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- All HBS Web
(682)
- News (127)
- Research (468)
- Events (1)
- Multimedia (1)
- Faculty Publications (167)
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- 12 Dec 2011
- HBS Case
HBS Cases: Clocky, the Runaway Alarm Clock
In the spring of 2005, media outlets from Gizmodo to Good Morning America were buzzing about Clocky, an alarm clock that jumped off the nightstand and rolled away chirping and beeping, forcing its owner to get out of bed to turn it off... View Details
- 18 Feb 2019
- Book
What’s Really Disrupting Business? It’s Not Technology
established companies that didn’t see them coming. Are companies looking at disruption the wrong way? Danielle Kost: In your book, you argue that technology isn’t the main force hobbling many companies today—it’s changing customer needs... View Details
- 28 Jun 2004
- Research & Ideas
How to Avoid a Price Increase
seems to support this logic. First, consumers themselves report a greater sensitivity (or awareness) of price than of quantity. Second, in tracking the sale of snack foods we found that consumers reacted greatly to periodic changes in... View Details
Keywords: by Manda Salls
- 30 Oct 2019
- Research & Ideas
How to Recover Gracefully After Shutting Down Your Startup
more than 230 creditors, including a bakery owner who held a special bake sale to express her outrage. Did a company that had raised more than $120 million in venture capital need to stiff so many people? Tom Eisenmann, the Howard H.... View Details
Keywords: by Danielle Kost
- 10 Nov 2003
- Research & Ideas
Globalization: The Strategy of Differences
Unfortunately, "local" didn't seem to be any better a description of Coke's market space than "global." On March 7, 2002, the Asian Wall Street Journal announced: "After two years of lackluster sales the... View Details
Keywords: by Pankaj Ghemawat
- 20 Oct 2003
- Research & Ideas
Gaps in the Historical Record: Development of the Electronics Industry
28 percent of its sales revenues of $64 billion came from consumer electronics. The story of Europe's Philips provides still another fascinating chapter for business, industrial, and technological historians. Philips played a critical... View Details
- 28 May 2020
- Research & Ideas
Coronavirus Could Create a 'Bankruptcy Pandemic'
filing for bankruptcy in the courts often results in a forced wind-down of the business. Management is replaced by a trustee or administrator (who is often an accountant or lawyer by training), the firm’s assets are sold off, and proceeds... View Details
- 06 Sep 2004
- Research & Ideas
The Innovator’s Battle Plan
least attractive. Sales can go up (high price points replace low price points). Margins typically go way up. The incumbent stops worrying about disloyal, dissatisfied, low-paying (overshot) customers whom outsiders may term... View Details
- 06 May 2021
- HBS Case
How Four Women Made Miami More Equitable for Startups
BlackTech Week have demonstrated the force of Black entrepreneurship and catalyzed success for many, Kanter says. Hatcher and Pearson have rebranded their initiatives under one umbrella, the Center for Black Innovation, which includes a... View Details
Keywords: by Carolyn DiPaolo
- 22 Aug 2005
- Research & Ideas
The Hard Work of Failure Analysis
can reach beyond the company walls to include customers. The importance of analysis related to employee turnover at another company, where managers became concerned when they observed high turnover among sales people and conducted an... View Details
Keywords: by Amy Edmondson & Mark D. Cannon
- 03 May 2010
- Research & Ideas
What Is the Future of MBA Education?
higher-ranking business schools is that there are a number of forces at work that threaten to undermine or reduce the opportunities for employment in financial services and consulting. Post-crisis, many lucrative jobs in financial... View Details
- 06 Aug 2019
- Cold Call Podcast
Super Bowl Ads Sell Products, but Do They Sell Brands?
surprisingly then, the day after the Super Bowl, the sales of antacids are higher by about 20 percent. Sixteen million people call in sick to work. The week leading up to the game there's a Super Bowl lift in categories like condiments,... View Details
- 14 Jul 2020
- Research & Ideas
Restarting Under Uncertainty: Managerial Experiences from Around the World
As economies reopen after forced shutdowns caused by COVID-19, managers around the world are faced with a dual challenge: keep the workforce safe while preserving business viability in an evolving and volatile market. How should... View Details
- 09 Jul 2018
- Research & Ideas
Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)
of whom could benefit from using 3-D printing technology in different ways. In order to reach them, the company faced three options, which Cespedes spells out in a Teaching Note accompanying the case: (1) developing an outbound sales... View Details
- 04 May 2020
- Research & Ideas
Predictions, Prophets, and Restarting Your Business
hard decisions about returning to the market. Here’s a common prediction: Social distancing forces people to do more buying online and communicating through social media, thus accelerating a permanent, big shift after the crisis to more... View Details
Keywords: by Frank V. Cespedes
- 15 Nov 2010
- Lessons from the Classroom
Connecting Goals and Go-To-Market Initiatives
important that firms have clear criteria for choosing customers. But most firms don't. When you look at their business plans and sales incentives, they are essentially saying to their salespeople, "Go forth and multiply!" And that's... View Details
- 22 Jun 2011
- Sharpening Your Skills
Sharpening Your Skills: Motivation
Dynamic Structural Analysis of Bonus-Based Compensation Plans Companies generally pay their sales staff with some combination of salary, commissions, and bonuses for meeting quotas—with sales View Details
Keywords: Re: Multiple Faculty
- 18 Jul 2006
- First Look
First Look: July 18, 2006
Working PapersNone available this week Cases & Course MaterialsThe Company Sale Process Author:William E. Fruhan Jr. Harvard Business School Note 206-108 Lays out the steps, timeline, and process by which a company is sold.... View Details
Keywords: Sean Silverthorne
- 16 Feb 2004
- Research & Ideas
Marketing Wine to the World
activities differ as well, as creating and marketing a wine brand typically diverges from the approach used to develop a beer label. Finally, sales force synergies appear minimal, as a single View Details
- 22 Oct 2013
- First Look
First Look: October 22
incentive programs. The case forces students to address principles of compensation system design, as well as more fundamental issues around what they believe motivates this "volunteer" (i.e., non-employee) View Details
Keywords: Sean Silverthorne