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Show Results For
- All HBS Web
(6,751)
- People (1)
- News (2,443)
- Research (3,662)
- Events (46)
- Multimedia (75)
- Faculty Publications (2,634)
- Article
How Real Sales Learning Happens: In the Flow of Work
By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
Most learning in sales is through peer learning in task-specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. This is very different from the experience in most training seminars, especially if the... View Details
Lee, Yuchun, Mark Magnacca, and Frank V. Cespedes. "How Real Sales Learning Happens: In the Flow of Work." Learning Solutions (February 15, 2021).
- May 2018
- Case
Kaiser Permanente Colorado: Primary Care Plus
By: Robert S. Kaplan and Mahek A. Shah
A geriatrician in Kaiser Permanente’s Colorado region is concerned with the high and growing cost of treating the elderly population. She introduces a new care model, Primary Care Plus, using an interdisciplinary team of a primary care doctor, palliative care... View Details
Keywords: Primary Health Care; Elderly Patients; Integrated Practice Unit; Interdisciplinary Care; Health Care and Treatment; Age; Cost Management; Performance Improvement; Health Industry; United States; Colorado
Kaplan, Robert S., and Mahek A. Shah. "Kaiser Permanente Colorado: Primary Care Plus." Harvard Business School Case 118-053, May 2018.
- Web
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02163 Visit our Support Site or Contact Us Doctoral Programs Wyss House Soldiers Field Boston, MA 02163 +1.617.495.6101 Email: doctoralprograms@hbs.edu Alumni 617.495.6890 alumni@hbs.edu Baker Library / Bloomberg Center 617.495.6040 infoservices@hbs.edu View Details
- 28 Aug 2023
- Research & Ideas
The Clock Is Ticking: 3 Ways to Manage Your Time Better
others, but also from where they are doing it. This is important, given that we are in an era in which options for how, when, and where people spend time are perhaps more varied than ever before. Leslie A. Perlow is the Konosuke Matsushita Professor of Leadership in... View Details
Keywords: by Kristen Senz
Jerry R. Green
Jerry R. Green
David A. Wells Professor of Political Economy
John Leverett Professor in the University
Harvard University
Jerry Green is the John Leverett Professor in the University and the David A. Wells... View Details
- February 2019 (Revised July 2019)
- Case
Sales Force Management at Nobel Ilac
By: Doug J. Chung and Gamze Yucaoglu
Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details
Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey
Chung, Doug J., and Gamze Yucaoglu. "Sales Force Management at Nobel Ilac." Harvard Business School Case 519-067, February 2019. (Revised July 2019.)
- 2010
- Working Paper
Preference Intensities and Risk Aversion in School Choice: A Laboratory Experiment
By: Flip Klijn, Joana Pais and Marc Vorsatz
We experimentally investigate in the laboratory two prominent mechanisms that are employed in school choice programs to assign students to public schools. We study how individual behavior is influenced by preference intensities and risk aversion. Our main results show... View Details
Keywords: Decision Choices and Conditions; Education; Marketplace Matching; Risk and Uncertainty; Behavior; Personal Characteristics
Klijn, Flip, Joana Pais, and Marc Vorsatz. "Preference Intensities and Risk Aversion in School Choice: A Laboratory Experiment." Harvard Business School Working Paper, No. 10-093, April 2010.
- October 2016
- Case
Addicaid: Scaling a Digital Platform for Addiction Wellness and Recovery
By: Robert S. Huckman and Sarah Mehta
In 2013, Sam Frons founded Addicaid—a mobile application (app) that allowed people in addiction recovery to track their progress, check in with counselors, and connect with others in recovery programs. The app was grounded in cognitive behavioral therapy and used the... View Details
Keywords: Digital Health Interventions; Substance Use Disorder; Addiction Treatment; Addiction Recovery; Scale; Innovation; Health; Health Disorders; Health Industry; New York (city, NY)
Huckman, Robert S., and Sarah Mehta. "Addicaid: Scaling a Digital Platform for Addiction Wellness and Recovery." Harvard Business School Case 617-018, October 2016.
- January 2019
- Article
The ABCs of Financial Education: Experimental Evidence on Attitudes, Behavior, and Cognitive Biases
By: Fenella Carpena, Shawn A. Cole, Jeremy Shapiro and Bilal Zia
This paper uses a large-scale field experiment in India to study attitudinal, behavioral, and cognitive constraints that can stymie the link between financial education and financial outcomes. The study complements financial education with (1) financial incentives on a... View Details
Carpena, Fenella, Shawn A. Cole, Jeremy Shapiro, and Bilal Zia. "The ABCs of Financial Education: Experimental Evidence on Attitudes, Behavior, and Cognitive Biases." Management Science 65, no. 1 (January 2019): 346–369.
- Article
Give What You Get: Capuchin Monkeys (Cebus Apella) and 4-Year-Old Children Pay Forward Positive and Negative Outcomes to Conspecifics.
By: Kristin L. Leimgruber, Adrian F. Ward, Jane Widness, Michael I. Norton, Kristina R. Olson, Kurt Gray and Laurie R. Santos
The breadth of human generosity is unparalleled in the natural world, and much research has explored the mechanisms underlying and motivating human prosocial behavior. Recent work has focused on the spread of prosocial behavior within groups through paying-it-forward,... View Details
Leimgruber, Kristin L., Adrian F. Ward, Jane Widness, Michael I. Norton, Kristina R. Olson, Kurt Gray, and Laurie R. Santos. "Give What You Get: Capuchin Monkeys (Cebus Apella) and 4-Year-Old Children Pay Forward Positive and Negative Outcomes to Conspecifics." PLoS ONE 9, no. 1 (January 2014).
