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  • All HBS Web  (585)
    • People  (2)
    • News  (116)
    • Research  (399)
    • Events  (2)
  • Faculty Publications  (109)

Show Results For

  • All HBS Web  (585)
    • People  (2)
    • News  (116)
    • Research  (399)
    • Events  (2)
  • Faculty Publications  (109)
← Page 12 of 585 Results →
  • 21 Apr 2021
  • Research & Ideas

The Pandemic Conversations That Leaders Need to Have Now

organization doesn’t seem psychologically safe, create venues for honest questions and ideas. Find a channel for people who have concerns they may not want to bring to their direct supervisors. In meetings, allow people to submit... View Details
Keywords: by Boris Groysberg, Robin Abrahams, and Katherine Connolly Baden
  • 19 Sep 2016
  • Research & Ideas

Why Isn't Business Research More Relevant to Business Practitioners?

not see their role ‘as an enabler of direct public participation in decision-making through formats such as deliberative meetings, and do not believe there are personal benefits for investing in these activities.’ And yet if society is to... View Details
Keywords: by Carmen Nobel; Education
  • 06 Aug 2019
  • Cold Call Podcast

Super Bowl Ads Sell Products, but Do They Sell Brands?

surprisingly then, the day after the Super Bowl, the sales of antacids are higher by about 20 percent. Sixteen million people call in sick to work. The week leading up to the game there's a Super Bowl lift in categories like condiments,... View Details
Keywords: Advertising; Sports; Entertainment & Recreation; Media & Broadcasting
  • 30 Jan 2020
  • Research & Ideas

The Upside of Highlighting a Product's Downsides

When booking an international flight, the choice often comes down to “expensive but direct” or “cheap with connections.” But what if an airline warned customers that the direct flight was frequently delayed? Would customers appreciate... View Details
Keywords: by Danielle Kost
  • Web

2024 Reunion Presentations - Alumni

create a more fulfilling and productive employment experience for all. Business Development in a World That Never Stops Changing Senior Lecturer Frank Cespedes + More Info - Slides – Less Info - Slides Selling and sales management... View Details
  • 14 Jul 2020
  • Research & Ideas

Restarting Under Uncertainty: Managerial Experiences from Around the World

client-centric approach. It intensified virtual interactions with customers, merged sales and customer service, and boosted integration of all databases, which had been spread across functions, into a single customer resource management... View Details
Keywords: by Raffaella Sadun, Andrea Bertoni, Alexia Delfino, Giovanni Fassio, and Mariapaola Testa
  • 03 May 2010
  • Research & Ideas

What Is the Future of MBA Education?

say your book offers a compass, not a roadmap: it points readers in a direction but doesn't tell them exactly which path to take. Datar: The right answer for each school depends on that school's strategy, challenges, constraints, and... View Details
Keywords: by Martha Lagace; Education
  • 01 Feb 2002
  • News

It's academic. (Not!)

School's investment in its doctoral programs creates intellectual capital with widespread effects. After receiving their degrees, most graduates of the DBA and Ph.D. programs go on to influential faculty positions at HBS and other top business schools.What they have... View Details
Keywords: Colleges, Universities, and Professional Schools; Educational Services
  • 09 Jul 2018
  • Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

company would be able to retain its direct connection. Ironically, much of the work of the salesforce lay in convincing buyers that the desktop printers weren’t “too good to be true,” and that a reliable printer could be produced at such... View Details
Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail
  • 01 Mar 2003
  • News

Books

includes real-life case examples, Connecting the Dots gives managers the tools to make the most of their technology- and projectrelated investments as they optimize expenditures on the new business frontier. — Deborah Blagg Selling China by Yasheng Huang (Cambridge... View Details
Keywords: Deborah Blagg; Publishing Industries (except Internet); Information
  • 15 Nov 2010
  • Lessons from the Classroom

Connecting Goals and Go-To-Market Initiatives

indicates that while production efficiencies have enabled an average S&P 500 company to reduce the cost of goods sold by about 250 basis points over the past decade, SG&A (selling, general and administrative costs) as a percentage of revenue has not declined.... View Details
Keywords: by Sean Silverthorne; Retail
  • 05 Dec 2007
  • Sharpening Your Skills

Sharpening Your Skills: Managing Marketing

Cannibalizing Direct Sales? Working Paper: Adding Bricks to Clicks—The Effects of Store Openings on Sales through Direct ChannelsConsider a retailer who operates both... View Details

    Mary Kay Ash

    Ash created a successful cosmetics company by and for women by utilizing a direct sales force and creative motivational sales techniques. At the end of its first year, Mary Kay... View Details
    Keywords: Personal Care & Home Products

      J. Chadbourn Bolles

      Under Bolles dynamic direction which spanned 34 years, Chadbourn grew from a small hosiery operation with $500,000 in annual sales to an international and diversified textile and apparel complex with $68... View Details
      Keywords: Fabric & Apparel

        David W. Mitchell

        Mitchell orchestrated the acquisition of Tiffany’s & Company – expanding Avon to a $3 billion+ operation with over 1 million direct sales representatives. Mitchell produced exceptional financial returns... View Details
        Keywords: Personal Care & Home Products

          Frederick L. Maytag II

          As president, Maytag II directed a $40 million modernization program, setting up many subsidiary plants in the United States and abroad. He was instrumental in advancing the home laundry appliance field. During his tenure, View Details
          Keywords: Fabricated Goods

            J. Ogden Armour

            Upon the death of his father in 1901, Armour took over the direction of Armour and Company. Under his management, sales increased from $200 million in 1900 to $1 billion in 1920. When Armour retired in 1923,... View Details
            Keywords: Food & Tobacco

              Michael Dell

              In 1992, Dell, at 27 years of age, became the youngest CEO of a Fortune 500 company. Dell revolutionized the retail computer industry by instituting a direct sales approach, where the customer places their... View Details
              Keywords: Computers & Electronics
              • 14 Sep 2007
              • Research & Ideas

              How to Profit from Scarcity

              company. It wasn't just direct sales of these two products that benefited from the scarcity illusion, however: The heavy crowds drove sales of related products in Apple stores... View Details
              Keywords: by John Quelch; Consumer Products; Advertising
              • 10 Sep 2008
              • Research & Ideas

              Long-Tail Economics? Give Me Blockbusters!

              also worries that a company is at risk if sales depend too much on one or two megabrands that could run into lawsuits from generic competitors or regulatory challenges. On the other hand, the president of Warner Bros. (think Batman) aims... View Details
              Keywords: by John Quelch; Entertainment & Recreation; Pharmaceutical
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