Entrepreneurial Sales And Marketing - Publications - Faculty & Research

02 Oct 2013
What Do You Think?

Is Leadership an Increasingly Difficult Balancing Act?

one with fewer answers? Those were the questions implied by this month's column. The predominance of responses suggested that the answers to the questions are "yes, yes, and maybe." Adam Hartung commented that "As... View Details

Keywords: by James Heskett

12 Oct 1999
Research & Ideas

Media Metamorphosis: Advertising in the Technology Age

sales promotion. These substitutes compete directly with traditional media for advertisers' marketing dollars. Similarly, mergers between media providers and content suppliers... View Details

Keywords: by Peter K. Jacobs; Advertising

21 Nov 2012
Research & Ideas

What Health Care Managers Need to Know--and How to Teach Them

business models; an enhanced focus on organizational innovation and implementation; and increased field-based learning." The Diagnosis As source material for the conference, Herzlinger arranged for View Details

Keywords: by Paul Guttry; Health; Education

27 Sep 2004
Research & Ideas

IBM Finds Profit in Diversity

company's Small and Medium-Sized Business Sales and Marketing organization from $10 million in 1998 to hundreds of millions of dollars in 2003.... View Details

Keywords: by David A. Thomas

17 Dec 2001
Research & Ideas

Enterprising Women

discussing women's leadership. "Initially, we thought our market was individuals," she said. Eventually, with the help of business sponsors, they developed a new business model targeted at educational institutions View Details

Keywords: by Julia Hanna

04 Mar 2002
Research & Ideas

Don’t Lose Money With Customers

series of articles and HBS Working Papers, he explores the process of how firms in business-to-business markets manage customer relationships. As a frame of reference, Narayandas explains that modern View Details

Keywords: by Peter K. Jacobs

03 Apr 2006
Research & Ideas

The Competitive Advantage of Global Finance

Dow, General Motors, Nestlé, and Petrobras) and smaller entrepreneurial firms (such as the U.K.'s AIFS and China's BabyCare) undertake critical... View Details

Keywords: by Sean Silverthorne; Financial Services

17 Dec 2001
Research & Ideas

Becoming the Next Real Estate Mogul

into an integrated real estate financial advisory firm," he said. The 1999 sale of Boston Financial's $8 billion Real Estate Institutional Advisory Practice to the Lend Lease Corporation was extremely successful from a financial... View Details

Keywords: by Julia Hanna; Construction; Real Estate

08 May 2020
In Practice

Nonprofits Hurt by COVID-19 Must Hoard Cash to Hold On

find that entrepreneurial leadership is key. To attract people to work with you, it is important to demonstrate that you are taking steps to address the crisis. At the same time, they must inspire people to find innovative ways to solve... View Details

Keywords: by Danielle Kost

19 Jan 2022
In Practice

7 Trends to Watch in 2022

As 2022 gets underway we asked our faculty to highlight some trends worth watching in the coming year. Ariel Stern: A new future for digital health care While 2020 and 2021 were years of rapid innovation and deployment of new health care technologies and delivery... View Details

Keywords: by HBS News

02 Dec 2019
What Do You Think?

How Does a Company like Boeing Respond to Intense Competitive Pressure?

possibly was another example unfolded. As reader Anna Johnson put it, “When the pressure to meet quarterly performance expectations against best-guess sales targets and a flesh pounding schedule take... View Details

Keywords: by James Heskett; Air Transportation

01 May 2000
What Do You Think?

Can You Hard-Wire Performance?

marketing positioning in a customer's mind, and a way to keep an organization on its collective toes. But the concept is, in the opinion of readers, one that in application raises more questions than it... View Details

Keywords: by James Heskett

29 Apr 2020
Book

The Key to Powerful Social Change: Small Villages

Who will solve the great problems facing humanity, a list of critical issues that only begins with the current pandemic? In the interview below, Rosabeth Moss Kanter discusses her recent book, Think Outside the Building, and her view that solutions are most likely to... View Details

Keywords: by Dina Gerdeman

17 Aug 2011
Research & Ideas

Protecting against the Pirates of Bollywood

succeeded in producing and distributing My Name is Khan in the country. The first thing Fox did right? "They set up shop in India." The company's previous release of the Hollywood blockbuster Avatar to the Indian View Details

Keywords: by Kim Girard; Motion Pictures & Video

30 May 2019
What Do You Think?

Is There a Distinctive West Coast Style of Management?

believe that there exists a much stronger creative and entrepreneurial drive in the West and the Northwest than on the East Coast A culture of creative risk-taking exists on... View Details

Keywords: by James Heskett; Education

08 Dec 2015
Research & Ideas

You Won't Make It If You Fake It

and venture capitalist Marc Andreessen. That’s what I learned to do as the 27-year-old general manager of Litton Industries’ microwave oven division. I recruited an experienced team of appliance industry veterans, including the View Details

Keywords: by Bill George

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