- May 2013
- Article
Here's a Tip: Prosocial Gratuities Are Linked to Corruption
By: Magnus Thor Torfason, Francis J. Flynn and Daniella Kupor
We investigated the link between tipping, an altruistic act, and bribery, an immoral act. We found a positive relationship between these two seemingly unrelated behaviors, using archival cross-national data for 32 countries, and controlling for per capita GDP, income... View Details
Torfason, Magnus Thor, Francis J. Flynn, and Daniella Kupor. "Here's a Tip: Prosocial Gratuities Are Linked to Corruption." Social Psychological & Personality Science 4, no. 3 (May 2013): 348–354.
- Research Summary
The Architecture of the Integrated Organization
By: Ranjay Gulati
In this research I explore how organizations balance pressures for efficiency with the need to be responsive at the same time. Operating in turbulent global markets it is increasingly important for firms to embrace both global efficiency and also local responsiveness.... View Details
- 2016
- Working Paper
The Great Training Robbery
By: Michael Beer, Magnus Finnstrom and Derek Schrader
In 2012 U.S. corporations spent $164.2 billion on training and education. Overwhelming evidence and experience shows, however, that most companies are unable to transfer employee learning into changes in individual and organization behavior or improved financial... View Details
Beer, Michael, Magnus Finnstrom, and Derek Schrader. "The Great Training Robbery." Harvard Business School Working Paper, No. 16-121, April 2016.
- 2009
- Chapter
On the Goals of Successful Family Companies
By: John A. Davis and Renato Tagiuri
Providing clear goals for a company and communicating them are among the most powerful means for guiding the behavior of the people in an organization. In this article, we explore the range of objectives or goals of family-owned and -managed companies and identify... View Details
Keywords: Family Business; Interpersonal Communication; Goals and Objectives; Organizational Culture; Family Ownership
Davis, John A., and Renato Tagiuri. "On the Goals of Successful Family Companies." Chap. 17 in Family Business. Vol. 12, edited by Joseph H. Astrachan, Torsten M. Pieper, and Peter Jaskiewicz. International Library of Critical Writings on Business and Management. Northampton, MA: Edward Elgar Publishing, 2009.
- Research Summary
Does the Adoption of Rolling Forecasts Improve Planning?
This field study investigates the consequences of adopting rolling forecasts on organizational planning. Using quarterly product-line forecasted and realized sales data from several business units of a multinational biotechnology supplier, I find that subsequent to the... View Details
- 2023
- Working Paper
Deep Responsibility and Irresponsibility in the Beauty Industry
By: Geoffrey Jones
This working paper employs the concept of deep responsibility to assess the social responsibility of the beauty industry over time. It shows that many of today’s problems with the industry have deep historical roots. Products have carried too many health hazards.... View Details
Keywords: Corporate Social Responsibility and Impact; Corporate Accountability; Ethics; Beauty and Cosmetics Industry
Jones, Geoffrey. "Deep Responsibility and Irresponsibility in the Beauty Industry." Harvard Business School Working Paper, No. 23-058, March 2023.
- March 2019
- Article
Beliefs about Gender
By: Pedro Bordalo, Katherine Baldiga Coffman, Nicola Gennaioli and Andrei Shleifer
We conduct laboratory experiments that explore how gender stereotypes shape beliefs about ability of oneself and others in different categories of knowledge. The data reveal two patterns. First, men’s and women’s beliefs about both oneself and others exceed observed... View Details
Bordalo, Pedro, Katherine Baldiga Coffman, Nicola Gennaioli, and Andrei Shleifer. "Beliefs about Gender." American Economic Review 109, no. 3 (March 2019): 739–773.
- Article
The Asymmetric Experience of Positive and Negative Economic Growth: Global Evidence Using Subjective Well-being Data
By: Jan-Emmanuel De Neve, George Ward, Femke De Keulenaer, Bert Van Landeghem, Georgios Kavetsos and Michael I. Norton
Are individuals more sensitive to losses than gains in terms of economic growth? We find that measures of subjective well-being are more than twice as sensitive to negative as compared to positive economic growth. We use Gallup World Poll data from over 150 countries,... View Details
De Neve, Jan-Emmanuel, George Ward, Femke De Keulenaer, Bert Van Landeghem, Georgios Kavetsos, and Michael I. Norton. "The Asymmetric Experience of Positive and Negative Economic Growth: Global Evidence Using Subjective Well-being Data." Review of Economics and Statistics 100, no. 2 (May 2018): 362–375.
- December 2013
- Article
Reputational Contagion and Optimal Regulatory Forbearance
By: Alan Morrison and Lucy White
Existing studies suggest that systemic crises may arise because banks either hold correlated assets or are connected by interbank lending. This paper shows that common regulation is also a conduit for interbank contagion. One bank's failure may undermine confidence in... View Details
Morrison, Alan, and Lucy White. "Reputational Contagion and Optimal Regulatory Forbearance." Journal of Financial Economics 110, no. 3 (December 2013): 642–658.