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  • 2004
  • Book

Birth of a Salesman: The Transformation of Selling in America

By: Walter A. Friedman
This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details
Keywords: Sales; Employees; Transformation; United States
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  • July 2024
  • Case

Board Director Dilemmas: Strategic Leadership

By: David G. Fubini and Patrick Sanguineti
Professor John Michaels, a distinguished scholar of corporate strategy, has served on the Board of OmniCo, a diversified industrial giant, for four years. Three months ago, the Board appointed a new CEO, Andrew Bennett, to lead growth, develop a more cooperative... View Details
Keywords: Board; Board Dynamics; Strategic Leadership; Governing and Advisory Boards; Corporate Strategy; Organizational Culture; Leadership Style; Management Succession
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  • 17 May 2017
  • Research & Ideas

Minorities Who 'Whiten' Job Resumes Get More Interviews

apply for jobs with employers that seem diversity-friendly, the researchers asked some participants to craft resumes for jobs that included pro-diversity statements and others to write resumes for jobs that didn’t mention diversity. They... View Details
Keywords: by Dina Gerdeman
  • Program

Strategic Marketing for Driving Growth

capture value Thrive in the era of digital marketing and digital business models Assess ROI for your marketing spend Balance performance and brand marketing Craft engaging, outcome-based omni-channel experiences Harness the power of AI... View Details
  • Research Summary

3D Negotiaton

By: James K. Sebenius

In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details

  • Program

Changing the Game

maximum results for your side Build advantage through better decision-making Recognize and overcome obstacles to rational decision-making Craft competitive and cooperative business strategies Predict the outcomes of strategic interactions... View Details
  • August 2017 (Revised August 2018)
  • Case

The Oakland Athletics: Strategy & Metrics for a Budget

By: Srikant M. Datar and Caitlin N. Bowler
This case considers Oakland Athletics General Manager Billy Beane’s data driven and, in baseball circles unconventional, approach to winning games over the duration of the long Major League Baseball season. Beane’s critical approach to crafting strategy within his... View Details
Keywords: Data Analysis; Metrics; Data Science; Analytics and Data Science; Analysis; Measurement and Metrics; Competitive Strategy; Organizational Culture; Sports Industry
Related

    Birth of a Salesman

    This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details

    • Web

    Programs & Events - Alumni

    brand strategies that deliver value for and drive sustainable competitive advantage. Jun 01 01–06 JUN 2025 Executive Education HBS Campus Strategy: Building and Sustaining Competitive Advantage Look ahead, analyze strategic tradeoffs, and View Details
    • 18 Apr 2022
    • HBS Case

    Dick’s Sporting Goods Followed Its Conscience on Guns—and It Paid Off

    our economic analysis.” Crafting a careful communications strategy Stack and his colleagues fully expected a backlash from angry customers and gun-rights groups, such as the National Rifle Association, and they were additionally concerned... View Details
    Keywords: by Jay Fitzgerald
    • 2012
    • Teaching Note

    Qingdao TGOOD Electric Corporation (TN)

    By: F. Warren McFarlan, Zheng Xiaoming, Chen Hao and Hong Zhang
    Founded in 2004, TGOOD is now the largest specialized developer and producer of cubicle-type transformation and distribution equipment in China, with the main products of outdoor cubicle-type power equipment supplemented by indoor switchgear cabinets, offered mainly to... View Details
    Keywords: Human Resource Management; China; Entrepreneurship; Human Resources; Strategy; China
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    • Article

    The Organizational Apology: A Step-by-Step Guide

    By: Maurice E. Schweitzer, Alison Wood Brooks and Adam D. Galinsky
    At some point, every company makes a mistake that requires an apology—to an individual; a group of customers, employees, or business partners; or the public at large. And more often than not, companies and their leaders fail to apologize effectively, if at all, which... View Details
    Keywords: Corporate Accountability; Marketing; Organizations
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    • 2015
    • Other Teaching and Training Material

    Innovating in Healthcare

    By: Regina E. Herzlinger, Margo I. Seltzer and Kevin Schulman
    With over 71,000 past enrollees, Innovating in Healthcare investigates the issues of health care spending, quality, and access that continue to plague America and global nations alike. With U.S. health care costs trending toward $4 trillion in 2020, the need to... View Details
    Keywords: edX; Healthcare; Health Care and Treatment; Innovation and Invention; Business Model
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    • 20 Jun 2023
    • Research & Ideas

    Looking to Leave a Mark? Memorable Leaders Don't Just Spout Statistics, They Tell Stories

    It doesn’t matter if you’re crafting a pitch for tech investors, consumers, or election-season voters. If you want your target audience to remember your message the next day, tell a story. That’s one of the findings of a new study by... View Details
    Keywords: by Scott Van Voorhis
    • 2011
    • Working Paper

    From Single Deals to Negotiation Campaigns

    By: David A Lax and James K. Sebenius
    Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader "negotiation campaign" calls for a different focus and set of... View Details
    Keywords: Negotiation Deal; Framework; Business Subsidiaries; Agreements and Arrangements; Mergers and Acquisitions; Information Management; Finance; Business and Shareholder Relations; Corporate Governance; Business and Government Relations; Governing Rules, Regulations, and Reforms; Cross-Cultural and Cross-Border Issues
    Related
    • 2012
    • Case

    Qingdao TGOOD Electric Corporation

    By: F. Warren McFarlan, Zheng Xiaoming, Chen Hao and Hong Zhang
    Founded in 2004, TGOOD is now the largest specialized developer and producer of cubicle-type transformation and distribution equipment in China, with the main products of outdoor cubicle-type power equipment supplemented by indoor switchgear cabinets, offered mainly to... View Details
    Keywords: Entrepreneurship; Human Resource Management; Strategy; China; China
    Related

      A New Approach to Building Your Personal Brand

      For better or worse, in today's world everyone is a brand. Whether you're applying for a job, asking for a promotion, or writing a dating profile, your success will depend on getting others to recognize your value. So, you need to get comfortable marketing yourself. In... View Details
      • 13 Jul 2016
      • HBS Case

      How Uber, Airbnb, and Etsy Attracted Their First 1,000 Customers

      quality service and then do the marketing for you,” says Teixeira. Etsy also pursued a decidedly non-scalable strategy in finding the right eggs with which to launch its business. The platform, which serves as an online marketplace for View Details
      Keywords: by Michael Blanding; Retail; Service; Transportation
      • Program

      Senior Executive Leadership Program—China

      your business as a whole—to look outward and craft local, regional, and global strategies and to look inward and lead organizational changes that create value and drive performance. Developing these skills on the job can take years—but... View Details
      • 13 Jan 2003
      • Research & Ideas

      The Subconscious Mind of the Consumer (And How To Reach It)

      same research was helpful in crafting a communication strategy for the new line and in selecting a name for this new offering. Q: We hear a lot about how technology is revolutionizing our ability to understand customers. Is this aspect... View Details
      Keywords: by Manda Mahoney