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Show Results For
- All HBS Web
(4,209)
- People (5)
- News (810)
- Research (2,678)
- Events (20)
- Multimedia (48)
- Faculty Publications (1,850)
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- 23 Nov 2010
- First Look
First Look: November 23
Abstract Because the market for online advertising is both new and fast-changing, participants experiment with all manner of variations. Should an advertiser's payment reflect the number of times an ad was shown, the number of times it was clicked, the number of View Details
Keywords: Sean Silverthorne
- 08 Sep 2003
- Research & Ideas
A Bold Proposal for Investment Reform
vision is that it will be an independent, nonprofit organization deriving its funding either from foundation or government grants, or from the sale of its information. Q: The typical U.S. investor is more informed about financial markets... View Details
- 11 Jan 2000
- Research & Ideas
Calling All Managers: How to Build a Better Call Center
they go beyond earlier research to look at the broad context of call center service delivery. "Although much literature has recently been written about various ways to steer customer interactions to sale opportunities," write... View Details
- 16 Jul 2024
- Research & Ideas
Weighing Digital Tradeoffs in Private Equity
answer that question, the researchers compared the performance of companies that had undergone some level of digital transformation with those that didn’t. They found that: Expanding IT budgets increased hiring by 11 percent and sales by... View Details
- 03 Nov 2009
- First Look
First Look: Nov. 3
sales message? Finally, will Verne's green benefits enable the company to overcome obstacles in the sales process, or will they alternatively overcomplicate an already complex View Details
Keywords: Martha Lagace
- 2009
- Working Paper
Gray Markets and Multinational Transfer Pricing
By: Romana L. Autrey and Francesco Bova
Gray markets arise when a manufacturer's products are sold outside of its authorized channels, for instance when goods designated for a foreign market are resold domestically. One method multinationals use to combat gray markets is to increase internal transfer prices... View Details
Keywords: Price; Multinational Firms and Management; Demand and Consumers; Distribution Channels; Business and Government Relations; Sales; Competitive Strategy
Autrey, Romana L., and Francesco Bova. "Gray Markets and Multinational Transfer Pricing." Harvard Business School Working Paper, No. 09-098, February 2009. (Revised October 2009.)
- 25 Mar 2013
- Research & Ideas
How Chapter 11 Saved the US Economy
More recently, Section 363 sales played a key role in some of the largest and most complex bankruptcies of the financial crisis, including General Motors and Lehman Brothers. “The amount of debt that needed to be restructured posed a... View Details
- 27 Jul 2011
- Research & Ideas
Customer Loyalty Programs That Work
consumer." The Personal Book software program is one tool that helps Nordstrom's sales staff do this. In it, they can record personal information about their customers, including size and color preferences, birthdays and... View Details
- 10 Apr 2006
- Research & Ideas
Lessons from the Browser Wars
simplified access to the online world, transforming the Internet from a communications vehicle for academics into a mass consumer phenomenon. At the same time, the growing usefulness of the Internet drove sales of personal computers off... View Details
- 24 Apr 2018
- First Look
First Look at New Research and Ideas, April 24, 2018
An Application to Shopping Mall Sales By: Chung, Doug J., Kyoungwon Seo, and Reo Song Abstract—We propose a Bayesian model of post-entry outcomes. Endogenous firm entries are modeled as a discrete game of complete information. The model... View Details
Keywords: Sean Silverthorne
- 16 Dec 2002
- Research & Ideas
Mentoring—Using the Voice of Experience
The thing about small organizations…is they are often in the process of constructing their strategy and that means that they may not be able to grow the people they have in those positions. The founder often doesn't live through the first stage to become the CEO.... View Details
Keywords: by Sean Silverthorne
- July 1996
- Case
Bayside Controls, Inc.
By: H. Kent Bowen, Jennifer Kochman and Sylvie Ryckebusch
Two recent MBA graduates acquire a small and ailing metal-machining company that had manufactured small aerospace components. Through clever application of state-of-the-art manufacturing, engineering, and marketing/sales concepts, they turned the company into a growing... View Details
Keywords: Business Earnings; Leveraged Buyouts; Machinery and Machining; Leading Change; Growth and Development Strategy; Marketing Strategy; Production; Personal Development and Career; Sales; Aerospace Industry
Bowen, H. Kent, Jennifer Kochman, and Sylvie Ryckebusch. "Bayside Controls, Inc." Harvard Business School Case 697-004, July 1996.
- 10 Feb 2015
- First Look
First Look: February 10
make a significant decision about their young company's sales function. DoubleDutch's key product was a mobile application (app) and event management platform that customers could use to better engage and connect with their event... View Details
Keywords: Sean Silverthorne
- 03 Nov 2003
- Research & Ideas
Making Money Making Movies
10 percent, in these early weeks. Q: Do your findings have implications for the video market? A: The video window, particularly DVD sales in recent years, has developed into a significant additional source of revenue for movie studios.... View Details
- 23 Jun 2003
- Research & Ideas
Psychology, Pathology, and the CEO
market share. Its Mach3 shaving system was a blockbuster product, but the company was suffering the effects of its own reliance on trade loading—the practice of offering discounts to retail customers at the end of a quarter in order to move products and achieve View Details
Keywords: by Rosabeth Moss Kanter
- 15 Feb 2011
- First Look
First Look: Feb. 15
franchisees by streamlining some of their business processes, offering them a consistent product supply, providing them sales support and incentives, as well as providing them with education on the constantly changing dynamics of India's... View Details
Keywords: Sean Silverthorne
- 31 Mar 2009
- First Look
First Look: March 31, 2009
for assistant-product-manager positions at the likes of Procter & Gamble, Lever, and General Foods enrolled in courses in marketing management, management of promotion, marketing research, sales management, distribution, and cost... View Details
Keywords: Martha Lagace
- 05 Jul 2016
- First Look
July 5, 2016
foods, leading to consolidation and causing sales to decline in 2010. With 150 years' experience in the industry, Nestlé had transformed into a nutrition, health, and wellness company and made its CSV strategy explicit in the early 21st... View Details
Keywords: Sean Silverthorne
- 22 Sep 2014
- Op-Ed
Online Banks Fill Funding Needs for Small Business
Kabbage and can be referred to as online balance sheet lenders. Their loans typically are short-term, less than nine months, and fund working capital and inventory purchases. Many of these loan products operate similarly to a merchant cash advance, with a fixed amount... View Details
- October 2000 (Revised July 2001)
- Case
Avon Products (A)
By: Lynn S. Paine and Greg Rogers
The general manager of Avon Mexico, Fernando Lezama, must decide whether to promote a woman to the position of vice president of sales. If appointed, the candidate would be the first female in all of Latin America to hold an executive position and one of the first... View Details
Keywords: Business or Company Management; Leading Change; Salesforce Management; Organizational Culture; Job Design and Levels; Gender; Management Teams; Cross-Cultural and Cross-Border Issues; Mexico
Paine, Lynn S., and Greg Rogers. "Avon Products (A)." Harvard Business School Case 301-059, October 2000. (Revised July 2001.)