Filter Results:
(469)
Show Results For
- All HBS Web
(689)
- News (136)
- Research (469)
- Events (1)
- Multimedia (1)
- Faculty Publications (166)
Show Results For
- All HBS Web
(689)
- News (136)
- Research (469)
- Events (1)
- Multimedia (1)
- Faculty Publications (166)
Sort by
- 28 Aug 2018
- First Look
New Research and Ideas, August 28, 2018
Das Narayandas, and Dongkyu Chang Abstract— This study investigates the comprehensive and multidimensional effects of quota frequency on sales force performance. We develop a theory of salespeople’s behavior... View Details
Keywords: Dina Gerdeman
- 17 Jul 2023
- Research & Ideas
Money Isn’t Everything: The Dos and Don’ts of Motivating Employees
wouldn’t otherwise do, and good incentive systems create a market of sorts inside companies with a series of pressure points, Hall says. Whether it’s raising your hand for extra work, prioritizing innovative projects, or staying with a company for a long time,... View Details
Keywords: by Avery Forman
- 22 Jul 2002
- Research & Ideas
Is Performance-Based Pricing the Right Price for You?
Because pricing is such a difficult and complex arena, it has confounded sales and marketing executives and scholars for centuries. In no other marketing element is the two-sided conflict and cooperation nature of the buyer-seller... View Details
- 09 May 2012
- Research & Ideas
Clayton Christensen’s “How Will You Measure Your Life?”
disruptive attackers posed, I would say, "Okay. Now the problem is that your sales force is not going to be able to sell these disruptive products. They need to be sold to different customers, for... View Details
- 31 Aug 2007
- Working Paper Summaries
Exclusivity and Control
- 29 Feb 2024
- HBS Case
Beyond Goals: David Beckham's Playbook for Mobilizing Star Talent
force for quite some time.” Beckham (right) and Authentic Brands CEO Jamie Salter (middle), pictured walking with Elberse, shared business insights with MBA students during a visit in October. (Image credit: Evgenia Eliseeva) Authentic... View Details
- 14 Feb 2017
- First Look
First Look at New Research: February 14
important role in reducing both the real and financing frictions faced by small businesses. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=52278 Where Should We Build a Mall? The Formation of Market Structure and Its Effect on View Details
Keywords: Sean Silverthorne
- 08 Oct 2020
- Research & Ideas
Keep Your Weary Workers Engaged and Motivated
necessities of social distancing attenuate or alter the traditional organizational levers. Several CEOs observed: “Keeping spirits high in a sales environment. At the moment our sales View Details
Keywords: by Boris Groysberg and Robin Abrahams
- 13 Dec 2011
- First Look
First Look: Dec. 13
whether, when, and for which type of customer the introduction of a new channel helps and hurts sales in existing channels. Our framework separates short- and long-run effects by analyzing underlying channel capabilities. It suggests that... View Details
Keywords: Sean Silverthorne
- 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
- 25 Jun 2024
- Research & Ideas
Rapport: The Hidden Advantage That Women Managers Bring to Teams
communication and rapport between managers and employees. In this case, the manager may not have scheduled the fast-food stations properly, forcing an overtaxed employee to juggle both packaging meals and taking orders. With an improperly... View Details
- 24 Apr 2023
- HBS Case
What Does It Take to Build as Much Buzz as Booze? Inside the Epic Challenge of Cannabis-Infused Drinks
industries. They all add up to extra costs and burdens for young businesses trying to establish themselves, says Israeli, the Marvin Bower Associate Professor of Business Administration. The challenges include operating at scale when cannabis View Details
- 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
- 19 Apr 2010
- Research & Ideas
The History of Beauty
successful that its U.S. sales reached the equivalent in today's terms of half a billion dollars by the end of the 1920s, before the Great Depression eviscerated what had become the world's biggest beauty company. Coty was a larger than... View Details
- 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... View Details
Keywords: Sean Silverthorne
- 31 Aug 2021
- Book
Feeling Powerless at Work? Time to Agitate, Innovate, and Orchestrate
diamonds with eternal love and marriage. That’s when the iconic tag line “A diamond is forever” was coined. Less than three years later, diamond sales had increased by 55 percent—and by 1990, 80 percent of engagement rings had diamonds.... View Details
Keywords: by Jay Fitzgerald
- 22 Feb 2024
- Research & Ideas
How to Make AI 'Forget' All the Private Data It Shouldn't Have
computation more than anything else. It's about efficiently removing the influence of that data from the model without having to retrain it from scratch. Layne: Who would want to use unlearning? Neel: Companies who are forced to comply... View Details
- 20 Jan 2015
- First Look
First Look: January 20
when the costs of financing a reorganization are greater than financing costs to a potential acquirer. Consistent with a senior creditor liquidation bias, the greater use of secured debt leads to more sales in bankruptcy-but, this result... View Details
Keywords: Sean Silverthorne
- 26 Mar 2008
- First Look
First Look: March 26, 2008
time. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=608113 Kazuo Inamori, A Japanese Entrepreneur Harvard Business School Case 408-039 The case provides insight into a business leader whose cognizance of contextual View Details
Keywords: Martha Lagace
- 19 Jan 2011
- First Look
First Look: Jan. 18
are not as ethical as we think we are. In Blind Spots, leading business ethicists Max Bazerman and Ann Tenbrunsel examine the ways we overestimate our ability to do what is right and how we act unethically without meaning to. From the collapse of Enron and corruption... View Details
Keywords: Sean Silverthorne