Publications

December 16, 2021
Article

Avoid a One-Size-Fits-All Approach to Sales Coaching

By: Frank V. Cespedes

Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others demonstrate capability but seemingly lack motivation or effort. Good coaching helps to clarify... View Details

Keywords: Salesforce Management; Training; Competency and Skills; Motivation and Incentives

Find at Harvard

Read Now

August 2021
Case

Orchadio's First Two Split Experiments

By: Iavor I. Bojinov, Marco Iansiti and David Lane

Orchadio, a direct-to-consumer grocery business, needs to conduct its first two A/B tests—one to evaluate the effectiveness and functioning of its newly redesigned website, and one to market-test four versions of a new banner for the website. To do so, it will rely on... View Details

Keywords: Information Management; Technological Innovation; Knowledge Use and Leverage; Resource Allocation; Marketing; Measurement and Metrics; Customization and Personalization; Information Technology; Internet and the Web; Digital Platforms; Information Technology Industry; Information Technology Industry

2010
Working Paper

Sustainable Cities: Oxymoron or the Shape of the Future?

By: Annissa Alusi, Robert G. Eccles, Amy C. Edmondson and Tiona Zuzul

Two trends are likely to define the 21st century: threats to the sustainability of the natural environment and dramatic increases in urbanization. This paper reviews the goals, business models, and partnerships involved in eight early "ecocity" projects to begin to... View Details

Keywords: Communication Technology; Investment; City; Infrastructure; Business and Government Relations; Environmental Sustainability; Urban Development; Information Technology; Green Technology Industry; Green Technology Industry

Read Now

07 Mar 2022
News

Workforce Trends You Need to Know, How COVID Impacted Digital Transformation, & Why Low Wage Jobs Are So Hard to Fill

07 Mar 2022
News

Workforce Trends You Need to Know, How COVID Impacted Digital Transformation, & Why Low Wage Jobs Are So Hard to Fill

21 Feb 2019
Blog Post

Machine Learning and Behavioral Economics

technology is launched externally for small businesses. After a corporate-wide restructuring, Bracaglia moved to Alphabet’s life science firm, Verily, where he worked on Liftware, a counterweighted spoon that maintains stability – a... View Details

05 Aug 2015
What Do You Think?

What Happened to the ‘Innovation, Disruption, Technology’ Dividend?

technology is being diverted to the creation of more variations on basic ideas faster instead of “an economy based on new products/platforms/ideas.” Donald Shaw cited “problems in finding qualified people to hire.” He also said that,... View Details

Keywords: by James Heskett; Technology; Technology

October 2010 (Revised August 2012)
Case

Harvest: Organic Waste Recycling with Energy Recovery (A)

By: Deishin Lee, Baris Ata and Mustafa H. Tongarlak

This case describes the waste management industry and a clean technology solution for landfill diversion and renewable energy production. The (A) case focuses on the operational characteristics of waste management and waste to energy, as well as the characteristics of... View Details

Keywords: Renewable Energy; Logistics; Wastes and Waste Processing; Corporate Finance; Green Technology Industry; Green Technology Industry; Green Technology Industry

September 2009
Case

ZINK Imaging: 'Zero Ink™'

By: William A. Sahlman and Sarah Flaherty

"ZINK Imaging" describes the issues confronting CEO Wendy Caswell as she uses a partnership model to commercialize ZINK's disruptive printing technology platform, ZINK Paper. The case focuses on the frameworks ZINK has used to decide which markets to target and which... View Details

Keywords: Entrepreneurship; Capital; Disruptive Innovation; Technological Innovation; Marketing Strategy; Partners and Partnerships; Horizontal Integration; Technology Industry

Keywords: information technology industry; information technology industry; information technology industry; information technology industry; information technology industry; information technology industry; information technology industry; information technology industry; information technology industry; information technology industry; information technology industry; information technology industry; information technology industry

26 Sep 2006
First Look

First Look: September 26, 2006

expenditures for telecommunications and information technology. One option is to hand over management of its telecom and IT networks to its vendors. Explores the pros and cons of such an outsourcing arrangement for a company in an... View Details

Keywords: Sean Silverthorne

Research Summary

Overview

By: John A. Deighton

Professor Deighton conducts research at the intersection of information technology and marketing. He is interested in the complementary uses of human and artificial intelligence and creativity in areas such as advertising, content creation, and online retailing. He... View Details

Josh Lerner

Josh Lerner graduated from Yale College with a special divisional major. He worked for several years on issues concerning technological innovation and public policy at the Brookings Institution, for a public-private task force in Chicago, and on... View Details

Keywords: high technology; high technology; high technology

Dutch Leonard

Herman B. ("Dutch") Leonard is Eliot I. Snider and Family Professor of Business Administration at the Harvard Business School and the George F. Baker, Jr. Professor of Public Sector Management at Harvard University's John F. Kennedy School of Government. In... View Details

Keywords: education industry; federal government; health care; nonprofit industry; state government

David B. Yoffie

Professor David B. Yoffie is the Max and Doris Starr Professor of International Business Administration at Harvard Business School. A member of the HBS faculty since 1981, Professor Yoffie received his Bachelor's degree summa cum laude and Phi Beta... View Details

October 2009 (Revised February 2010)
Case

Merger of Equals: The Integration of Mellon Financial and The Bank of New York (A)

By: Ryan D. Taliaferro, Clayton S. Rose and David Lane

Less than a month after the close of the merger between The Bank of New York and Mellon Financial, managers at the two firms realized that plans for combining their asset servicing businesses—and realizing the $180 million of annual cost savings that they had promised... View Details

Keywords: Mergers and Acquisitions; Asset Management; Financial Institutions; Risk Management; Integration; Information Technology; Financial Services Industry

November 2021 (Revised December 2022)
Case

Farfetch: Digital Transformation for Luxury Brands

By: Sunil Gupta, Jill Avery, Elena Corsi and Federica Gabrieli

Farfetch, a global luxury technology platform and digital marketplace had been surfing the wave of digital transformation in the luxury fashion industry since 2008. While the company’s stock price and market valuation had fluctuated since its IPO in 2018, it had... View Details

February 2000 (Revised November 2002)
Case

QuickenInsurance: The Race to Click and Close (A)

By: Lynda M. Applegate

ES Technologies started in 1976 as a storefront in Tempe, Arizona selling personal computer kits to hobbyists. Twenty years later, revenues exceeded $3.5 billion, and the business had evolved from a computer store to a master reseller and full-line integrator of... View Details

Keywords: Customer Value and Value Chain; Entrepreneurship; Technological Innovation; Growth and Development Strategy; Industry Structures; Business Strategy; Competitive Strategy; Information Technology; Information Technology Industry; Arizona