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- All HBS Web (585)
- Faculty Publications (109)
- 29 Aug 2006
- First Look
First Look: August 29, 2006
integration can affect entrepreneurship (a foreign direct investment channel and a capital/credit availability channel) and provide consistent evidence to support our results. Download working paper:... View Details
Keywords: Sean Silverthorne
- 29 Feb 2016
- News
How Joe Shoen Got U-Haul Back on Track
apologizes. He directs her to the location finder on uhaul.com, where she can look up climate-controlled self-storage locations. Later he calls Mike Kinealy, vice president of sales and customer service, and... View Details
- 18 Feb 2013
- Research & Ideas
Breaking Through a Growth Stall
and reach their espoused financial goals. And you can see why: strategic direction is essential for sales effectiveness, and sales knowledge of actual customer behavior is... View Details
Keywords: by Sean Silverthorne
- 03 Aug 2015
- Research & Ideas
Why Fierce Competitors Apple and Amazon Became ’Frenemies’ Over eReaders
through the App Store. Making Up For Lost Sales Those different strategies do more than just reduce competition between the two platforms, they also actually drive them to work together. "By making Kindle Reader available on the iPad,... View Details
- 19 Oct 2011
- News
A Good Look
expected to reach $6.7 billion in sales in 2015.) “Everything we’re making is plant-based,” explains Levy in a phone interview from Kemin’s headquarters in Des Moines, Iowa. “FloraGLO Lutein is a natural antioxidant from marigold extract.... View Details
- 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
- Profile
Blake Landro
horizons. “I didn’t have the skills to launch a startup,” he says. “I needed capabilities outside of sales and marketing – like finance, strategy, and accounting. I wanted to acquire abilities that would make me more valuable, more... View Details
- 08 May 2014
- News
The Sky's the Limit
While her new leadership position will allow Eaton to direct and support Sikorsky's global sales staff, but she also hopes to expand her reach as a coach and a sounding board for other young women pilots.... View Details
- 19 Jul 2004
- Research & Ideas
Why Innovations Sit on the Shelf
frustration and, often, stagnation. It's the leader's job to point managers and team members in a specific direction but to make sure it's a direction they can respond to. To effect innovation, a leader must... View Details
- 27 Jun 2016
- News
Ulf Mark Schneider Has Plans to Make Nestlé Healthy
in 2015, compared with 4.2 percent rate for the group as a whole, while Nestlé is aiming to lift annual sales of health products to as high as 10 billion francs. The health operations also bring stronger profit margins. The group’s... View Details
- 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
- 01 Aug 2016
- Research & Ideas
Retail Execs Underplay Current Performance to Investors--but Why?
Business School finance professor Kenneth A. Froot in the April working paper What Do Measures of Real-Time Corporate Sales Tell Us about Earnings Surprises and Post-Announcement Returns? “It’s startling to find that managers are not even... View Details
- Web
Use of Electronic Resources | Baker Library
including but not limited to the sale of licensed materials Use licensed materials to train artificial intelligence (AI) models, such as large language models (LLMs) Individual resources may have more specific restrictions on use through... View Details
- 01 Jun 2002
- News
Be Our Guest: HBS Show 2002 Goes Off without a Hitch
the production's parodies of the many aspects of life at HBS included jokes, classroom references, and good-natured jibes at faculty. The daunting task of directing this year's production was given to Christina Aragon (MBA '02), who began... View Details
- 01 Oct 2008
- Research & Ideas
How Much Time Should CEOs Devote to Customers?
there are two reasons why CEOs should be cautious about overdoing the percentage of time interfacing with customers. First, marketing and selling should be a prime task of the CEO's direct reports, the individual business unit leaders.... View Details
Keywords: by John Quelch
- 01 Mar 2010
- Op-Ed
A Golden Opportunity for Ford and GM
their own. The bigger question is, will Ford and GM be able to capitalize on this opportunity for the long term? I was with Whitacre when he initially learned that Toyota was suspending sales of 57 percent of its autos sold in the United... View Details
- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
Briefly, what are the opportunities and challenges presented by the Internet as a channel? A: The average cost of a direct sales call is about $150. The Internet is at about $5 or less per interaction! Of... View Details
Keywords: by Sean Silverthorne
- 23 Aug 2011
- First Look
First Look: August 23
unobserved program attributes. Our focus is on the network television industry, in which the products are television shows. We estimate a model that allows us to distinguish between the direct effect of advertising on utility and its... View Details
Keywords: Sean Silverthorne
- 01 Dec 2022
- News
3-Minute Briefing: Yla Eason (MBA 1977)
would be difficult. But the toy business is a serious, cutthroat industry. Later, my experience building Olmec Toys would be documented in an HBS case. I was working as an editor at Standard and Poor’s when I started Olmec. I had no View Details
- Profile
Minal Mehta
biggest lesson from HBS that keeps coming back to me is the power of being a good manager. I keep thinking back to Professor Clay Christensen's Best of EC reflection when he called being a manager the most 'noble' profession, because you can have a View Details