walter Swap
      • 16 Mar 2010
      • First Look

      First Look: March 16

      had full access to corporate archives and executives and provides us with a unique insight into the workings and strategies of one of the world's oldest and largest multinationals. Capitalism: Its Origins and Evolution As a System of Governance Author:Bruce R. View Details
      Keywords: Martha Lagace
      • 11 Sep 2018
      • First Look

      New Research and Ideas, September 11, 2018

      explains changing bond risks but only when risk premia change endogenously as predicted by the model. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=45672 Full Substitutability By: Hatfield, John William, View Details
      Keywords: Dina Gerdeman
      • 01 Mar 2025
      • News

      Patch Work

      The week before the November 2024 US elections was like so many that came before at Winning Connections, with John Jameson (MBA 1991) padding around his firm’s Capitol Hill town house in athletic shorts, trying to demonstrate that the telephone still has a role to play... View Details
      Keywords: Sasha Issenberg; Illustrations by Dan Bejar
      • 13 Nov 2012
      • First Look

      First Look: November 13

      the paper: http://ssrn.com/abstract=1625503 The Determinants of National Competitiveness Authors:Mercedes Delgado, Christian Ketels, Michael E. Porter, and Scott Stern Abstract We define foundational competitiveness as the expected level... View Details
      Keywords: Sean Silverthorne
      • 16 Jul 2001
      • Research & Ideas

      How to Compete Like a Judo Strategist

      Several best practices, as explained by past and current masters of judo strategy, can help you reach the top of your game. While there are no substitutes for mastering the concepts of judo strategy and carefully studying your industry... View Details
      Keywords: by David B. Yoffie & Mary Kwak
      • 14 May 2013
      • First Look

      First Look: May 14

      of investing at home than those where external managers are involved. At the same time, SWFs with external managers tend to invest in lower P/E industries, which see an increase in the P/E ratios in the year after the investment. By way... View Details
      Keywords: Sean Silverthorne
      • Web

      HBS Working Knowledge – Harvard Business School Faculty Research

      help companies open new markets and build communities. Scott Duke Kominers and Steve Kaczynski go beyond the NFT hype in their book, The Everything Token. Sign up for our weekly newsletter Interested in improving your business? Learn... View Details

        Rakesh Khurana

        Rakesh Khurana is the Marvin Bower Professor of Leadership Development at the Harvard Business School. He is also Professor of Sociology at Harvard University, co-Master of Cabot House at Harvard College, and the Danoff Dean of Harvard College. 

        Professor... View Details

        Keywords: executive search
        • Web

        Browse All Articles, Research, & Case Studies - HBS Working Knowledge

        pivotal role in digital marketing and offers strategies for optimizing marketing efforts across different consumer engagement levels. 21 Oct 2024 Research & Ideas What Happens in Vegas Could Shape the Metaverse by View Details
        • 25 Jul 2017
        • First Look

        First Look at New Research and Ideas: July 25, 2017

        forthcoming Journal of Political Economy Reserve Design: Unintended Consequences and the Demise of Boston's Walk Zones By: Dur, Umut, Scott Duke Kominers, Parag A. Pathak, and Tayfun Sönmez Abstract—Admissions policies often use reserves... View Details
        Keywords: Carmen Nobel
        • 26 Aug 2014
        • First Look

        First Look: August 26

        reluctant to seek advice from others. We find that people are reticent to seek advice for fear of appearing incompetent. This fear, however, is misplaced. We demonstrate that individuals perceive those who seek advice as more competent than those who do not seek... View Details
        Keywords: Sean Silverthorne
        • 29 May 2006
        • Research & Ideas

        Why CEOs Are Not Plug-and-Play

        manager's skills. When the telecommunications industry was deregulated and challenged by new entrants, for instance, few former Bell Systems managers were able to successfully transition to the fast-moving, entrepreneurial,... View Details
        Keywords: by Boris Groysberg, Andrew N. McLean & Nitin Nohria; Employment
        • Research Summary

        Moving Beyond Direct-to-Consumer

        By: Leonard A. Schlesinger

        Changing consumer behaviors have redefined what it means to be direct to consumer ("DTC"). What once began online a decade ago as a distribution and disintermediation strategy has since evolved into a multifaceted approach for the modern-day brand.

        The... View Details

        • Web

        Business Economics - Doctoral

        lens of business. Jointly administered by HBS and the Department of Economics in the Faculty of Arts and Sciences, the program combines theoretical analysis with in-depth, interdisciplinary research rooted in real-world applications.... View Details