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- Faculty Publications (146)
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- All HBS Web (1,076)
- Faculty Publications (146)
- 14 Dec 2007
- Op-Ed
When Your Product Becomes a Commodity
segments. Marketers can focus on providing applications expertise for less price-sensitive customer segments for whom the product is still important. However you approach commoditization, try to innovate at all costs. The most overlooked...
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by John Quelch
- 09 Mar 2003
- Research & Ideas
Six Keys to Building New Markets by Unleashing Disruptive Innovation
minimills entered the rebar market, the integrated mills were happy to exit it. Their gross margins in the rebar business were a mere 7 percent, and rebar accounted for only 4 percent of the industry's tonnage. So the integrated mills...
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- 08 Oct 2020
- Research & Ideas
Keep Your Weary Workers Engaged and Motivated
example by giving rewards for both individual and team performance. Without direct oversight, “Relationships can all too readily slide into cutthroat competition or totally collusive bonding. Either extreme will harm the firm's...
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by Boris Groysberg and Robin Abrahams
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
the selling company's profitability. It emphasizes the collaborative aspects of buyer-seller relations over the split-the-pie aspects. The idea is to create more space between the value provided to customers and your cost. You can then...
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- 21 Mar 2019
- HBS Case
The Ferrari Way
As the head of design told Thomke: “Form follows function, but there is always a large margin for artistic freedom. The difference between an efficient shape and a beautiful and efficient shape can be quite large.” Then there is that...
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- 19 Apr 2004
- Research & Ideas
Birth of the American Salesman
provided political and religious groups with a way to compete against their rivals for followers. Moreover, with more fluid class boundaries than in European countries, the skills of salesmanship, especially beginning in the late...
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by Laura Linard
- 20 Dec 2016
- First Look
December 20, 2016
Non-Repatriation of Foreign Cash Negatively Affect U.S. Firms’ Operations? Evidence from Product Market Competitiveness By: Alhusaini, Badryah, Rick Laux, Henock Louis, and Anywhere Sikochi Abstract—Cash holdings provide the crucial...
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Carmen Nobel
- 17 Jan 2012
- First Look
First Look: January 17
Evidence from the Indian Life Insurance Market Authors:Santosh Anagol, Shawn Cole, and Shayak Sarkar Abstract We conduct a series of field experiments to evaluate two competing views of the role of financial service intermediaries in View Details
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Sean Silverthorne
- 16 Jul 2020
- Research & Ideas
Restaurant Revolution: How the Industry Is Fighting to Stay Alive
However, we also heard that restaurateurs remained steadfastly committed to their goal of nurturing and nourishing people, providing a place of succor and community in a strange new world. Our conversations with the panel and our field...
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- 03 Jan 2023
- Book
Confront Workplace Inequity in 2023: Dig Deep, Build Bridges, Take Collective Action
workplace interaction. Digging requires those belonging to power-dominant groups to open up and learn more about the perspectives of marginalized groups. On a personal level, that may mean considering how one’s upbringing and environment...
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by Pamela Reynolds
- 09 Nov 2023
- Blog Post
The No. 1 Character Trait You Will Need to Succeed in Business
in a thriving business when a job offer comes from a company you’ve always admired that’s on the brink of bankruptcy. The risks are tremendous but so are the potential rewards – to you and society. This situation brings to mind the...
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- 22 Jul 2002
- Research & Ideas
Is Performance-Based Pricing the Right Price for You?
services that simultaneously provide greater customer value and higher supplier profitability. We constantly strive to move elements of the relationship from the zero-sum conflict side to the win-win cooperation side to achieve business...
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- 08 Aug 2005
- Research & Ideas
A Balanced Scorecard Approach To Measure Customer Profitability
a fixed cost, had increased even faster than sales. Despite the tripling in sales, margins had declined by one percentage point and the company had just incurred its first loss in decades. Rather than SG&A costs being fixed or even...
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by Robert S. Kaplan
- 20 Dec 2022
- Op-Ed
Employee Feedback: The Key to Retention During the Great Resignation
accountable to senior management for employing the process regularly, and second, rewarding those who do with recognition and promotion. That is exactly what Southwest Airlines and Johnson & Johnson have done for decades. Of course,...
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by Michael Beer
- 26 Jun 2020
- Research & Ideas
Why Japanese Businesses Are So Good at Surviving Crises
bring different people together and spur them to action.” Their reward for thinking beyond profits? These businesses tend to live a long time. In fact, on a global map, Japan stands out for corporate longevity; 40 percent of companies...
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by Dina Gerdeman
- 09 May 2017
- What Do You Think?
Should Management Be Primarily Responsible to Shareholders?
sheet to provide immediate rewards to investors. Don’t nod off at this point. Agency theory is much more than just a dry concept; it has had a profound impact on the way corporations have been managed for...
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by James Heskett
- Web
Resources - Christensen Center for Teaching & Learning
advantages of the "choreography" method from the point of view of students' learning. Concludes with a description of that method and some tips on how to use it. 1984, rev. 1985 Hints for Case Teaching by Benson P. Shapiro Provides...
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- 07 May 2014
- What Do You Think?
How Should Wealth Be Redistributed?
diagnoses. Others advocated tax and non-tax solutions. The case against hasty change was made by Dave: "Market based capitalism is the greatest driving force of prosperity in the world today, but if we forget this and marginalize it...
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by James Heskett
- 02 Oct 2012
- First Look
First Look: October 2
better CSR performance face significantly lower capital constraints. Moreover, we provide evidence that both of the hypothesized mechanisms, better stakeholder engagement and transparency around CSR performance, are important in reducing...
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Sean Silverthorne
- 17 Feb 2009
- Research & Ideas
What’s Good about Quiet Rule-Breaking
department stores such practices are often tolerated. This leniency when moderately exhibited is widely seen as "good" practice, a small favor done to reward deserving employees, and as such qualifies as a moral gray zone....
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by Martha Lagace