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- All HBS Web (377)
- Faculty Publications (64)
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- 09 Apr 2019
- First Look
New Research and Ideas, April 9, 2019
sales process, and some retailers did not understand why they should trust a small, young company with their payment security. By late 2017, Index had made some changes to reduce the average sales cycle, but... View Details
Keywords: Dina Gerdeman
- 19 Jul 2011
- First Look
First Look: July 19
(residual income) the conceptual conflict is exacerbated by the adoption of 'fair value' (FV) as the measurement basis for assets and liabilities rather than the more theoretically grounded approach of 'deprival value/relief value'... View Details
Keywords: Sean Silverthorne
- 19 Jun 2018
- First Look
New Research and Ideas, June 19, 2018
broad sell-off in the shares of grocery retailers and suppliers. Behind the precipitous declines lay recognition that Amazon’s bold move into brick and mortar assets offered transformational opportunities. Amazon could gain expertise in... View Details
Keywords: Dina Gerdeman
- 07 Apr 2015
- First Look
First Look: April 7
Publications April 2015 Harvard Business Review How to Really Motivate Salespeople By: Chung, Doug J. Abstract—Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab... View Details
Keywords: Sean Silverthorne
- 05 Apr 2011
- First Look
First Look: April 5
to balance its Chinese heritage claims with claims of modernity. The China skin care market is growing extraordinarily fast. Is that an asset or a liability? Purchase this case:http://cb.hbsp.harvard.edu/cb/product/511051-PDF-ENG Terror... View Details
Keywords: Sean Silverthorne
- 21 May 2013
- First Look
First Look: May 21
pharmaceutical sales teams in Belgium and sports teams in Canada. These results suggest that a minor adjustment to employee bonuses-shifting the focus from the self to others-can produce measurable benefits for employees and... View Details
Keywords: Sean Silverthorne
- 07 Aug 2007
- First Look
First Look: August 7, 2007
subset of countries. This paper uses a difference-in-difference analysis that compares US equity holdings in affected and unaffected countries. The international investment responses to JGTRRA were substantial and imply an elasticity of View Details
Keywords: Martha Lagace
- 15 Oct 2014
- Research & Ideas
Apple Pay’s Technology Adoption Problem
company will have trouble coming up with an equally compelling message to drive sales of a service that allows you to pay at the retail counter with a swipe of an iPhone. "What does it do for me as a consumer?" asks Associate... View Details
- 11 Mar 2001
- Research & Ideas
Evolving for Success [Part Two]
company. While they needed some independence and autonomy to get started, the problem is that an Arrow customer is just as likely to use the Web one day and a sales rep the next, yet wants to know that he or she is in the same system with... View Details
Keywords: by Staff
- 21 Apr 2009
- First Look
First Look: April 21, 2009
firms headquartered in the United States have performed well since 1980 when compared to firms in Europe or Asia (measured both by sales and by numbers of new product introductions), this essay explores the interplay of regulation,... View Details
Keywords: Martha Lagace
- 03 Mar 2008
- First Look
First Look: March 4, 2008
they go about assessing things like creativity, trust, and loyalty? This set of cases puts the students into the roles of the seller (an advertising agency named Butler, Shine, Stern and Partners) and the buyer (MINI USA) and asks them to develop a View Details
Keywords: Martha Lagace
- 29 Oct 2007
- HBS Case
Marketing Maria: Managing the Athlete Endorsement
effectively use the resources at his disposal within IMG, such as the sales division, which keeps in close contact with the corporate world; IMG's promotion and event marketing, which may feature Sharapova; and other divisions, like the... View Details
- 30 May 2000
- Research & Ideas
Market Makers Bid for Success
not work, because those parties will fight the market too much. We've now moved into upward and downward auctions and other kinds of exchange mechanisms for different economic situations. We have an asset marketplace for used View Details
- 15 Dec 2009
- First Look
First Look: Dec. 15, 2009
distribution: (1) assistance selecting funds that are harder to find or harder to evaluate, (2) access to funds with lower costs excluding distribution costs, (3) access to higher performing funds, (4) superior asset allocation, and (5)... View Details
Keywords: Martha Lagace
- 22 May 2018
- First Look
New Research and Ideas, May 22, 2018
established practice. Companies have hired writers and chief content officers to run departments as well as create blogs and other materials—in the process, some have assured sales people that content marketing can mean the end of cold... View Details
Keywords: Dina Gerdeman
- 30 Oct 2005
- Research & Ideas
Tuning Jobs to Fit Your Company
exhibit "The Four Spans" provides a summary.) The span of control. The first span defines the range of resources—not only people but also assets and infrastructure—for which a manager is given decision rights. These are also the... View Details
Keywords: by Robert Simons
- 18 Oct 2011
- First Look
First Look: October 18
to enter the fine art sales space, these two auction houses explore modifications to their business model. Some efforts by the two organizations have already begun but are in the infantile stage, and thus the success of these initiatives... View Details
Keywords: Sean Silverthorne
- 23 Dec 2002
- Research & Ideas
Partnering and the Balanced Scorecard
improvements in performance.3 We created the Balanced Scorecard because financial measurements had become insufficient for contemporary organizations. Strategies for creating value had shifted from managing tangible assets to... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 21 Aug 2012
- First Look
First Look: August 21
to isolate exogenous shocks to local ethnic populations, and identify a causal link between local networks and firm trade links. Firms that exploit their local networks (strategic traders) see significant increases in future sales growth... View Details
Keywords: Sean Silverthorne
- 05 Jul 2016
- First Look
July 5, 2016
measure of carbon embedded within their institutional clients’ assets under custody to help clients understand the climate risk in their portfolios. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=51261 Finding... View Details
Keywords: Sean Silverthorne