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- All HBS Web
(786)
- News (145)
- Research (540)
- Events (1)
- Multimedia (1)
- Faculty Publications (205)
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- 19 Sep 2017
- First Look
First Look at New Research and Ideas, September 19
September 2017 Management Science Channel Integration, Sales Dispersion, and Inventory Management By: Gallino, Santiago, Antonio Moreno, and Ioannis Stamatopoulos Abstract—We study the effects of the introduction of cross-channel... View Details
Keywords: Sean Silverthorne
- 07 Sep 2011
- First Look
First Look: Sept. 7
protection through anti-dumping measures, especially given that both industries face the full force of the global economy? We argue that the patterning of anti-dumping actions is best explained in terms of industrial structures, inclusive... View Details
Keywords: Sean Silverthorne
- 22 Jun 2010
- First Look
First Look: June 22
the Mexican government as a result. Download the paper: http://www.hbs.edu/research/pdf/10-108.pdf Cases & Course MaterialsChrysler's Sale to Fiat C. Fritz Foley, Lena G. Goldberg, and Linnea MeyerHarvard Business School Case... View Details
Keywords: Martha Lagace
- 13 Jun 2017
- First Look
First Look at New Research and Ideas, June 13
Efforts Pay Off? Dynamic Panel Data Methods Revisited By: Chung, Doug J., Byungyeon Kim, and Byoung Park Abstract—We estimate a sales response model to evaluate the short- and long-term value of pharmaceutical View Details
Keywords: Sean Silverthorne
- 30 Apr 2013
- First Look
First Look: April 30
that takes into consideration a variety of customer specific characteristics to set optimal pricing for quotations. On "go live" day, the sales force "is up in arms" requesting that their... View Details
Keywords: Sean Silverthorne
- 22 Aug 2017
- First Look
First Look at New Research and Ideas, August 23
patterns. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53100 June 12, 2017 Harvard Business Review Your Sales Training Is Probably Lackluster. Here's How to Fix It By: Cespedes, Frank V., and Yuchun Lee Abstract— U.S.... View Details
Keywords: Sean Silverthorne
- 10 Dec 2012
- Working Paper Summaries
Vulnerable Banks
- 27 May 2009
- First Look
First Look: May 27, 2009
($5): http://papers.nber.org/papers/w14699 Forced Sales and House Prices Authors:John Y. Campbell, Stefano Giglio, and Parag Pathak Abstract This paper uses data on house transactions in the state of... View Details
Keywords: Martha Lagace
- 02 Jan 2024
- Research & Ideas
10 Trends to Watch in 2024
The lightning-fast ascent of generative AI isn’t the only sea change on the horizon for businesses in the new year. The global economy is in flux as war, climate change, trade issues, and infrastructure problems demand attention. Many companies continue to struggle to... View Details
Keywords: by Rachel Layne
- March 2023 (Revised August 2023)
- Case
Majid Al Futtaim: Adapting the Shopping Mall to the Digital Era
By: Antonio Moreno and Gamze Yucaoglu
The case opens in August 2022, as Ahmed Galal Ismail, CEO of Majid Al Futtaim Properties and Fatima Zada, digital and omnichannel director at Majid Al Futtaim Shopping Malls, go over the plans to roll out the omnichannel mall offering for the Mall of the Emirates they... View Details
Keywords: Business Model; Strategy; Information Technology; Technology Adoption; Value Creation; Competition; Expansion; Profit; Corporate Strategy; Retail Industry; Real Estate Industry; United Arab Emirates
Moreno, Antonio, and Gamze Yucaoglu. "Majid Al Futtaim: Adapting the Shopping Mall to the Digital Era." Harvard Business School Case 623-051, March 2023. (Revised August 2023.)
- 09 Nov 2009
- Research & Ideas
Come Fly with Me: A History of Airline Leadership
industry evolution has focused on disruptive external influences or technological breakthroughs. While disruptive forces can change the direction and potential for an industry, so too can leaders themselves by the manner in which they run... View Details
- 30 Nov 2009
- Research & Ideas
Tracks of My Tears: Reconstructing Digital Music
albums—and because it is among the sectors most strongly affected by digital technology. So I reached out to Nielsen SoundScan, the company that tracks recorded-music sales in North America, to obtain data for a random sample of over 200... View Details
- 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
- 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
- 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
- Research Summary
Overview
Engaged with field work in South Asia and East Africa, Professor Hussam places a focus on exploring questions with strong theoretical motivation in the economics literature as well as relevant downstream policy implications. Her research spans four broad interests.... View Details
- 22 Apr 2019
- Research & Ideas
Why Salespeople Struggle at Leading
says, noting that according to US Bureau of Labor Statistics, 12 percent of the workforce is listed as salespeople, a figure that has grown in the 21st century. Plus, the $900 billion that is spent on sales View Details
Keywords: by Dina Gerdeman
- 31 Aug 2007
- Working Paper Summaries
Exclusivity and Control
- 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
- 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