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  • All HBS Web  (4,325)
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    • News  (946)
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Show Results For

  • All HBS Web  (4,325)
    • People  (11)
    • News  (946)
    • Research  (2,729)
    • Events  (7)
    • Multimedia  (21)
  • Faculty Publications  (1,499)
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  • 05 Sep 2012
  • What Do You Think?

Will Business Management Save US Health Care?

primary objective. Forces are at work that make it possible to see a day when better care is delivered at a fraction of current costs in the US, regardless of regulatory approach. Insurance companies now are instituting incentives for... View Details
Keywords: by Jim Heskett; Health
  • 13 Apr 2021
  • Book

How Inclusive Managers Create Glass-Shattering Organizations

self-confidence. Add in a devastating pandemic that has forced many mothers to scale back professional duties to support children at home, and deeply embedded stereotypes about women as caregivers and men as breadwinners start to... View Details
Keywords: by Kristen Senz
  • October 1989 (Revised November 2006)
  • Background Note

Managing Selling and the Salesperson

By: Frank V. Cespedes
Written for a module in the Marketing Implementation course (a second-year elective in the MBA program). Provides a brief introduction to common issues involved in recruiting, training, compensating, and evaluating field salespeople. Also offers questions to consider... View Details
Keywords: Salesforce Management
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Cespedes, Frank V. "Managing Selling and the Salesperson." Harvard Business School Background Note 590-043, October 1989. (Revised November 2006.)
  • 2011
  • Other Unpublished Work

Functional Centralization and the Division of Labor in Management

By: Julie Wulf, Maria Guadalupe and Hongyi Li
This paper shows that the trend towards flatter hierarchies in large US firms since the mid-80's has been accompanied by increased centralization of activities at the top of the organization. In particular, the number of functional managers (e.g., Chief Financial... View Details
Keywords: Executive Compensation; Management Teams; Organizational Structure; Business Strategy; Diversification; Information Technology; United States
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Wulf, Julie, Maria Guadalupe, and Hongyi Li. "Functional Centralization and the Division of Labor in Management." 2011. (Paper is available upon request.)
  • 16 Aug 2010
  • Lessons from the Classroom

HBS Introduces Marketing Analysis Tools for Managers

Analysis": Managers frequently need to estimate the size of their markets, both for existing products, so that sales forecasts can be developed, and for new products, so that market opportunities can be... View Details
Keywords: by Sarah Jane Gilbert
  • 2010
  • Simulation

Marketing Simulation: Managing Segments and Customers

By: Das Narayandas
In this single-player simulation, students assume the position of CEO of a medical motor manufacturer and are tasked with executing a successful business-to-business marketing strategy over a period of twelve fiscal quarters. Students determine all aspects of the... View Details
Keywords: Marketing Strategy; Salesforce Management; Distribution Channels; Price; Product Positioning; Customer Relationship Management; Profit; Revenue; Cost vs Benefits; Policy; Manufacturing Industry
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Narayandas, Das. "Marketing Simulation: Managing Segments and Customers." Simulation and Teaching Note. Harvard Business Publishing, 2010. Electronic.
  • 05 Dec 2007
  • Sharpening Your Skills

Sharpening Your Skills: Managing Marketing

merchant's direct channel sales after she opens a retail store in the area. The study used a proprietary longitudinal data set from a multichannel retailer to understand what happens and to probe the implications for channel View Details
  • September 2023
  • Supplement

Accelerating with Caution: Forecasting and Managing birddogs’ Growth (B)

By: Mark Egan
As 2017 was drawing to a close, birddogs’ founder and CEO, Peter Baldwin, was working with his CFO Jack Sullivan to prepare for 2018. Their task at hand? To predict the demand for their product in the coming season, determine the appropriate investments in working... View Details
Keywords: Working Capital; Forecasting and Prediction; Expansion; Production; Apparel and Accessories Industry
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Egan, Mark. "Accelerating with Caution: Forecasting and Managing birddogs’ Growth (B)." Harvard Business School Supplement 224-024, September 2023.
  • 24 Oct 2007
  • Sharpening Your Skills

Sharpening Your Skills: Managing Innovation

innovative solutions? Can Innovation And Creativity Be Managed? High Note: Managing the Medici String Quartet Many managers in business experience difficulty dealing with their best creative thinkers. So how... View Details
  • 20 Feb 2017
  • Working Paper Summaries

Where Should We Build a Mall? The Formation of Market Structure and Its Effect on Sales

Keywords: by Doug J. Chung, Kyoungwon Seo, and Reo Song; Retail; Real Estate; Construction
  • 18 Nov 2003
  • Other Presentation

The U.S. Homebuilding Industry and The Competitive Position of Large Builders

By: Michael E. Porter
Strategy presentation at the Centex Investor Conference, New York. Topics include: The structure of the homebuilding industry, the competitive advantages of large homebuilders, market assessment of homebuilding versus other industries and the role of investors in... View Details
Keywords: Industry Analysis; Five Forces; Strategy; Five Forces Framework; United States
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Porter, Michael E. "The U.S. Homebuilding Industry and The Competitive Position of Large Builders." Centex Investor Conference, New York, NY, November 18, 2003.
  • February 2002 (Revised March 2002)
  • Background Note

