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- All HBS Web (199)
- Faculty Publications (36)
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- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
owed $130,000 in sales commissions for the work he had done prior to being fired from the firm a few months earlier. The executive, on the other hand, claimed the employee was owed nothing—in fact, he insisted the employee had been... View Details
Keywords: by Deepak Malhotra & Max H. Bazerman
- 31 Mar 2011
- Research & Ideas
From SpinPop to SpinBrush: Entrepreneurial Lessons from John Osher
the more eclectic business careers of the last few decades. His entrepreneurial journey culminated (at least temporarily) in the sale of his electric toothbrush company to Procter & Gamble for almost a half-billion dollars. Not bad... View Details
- 06 Nov 2008
- Op-Ed
Selling Out The American Dream
dreams. But these same politicians are consistently unwilling to raise taxes when required. The massive budget deficits run up during the last eight years of war (now projected at 3.8 percent of GDP in 2009) reflect a Federal government... View Details
Keywords: by John Quelch
- 27 Nov 2000
- Research & Ideas
The Dynamics of Standing Still: Firestone Tire & Rubber and the Radial Revolution
changing competitive environment. By the mid-1960s, however, U.S. tire companies began to feel the first tremors of the competitive earthquake that would ultimately reshape the industry. In 1966, Michelin struck a deal with Sears to manufacture radial tires for View Details
- Research Summary
Mastering Strategy Execution
By: Robert Simons
Professor Robert Simons’ research encompasses three areas of management accountability that are the foundation for successful strategy execution: organization design, performance measurement and control, and risk management. In addition, Simons is interested in the... View Details
- 13 Nov 2013
- Research & Ideas
Should Men’s Products Fear a Woman’s Touch?
in every [Hummer] H2 around here." "I heard a rumor that Porsche was devoting their entire racing budget to the "Cayenne Challenge," an event that pits homemakers from different nations against each other in a... View Details
- 06 Mar 2012
- First Look
First Look: March 6
have often proved highly productive in policy terms, delivering the best ideas from both sides. In the 1840s, for instance, state politicians who were deeply skeptical of government pushed hard for balanced budget amendments while... View Details
Keywords: Sean Silverthorne
- 18 Sep 2017
- Research & Ideas
'Likes' Lead to Nothing—and Other Hard-Learned Lessons of Social Media Marketing
increased by 200 percent in the past eight years, rising from 3.5 percent of marketing budgets in 2009 to 10.5 percent in February 2017, according to The CMO Survey 2017. And that upward climb is expected to continue: Marketers say they... View Details
- 12 Jun 2018
- Research & Ideas
In a Landscape of 'Me Too' Drug Development, What Spurs Radical Innovation?
their cash reserves have suddenly expanded—they tend to put that extra budget towards more exploratory projects,” says Harvard Business School Assistant Professor Joshua Krieger. He co-authored the study Developing Novel Drugs with... View Details
- 05 Sep 2019
- Sharpening Your Skills
Making the Right Technical Hire
developers and 27 percent wanted sales leads, 13 percent were looking for growth marketers and 7 percent wanted front-end developers/UX/designers. Sure, it’s fine to look for a generalist [or augmenting your team with an outsourced dev... View Details
- 04 May 2020
- Research & Ideas
Predictions, Prophets, and Restarting Your Business
clear-cut. “A problem with megatrend predictions is that, even if they turn out to be generally accurate, they’re not managerially useful.” In the first month of social distancing in the United States, online sales at Walmart and Target... View Details
Keywords: by Frank V. Cespedes
- 10 Sep 2008
- Research & Ideas
Long-Tail Economics? Give Me Blockbusters!
also worries that a company is at risk if sales depend too much on one or two megabrands that could run into lawsuits from generic competitors or regulatory challenges. On the other hand, the president of Warner Bros. (think Batman) aims... View Details
- 24 Apr 2006
- Research & Ideas
Managing Alignment as a Process
corporate synergies should be defined at the top and realized in the business units. Just as the CFO coordinates the budgeting process, a senior executive should coordinate the alignment process—a responsibility for the Office of Strategy... View Details
- 13 Nov 2000
- Research & Ideas
Managing to Learn: How Companies Can Turn Knowledge into Action
(Illustration: Dave Cutler) After a decade of extraordinary growth, Nike faced slowing sales in the early 1980s because the normally market-wise company had missed a major turn in the road. Reebok had introduced softer and more... View Details
Keywords: by Laurie Joan Aron
- 28 May 2008
- First Look
First Look: May 28, 2008
confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best... View Details
Keywords: Martha Lagace
- 10 Apr 2018
- First Look
First Look at New Research, April 10, 2018
highlight the importance of friendship formation and social integration for the long-term well-being of university students. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54330 How Do Your Sales Efforts Pay Off?... View Details
Keywords: Sean Silverthorne
- 14 Oct 2013
- Research & Ideas
Blockbuster! Why Star Power Works
makes huge investments to acquire, develop, and market concepts with strong hit potential, and then banks on the sales of those titles to make up for the middling performance of their other content. Today's leading film studios,... View Details
- 23 Aug 2010
- Research & Ideas
The Drive to Acquire’s Impact on Globalization
industries, including timber, oil, gold, silver, and titanium. [ ] Under the widely practiced international sales system, a corporation in a developed nation sells finished goods to a consumer in a less-developed nation; this is... View Details
Keywords: by Paul R. Lawrence
- 02 Apr 2019
- First Look
New Research and Ideas, April 2, 2019
Hi-R-Me: Making Sales Calls This case study focuses on a professional services firm (“Performance Improvement Consulting”) and its sales calls on Hi-R-Me, a potential client. The case is supplemented by... View Details
Keywords: Dina Gerdeman
- 03 Apr 2007
- First Look
First Look: April 3, 2007
Middle East: Measuring Sales Force Effectiveness Harvard Business School Case 106-063 Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant... View Details
Keywords: Martha Lagace