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- All HBS Web
(850)
- News (139)
- Research (517)
- Events (5)
- Multimedia (1)
- Faculty Publications (105)
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- 09 Nov 2021
- Research & Ideas
The Simple Secret of Effective Mentoring Programs
company that operates a call center in which workers handle customer inquiries about purchasing new digital products and services, including phone, TV, and internet service. Though the company already had a robust training program in... View Details
Keywords: by Jay Fitzgerald
- 11 Mar 2019
- Research & Ideas
Branding Sells Cereal, Handbags, and Vacations. Can It Sell a Country?
there’s no one-size-fits-all strategy. Capturing a city’s unique spirit and complex tapestry requires a custom approach. That said, many of the branding rules that apply to soda, clothes, and cars, also apply to places: Understand the... View Details
- 30 Apr 2013
- First Look
First Look: April 30
that takes into consideration a variety of customer specific characteristics to set optimal pricing for quotations. On "go live" day, the sales force "is up in arms" requesting that their... View Details
Keywords: Sean Silverthorne
- 04 Apr 2023
- What Do You Think?
How Does Remote Work Affect Innovation?
centered on ideas that individuals with specific knowledge and skills can come up with on their own working remotely? Regardless of inevitable improvements in technology that will facilitate collaboration from afar, will this be the same... View Details
Keywords: by James Heskett
- 19 Apr 2004
- Research & Ideas
Birth of the American Salesman
nation developed organized sales forces to the same degree as the United States by the early twentieth century. For the average salesman, used to traveling more or less on his own (and at that time, almost all were male), this meant a number of changes. Now his routes... View Details
Keywords: by Laura Linard
- 31 May 2011
- Research & Ideas
Japan Disaster Shakes Up Supply-Chain Strategies
The full cultural and sociological aftershocks of the earthquake in Japan—the worst disaster to hit the country since World War II—are washing like a tsunami across many industries as manufacturers and their customers scramble to replace... View Details
- 16 Oct 2017
- Research & Ideas
The Most Successful Startups Have Hands-On Founders
responsibilities and make important decisions. It’s easy to confuse hands-on management with micromanaging, Koning says. “Startup founders have a really hard time letting go, so they’re the ones doing the customer interviews and trying to... View Details
Keywords: by Dina Gerdeman
- 22 Oct 2019
- Research & Ideas
Use Artificial Intelligence to Set Sales Targets That Motivate
we need to improve our profit,” he says. For example, a US industrial service company was losing 20 percent of its customers every year. Through research, its leaders realized that when customers stayed with... View Details
Keywords: by Michael Blanding
- 19 Oct 2022
- Op-Ed
Cofounder Courtship: How to Find the Right Mate—for Your Startup
particular field your venture intends to address, you may need a cofounder with domain specific expertise. Having domain expertise will not only inform the product strategy, but will also help the venture gain credibility in the market... View Details
Keywords: by Julia Austin
- 28 Mar 2012
- What Do You Think?
Are Factory Jobs Important to the Economy?
yesterday's—manufacturing. German producers have targeted those customers who require the most exacting, high-performance, costly products. As a result, they have created some of the least tradable manufacturing jobs. Several readers... View Details
- 27 Feb 2019
- Research & Ideas
The Hidden Cost of a Product Recall
many types of innovation for the firms that experience them.” There’s also a second, less studied wave of damage, as competitors ramp up product development efforts to snap up displaced customers and solidify market share gains. This... View Details
- 10 Oct 2017
- First Look
First Look at New Research and Ideas, October 10, 2017
Enterprise Foreign Direct Investment, Finance and Economic Development By: Alfaro, Laura, and Jasmina Chauvin Abstract—Research has sought to understand how foreign direct investment affects host economies. This paper reviews the empirical literature, View Details
Keywords: Sean Silverthorne
- 24 Jan 2012
- First Look
First Look: Jan. 24
PublicationsiPhones for Friends, Refrigerators for Family: How Products Prime Social Networks Authors:Lalin Anik and Michael I. Norton Publication:Social Influence (forthcoming). Abstract We show that priming consumers with products associated with View Details
Keywords: Sean Silverthorne
- 13 Nov 2012
- First Look
First Look: November 13
813-019 The case centers on the dilemma faced by Carlo Fontana, the owner-operator of a small chain of two four-star urban hotels located in Lugano, Switzerland, and the other in Milan, Italy. Having developed an extensive customer... View Details
Keywords: Sean Silverthorne
- 04 May 2010
- First Look
First Look: May 4
increased scope for markets, and distrust of markets generally. Our results suggest that while the public is potentially receptive to compensating kidney donors, among those who oppose it, general disapproval towards certain kinds of transactions is at least as... View Details
Keywords: Martha Lagace
- 16 Nov 2010
- First Look
First Look: November 16, 2010
founder should do when faced with a supplier who is trying to bypass WildChina to reach customers directly—a common problem faced by intermediaries. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/811019-PDF-ENG Dubai Duty Free... View Details
Keywords: Sean Silverthorne
- 10 Aug 2009
- Research & Ideas
High Commitment, High Performance Management
and governance system? Performance and psychological alignment that works for a period of time—sometimes many years—can create rigidities that require challenges. In the book I discuss what leaders must do, be, and know to lead a collective process of learning, and I... View Details
Keywords: by Martha Lagace
- 01 Oct 2012
- Research & Ideas
Better by the Bundle?
Nintendo, this gives the company a way to separate out segments of consumers—we call this dynamic customer segmentation." Some consumers don't care much about the specific game and will go for the bundle,... View Details
Keywords: by Dina Gerdeman
- June 2012
- Case
Buro Happold (Abridged)
By: Robert G. Eccles and Ryan Johnson
In 1996, Ted Happold, the founder of the engineering services firm Buro Happold, passed away, and Padraic Kelly became the firm's new managing director (MD). One of his first initiatives was "Aim for Growth," which was intended to help the firm grow beyond its current... View Details
Keywords: Learning And Development; Managing Growth; Organizational Design; Diversification; Client Management; Leadership Skills; Entrepreneurship; Growth and Development Strategy; Leadership Development; Management Skills; Training; Programs; Customer Relationship Management
Eccles, Robert G., and Ryan Johnson. "Buro Happold (Abridged)." Harvard Business School Case 412-123, June 2012.
- 13 Mar 2023
- Research & Ideas
The Power of Personal Connections: How Shared Experiences Boost Performance
formed a relationship. The authors chose to focus on patient ratings of specialists instead of specific medical outcomes because they assess an “important dimension of quality” that transcends the clinical boundaries of medical... View Details