Sales Force Management - Publications - Faculty & Research

01 Jun 1999
News

Where Main Street Meets Wall Street

management capability and skills once reserved for institutions or wealthy individuals. They provide a strong incentive to save and invest and have been a great source of wealth accumulation for individuals. Mutual funds also represent an... View Details

Keywords: Garry Emmons

04 Nov 2020
News

The Long View: Persevering Through Past Crises

was managed out after about 18 months. But there is a light at the end of the tunnel. Eleven years later, I am thriving in a completely different role in a completely different industry. I use my MBA, I have influence, I’m making a... View Details

26 Jul 2004
Research & Ideas

A Better Way to Negotiate: Backward

force in the Gulf. Had Bush first approached a deeply skeptical Congress, agreement on the use of force would have been unlikely. A negative vote would have stymied any subsequent American efforts to build... View Details

Keywords: by James K. Sebenius

19 May 2016
Blog Post

5 Lessons from Business School

will be forced out of your comfort zone daily Each day in class, you will take a position on a variety of choices presented in case studies. HBS requires you to defend that position while being open to critically listening to opposing... View Details

13 Nov 2020
News

Countdown To Remote Learning

members to teach online, and get 1,900 students—who had scattered around the world—ready to learn online,” says Srikant Datar. “It was daunting.” The School quickly convened a task force from across campus. “Most of us didn’t know each... View Details

05 Nov 2021
Op-Ed

How to Tap the Talent Automated HR Platforms Miss

As the global staffing shortage grinds on, corporate recruiters everywhere are relying on their online hiring platforms and automated systems to deliver the candidates they need. Too often, these tools will fail them, sidelining many qualified workers in the process.... View Details

Keywords: by Joseph B. Fuller

31 Jul 2012
First Look

First Look: July 31

Interorganizational Conflict Authors:Elizabeth Long Lingo, Colin Fisher, and Kathleen L. McGinn Publication:In Handbook of Conflict Management Research, edited by Neal M. Ashkansy, Oluremi B. Ayoko, and Karen Jehn. Edward Elgar... View Details

Keywords: Carmen Nobel

24 Jul 2020
News

Reimagining Chicago’s Schools

high schools were really hard to crack.” At the time, Zaikos was working for the Chicago Public Schools system as part of the Broad Residency, a program created to bring management professionals into urban education, in an effort to... View Details

08 Aug 2024
Blog Post

Leading With Curiosity: Mayowa Kuyoro (MBA 2015)

Analyst at McKinsey and a year in banking in Australia, Kuyoro arrived on the HBS Campus excited to continue her career exploration in a general management MBA program. At HBS, Kuyoro gained a deeper understanding of Nigeria’s context in... View Details

14 Oct 2021
Blog Post

Making the MBA Degree More Accessible

of color prior to enrolling at HBS. These commitments, explained Chad Losee, managing director of MBA Admissions and Financial Aid, were identified through extensive research with external subject experts and continued conversations with... View Details

07 Jul 2009
First Look

First Look: July 7

of forced dismissal for both CEOs and CFOs during the period 1993-2004. These results are obtained after controlling for several proxies for earnings and stock return performance suggesting that boards appear to penalize View Details

Keywords: Martha Lagace

13 Mar 2018
News

Leadership Lessons from the “Lone Survivor” Mission

was the only one in country. The other one was back in the United States. And so now I was the new commander of this force that I had very little experience with, very little credibility with. And I now had to call the shots. And so that... View Details

24 Feb 2003
Research & Ideas

In Troubled Africa, Botswana Flowers

(diamonds) and have managed this resource extremely well. Working with De Beers, the government has consistently and strategically limited its sales of diamonds, striving to keep prices steady over the long... View Details

Keywords: by Cynthia Churchwell

01 Dec 2010
News

Do Good: Eat Chocolate

also differentiated by percentage of cacao solids, from 50 percent to 70 percent. In her HBS application essays, Endline wrote of wanting to start a business but instead went to Yahoo! as a product manager after graduating. “The company... View Details

Keywords: Julia Hanna; candy; chocolate; Crop Production; Agriculture; Food Manufacturing; Manufacturing

12 Feb 2013
First Look

First Look: Feb. 12

years, I believe I have a clear sense of the state of corporate governance in the United States and in much of Western Europe. Not surprisingly, my crystal ball for predicting future developments and demands on boards cannot be so clear. The Language of Global View Details

Keywords: Sean Silverthorne

25 Sep 2012
First Look

First Look: September 25

Sloan Management Review (forthcoming) Abstract Many people today in the information technology world and in corporate boardrooms are talking about "big data." Many believe that, for companies that get it right, big data will be... View Details

Keywords: Sean Silverthorne

23 Jan 2008
First Look

First Look: January 23, 2008

Tintaya copper mine has long been a source of intense conflict between local community members and mine operators. The mine, which was owned and managed first by the Peruvian state and later by BHP Billiton, stands on 2,300 hectares of... View Details

Keywords: Martha Lagace

05 Jun 2000
What Do You Think?

What’s Happening to Our Patience?

encourage Shell Oil to test Smart-Pump, an automated device providing a two-minute fill while allowing the driver to remain in the car. It appears that we are well on our way to "drive through" refueling without stopping, a concept the Air View Details

Keywords: by James Heskett

04 Jun 2024
Blog Post

Finding Alignment to Make Impact: Layla Ramirez (MBA 2017)

internships, and trainings. Making Inroads into Finance Working with INROADS, Rameriz connected with Wellington Management and an internship in finance. “It was a very rewarding experience,” Ramirez shared. “I had a community of people... View Details

Keywords: All Industries

01 Jun 2000
News

Books

and management and between passion and drive. Digital Capital: Harnessing the Power of Business Webs, by Don Tapscott, David Ticoll, and Alex Lowy, explains the b-Web phenomenon and the forces behind its... View Details

Publications