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- All HBS Web (1,460)
- Faculty Publications (465)
- 10 Mar 2015
- First Look
First Look: March 10
Casadesus-Masanell, Ramon, Joan E. Ricart, and Jorge Tarzijan Abstract—No abstract available. Publisher's link: http://ukcatalogue.oup.com/product/9780198701873.do February 2015 Manufacturing & Service Operations Management Improving...
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Carmen Nobel
- 29 Aug 2017
- First Look
First Look at New Research and Ideas, August 29
August 14, 2017 Harvard Business Review Study: More Frequent Sales Quotas Help Volume but Hurt Profits By: Chung, Doug J., and Das Narayandas Abstract—No abstract available. Publisher's link:...
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Sean Silverthorne
- 18 Mar 2014
- News
The Oz of Data Opens the Curtain
valuable and transformative." Also last September, Acxiom unveiled its beta Audience Operating System, which allows marketers to connect traditionally disconnected data across all channels — online, offline, and mobile — and which Howe...
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- 01 Sep 2018
- News
An SUV Built for African Roads—by African Workers
improve challenging last-mile distribution on rough terrain. Even before doing any marketing for the Mobius II, Yong reports that they have a couple hundred preorders and are building a sales and service network across the country to...
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Amy Yee
- 01 Mar 2007
- News
Courting the Poor
A BETTER MOUSETRAP: At a Magazine Luiza virtual showroom, sales staff use computers to help customers make their purchases. Photo COURTESY MAGAZINE LUIZA The inspiration for a new case can strike at any time. For HBS associate professor...
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- 16 Apr 2007
- Research & Ideas
Delivering the Digital Goods: iTunes vs. Peer-to-Peer
the Market for Digital Information Goods," is among the first efforts to study the interactions of two entirely new and radical business models operating in the same market. Sean Silverthorne: What attracted you to research this area...
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- 25 Apr 2017
- First Look
First Look at New Research, April 25
317-074 Medtronic: Making the Big Leap Forward (B) On December 1, 2014, Medtronic announced that it had completed a $17 billion bond sale to finance the Covidien acquisition, officially completed on January 26, 2015. Medtronic’s legal...
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Sean Silverthorne
- 14 Oct 2014
- First Look
First Look: October 14
are the emerging clusters of multinational production the rule or the exception? What drives the offshore agglomeration of multinational firms in comparison to the agglomeration of domestic firms? Using a unique worldwide plant-level dataset that reports detailed...
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Sean Silverthorne
- Web
Supplemental Financial Information - Financial Report 2015
seven peer schools tracked by HBS. Tuition and fee revenues do not fully recover MBA program operating expenses at HBS, much less the School’s long-term investments in academic innovation. The shortfall is offset primarily with income...
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- 01 Dec 1997
- News
Making Real Progress in the Middle East: The Bottom-Up, Economic Solution
States to the Jordanians. Proof of the venture's strategic benefits are apparent in sales that top $10-million in the first year of operation and are expected to exceed $25-million in the second....
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- Web
CFO Letter - Annual Report 2014
strategic opportunities. HBS also used internally generated cash from operations to increase its capital investment in the campus, without taking on new debt, while still ending fiscal 2014 with a strong balance of unrestricted reserves....
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- 05 Mar 2013
- First Look
First Look: March 5
focuses on scaling a venture's sales process and provides a methodology for identifying core customers and some implications for governance criteria and potential product changes as well as sales management....
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Sean Silverthorne
- 30 Oct 2005
- Research & Ideas
Tuning Jobs to Fit Your Company
positions such as commission-based sales in efficient and liquid markets—do not need wide spans of support. In fact, such organizations generally operate more efficiently with narrow spans, since each job is...
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by Robert Simons
- 05 Sep 2006
- Research & Ideas
HBS Cases: Porsche’s Risky Roll on an SUV
A decade ago, Porsche, the luxury car company, found itself at a crossroads. Renowned for its classy (and expensive) sports cars, the firm had taken a hit in the wake of the 1987 stock market crash and suffered in great part due to Porsche's dependence on the U.S....
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- 17 May 2018
- News
Creating Opportunity for Indian Entrepreneurs
sales annually. “Two hundred families are employed and benefitting from his enterprise,” says Bhargava. The best part of the program, says Bhargava, and what keeps him going, is the feedback from I Create alumni and their families. “The...
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Jennifer Myers
- Web
Launching Tech Ventures - Course Catalog
(in a similar range of roles) that try to maintain a similar, nimble operating model as a startup. Those who are interested in investing in startups. The class focus is on pre-product-market fit technology-based ventures in a range of...
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- 01 Dec 2003
- News
Flex Time
sophisticated communication systems that include detailed weekly reports from UCC’s sales force and senior managers. As long as her days may be — talking on the phone with customers, following up on issues raised during a weekly...
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Manufacturing
- 26 May 2003
- Research & Ideas
What Your Competition is Telling You
competitors can help grow the market for your products and services, thereby boosting your sales at a time when, with the U.S. slowdown entering its third year, new revenue is exceedingly hard to find. Moreover, the presence of a...
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by David Stauffer
- 01 Sep 2005
- News
WATER Ltd.
for-profit, or “investor-owned,” entities, with the remaining 85 percent operated by municipalities themselves, the Environmental Protection Agency says that the U.S. water industry needs $500 billion of infrastructure investment over the...
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- 22 Feb 2018
- News
My First Job
School. And I guess I was in the wrong place. Bruce Lockenhauer, 1987, section F. My first job out of college was being a sales rep for IBM, and they taught me a lot. I came in as an Econ major. They taught me about business. The most...
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