Sales Calls - Publications - Faculty & Research

Program

Leading and Building a Culture of Innovation

chief technology officers, chief information officers, and chief HR executives Leaders from corporate strategy, finance, legal, human resources, marketing, manufacturing, customer service, and sales Individuals and teams are welcome to... View Details

01 Nov 2011
First Look

First Look: Nov. 1

C. Fritz Foley, and James R. Hines Jr. Publication:National Tax Journal (forthcoming) Abstract Deferral of U.S. taxes on foreign source income is commonly characterized as a subsidy to foreign investment, as reflected in its inclusion among "tax expenditures"... View Details

Keywords: Sean Silverthorne

30 Apr 2021
Research & Ideas

Why Anger Makes a Wrongly Accused Person Look Guilty

University—found that anger can make a person come across as guilty even when they are not. Too often, when an employee is accused of wrongdoing, people evaluating the situation can make snap judgments based on biases and hunches. This research shows how easy it is for... View Details

Keywords: by Michael Blanding

25 Apr 2023
Op-Ed

How SHEIN and Temu Conquered Fast Fashion—and Forged a New Business Model

under globally recognized brand names, including the private labels of mass merchants such as Walmart, Costco, and Target. Most of those profits accrued to the brands, rather than the Chinese suppliers. E-commerce and the gradual supplanting of the View Details

Keywords: by John Deighton; Fashion; Retail; Consumer Products

20 Aug 2013
First Look

First Look: August 20

Publications August 2013 Marketing Science Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans By: Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract—We estimate a dynamic... View Details

Keywords: Anna Secino

Web

Courses - Entrepreneurship

Courses First Year (Required Curriculum) During the first year at HBS, all students pursue the same course of study called the Required Curriculum. By studying under a common curriculum, students build a solid, broad foundation of general... View Details

Winter 2021
Editorial

Introduction

By: Michael A. Wheeler

This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the... View Details

Keywords: Artificial Intelligence; Information Technology; Negotiation; AI and Machine Learning

Citation

Find at Harvard

30 Apr 2024
Book

When Managers Set Unrealistic Expectations, Employees Cut Ethical Corners

basis, were assigned daily sales quotas. For hitting their targets, employees could earn bonuses of up to $2,000 per quarter on top of their quarterly base salary of $7,500. Daily scorecards ranked individual employees against View Details

Keywords: by Dina Gerdeman

26 Apr 2024
HBS Case

Deion Sanders' Prime Lessons for Leading a Team to Victory

discipline. The coach required weekly school reports, and if students’ grades slipped, the coach’s wife tutored the players in the locker room. Years later, while playing football in college, Sanders began calling himself “Prime Time,”... View Details

Keywords: by Avery Forman; Sports

22 Apr 2019
Research & Ideas

Why Salespeople Struggle at Leading

HBS and recently wrote an article called Sales Managers Must Manage for Top Sales Magazine. “It’s all about the difference between learning to take care of yourself and... View Details

Keywords: by Dina Gerdeman

07 Jul 2022
HBS Case

How a Multimillion-Dollar Ice Cream Startup Melted Down (and Bounced Back)

business. “You don't raise $19 million and launch 16 stores and have $10 million in revenue and get on The Oprah Winfrey Show without doing a lot of things incredibly well,” says Eisenmann, who teaches an MBA course called... View Details

Keywords: by Pamela Reynolds

23 Jul 2001
Research & Ideas

Sam Walton: Great From the Start

learn that the store was a real dog." The rent for this "dog" was 5 percent of sales. This sounded fine to Walton; but after signing the lease, he discovered that this "was the highest rent anybody'd ever heard of in the variety store business. No... View Details

Keywords: by Richard S. Tedlow; Retail

22 Feb 2024
Research & Ideas

How to Make AI 'Forget' All the Private Data It Shouldn't Have

A company might take an OpenAI model and fine-tune it, that is, customize it using their proprietary data as a company, and then you start providing your model for sale to other end users. Your data is really your most valuable asset. So,... View Details

Keywords: by Rachel Layne; Technology; Information Technology

09 Dec 2002
Research & Ideas

Unilever—A Case Study

1929 by a merger of British and Dutch soap and margarine companies, 1 it has ranked as one of Europe's, and the world's, largest consumer-goods companies. Its sales of $45,679 million in 2000 ranked it fifty-fourth by revenues in the... View Details

Keywords: by Geoffrey Jones; Consumer Products; Entertainment & Recreation; Food & Beverage; Manufacturing; Retail

06 Jun 2018
Research & Ideas

Cut Salaries or Cut People? The Best Way to Survive a Downturn

effectively cutting them by about 18 percent. For the sales personnel, that meant 7 percent lower take-home pay. Before the cut, the division’s salesforce had an average take-home pay of $17.30 an hour, comparable to neighboring View Details

Keywords: by Rachel Layne

16 May 2023
HBS Case

How KKR Got More by Giving Ownership to the Factory Floor: ‘My Kids Are Going to College!’

“quiet quitting” seen across many office spaces and factory floors. It also lit a pathway for companies looking to meet societal calls for a more just economy. “What if every company in United States gave employees meaningful ownership... View Details

Keywords: by Avery Forman

October 2009 (Revised March 2012)
Case

Nettwerk: Digital Marketing in the Music Industry

By: John A. Deighton and Leora Kornfeld

How is music marketed in the digital era? Nettwerk Music Group built on its foundation as a social, grassroots marketer of music and artists and emerged as a leader in the Internet-enabled social media environment. For most of the past decade Nettwerk CEO Terry McBride... View Details

Keywords: Music Entertainment; Product Marketing; Network Effects; Sales; Social and Collaborative Networks; Online Technology; Media and Broadcasting Industry; Music Industry

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Named Fellowship Funds - Alumni

in 2023 Michael R. Bergeron (MBA 2000) established the Michael Bergeron Fellowship in honor of his 25th Reunion. Bergeron is a co-founder and managing partner of Strength Capital, and he previously worked in sales and brand management at... View Details

26 Jun 2007
First Look

First Look: June 26, 2007

management and society for more than a century. The book is also a call for reform. I show that university-based business schools were founded to train a professional class of managers in the mold of doctors and lawyers but have... View Details

Keywords: Martha Lagace

09 Jun 2015
First Look

First Look: June 9, 2015

to present a 3-principle framework we call REVISE. This framework classifies forces that affect dishonesty into three main categories and then redirects those forces to encourage moral behavior. The first principle, Reminding, emphasizes... View Details