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- 19 Apr 2004
- Research & Ideas
Birth of the American Salesman
strategy. Salesmen pushed customers to buy products or services that they might not have otherwise purchased. They were particularly good at introducing new products to customers. For instance, the cost of selling the first electric... View Details
Keywords: by Laura Linard
- 23 Aug 2006
- Op-Ed
The Real Wal-Mart Effect
Wal-Mart's domestic sales volume, U.S. consumers save on the order of $18 billion per year. And because Wal-Mart forces its competitors to charge lower prices as well, this figure is a fraction of the company's real impact. These kinds of... View Details
- 31 May 2011
- Research & Ideas
Japan Disaster Shakes Up Supply-Chain Strategies
narrow, optimized supply chains," Shih says. "They put all of their eggs with one supplier that had the best product at the lowest price." Suppliers Squeezed, Too At the same time the suppliers, also under pressure to continuously cut View Details
- 11 May 2009
- Research & Ideas
The IT Leader’s Hero Quest
careers at the Harvard Business School, we discovered that the turnover of CIOs ran at around 30 to 40 percent per year. As a result of our research, we described the driving cause as the rapid change of IT through the operation of Moore's Law (IT View Details
Keywords: by Martha Lagace
- 26 Nov 2001
- Op-Ed
Why Corporate Budgeting Needs To Be Fixed
encourage customers to place orders by year-end so they could hit their annual sales goals. But the price increase was out of line with the competition and undoubtedly ended up costing the company sales and... View Details
Keywords: by Michael C. Jensen
- 07 Oct 2014
- First Look
First Look: October 7
http://www.hbs.edu/faculty/Publication%20Files/Levine-Toffel%20The%20Compass%202014-07-02a_151d5c1a-4fe0-4d2a-90f8-54a82b5bb4a6.pdf October 2014 MIT Sloan Management Review What It Takes to Reshore Manufacturing Successfully By: Shih, Willy C. Abstract—The data on... View Details
Keywords: Sean Silverthorne
- 08 Mar 2016
- First Look
March 8, 2016
to lower prescription fill error rates, increase cost savings, and improve medication adherence. Purchase this case: https://hbr.org/product/express-scripts-promoting-prescription-drug-home-delivery-a/916026-PDF-ENG Harvard Business... View Details
Keywords: Sean Silverthorne
- 17 Jun 2015
- Lessons from the Classroom
Excellence Comes From Saying No
counter-intuitive such as a focus on individual achievement." The Courage To Be Bad At the core of Frei's philosophy is an appeal that Harvard MBAs are not used to hearing: in order to achieve excellence, you need the courage to be... View Details
Keywords: by Michael Blanding
- 02 Aug 2017
- What Do You Think?
Summing Up: Why Can’t Organizations Engage Their Employees?
“Engagement comes from spirit, and if the organization has little or no spirit—if it see mission as simply ‘maximizing shareholder value’—then engagement will remain an elusive thing.” George Yurieff added that “as long as the order entry... View Details
Keywords: by James Heskett
- 29 Aug 2022
- Op-Ed
Income Inequality Is Rising. Are We Even Measuring It Correctly?
these two additional measurements, they may end up with trousers that fit them better. For retailers, the goal is to devise measures that capture the variability in people’s preferences well enough, while minimizing the number of measurements as much as possible to... View Details
- 17 Dec 2013
- First Look
First Look: December 17
intercede to protect investments in locations such as Central America and the Caribbean. Costs were small-at least at the outset-but with each incremental step, American policy became increasingly entangled with the goals of those they... View Details
Keywords: Carmen Nobel
- 13 Jun 2011
- HBS Case
Mobile Banking for the Unbanked
Per the South African government, only licensed banks were allowed to take deposits. The cost of a license was the equivalent of $34 million—a hefty fee for a startup—and the South African Reserve Bank was wary of issuing new permits.... View Details
- 11 Jul 2019
- Sharpening Your Skills
Deconstructing 'Customer Experience'
dream come true. But then Amazon's data-driven efficiency met the customer-driven culture at Whole Foods—and the shelves began to empty. How an Order Views Your Company Managers should imagine the customer is watching as their View Details
- 21 Feb 2005
- Op-Ed
Is Business Management a Profession?
every medical student is now required to master. The medical school curriculum proceeds from the premise that in order to diagnose and treat disease, the would-be physician must have a firm grounding in what science (or, perhaps more... View Details
- 01 Jun 2015
- Research & Ideas
The Surprising Benefits of Oversharing
conclusions about the costs of hiding information carry implications for individuals and companies alike. It turns out that who benefits from disclosing information has everything to do with how they reveal it. Match Game In What Hiding... View Details
Keywords: by Michael Blanding
- 03 Mar 2003
- Research & Ideas
Top Ten Legal Mistakes Made by Entrepreneurs
intelligent choices of where they think their markets are, and how much money to spend at an early stage in order to insure that the brand is available in those markets. #4: Disclosing inventions without a nondisclosure agreement, or... View Details
Keywords: by Staff
- 08 Sep 2015
- Research & Ideas
Knowledge Transfer: You Can't Learn Surgery By Watching
the topic based on his own experience as an outdoor wilderness instructor, an area in which the cost of failure is too high for people to learn only from their own experience. “Trial and error is not the way you want to learn rock... View Details
- 11 Feb 2020
- Sharpening Your Skills
10 Rules Entrepreneurs Need to Know Before Adopting AI
moving target, potential customers are wary of costs and implementation complexities, and use cases, while powerful, are still lacking in many areas. Take advantage of uncertainty All this uncertainty is a fertile breeding ground for... View Details
Keywords: by Rocio Wu
- 20 Nov 2012
- First Look
First Look: November 20
advertising agency services and the slow pace of change over several decades. We model an agency's decision as a tradeoff between the fixed cost to the advertiser of establishing a relationship with an agency and pecuniary economies of... View Details
Keywords: Sean Silverthorne
- 15 Jul 2019
- Book
Many Executives Are Afraid of Finance. Here's How They Can Gain Confidence
Finance can be intimidating, and many business executives don’t even try to get their arms around it. But Harvard Business School Professor Mihir Desai says business leaders need to engage with the world of finance in order to succeed.... View Details
Keywords: by Dina Gerdeman