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- Faculty Publications (18)
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- All HBS Web (325)
- Faculty Publications (18)
- 08 Jun 2009
- Research & Ideas
The Return of the Salesman
A: I think good salespeople are able to read faces and size up prospects well. They are able to empathize with their customers and to see their point of view. They also have to be able to handle rejection well. I recall that the turnover View Details
- 01 Dec 1999
- News
The Way You See It
island." Surprisingly, older alumni rated the personal computer second and the "tube" third, although one older respondent noted that "the pervasive influence of TV has not yet been superseded by PCs." Other products named included... View Details
- 01 Mar 2004
- Lessons from the Classroom
Mission to Mars: It Really Is Rocket Science
had expected that this would have been handled by a team of consultants, first in developing a blueprint for how an FBC project should be run, and then in rolling out the methodology across the organization. What I found, however, was View Details
Keywords: by Sean Silverthorne
- 02 Sep 2014
- First Look
First Look: September 2
thought that their technical knowledge of best manufacturing practices (to take one example) was sufficiently developed that processes simply needed to be tweaked to fit local conditions. More often, it turns out, they have to be reworked View Details
Keywords: Sean Silverthorne
- 23 Feb 2011
- First Look
First Look: Feb. 23
extends existing work demonstrating the importance of political economy explanations for financial development and financial backwardness. It should help to better understand which policies will work for financial development, because political instability has causes,... View Details
Keywords: Sean Silverthorne
- 07 Oct 2014
- First Look
First Look: October 7
difference across innovation systems is whether disclosure is of intermediate progress and solutions or of completed innovations. We present experimental evidence that links intermediate versus final disclosure not just with quantitative tradeoffs that shape the View Details
Keywords: Sean Silverthorne
- 21 Mar 2025
- News
What We Can Learn From “The Oracle of Wall Street”
Subscribe on iTunes Subscribe on Spotify More Skydeck episodes Hi, this is Dan Morrell, host of Skydeck. Byron Wien (MBA 1956) was a Wall Street icon. He had a 50-year career that included chief investment strategist roles at Morgan Stanley and Blackstone, and was well... View Details
Keywords: Finance
- 01 Apr 2002
- News
Back in Business
selfishness, and greed - and cause it to self-destruct. But to an extraordinary extent, the response of the city, and its financial and business community, was quite the opposite. In the months following September 11, compassion, not... View Details
- 01 Feb 2011
- First Look
First Look: Feb. 1
level. Inheriting Losers Authors:Li Jin and Anna Scherbina Publication:Review of Financial Studies (forthcoming) Abstract We show that new managers who take over mutual fund portfolios sell off inherited momentum losers at higher rates... View Details
- 05 Sep 2006
- Research & Ideas
HBS Cases: Porsche’s Risky Roll on an SUV
Germany in 2000, the labor costs were about 25-26 Euros per hour. In the Czech Republic it's about four Euros per hour. So it's quite dramatic. But how you assess these costs depends on productivity levels as well. And German firms are... View Details
- 13 May 2025
- News
If I Knew Then
role for everybody. And then the other aspect was just the fun of debate. There were quite a few contrarians who would sit on the back row and snipe away at the hotshots, and I was one of them. And it was great fun, made everything... View Details
- 26 Jan 2016
- First Look
January 26, 2016
rate of 37% is fairly close to the model's estimated welfare-maximizing taxation rate of 42%. Reducing corruption provides the largest potential impact for welfare gain through its impact on the uses of tax... View Details
Keywords: Sean Silverthorne
- 24 Feb 2014
- Research & Ideas
Busting Six Myths About Customer Loyalty Programs
and Noble in books, Best Buy in electronics—offer similar rewards. Boots, the UK-based pharmacy and beauty supply retailer, offers a substantial reward of 4 percent, but that rate is more exception than rule. This type of reward is... View Details
- 03 Jun 2016
- News
Again in a Great City
thousands of abandoned homes, needs more housing The Detroit economy was already wavering when the Cummings family arrived. By early 1992, Detroit’s debt rating would be cut to junk bond status. From an investor’s point of view, the city... View Details
Keywords: April White; photographed by Brian Kelly
- 16 Mar 2003
- Research & Ideas
At the Center of Corporate Scandal Where Do We Go From Here?
deeper understanding of what has happened, and a broader conception of what must be done. Such understanding is all the more crucial given the evolution of business in recent years. Business is a remarkably dynamic and quite powerful... View Details
Keywords: by Kim B. Clark
- 01 Dec 2020
- News
New News
citizen, which equals about $490 billion in spending power. That’s an opportunity that many people don’t recognize. Our free-trial-to-conversion rate was above 80 percent for a long time; the industry average is about 33 percent. We think... View Details
- 13 Feb 2018
- First Look
New Research and Ideas, February 13, 2018
design of our establishment-level analysis, our methods for distinguishing between leveraged buyouts (LBOs) and other private equity transactions, bankruptcy rates among firms acquired in LBOs, their assertion that we undercount large... View Details
Keywords: Sean Silverthorne
- 19 Oct 2015
- Research & Ideas
Business Research that Makes for Smarter Public Policy
Johnson. They found that OSHA inspections not only lowered injury rates but also saved companies money in the long run by cutting down on workers’ compensation costs. “It was an important study to show that OSHA works and doesn’t kill... View Details
Keywords: by Michael Blanding
- 07 Aug 2007
- First Look
First Look: August 7, 2007
influence portfolio choices by exploring the response to the distinctive treatment of foreign dividends in the Jobs and Growth Tax Relief Reconciliation Act (JGTRRA). JGTRRA lowered the dividend tax rate to 15% for American equities and... View Details
Keywords: Martha Lagace
- 08 Mar 2016
- First Look
March 8, 2016
analysis of 82,235 customers exploits the varying competitive dynamics in 644 geographically isolated markets in which a nationwide retail bank conducted business over a five-year period. We find that customers defect at a higher rate... View Details
Keywords: Sean Silverthorne