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- 15 Nov 2010
- Lessons from the Classroom
Connecting Goals and Go-To-Market Initiatives
be, an important component of competitive advantage for these firms. Q: How can companies translate this into sales strategies, tasks, and processes understood by their sales teams and the rest of the organization? A: This is the essence... View Details
- 23 Dec 2002
- Research & Ideas
Partnering and the Balanced Scorecard
link improvements in their daily processes to achievement of high-level strategic objectives. The Balanced Scorecard framework describes strategy with strategic objectives, measures, targets, and initiatives. (See Figure 2-1.) Strategic... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 29 Feb 2000
- Research & Ideas
Whence IT Value?
they were unproductive and after which they started carrying their weight? That seems unlikely. Observers of this phenomenon have advanced three more-plausible explanations about the recent confluence of IT and productivity. The first is that the incredible recent... View Details
Keywords: by Andrew McAfee
- 21 Mar 2011
- Research & Ideas
Are We Thinking Too Little, or Too Much?
still be stymied if they try to consider every single laptop on the market. (In the article, Norton and Ariely cite a study by social psychologists Sheena Iyengar and Mark Lepper, who showed that grocery store shoppers who were offered free samples of 24 jam flavors... View Details
Keywords: by Carmen Nobel
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
customers willingly pay higher prices. The relevant readers are general managers responsible for a P&L, marketing and sales managers responsible for making product and selling decisions (including pricing), and people in operations who affect the value-delivery... View Details
- 11 Dec 2006
- Research & Ideas
Fixing Price Tag Confusion
partition the price in the hope that consumers will be fooled and overlook small fees altogether can only backfire. Previous work, in contrast, focused on the mistakes that people make when processing multiple prices for one transaction.... View Details
- 22 Mar 2011
- First Look
First Look: March 22
Publisher's Link: http://www.jchs.harvard.edu/publications/MF10-16.pdf Unable to Resist Temptation: How Self-control Depletion Promotes Unethical Behavior Authors:F., M. Schweitzer Gino, N. Mead, and D. Ariely Publication:Organizational Behavior and Human Decision... View Details
Keywords: Sean Silverthorne
- 02 Feb 2004
- What Do You Think?
Leadership: A Matter of Sustaining or Eliminating Groupthink?
down to being an approachable leader." But "once a decision is made ... public criticism of that particular decision should be actively discouraged ... ." As Ina Ferber put it, "… it is important to avoid groupthink during a decision-making... View Details
Keywords: by James Heskett
- 02 Feb 2015
- Research & Ideas
Disruptors Sell What Customers Want and Let Competitors Sell What They Don’t
habits as well, such as a growing preference for sharing items rather than owning them, and encouraging "showrooming" where shoppers visit stores only to test products—then buy them more cheaply online. The user benefits from lower cost,... View Details
Keywords: by Michael Blanding
- 06 Aug 2018
- Research & Ideas
Supersmart Manufacturing Tools are Lowering Prices on TVs, Bulbs, and Solar Panels
knowledge, is now being embedded into the tools and building blocks used to make products? Willy Shih: Knowledge is one of the core resources in a company, and translating that knowledge into processes that produce products and services... View Details
- 11 Jul 2006
- First Look
First Look: July 11, 2006
the following century. Firms employed marketing and marketing strategies to diffuse products and brands internationally despite business, economic, and cultural obstacles to globalization. The process was difficult and complex. The... View Details
Keywords: Sean Silverthorne
- 18 Apr 2005
- Research & Ideas
Tips to Reinvent the Department Store
consumers who used to be loyal department store customers. "I think department stores are in the process of significant change," said Pat Chadwick, senior vice president of northeast regional stores for Bloomingdale's, at a... View Details
- 19 Jul 2010
- Research & Ideas
How Mercadona Fixes Retail’s ’Last 10 Yards’ Problem
with a relentless focus on process and product improvement." Employee Investment Is Critical For Mercadona, investment in employees is part and parcel of process and product improvement. In 2008, the... View Details
- 08 Jun 2011
- Lessons from the Classroom
Twenty-first Century Skill: Trading Carbon Credits
Cap and trade has become an increasingly popular mechanism used by governments to induce green behavior among corporate polluters, with news emerging almost daily. Just recently New Jersey Governor Chris Christie withdrew his state from the Regional Greenhouse Gas... View Details
- 24 Sep 2014
- Op-Ed
Stop Thinking of Climate Change as a Religious or Political Issue
You sometimes hear people say things like, "I believe in global warming" or "I don't believe in climate change." It seems odd to approach climate change in this way, as though it were a question of belief, like religion. Most of the time when we confront uncertainty in... View Details
- 12 Aug 2002
- Research & Ideas
‘Let the Buyer Beware’ Doesn’t Protect Investors
recognized as a result of the bubble—have been those of the analysts who worked in the investment banks. The banks employ two kinds of analysts: Those who issue recommendations about individual firms, and those who try to get investors to View Details
Keywords: by D. Quinn Mills
- 09 Jan 2006
- Research & Ideas
What Really Drives Your Strategy?
Professor Bower, since 1970 you have articulated views on the resource allocation process and how it fundamentally shapes corporate strategy. Could you give us a brief overview of the resource allocation process? Bower: Organizations of... View Details
Keywords: by Martha Lagace
- 26 Aug 2009
- Op-Ed
Where Cash for Clunkers Ran Off the Road
prenegotiated with dealers to do so. And, now the promotion is over, expect year-on-year sales to be lower than they would have been because so much consumer demand has been concentrated in the promotion period. And were these C4C sales helping poor people trade in... View Details
- 09 Jul 2018
- Research & Ideas
Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)
range of home and small-business users. The question the company faced was how to convince potential customers to buy it. The key ingredient: the product launch. “Product launches are always crucial for early-stage ventures,” says... View Details
- 28 Jun 2011
- First Look
First Look: June 28
straightforward processing to update prices, while the other set requires more complicated analyses to incorporate the same piece of information into prices. We document substantial return predictability from the set of easy-to-analyze... View Details
Keywords: Sean Silverthorne