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    How Google Sold Its Engineers on Management

    High-performing knowledge workers often question whether managers actually contribute much, especially in a technical environment. Until recently, that was the case at Google, a company filled with self-starters who viewed management as more destructive than beneficial... View Details
    • February 2008
    • Supplement

    Avaya (C): Implementing Demand Generation in Brazil

    Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the... View Details
    Keywords: Marketing; Relationships; Sales
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    • February 2008
    • Supplement

    Avaya (B)

    Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the... View Details
    Keywords: Marketing; Relationships; Sales
    Related
    • 2018
    • Book

    Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

    By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)
    As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a... View Details
    Keywords: History; Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; United States
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    • Web

    Featured Topics - Faculty & Research

    History Case Method Project Creating Emerging Markets Digital Data Design Institute at Harvard Entrepreneurship Global Health Care Impact Investments Impact-Weighted Accounts Institute for Business in Global... View Details
    • 28 Jan 2022
    • News

    Professor Bob Kaplan: Origins

    • 06 Sep 2016
    • Blog Post

    What Makes the HBS MBA unique?

    there are five key things that make the HBS MBA unique. 1. The Case Method As you’ve probably heard, the case method is the foundation for the... View Details
    • 2014
    • Teaching Note

    Fine Harvest Restaurant Group

    By: Clara X. Chen, Kenneth A. Merchant, Tatiana Sandino and Wim Van der Stede
    The Fine Harvest Restaurant Group cases A and B examine a company's design of a new system to evaluate the performance (and determine the bonuses) for its restaurant managers. Fine Harvest had traditionally evaluated restaurant managers based on store margins and had... View Details
    Keywords: Incentive Systems; Relative Performance Evaluation; Restaurant Industry; Accounting; Economics; Human Resources; Measurement and Metrics; Labor; Performance; Salesforce Management; Retail Industry; North and Central America
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    • 01 Mar 2023
    • News

    The Life Choices and Legacy of Muhammad Ali

    • 11 Sep 2023
    • Blog Post

    Reflections on My First Semester Teaching at HBS

    to the visitors - it's intimidating to visit HBS; it definitely took me a month in the classroom to settle into my more authentic self.) 2. Taking risks - In our entrepreneurship teaching group, we talk about how the case View Details
    • 2023
    • Article

    Towards Bridging the Gaps between the Right to Explanation and the Right to Be Forgotten

    By: Himabindu Lakkaraju, Satyapriya Krishna and Jiaqi Ma
    The Right to Explanation and the Right to be Forgotten are two important principles outlined to regulate algorithmic decision making and data usage in real-world applications. While the right to explanation allows individuals to request an actionable explanation for an... View Details
    Keywords: Analytics and Data Science; AI and Machine Learning; Decision Making; Governing Rules, Regulations, and Reforms
    Related
    • 21 Jan 2022
    • News

    Professor Kash Rangan: Enlightening

      Stephen P. Bradley

      Professor Bradley is the William Ziegler Professor of Business Administration Emeritus at the Harvard Business School. In addition to teaching Management and Strategy in the Owner President Management Program and leading an... View Details

      Keywords: e-commerce industry; financial services; health care; high technology; internet; pharmaceuticals; telecommunications
      • 01 Jun 2022
      • Blog Post

      Five Lessons From My First Year at HBS

      lives when we find ourselves at crossroads. For me, HBS has been a great opportunity to practice reconnecting with myself, my values, and beliefs for these future crossroads. 4. There’s never a right answer, but have an opinion. The HBS View Details
      • March 2012 (Revised January 2013)
      • Case

      Boston Children's Hospital: Measuring Patient Costs

      By: Robert S. Kaplan, Mary L. Witkowski and Jessica A. Hohman
      The case describes two pilot projects on applying activity-based costing to measuring the cost of treating patients. It presents process maps and financial data relating to the processes used during (1) an office visit to a plastic surgeon for three different diagnoses... View Details
      Keywords: Health Care; Time-Driven Activity-Based Costing; Costing; Hospitals; Activity Based Costing and Management; Mathematical Methods; Health Industry
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      • Article

      Representative Democracy and the Implementation of Majority-Preferred Alternatives

      By: Katherine Baldiga Coffman
      In this paper, we contrast direct and representative democracy. In a direct democracy, individuals have the opportunity to vote over the alternatives in every choice problem the population faces. In a representative democracy, the population commits to a candidate ex... View Details
      Keywords: Economic Systems; Voting; Decision Choices and Conditions
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      • March 2016 (Revised June 2016)
      • Case

      Gotong Royong: Toward Sustainable Palm Oil

      By: Rebecca Henderson, Hann-Shuin Yew and Monica Baraldi
      In late 2015, Jeff Seabright, chief sustainability officer at Unilever, had to report to Unilever CEO Paul Polman on the effort to transform palm oil cultivation. Historically, palm oil was produced using unsustainable methods that included burning large tracts of... View Details
      Keywords: Sustainability; Environment; Industry Self-regulation; Corporate Image; Corporate Strategy; Indonesia; Malaysia
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      • 31 Mar 2011
      • Research & Ideas

      From SpinPop to SpinBrush: Entrepreneurial Lessons from John Osher

      Economist. HBS professor William Sahlman, who studied Osher's career and wrote the case study on his company, Dr. John's Products, Ltd., said in an introduction that while much of Osher's success might look from the outside to have been... View Details
      Keywords: by Dennis Fisher; Consumer Products
      • Article

      Private and Civil Society Governors of Mercury Pollution from Artisanal and Small-scale Gold Mining: A Network Analytic Approach

      By: Kristin Sippl
      Artisanal and small-scale gold mining (ASGM) is both a subsistence livelihood for millions of people and the leading source of mercury pollution globally. The United Nation’s 2013 Minamata Convention on Mercury aims to address this challenge, but such public regulatory... View Details
      Keywords: Artisanal And Small-scale Mining (ASM); Private Governance; Gold; Mercury; Mining; Governance; Networks; Pollutants; Research
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      • October 2023
      • Case

      CornerUp: Digitizing the Corner Store

      By: Álvaro Rodríguez Arregui, Stacy Straaberg and Diego Zainos De La Sota Riva
      In July 2023, Jason Diaz, co-founder and CEO of CornerUp, assessed the progress of his business-to-business e-procurement software application (app) startup, founded in January 2022. CornerUp began as a fast-moving consumer packaged goods (FMCG) distributor in New York... View Details
      Keywords: Business Growth and Maturation; Business Startups; Small Business; Transition; Decisions; Social Entrepreneurship; Geographic Location; Disruptive Innovation; Market Participation; Digital Platforms; Trust; Business Strategy; Expansion; Information Infrastructure; Internet and the Web; Technology Adoption; Value Creation; Technology Industry; United States
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