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- All HBS Web (602)
- Faculty Publications (109)
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- 05 Dec 2006
- First Look
First Look: December 5, 2006
factors associated with successful CRM implementation and advance directions for future research. Old Hand or New Blood? Author:Frank V. Cespedes Periodical:Harvard Business Review 84, nos. 7/8 (July-August 2006): 28-40 Abstract Bill... View Details
Keywords: Sean Silverthorne
- 02 Jun 2014
- Research & Ideas
Excerpt: ‘A Social Strategy’
through gifts when they ask their friends to buy from eBay Consider the key features of this strategy. First, the social engagement eBay facilitates is directly related to strategic goals of the company—increased sales or lower cost. The... View Details
- 19 Jul 2004
- Research & Ideas
Why Innovations Sit on the Shelf
frustration and, often, stagnation. It's the leader's job to point managers and team members in a specific direction but to make sure it's a direction they can respond to. To effect innovation, a leader must... View Details
- 22 Dec 2003
- Research & Ideas
Why Negotiation is Like Jazz
substantive dimension and sidestepping the relational dimension of the manager's statement, the sales rep helped the negotiation proceed smoothly. Managing a negotiation at the micro level means identifying and View Details
Keywords: by Kathleen L. McGinn
- 03 Apr 2018
- First Look
New Research and Ideas, April 3, 2018
https://www.hbs.edu/faculty/Pages/item.aspx?num=54301 On the Direct and Indirect Real Effects of Credit Supply Shocks By: Alfaro, Laura, Manuel García-Santana, and Enrique Moral-Benito Abstract—We consider the real effects of bank lending... View Details
Keywords: Sean Silverthorne
- 15 Jan 2019
- First Look
New Research and Ideas, January 15, 2019
platform and emphasized his position as a Washington-outsider. He proved to be an unpredictable and incendiary candidate on the campaign trail, garnering much media attention and creating divisions within the traditional Republican base, yet his View Details
Keywords: Dina Gerdeman
- 04 Feb 2014
- First Look
First Look: February 4
traditional organizations for coordinating the collective efforts of creative workers. However, it is surprising that they result in any productive output as individuals often work without direct monetary incentives while collaborating... View Details
Keywords: Sean Silverthlorne
- 01 Oct 2008
- Research & Ideas
How Much Time Should CEOs Devote to Customers?
there are two reasons why CEOs should be cautious about overdoing the percentage of time interfacing with customers. First, marketing and selling should be a prime task of the CEO's direct reports, the individual business unit leaders.... View Details
Keywords: by John Quelch
- 05 Apr 2017
- Research & Ideas
For Women Especially, It Pays to Know What Car Repairs Should Cost
whatever information they have about consumers’ price knowledge, drawing inferences from gender if that is all they have to go on, but disregarding gender if provided more direct information on consumers’ price expectations,” the... View Details
- 03 Mar 2008
- Research & Ideas
Marketing Your Way Through a Recession
advertisements by shifting from 30-second to 15-second advertisements, substituting radio for television advertising, or increasing the use of direct marketing, which gives more immediate sales impact. 4.... View Details
Keywords: by John Quelch
- 12 Apr 2016
- First Look
April 12, 2016
to Platforms: Making the Leap By: Zhu, Feng, and Nathan Furr Abstract—Following the path of companies such as Apple and Amazon, more and more firms are trying to become not just product purveyors but also platform providers, facilitating View Details
Keywords: Sean Silverthorne
- 14 May 2020
- Research & Ideas
What Leaders Can Do to Fight the COVID Fog
have the resources, ideas, and ability to quickly pivot the deployment our sales strategy in a new format? How are we going to differentiate when our new mode of communication is the same as everyone else?” Skills needed now: Making... View Details
Keywords: by Boris Groysberg and Robin Abrahams
- 09 Feb 2016
- First Look
February 9, 2016
turnover in sales is 25% to 30%, while direct replacement costs for a telesales employee ranges from $75,000 to $90,000 and other sales positions cost as much as $300,000.... View Details
Keywords: Sean Silverthorne
- 03 Feb 2015
- First Look
First Look: February 3
in 2008. As the industry shifted from agency to online sales, GEICO's direct selling model positioned it strongly for growth. Progressive's direct sales mix had increased from... View Details
Keywords: Sean Silverthorne
- 17 Apr 2007
- First Look
First Look: April 17, 2007
Kraiselburd and Noel Watson Abstract In this paper, we seek to use quantitative models to help appreciate the behavioral processes associated with successful cross-functional and cross-firm alignment in supply/demand planning. We model the interaction between a View Details
Keywords: Martha Lagace
- 06 Jun 2005
- Research & Ideas
Microsoft vs. Open Source: Who Will Win?
Clearly, a larger installed base implies that there will be stronger direct and indirect network effects, and this will enhance the value of the operating system to current and potential users. In addition, a larger installed base also... View Details
- 28 Feb 2011
- Research & Ideas
The Importance of ‘Don’t’ in Inducing Ethical Employee Behavior
to the Ten Commandments, the vast majority (eight) of which dictate what thou shalt not do. Meanwhile, in virtually every other aspect of business there is a focus on what to do. Do meet sales projections. Do outperform competitors. Do... View Details
Keywords: by Carmen Nobel
- 29 Jan 2014
- Research & Ideas
Super Bowl Ads for Multitaskers
divided the ads into four types. The first two types, product-focused and action-focused, look for a direct response from the viewer. Product-focused ads showcase products and features, explaining to the viewer why he or she would like to... View Details
- 21 Aug 2018
- First Look
New Research and Ideas, August 21, 2018
accuracy of daily sales forecasts. We collaborated with an online apparel retailer to assemble a dataset that combines (1) detailed internal operational information, including data on sales, advertising, and promotions, as well as (2)... View Details
Keywords: Dina Gerdeman
- 12 Jun 2006
- Research & Ideas
The Promise of Channel Stewardship
hand. You cannot resolve design issues—such as whether to adopt a direct or an indirect channel or, if indirect, how many levels are appropriate—without a sense of how distribution policies and practices are translated. Similarly, you... View Details