orientation - Publications - Faculty & Research

09 May 2017
What Do You Think?

Should Management Be Primarily Responsible to Shareholders?

controlled for industry and stage in the business cycle.” Bob Vanourek, citing results of a study by the McKinsey Global Institute, said that long-term oriented firms in its sample “outperformed the short-termers in revenue growth,... View Details

Keywords: by James Heskett

09 Jul 2007
Research & Ideas

Five Steps to Better Family Negotiations

requires that you understand the other side's interests and constraints, and that the other party understands your interests and constraints. Most family members are typically well intentioned when they negotiate, and one would think that such an View Details

Keywords: by John A. Davis and Deepak Malhotra

27 Apr 2020
Research & Ideas

How Remote Work Changes What We Think About Onboarding

the new tools at their disposal. Orientation and training: Hiring managers should provide employees with electronic versions of important company documents that will help orient them to the company’s... View Details

Keywords: by Boris Groysberg

17 Jan 2011
Research & Ideas

Being the Boss

individual performers—don't even think about relationships. They're so task oriented that they put the work to be done and their authority as boss at the heart of what they do and assume they can ignore the human aspects of working with... View Details

Keywords: by Carmen Nobel

06 Mar 2006
Research & Ideas

Four Strategies for Making Concessions

with building trust. If you demand immediate compensation every time you make a concession, your behavior will be seen as self-serving rather than oriented toward achieving mutual satisfaction. 4. Make Concessions In Installments Which of... View Details

Keywords: by Deepak Malhotra

16 Mar 2020
Research & Ideas

How the Coronavirus Is Already Rewriting the Future of Business

ripples to others. Companies with the strongest stakeholder and partner orientations are best able to survive and transcend crises, because they can plan together, gain local knowledge from each other, and draw on good will to get back to... View Details

Keywords: by Dina Gerdeman

04 Apr 2022
What Do You Think?

As Disney Board Chair, What Would You Advise CEO Bob Chapek Regarding 'Don’t Say Gay'?

Florida legislature, after several weeks of heated public controversy, passed and sent to Governor Ron DeSantis a Parental Rights in Education bill stating: “Classroom instruction by school personnel or third parties on sexual orientation... View Details

Keywords: by James Heskett

17 Apr 2019
Research & Ideas

How Managers Stifle Creativity

they're clearly oriented toward maintaining the status quo. They're suspicious of new ideas. Sometimes the organization has a culture where new ideas are evaluated harshly, and people see that. It speaks much louder than any corporate... View Details

Keywords: by Danielle Kost

06 May 2021
HBS Case

How Four Women Made Miami More Equitable for Startups

percent were people of color. “This is the by-product I’m most excited about and proud of,” Tuchman says in the case. “I know firsthand that women and people of color have less access and fewer connections.” Meanwhile, Lipsey tackled systemic change directly in her... View Details

Keywords: by Carolyn DiPaolo

20 Oct 2010
Op-Ed

Export Competitiveness: Reversing the Logic

sustained growth while pursuing a strong export orientation provided the empirical backdrop for this approach. Government policy to achieve export-led growth is then essentially about findings ways to increase the ability to sell... View Details

Keywords: by Christian Ketels

21 Feb 2005
Op-Ed

Is Business Management a Profession?

intellectual domination of American business education by economics during the past three decades—make managers anything but disinterested experts oriented toward the needs of society that we take to be part of the essence of... View Details

Keywords: by Rakesh Khurana, Nitin Nohria & Daniel Penrice

21 Apr 2021
Research & Ideas

The Pandemic Conversations That Leaders Need to Have Now

weather the storm and most jobs will be protected, helps them interpret revenue data, and gives clear directions about what must be done to service existing clients and develop new business. That executive is holding: They think clearly, offer reassurance, View Details

Keywords: by Boris Groysberg, Robin Abrahams, and Katherine Connolly Baden

07 Jun 2004
Research & Ideas

What Drives Supply Chain Behavior?

individual and functional biases at work. These kinds of problems require more than IT implementation or optimization algorithms. In some cases, ever-present bias must be fought with bias; behavioral problems need behavioral solutions. From our observations there seems... View Details

Keywords: by Sarah Jane Johnston

04 Nov 2010
What Do You Think?

Why Do We Chase Stars?

stars, Groysberg says the evidence "strongly suggests the wisdom of hiring from firms with similar orientations and lesser or equivalent quality" that are less "resource-rich" than one's own, with every effort made to... View Details

Keywords: by Jim Heskett

25 Jul 2016
Research & Ideas

Who is to Blame for 'The Great Training Robbery'?

willing to do the necessary self-examination are still in the minority, Beer says. “Organizational transformations around the world would be more rapid and cost effective if executives were willing to create the context for effective management training by starting... View Details

Keywords: by Roberta Holland; Education

24 Nov 2015
Research & Ideas

Developing Your Next CEO for the Family Business

also respected the strengths and culture of the company; not all Non-Family Outsiders do. In fact, some have disdain for the values and fundamental orientations of family companies—and these leaders usually fail, rather spectacularly.... View Details

Keywords: Re: Andi Wang; Retail; Auto

09 Sep 2015
Research & Ideas

Leadership Lessons of the Great Recession: Options for Economic Downturns

Company executives would have to make a choice of whether and how to cut their workforce costs—either through mass layoffs or furloughs. Our goal with the case was to explore the tradeoffs between these two forms of employee cost reduction. We also wanted to examine... View Details

Keywords: by Sandra Sucher & Susan Winterberg; Aerospace; Electronics

20 Mar 2000
Research & Ideas

Incubators: The New Venture Capitalists?

view is that venture capital is a commodity. If you look at the size of the funds that are being put together today, it's not difficult to put money together. "Traditional venture capitals need to move in either one of two directions: either view it as a commodity... View Details

Keywords: by Kenneth Liss

27 Oct 2002
Research & Ideas

Want a Happy Customer? Coordinate Sales and Marketing

appropriate for each function. Even different sales jobs require different personality profiles. "Hunters" who can open new accounts are more ego driven and less relationship oriented than "farmers" who are outstanding... View Details

Keywords: by Benson Shapiro

17 Dec 2008
Lessons from the Classroom

‘Ted Levitt Changed My Life’

from them because they assumed themselves to be in the railroad business rather than in the transportation business. . . .They were product oriented instead of customer oriented." As was so often true of Levitt's work,... View Details

Keywords: by Julia Hanna; Education; Retail

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