Publications

Publications

Filter Results: (10,104) Arrow Down
Filter Results: (10,104) Arrow Down Arrow Up

Show Results For

Show Results For

← Page 101 of 10,104 Results →
  • October 1988 (Revised November 2006)
  • Background Note

Aspects of Sales Management: An Introduction

By: Frank V. Cespedes
Discusses certain general issues that affect sales-management requirements in most companies: 1) the nature of the salesperson's "boundary role" in the organization, and 2) the relevance and limits of compensation policies as a key means of affecting the salesperson's... View Details
Keywords: Salesforce Management
Related
  • November 1995 (Revised January 1998)
  • Case

Transformation of Pratt & Whitney North Haven (A)

By: H. Kent Bowen, Linda A. Hill, Andrew P. Burtis, Sylvie Ryckebusch and John Schiavone
Pratt & Whitney is a leader in the development and manufacturing of gas turbine engines for commercial and military aircraft. Economic conditions for the airline and defense industries are forcing the airplane engine builders to restructure. Ed Northern, a new general... View Details
Keywords: Transformation; Restructuring; Production; Opportunities; Economy; Aerospace Industry; Manufacturing Industry; Connecticut
Related
  • 05 Dec 2013
  • News

This Is What It Looks Like When a Google Manager Gets Feedback

  • 05 Feb 2007
  • News

Chimerical? Think Again

  • 04 Apr 2022
  • News

Cost of Distancing May Outweigh Benefits for Healthy Adults

  • 06 Aug 2020
  • News

Interview with Professor Regina Herzlinger on Balancing Entrepreneurship and Corporate Governance with a Prominent Academic Career

  • 11 Sep 2019
  • News

Study says solar cheaper than TVA

  • 16 Jan 2020
  • News

Fake AI People Won’t Fix Online Dating

  • 13 Jun 2016
  • News

Wicked-Problem Solvers

  • 03 Mar 2021
  • Video

The Tulsa Massacre and the Call for Reparations: The Loss of Dreams

  • 19 Jan 2021
  • Video

Sunil Bharti Mittal

Sunil Bharti Mittal, Founder and Chairman of Bharti Enterprises, discusses entering the telecommunications industry by creating India’s first pushbutton phones in the early 1980s as a result of India banning the import of generators – his previous business. In 1992, he... View Details
  • 17 Mar 2010
  • Working Paper Summaries

Conceptual Foundations of the Balanced Scorecard

Keywords: by Robert S. Kaplan
  • 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
Related
  • Web

Help - Alumni

Help Account Information 14ms Frequently Asked Questions HBS Account & Login HarvardKey Login HBS Email Two-step verification (Duo) Spam Email & Phishing Profile Updates & Subscriptions LinkedIn Alumni Directory Directory Mapping Alumni Messaging Service View Details
  • 11 Sep 2017
  • Research & Ideas

Why Employers Favor Men

Fighting discrimination Coffman, who has conducted other research exploring the role of gender, hopes these findings will spur business executives to take a closer look at whether those doing the hiring within their organizations have View Details
Keywords: by Dina Gerdeman
  • 2024
  • Working Paper

The Value of AI Innovations

By: Wilbur Xinyuan Chen, Terrence Tianshuo Shi and Suraj Srinivasan
We study the value of AI innovations as it diffuses across general and application sectors, using the United States Patent and Trademark Office’s (USPTO) AI patent dataset. Investors value these innovations more than others, as AI patents exhibit a 9% value premium,... View Details
Keywords: AI and Machine Learning; Valuation; Technological Innovation; Open Source Distribution; Patents; Policy; Knowledge Sharing; Technology Industry
Related
  • 2019
  • Article

Pay-for-Monopoly?: An Assessment of Reverse Payment Deals by Pharmaceutical Companies

By: Sana Rafiq and Max Bazerman
Abstract Over the past eighteen years, pharmaceutical firms have developed a blueprint to impede competition in order to maintain their monopoly profits. This scheme, termed pay-for-delay, involves direct or indirect payment of money from a branded-drug manufacturer... View Details
Keywords: Monopoly; Policy; Competition; Agreements and Arrangements; Pharmaceutical Industry
Related
  • 2009
  • Working Paper

Performance Pressure as a Double-Edged Sword: Enhancing Team Motivation While Undermining the Use of Team Knowledge

By: Heidi K. Gardner
In this paper, I develop and empirically test the proposition that performance pressure acts as a double-edged sword for teams, providing positive effects by enhancing team motivation to achieve good results while simultaneously triggering process losses. I conducted a... View Details
Keywords: Experience and Expertise; Knowledge Use and Leverage; Performance Effectiveness; Performance Expectations; Groups and Teams
Related
  • 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
  • 09 Nov 2023
  • HBS Case

What Will It Take to Confront the Invisible Mental Health Crisis in Business?

firm recognize is an important part of people’s lives. We’re giving you all the slack. Those of you who want to take it, great. If you don’t, great. It’s totally up to you.” I think that will generate [exposure] in a much more organic... View Details
Keywords: by Kara Baskin; Health