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Show Results For
- All HBS Web
(673)
- News (127)
- Research (421)
- Events (1)
- Multimedia (2)
- Faculty Publications (103)
- 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.)
- 24 Aug 2012
- Working Paper Summaries
Equalizing Outcomes vs. Equalizing Opportunities: Optimal Taxation when Children’s Abilities Depend on Parents’ Resources
Keywords: by Alexander Gelber & Matthew Weinzierl
- 21 Aug 2023
- Book
You’re More Than Your Job: 3 Tips for a Healthier Work-Life Balance
you recognize that individuals are greater than the sum of their previous experiences, then you can think more broadly about competencies, rather than just credentials, as you’re slotting someone into their next role. ” There’s also a troubling external View Details
Keywords: by Kara Baskin
- Article
Individuals' Decision to Co-Donate or Donate Alone: An Archival Study of Married Whole Body Donors in Hawaii
By: Michel Anteby, Filiz Garip, Paul V. Martorana and Scott Lozanoff
Background: Human cadavers are crucial to numerous aspects of health care, including initial and continuing training of medical doctors and advancement of medical research. Concerns have periodically been raised about the limited number of whole body... View Details
Keywords: Decisions; Health Care and Treatment; Personal Characteristics; Philanthropy and Charitable Giving; Health Industry; Hawaii
Anteby, Michel, Filiz Garip, Paul V. Martorana, and Scott Lozanoff. "Individuals' Decision to Co-Donate or Donate Alone: An Archival Study of Married Whole Body Donors in Hawaii." PLoS ONE 7, no. 8 (August 2012). (e42673. doi:10.1371/journal.pone.0042673.)
- March 1992 (Revised October 1994)
- Case
AT&T Consumer Products
Describes the factors AT&T Consumer Products managers considered in deciding whether to locate a new plant for telephone answering machines in the United States, Asia, or Mexico. Describes in depth the restructuring of AT&T during the 1980s, the competition facing its... View Details
Keywords: Restructuring; Competitive Strategy; Trade; Management; Operations; Crime and Corruption; Executive Compensation; Selection and Staffing; Demand and Consumers; Asia; Mexico
Badaracco, Joseph L., Jr. "AT&T Consumer Products." Harvard Business School Case 392-108, March 1992. (Revised October 1994.)
Rosabeth M. Kanter
Rosabeth Moss Kanter holds the Ernest L. Arbuckle Professorship at Harvard Business School, specializing in strategy, innovation, and leadership for change. Her strategic and practical insights guide leaders worldwide through teaching, writing, and direct... View Details
Keywords: accounting industry; advertising; airline; apparel; arts; automobiles; banking; beauty products; beverage; biotechnology; broadcasting; chemical; clothing; communications; computer; consulting; consumer products; e-commerce industry; education industry; electrical equipment; electronics; entertainment; fashion; fast food; federal government; financial services; food; food processing; grocery; health care; high technology; hotels ＆ motels; industrial goods; information; information technology industry; insurance industry; internet; legal services; management consulting; manufacturing; medical supplies; nonprofit industry; oil ＆ gas; petroleum; pharmaceuticals; professional services; publishing industry; real estate; recreation; restaurant; retail financial services; retailing; semiconductor; soft drink; software; sports; state government; telecommunications; textiles; tourism; toy; transportation; travel; utilities; wine
- 2004
- Book
Entrepreneurship and Venture Capital
By: Amar Bhidé
Academics and practitioners readily admit the importance of entrepreneurs for the wealth of nations. However, the relationship between the economic and social environment, entrepreneurship and value creation is not yet well understood. Moreover, at the micro-level, the... View Details
Bhidé, Amar. Entrepreneurship and Venture Capital. Vol. 9, Topics in Corporate Finance. Amsterdam: Amsterdam Center for Corporate Finance, 2004.
- 02 Jan 2024
- Research & Ideas
10 Trends to Watch in 2024
The lightning-fast ascent of generative AI isn’t the only sea change on the horizon for businesses in the new year. The global economy is in flux as war, climate change, trade issues, and infrastructure problems demand attention. Many companies continue to struggle to... View Details
Keywords: by Rachel Layne
- Program
Managing Health Care Delivery
reform, and payers are demanding cost control. These factors have placed great strain on health care delivery, and pose significant challenges for vulnerable populations. These issues are not unique; they are systemic View Details
- January 2020
- Article
Rethinking Measurement of Pay Disparity and Its Relation to Firm Performance
By: Ethan Rouen
I develop measures of firm-level pay disparity and examine their relation to firm performance. Using comprehensive compensation data for a large sample of firms, I find no statistically significant relation between the ratio of CEO-to-mean employee compensation and... View Details
Keywords: Pay Disparity; Pay Ratio; CEO Pay Ratio; Income Inequality; Executive Compensation; Employees; Wages; Equality and Inequality; Business Ventures; Performance
Rouen, Ethan. "Rethinking Measurement of Pay Disparity and Its Relation to Firm Performance." Accounting Review 95, no. 1 (January 2020): 343–378.
