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Show Results For

  • All HBS Web  (7,705)
    • People  (9)
    • News  (1,559)
    • Research  (5,453)
    • Events  (17)
    • Multimedia  (34)
  • Faculty Publications  (3,768)
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  • November 2, 2015
  • Article

The Best Ways to Hire Salespeople

By: Frank V. Cespedes and Daniel Weinfurter
Companies typically spend more on hiring in sales than they do anywhere else in the firm. Average annual turnover in sales is 25% to 30%, while direct replacement costs for a telesales employee ranges from $75,000 to $90,000 and other sales positions cost as much as... View Details
Keywords: Selection and Staffing; Salesforce Management; Retention
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Cespedes, Frank V., and Daniel Weinfurter. "The Best Ways to Hire Salespeople." Harvard Business Review (website) (November 2, 2015).
  • 25 Feb 2019
  • Research & Ideas

How Gender Stereotypes Kill a Woman’s Self-Confidence

recognized for their contributions, despite gender stereotypes,” the paper says. It’s also important for managers to be aware of how confidence gaps may impact the workplace, particularly in professions long dominated by men, and to... View Details
Keywords: by Dina Gerdeman
  • June 2008 (Revised April 2013)
  • Case

Bernd Beetz: Creating the New Coty

By: Geoffrey Jones and David Kiron
Considers the creation of the world's largest fragrance company by Bernd Beetz, appointed chief executive of Coty Inc. in 2001. In 1990 the German consumer goods company Benkiser began acquiring fragrance and cosmetics brands with the intent of developing a beauty... View Details
Keywords: Mergers and Acquisitions; Entrepreneurship; Globalized Firms and Management; Growth and Development Strategy; Corporate Strategy; Beauty and Cosmetics Industry; Germany; United States
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Jones, Geoffrey, and David Kiron. "Bernd Beetz: Creating the New Coty." Harvard Business School Case 808-133, June 2008. (Revised April 2013.)
  • Program

Preparing to Be a Corporate Director

effective as a corporate director. Details Maximize your contribution as a board director Confidently assume the role of corporate directors, including legal and fiduciary duties Develop the competence and knowledge to manage critical... View Details
  • May 2003
  • Case

Renault-Nissan Alliance, The

By: Michael Y. Yoshino and Perry Fagan
On Wednesday, May 29, 2002, the board of directors of Renault-Nissan BV (RNBV) met for the first time to discuss the state of the alliance between Renault SA and Nissan Motors-two of the world's largest automakers. RNBV was a 50/50 joint venture company established in... View Details
Keywords: Joint Ventures; Global Strategy; Organizational Culture; Alliances; Business or Company Management; Mergers and Acquisitions; Management Analysis, Tools, and Techniques; Auto Industry
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Yoshino, Michael Y., and Perry Fagan. "Renault-Nissan Alliance, The." Harvard Business School Case 303-023, May 2003.
  • 03 Apr 2008
  • Working Paper Summaries

Bridge Building in Venture Capital-Backed Acquisitions

Keywords: by Paul A. Gompers & Yuhai Xuan
  • July 2012 (Revised January 2014)
  • Case

HGRM: Bringing Back High Touch Hospitality

By: Lynda M. Applegate and Gabriele Piccoli
The case centers on the dilemma faced by Carlo Fontana, the owner-operator of a small chain of two four-star urban hotels located in Lugano, Switzerland, and the other in Milan, Italy. Having developed an extensive customer service and operations information system,... View Details
Keywords: Entrepreneurship; Customer Relationship Management
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Applegate, Lynda M., and Gabriele Piccoli. "HGRM: Bringing Back High Touch Hospitality." Harvard Business School Case 813-019, July 2012. (Revised January 2014.)
  • 08 Aug 2006
  • Working Paper Summaries

Entrepreneurship and Business History: Renewing the Research Agenda

Keywords: by Geoffrey G. Jones & R. Daniel Wadhwani

    What Professional Service Firms Must Do to Thrive

    During times of economic turbulence, consulting, law, and accounting firms often start offering services and taking on clients they really shouldn’t, just to keep the lights on. This path is perilous. If a firm’s practices have a diffuse mix of clients and unclear... View Details

    • 19 Dec 2023
    • Research & Ideas

    $15 Billion in Five Years: What Data Tells Us About MacKenzie Scott’s Philanthropy

    public policy and management at the Harvard Kennedy School of Government. Brian Trelstad is the William Henry Bloomberg Senior Lecturer of Business Administration at Harvard Business School. Ethan Tran is an undergraduate student at... View Details
    Keywords: by Matthew Lee, Brian Trelstad, and Ethan Tran
    • 09 Nov 2023
    • HBS Case

