Personal Selling - Publications - Faculty & Research

09 Dec 2002
Research & Ideas

Most Accountants Aren’t Crooks—Why Good Audits Go Bad

build relationships that allow them to sell their more lucrative consulting services. Thus, from the executive team down to individual accountants, an auditing firm's motivation to provide favorable audits runs deep. As the collision case... View Details

Keywords: by Max H. Bazerman, George Loewenstein & Don A. Moore; Accounting; Financial Services

04 Apr 2012
Research & Ideas

When Founders Recruit Friends and Family as Investors

risk-averse than they might otherwise have been, which can result in a lower exit value. An experienced investor explained, "When an entrepreneur has all of their own personal wealth or their family's wealth tied up in a deal, they... View Details

Keywords: by Noam Wasserman

01 May 2019
What Do You Think?

What Should the Leadership of YouTube Do?

of their teams ” David Wittenberg would have YouTube look to its users for a solution to the dilemma. As he put it, ‘My preferred solution errs on the side of personal liberty and adds the element of information. I'd institute a rating... View Details

Keywords: by James Heskett; Entertainment & Recreation; Media & Broadcasting

17 Dec 2008
Lessons from the Classroom

‘Ted Levitt Changed My Life’

"Ted Levitt changed my life," wrote Barry Koh (HBS PMD 30, 1975). "In our very first class he opened my eyes to how people are motivated to make decisions. Before, I thought as an engineer—the best attributes and the best price View Details

Keywords: by Julia Hanna; Education; Retail

27 Oct 2002
Research & Ideas

Want a Happy Customer? Coordinate Sales and Marketing

as customer acquisition, on-time delivery, developing new services and products, and running efficiently. But operating performance is also a result; it is derivative of human performance. Human performance involves many things but is primarily dependent on three: the... View Details

Keywords: by Benson Shapiro

03 May 2010
Research & Ideas

What Is the Future of MBA Education?

required course Leadership and Corporate Accountability includes personal development exercises. Students discuss examples from their own past when they failed to rise to a moral challenge, as well as examples when someone led them to be... View Details

Keywords: by Martha Lagace; Education

18 Jun 2001
Lessons from the Classroom

Why Leaders Need Great Books

describes the troubling experiences of a young man, Jerry, in his first real job. Jerry sells insurance to the poor on behalf of a large, faceless organization. The insurance he's selling is bogus and he... View Details

Keywords: by Martha Lagace

12 Oct 1999
Research & Ideas

Where Main Street Meets Wall Street

be on the verge of another significant advance. For if the mutual fund first empowered the "little guy" by encouraging him to visit Wall Street, the Internet has captured the Street and placed it at his disposal, inside his View Details

Keywords: by Garry Emmons; Financial Services

12 Sep 2007
Op-Ed

Building Sandcastles: The Subprime Adventure

the monthly payments, particularly after the grace period of the low opening rate, he could sell the house, maybe make a profit. The dizzying escalation in home prices, however, masked the shaky underpinnings of this empire. When prices... View Details

Keywords: by Nicolas P. Retsinas; Banking; Construction; Real Estate

10 Jan 2005
Research & Ideas

Professors Introduce Valuation Software

understanding of how the market is judging their firm's stock. Typical decisions could include: (1) Should I buy or sell this stock? (2) As a private company, what would my stock be worth as a public company or if I had an IPO? (3) As a... View Details

Keywords: by Sean Silverthorne

11 Mar 2001
Research & Ideas

Wired and Black: Focus on Careers

a struggle, but sometimes a rewarding one. "I don’t think you have to trust just the people who look familiar to you," Wiley said. "Even if you’re the only person of color, that doesn’t mean you can’t test the trust ... or... View Details

Keywords: by Carrie Levine

29 Feb 2016
HBS Case

Bigbelly's Big Bet on the Digital Trash Can

to move from a product to a XaaS mindset. “Imagine being the person who has been selling waste and recycling stations, and now is selling Wi-Fi, and someone asks you, ‘What is... View Details

Keywords: by Michael Blanding; Energy

23 Jan 2008
Op-Ed

A House Divided: Investment or Shelter?

and that was not expected to reap mega-returns. Indeed, many homeowners, coping with repairs, renovations, and taxes, saw their homes as moneypits. Home As Investment Over the past decade, home became an exciting investment, more a place to buy and View Details

Keywords: by Nicolas P. Retsinas; Banking; Construction; Real Estate

20 Jun 2011
Lessons from the Classroom

Fame, Faith, and Social Activism: Business Lessons from Bono

1980s, the band members' journey to sustain and enhance their identity in the next two decades, and the ongoing commitment to balancing their music careers, fame, personal lives, and—in the case of three of the musicians, their Christian... View Details

Keywords: by Kim Girard; Entertainment & Recreation

23 Aug 2004
Research & Ideas

New Challenges for Long-Term Investors

spending needs as well as economic factors such as rising interest rates that affect different assets in different ways. Viceira's research analyzes asset allocation strategies for personal and institutional investors. He teaches... View Details

Keywords: by Ann Cullen

24 Jul 2000
Research & Ideas

Linking the Globe: The Role of Media and Communications

information, the provision of information, the sale of information." This juncture, added Spar, raises several key questions: Is selling information different from selling other kinds of goods and... View Details

Keywords: by Kenneth Liss; Information; Publishing; Journalism & News; Media & Broadcasting

02 Apr 2015
Research & Ideas

Digital Initiative Summit: Who Has the Power in the Music Industry?

business and you can market yourself. You can start at a low cost to record and post something online. "As an example, let's say I sell socks. Before, I could only sell socks at a Walmart. Now, I can... View Details

Keywords: Re: Felix Oberholzer-Gee; Music

24 May 2004
Research & Ideas

Becoming an Ethical Negotiator

as an ethical argument, actually. It's really just a different calculation of personal costs and benefits. Regarding people as individual value-maximizers is a valid point of view, but it certainly isn't the only one. Other people see the... View Details