Primer on Politics and Government Management in the United States, A

By: Joseph L. Bower
Introduces the wide variety of political and organizational forces at work in federal and local governments in the United States. View Details
Keywords: Government Administration; United States
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Bower, Joseph L. "Primer on Politics and Government Management in the United States, A." Harvard Business School Background Note 302-100, February 2002. (Revised March 2002.)
  • May 1990 (Revised September 1994)
  • Background Note

Note on Financial Reporting Strategy and Analysis When Managers Have Proprietary Information

By: Krishna G. Palepu
Provides a framework that helps explain these real-world observations about accounting and financial statement analysis. When managers have superior information on firms' strategies, and when investors suspect that managers have incentives not to fully disclose this... View Details
Keywords: Financial Reporting; Strategy; Knowledge Management
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Palepu, Krishna G. "Note on Financial Reporting Strategy and Analysis When Managers Have Proprietary Information." Harvard Business School Background Note 190-188, May 1990. (Revised September 1994.)
  • July 2001 (Revised October 2001)
  • Case

Policy Management Systems Corp.: The Financial Reporting Crisis

Tim Williams, the new CFO of a publicly-traded enterprise software company, attempts to rebuild his company's reputation for reliable financial reporting following a highly visible financial reporting crisis. The crisis begins with an earnings shortfall warning, which... View Details
Keywords: Accrual Accounting; Revenue Recognition; Capital Markets; Policy; Corporate Governance; Accounting Audits; Technology Industry
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Hutton, Amy P. "Policy Management Systems Corp.: The Financial Reporting Crisis." Harvard Business School Case 102-013, July 2001. (Revised October 2001.)
  • February 2014 (Revised January 2024)
  • Case

Go Mobile: Aligning District Managers and Store Teams

By: Tatiana Sandino
Indian cell phone retailer Go Mobile had implemented high-powered incentives to motivate its store employees to behave as owners and provide exceptional service. As the company scaled up, it faced multiple challenges in building a layer of district managers that were... View Details
Keywords: Employee Relationship Management; Mobile and Wireless Technology; Growth Management; Organizational Design; Salesforce Management; Motivation and Incentives; Management Practices and Processes; Telecommunications Industry; India
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Sandino, Tatiana. "Go Mobile: Aligning District Managers and Store Teams." Harvard Business School Case 114-034, February 2014. (Revised January 2024.)
  • November 2016 (Revised April 2017)
  • Case

Basecamp: Pricing

By: Frank Cespedes and Robb Fitzsimmons
A data analyst at Basecamp is evaluating the results of pricing research and its potential implications for the venture’s latest version of its project management software product. View Details
Keywords: Pricing; Entrepreneurial Management; Data Analysis; Marketing; Customer Acquisition; Customer Retention; Value Proposition; Sales Management; Product Management; Market Research; Life Time Value; Testing; Entrepreneurship; Analytics and Data Science; Customers; Value; Sales; Product Marketing; United States
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Cespedes, Frank, and Robb Fitzsimmons. "Basecamp: Pricing." Harvard Business School Case 817-067, November 2016. (Revised April 2017.)
  • November 2003 (Revised March 2008)
  • Case

Caja España: Managing the Branches to Sell (A)

By: Francisco de Asis Martinez-Jerez and Rosario de Albornoz
Juan Luis Rojas, commercial planning manager of a Caja de Ahorros (savings bank), faces the challenge of motivating the branches to sell more long-term mortgages and ponders whether to use transfer prices to achieve his objective. View Details
Keywords: Business Divisions; Banks and Banking; Resource Allocation; Organizational Design; Performance Improvement; Sales; Motivation and Incentives; Banking Industry
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Martinez-Jerez, Francisco de Asis, and Rosario de Albornoz. "Caja España: Managing the Branches to Sell (A)." Harvard Business School Case 104-044, November 2003. (Revised March 2008.)
  • January 2014 (Revised January 2014)
  • Supplement

GlaxoSmithKline in China (C)

By: John Quelch and Margaret L. Rodriguez
Keywords: China; Healthcare; Pharmaceutical Sales; Ethics; Multinational Firms and Management; Pharmaceutical Industry; China
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Quelch, John, and Margaret L. Rodriguez. "GlaxoSmithKline in China (C)." Harvard Business School Supplement 514-092, January 2014. (Revised January 2014.) (This case is a follow up to GlaxoSmithKline (A), 514049 and GlaxoSmithKline (B), 514050.)
  • 03 Feb 2014
  • Research & Ideas

The Tricky Business of Managing Web Advertising Affiliates

they are slipped into computers without the owners' consent. Opponents of typosquatting argue that the practice violates the federal Anticybersquatting Consumer Protection Act and forces clicks that are contrary to affiliate network... View Details
Keywords: by Kim Girard; Advertising; Publishing
  • Research Summary

Managing Financial Reporting and the Effect on Firms' Costs of Capital

Amy P. Hutton's research investigates the impact of capital market forces and firm contracts on financial reporting and disclosure policies. Specifically, her research examines how managers use financial reporting to convey a firm's strategy, and the effect of... View Details
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