- 17 Jul 2023
- Research & Ideas
Money Isn’t Everything: The Dos and Don’ts of Motivating Employees
Those might be the very parts of the job that your workers find most enjoyable, and loving their work is an important motivational factor for many workers. “The way that AI will change jobs is really a motivation issue,” Hall says. “Don’t... View Details
Keywords: by Avery Forman
Rakesh Khurana
Rakesh Khurana is the Marvin Bower Professor of Leadership Development at the Harvard Business School. He is also Professor of Sociology at Harvard University, co-Master of Cabot House at Harvard College, and the Danoff Dean of Harvard College.
Professor... View Details
Keywords: executive search
- 28 Aug 2023
- Research & Ideas
The Clock Is Ticking: 3 Ways to Manage Your Time Better
Human Factors Lab, researchers showed that when participants had short breaks between mandatory meetings, their brainwave patterns showed positive levels of frontal alpha symmetry, which correlates to higher... View Details
Keywords: by Kristen Senz
- January 2019 (Revised February 2020)
- Case
Roush Performance: How to Design a Sales Force Compensation Plan
By: Doug J. Chung
Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception, Roush Performance had focused on building its engineering technology competency and diversifying its product... View Details
Keywords: Sales Force Management; Motivation; Compensation; Salary; Commissions; Bonuses; Quotas; Salesforce Management; Compensation and Benefits; Motivation and Incentives
Chung, Doug J. "Roush Performance: How to Design a Sales Force Compensation Plan." Harvard Business School Case 519-066, January 2019. (Revised February 2020.)
- Program
Leadership for Senior Executives
ways to lead organizational change Identify the factors that are standing in the way of innovation Learn from stories about organizations that have successfully or unsuccessfully adapted to change Strengthen your organizational leadership... View Details
- Article
Values, Purpose, Meaning, and Expectations: Why Culture and Context Matter
The "rational person" standard, based on assumptions of economic self-interest, has long prevailed in legal reasoning. But understanding of decision making, behavioral choices, and possibilities for action must be enlarged to include a variety of factors that give... View Details
Keywords: Standards; Interests; Decision Making; Behavior; Value; Groups and Teams; Performance Expectations; Organizational Culture; Leadership; Business Cycles; Forecasting and Prediction; Motivation and Incentives
Kanter, Rosabeth M. "Values, Purpose, Meaning, and Expectations: Why Culture and Context Matter." Alabama Law Review 62, no. 5 (2011).
- 11 Sep 2017
- Research & Ideas
Why Employers Favor Men
what factors are shaping our hiring decisions, and whether we are comfortable with those factors playing a role.” Job candidates should be aware that employers may have preconceived ideas about average... View Details
Keywords: by Dina Gerdeman
- Article
Healthy Buildings in 2070
By: John D. Macomber and Joseph G. Allen
Fifty years seems a very long time in the future for most industries. Not so in buildings and real estate; built structures routinely last decades if not hundreds of years, as long as they are economically competitive. Any discussion of the 50-year future has to... View Details
Keywords: Health ＆ Wellness; Real Estate; Architectural Innovation; Public Health; Health; Buildings and Facilities; Well-being
Macomber, John D., and Joseph G. Allen. "Healthy Buildings in 2070." The Bridge 50, no. S (Winter 2020): 11–14. (Special 50th Anniversary Issue edited by Ronald M. Latanision.)
- 03 Oct 2023
- HBS Case
Layoffs Can Be Bad Business: 5 Strategies to Consider Before Cutting Staff
countries even require approvals from local governments. Labor law differences also exist between states, and even those sometimes conflict with federal law. A management team that fails to factor these differences into planned layoffs,... View Details
- January 2021 (Revised March 2022)
- Teaching Note
Ureed.com: The Marketplace for Language
This case explores the growth of Ureed, an online marketplace for translation services that is powered by a workforce consisting of remote freelancers who are based in the United Arab Emirates. Nour Al Hassan, the founder and CEO faced the challenge of how best to... View Details