    What Will It Take to Confront the Invisible Mental Health Crisis in Business?

    addressed, examined, turned-over, then re-examined. This setting maximizes the chances of employees on their own seeing how disconnected the misconception truly is. “Understanding all of the aspects of your View Details
    Keywords: by Kara Baskin; Health
    • August 2008 (Revised June 2013)
    • Background Note

    Note on the Nonprofit Coherence Framework

    By: Allen S. Grossman and Stacey Childress
    This note presents the Nonprofit Coherence Framework. It helps nonprofit leaders identify the key elements that support an organizational strategy focused on attaining high performance, bring those elements into a coherent relationship with the strategy and each other,... View Details
    Keywords: Management Practices and Processes; Organizational Culture; Organizational Structure; Performance Improvement; Nonprofit Organizations; Corporate Strategy
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    Grossman, Allen S., and Stacey Childress. "Note on the Nonprofit Coherence Framework." Harvard Business School Background Note 309-035, August 2008. (Revised June 2013.)
    • 2017
    • Working Paper

    Digital Agility: The Impact of Software Portfolio Architecture on IT System Evolution

    By: Alan MacCormack, Robert Lagerström, Martin Mocker and Carliss Y. Baldwin
    The modern industrial firm increasingly relies on software to support its competitive position. However, the uncertain and dynamic nature of today’s global marketplace dictates that this software be continually evolved and adapted to meet new business challenges. This... View Details
    Keywords: Information Systems; Software; Architecture; Modularity; Agility; Coupling; Applications and Software; Design; Decisions; Performance
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    MacCormack, Alan, Robert Lagerström, Martin Mocker, and Carliss Y. Baldwin. "Digital Agility: The Impact of Software Portfolio Architecture on IT System Evolution." Harvard Business School Working Paper, No. 17-105, May 2017. (Revised October 2017.)
    • Program

    Private Equity and Venture Capital

    and countries across the globe Build relationships with a diverse group of peers who can provide wide-ranging insights into your business challenges and career decisions Who Should Attend This investment View Details
    Keywords: Finance; Finance
    • Program

    Transforming Customer Experiences

    Summary Superior customer service can differentiate your business in the marketplace—if you design the right offerings and execute flawlessly. Led by HBS thought leaders who are experts in customer experience management, this program delves into the fundamentals of... View Details
    • 04 Dec 2012
    • First Look

    First Look: December 4

    frontline employees' experience with internal supply chain problems. However, extensive research has established that employees rarely speak up to managers about problems. They tend to work around problems... View Details
    Keywords: Carmen Nobel
    • 2010
    • Working Paper

    Lawful but Corrupt: Gaming and the Problem of Institutional Corruption in the Private Sector

    By: Malcolm S. Salter
    This paper describes how the gaming of society's rules by corporations contributes to the problem of institutional corruption in the world of business. "Gaming" in its various forms involves the use of technically legal means to subvert the intent of society's rules in... View Details
    Keywords: Crime and Corruption; Civil Society or Community; Competitive Advantage; Earnings Management; Trust; Law; Performance; Investment Funds; Private Sector; Behavior; Relationships; Goals and Objectives
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    Salter, Malcolm S. "Lawful but Corrupt: Gaming and the Problem of Institutional Corruption in the Private Sector." Harvard Business School Working Paper, No. 11-060, December 2010.
    • 19 Nov 2015
    • Blog Post

    Why We Recruit: Education Pioneers

    work like setting up Newark Public Schools’ universal student enrollment system, developing new teacher talent management strategies for KIPP New Orleans, researching youth engagement best practices for the Chicago mayor’s office, and so... View Details
    Keywords: Nonprofit / Government
    • 10 Mar 2009
    • First Look

    First Look: March 10, 2009

    Working Papers An Investigation of Earnings Management through Marketing Actions (revised) Authors: Craig J. Chapman and Thomas J. Steenburgh Abstract Prior research hypothesizes managers use "real... View Details
    Keywords: Martha Lagace
    • December 2015 (Revised February 2017)
    • Case

    Unigrains

    By: David E. Bell and Natalie Kindred
    Unigrains is a French agribusiness-focused private equity firm that has provided specialized financing to France's agribusiness sector for decades and, as a result, cultivated a strong reputation and relationships in that space. Now that the broader investment... View Details
    Keywords: Change Management; Private Equity; Competitive Advantage; Agribusiness; Agriculture and Agribusiness Industry; France
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    Bell, David E., and Natalie Kindred. "Unigrains." Harvard Business School Case 516-051, December 2015. (Revised February 2017.)
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