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Show Results For
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All HBS Web
(666)
- News (127)
- Research (469)
- Events (1)
- Multimedia (1)
- Faculty Publications (165)
- Profile
Margo Cramer
intellectually fulfilling, "it wasn't a degree that took me in any specific direction." Immediately after graduation, Margo worked as a merchandising team and sales account manager at Commando, a women's luxury apparel brand....
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- 26 Jun 2007
- First Look
First Look: June 26, 2007
subsidies by permitting them to use Foreign Sales Corporations to exempt a fraction of export profits from taxation. Share prices of American exporters fell sharply on this news, and its implication that the WTO might View Details
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Martha Lagace
- 29 Oct 2000
- Research & Ideas
Building a Powerful Prestige Brand
committed. Even if they had wanted to sell in chain stores, the Lauders could not afford the large sales force necessary to service such outlets. Because she wanted to reach women who did not necessarily...
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- 02 Apr 2019
- First Look
New Research and Ideas, April 2, 2019
argue that inertial forces generally constrict how TMTs perceive innovations but that frame flexibility can overcome these constraints, increasing the likelihood of adoption and broadening the organization's innovation practices. We...
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Dina Gerdeman
- 01 Feb 1998
- News
Running Up the Score
Jennifer Rottenberg (MBA '96) Down on the Farm: Frank Burke (MBA '87) A Player's View: Gord Kluzak (MBA '98) As in any business, the sports industry's mounting costs are eventually passed on to the consumer - at the stadium, via television, or through the View Details
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Garry Emmons
- 21 Mar 2011
- Research & Ideas
Are We Thinking Too Little, or Too Much?
The most captivating item in Michael Norton's office is a Star Wars The Force Trainer, a toy that allows would-be Jedi warriors to levitate a Ping-Pong ball within a tube using only the power of focused thinking. Norton, a marketing...
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by Carmen Nobel
- 18 Nov 2008
- First Look
First Look: November 18, 2008
internal coordination issues with the company's sales force, and the financial returns versus other uses of capital for the company. The case raises issues in aligning business strategy and sales management...
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Martha Lagace
- 23 May 2000
- Research & Ideas
Minding the Muse: The Impact of Downsizing on Corporate Creativity
counting on to drive sales over the next few years might not be forthcoming. Corporate downsizing is hardly anything new. Indeed, in recent years it has often been management's tool of choice for improving competitiveness. Ironically, new...
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by Peter K. Jacobs
- 18 Feb 2014
- News
Stick with Plan A
Maddy ultimately lost Adesemi in 2000, following a sale forced by a major investor. She wrote a book about the experience, Learning to Love Africa: My Journey from Africa to Harvard Business School and Back...
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- 01 Dec 1996
- News
Starting Up and Starting Over
As it happened, many of the young men and women returning home from war were in complete agreement with Slichter. By one measure - a series of Air Force outprocessing interviews conducted in 1945 - the number of veterans intending to join...
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- 16 Aug 2010
- Lessons from the Classroom
HBS Introduces Marketing Analysis Tools for Managers
financial projections for the firm. Profitability analysis begins with calculating the revenue the firm will generate from sales of its products. Then, an analysis of variable and fixed costs is undertaken. Finally, these numbers are used...
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by Sarah Jane Gilbert
- 16 Jan 2018
- First Look
First Look at New Research and Ideas, January 16, 2018
unionized, it paid well, offered benefits, and was secure. But manufacturing employment has steadily declined, from about 25% of the U.S. labor force in 1970 to less than 10% today. Now a decent living entails more than a generous wage;...
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Sean Silverthorne
- 30 Jun 2015
- First Look
First Look: June 30, 2015
that sales representatives, who were responsible for a large portfolio of imaging products, were not giving enough attention to Ultrasound. He was wondering if change in the size and compensation structure of the View Details
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Carmen Nobel
- 01 Mar 2018
- News
Can a Digital Platform Open Up the Opaque Metals Industry?
image by Edmon de Haro image by Edmon de Haro Boris Eykher (MBA 2009) and Ilya Chernilovskiy (MBA 2013) watched the 2015 global price slump in commodities with horror. Prices for commodities fell to their lowest levels since the financial crisis, sending mining...
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Nicole Torres
- 15 Aug 2005
- HBS Case
Classic Cases Live On at HBS
fledgling New Jersey protective-packaging company. Under his leadership, Sealed Air soon became known for its quality products and technological innovation. By the time Dunphy stepped down as company chairman in 2000, Sealed Air's sales...
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by Garry Emmons
- 01 Mar 2005
- News
Answering the Call
2000, Sealed Air’s sales had reached $3 billion worldwide. When Dunphy arrived at the firm, its signature product, familiarly known as Bubble Wrap but trademarked as AirCap, consisted of a flexible, clear plastic sheet containing...
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- 06 Sep 2016
- First Look
September 6, 2016
buyer characteristics. Consider the experiences of condo developers targeting retirees who wanted to downsize their homes. Sales were weak until the developers realized their business was not construction but transitioning lives. Instead...
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Carmen Nobel
- 09 Jan 2006
- Research & Ideas
What Really Drives Your Strategy?
external factors play a surprising role in strategy formulation and execution. As Gilbert explains, "A lot of our book is about understanding (a) that realized strategy is often different from intended strategy, and (b) there are View Details
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by Martha Lagace
- 04 Feb 2021
- Research & Ideas
Inside CEOs' Pandemic Worries: Uncertainty, Employees, and Kids
Sales forces also struggled with distancing. One CEO described how “[The] sales force conducted customer visits online, which they did not like,...
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- 05 Feb 2013
- First Look
First Look: Feb. 5
Compensation Plans Authors:Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the...
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Sean Silverthorne