Sales Force Management - Publications - Faculty & Research

21 Nov 2017
News

Alumni Peer into the Future of Energy

market—and we have to electrify it. And to do that, we have to solve the storage issue. “So, given that technology is going to change, I think the most important things to learn at HBS are how to manage teams and interface with others in... View Details

Keywords: Margie Kelley; solar power; wind power

06 Dec 2013
Op-Ed

HBS Faculty Remember Nelson Mandela

boundaries for the group's activities; and managing the tensions inherent in group life—deciding, for example, when to be supportive and when to be confrontational, when to improvise and when to impose a structure. Watch an interview with... View Details

Keywords: by Nitin Nohria, Linda Hill, Rosabeth Moss Kanter & Gautam Mukunda

Student-Profile

Byungyeon Kim

important Harvard’s worldwide research centers would be to his work. His second year research project involved a study of sales force compensation that resulted from a partnership with a Turkish... View Details

01 Feb 1997
News

Herzlinger on Health Care: Revolution in Evolution

conversation. What are the major market forces that are transforming the health-care system? First and foremost, it's consumers. They have already revolutionized the retailing and information industries because they are so busy working... View Details

Web

Buy Now, Pay Later: Research Links - Manuscript Collections

sent to a friend who owed him money—in this homemade account book from 1673 to 1693. The book, bound in rawhide and sewn with linen thread, chronicles the family’s activity in farming and household management as well as shoemaking. Jacob... View Details

02 Feb 2012
Op-Ed

Once a Castle, Home is Now a Debtors’ Prison

market: people offered jobs far afield stay put, reluctant (and unable) to leave their underwater homes. Since the recovery of the housing market will undergird any broader recovery, we must address these debtors' prisons. Novel Solutions The solutions will View Details

Keywords: by Nicolas P. Retsinas; Financial Services; Construction; Real Estate

Web

Kim Coupounas Archives | Social Enterprise

Impact Measurement Inclusive Finance International Development K-12 Education Leadership Fellows Leadership in Challenging Times MBA Programs Microfinance Non Profit Management Nonprofit Supportive Services Public Sector Public-Private... View Details

30 Apr 2001
Research & Ideas

Big Companies, Big Opportunities—Big Questions

Domingo, managing director of O&V Associates, said established Latin American companies face a situation in which their markets are no longer protected by national interests and suddenly face competition on all sides. Andres Obregon... View Details

Keywords: by Julie Jette

18 Jul 2019
News

A Category Leader

created to give people who work in our stores as beauty experts a career path and leadership opportunities. Even today, we have staffers who started as sales associates 15 years ago who run half the country and are leaders in our company.... View Details

02 Dec 2002
What Do You Think?

How Will We Respond to the “Moment of Truth” in Option Plans?

Summing Up Are We Getting More Sensible About Management Incentives? Respondents to this month's column suggest ways of fixing or selectively using various methods of providing incentives to management. They join the chorus of voices... View Details

Keywords: by James Heskett

15 Oct 2012
Research & Ideas

Why Business IT Innovation is so Difficult

and Operations Management Unit at HBS. "The longer we take to figure this out, the more likely we're going to have a few of the best firms pulling way ahead based on this competitive advantage." More Likely To Go Radical In her research,... View Details

Keywords: by Maggie Starvish

29 Feb 2016
HBS Case

Bigbelly's Big Bet on the Digital Trash Can

to a subscription model to ensure that they gain buy-in from the sales force, provide the right incentives to spur sales, and, perhaps most importantly, facilitate a shift away from one-time sales to View Details

Keywords: by Michael Blanding; Energy

01 Sep 2008
News

On Track

trials forced her to put those aspirations aside. The drive that led her to excel in athletics had to be rechanneled into the private sector, a life change that brought her to HBS and eventually to the top of her chosen field,... View Details

Keywords: Finance

01 Feb 1997
News

New Releases

include essays from scholars at institutions such as HBS, Stanford, and MIT, as well as from senior managers at Intel, IBM, and Mercer Management Consulting. Drawing on lessons from leading companies of the... View Details

Profile

Abena Nyantekyi-Owusu

that contribute to development and are crucial for growth.” Abena began with GE’s medical and health care device divisions, serving as a business analyst responsible for “increasing growth and market share” in West & Central Africa. When she became an account View Details

26 Jan 2004
Research & Ideas

What Developing-World Companies Teach Us About Innovation

countries generally lack a solid technology base of trained scientists and world-class research universities. 2. Companies in developing countries must manage to eke out a profit while serving customers with low disposable income; per... View Details

Keywords: by Donald N. Sull, Alejandro Ruelas-Gossi & Martin Escobari

01 Oct 1997
News

Honorable Mention

Association's task force on admissions, were recognized for their efforts to help develop a long-term strategy to boost admission of women to the MBA Program. David Hughes, section president, student senator, and HBS Show production... View Details

01 Jun 2024
News

Conducting Business

just made the biggest mistake of my life by thinking that I could fit in at HBS. I learned that my 75 sectionmates had been working on Wall Street or in banks or as salesmen for Xerox and IBM. At least six of them were certified public accountants. One had been a major... View Details

Keywords: Michael Farmer (MBA 1971); illustration by Lucinda Rogers; Business Schools & Computer & Management Training; Business Schools & Computer & Management Training

04 Jan 2021
What Do You Think?

How Do We Sustain Organization Diversity?

in new people? This is not as simple as it sounds. Inclusion is difficult. Research suggests that much of it does not lend itself to training. We can train managers to give “voice” to everyone in their organizations. What remains,... View Details