Sales Force Retention - Publications - Faculty & Research

Program

Behavioral Economics—Virtual

outcomes for your company. Details Understand the actions of your customers and employees Discover the subtle forces driving choices and become your organization's go-to problem-solver Develop a user-oriented, outcome-driven mindset... View Details

Program

Driving Digital Strategy

Summary Technology, like a relentless force of nature, is reshaping industries at an unprecedented pace. It poses a threat to those who resist and fail to adapt. But it also presents unparalleled opportunities to those audacious enough to... View Details

02 Jan 2024
Research & Ideas

10 Trends to Watch in 2024

The lightning-fast ascent of generative AI isn’t the only sea change on the horizon for businesses in the new year. The global economy is in flux as war, climate change, trade issues, and infrastructure problems demand attention. Many companies continue to struggle to... View Details

Keywords: by Rachel Layne

01 Nov 2012
HBS Seminar

Joel Waldfogel, University of Minnesota

09 Nov 2009
Research & Ideas

Come Fly with Me: A History of Airline Leadership

industry evolution has focused on disruptive external influences or technological breakthroughs. While disruptive forces can change the direction and potential for an industry, so too can leaders themselves by the manner in which they run... View Details

Keywords: by Sarah Jane Gilbert; Air Transportation

17 Jul 2023
Research & Ideas

Money Isn’t Everything: The Dos and Don’ts of Motivating Employees

wouldn’t otherwise do, and good incentive systems create a market of sorts inside companies with a series of pressure points, Hall says. Whether it’s raising your hand for extra work, prioritizing innovative projects, or staying with a company for a long time,... View Details

Keywords: by Avery Forman

30 Nov 2009
Research & Ideas

Tracks of My Tears: Reconstructing Digital Music

albums—and because it is among the sectors most strongly affected by digital technology. So I reached out to Nielsen SoundScan, the company that tracks recorded-music sales in North America, to obtain data for a random sample of over 200... View Details

Keywords: by Sean Silverthorne; Music

28 Aug 2018
First Look

New Research and Ideas, August 28, 2018

Das Narayandas, and Dongkyu Chang Abstract— This study investigates the comprehensive and multidimensional effects of quota frequency on sales force performance. We develop a theory of salespeople’s behavior... View Details

Keywords: Dina Gerdeman

09 May 2012
Research & Ideas

Clayton Christensen’s “How Will You Measure Your Life?”

disruptive attackers posed, I would say, "Okay. Now the problem is that your sales force is not going to be able to sell these disruptive products. They need to be sold to different customers, for... View Details

Web

Managing the Future of Work

Managing the challenges posed by the changing nature of work Managing the challenges posed by the changing nature of work Multiple forces of change – demographics, technology, automation, globalization – are coming together at an... View Details

Rakesh Khurana

Rakesh Khurana is the Marvin Bower Professor of Leadership Development at the Harvard Business School. He is also Professor of Sociology at Harvard University, co-Master of Cabot House at Harvard College, and the Danoff Dean of Harvard College.

Professor... View Details

Keywords: executive search

31 Aug 2007
Working Paper Summaries

Exclusivity and Control

Keywords: by Andrei Hagiu & Robin S. Lee; Entertainment & Recreation

29 Feb 2024
HBS Case

Beyond Goals: David Beckham's Playbook for Mobilizing Star Talent

force for quite some time.” Beckham (right) and Authentic Brands CEO Jamie Salter (middle), pictured walking with Elberse, shared business insights with MBA students during a visit in October. (Image credit: Evgenia Eliseeva) Authentic... View Details

Keywords: by Avery Forman; Sports

Web

General Management - Faculty & Research

General Management Overview Faculty Curriculum Awards & Honors Doctoral Students February 13, 2025 Article How to Build a Life: How to Realize Your Own Love Supreme By: Arthur C. Brooks 2025 Article Sale of Private Equity–Owned Physician... View Details

Research Summary

Overview

By: Reshmaan N. Hussam

Engaged with field work in South Asia and East Africa, Professor Hussam places a focus on exploring questions with strong theoretical motivation in the economics literature as well as relevant downstream policy implications. Her research spans four broad interests.... View Details

14 Feb 2017
First Look

First Look at New Research: February 14

important role in reducing both the real and financing frictions faced by small businesses. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=52278 Where Should We Build a Mall? The Formation of Market Structure and Its Effect on View Details

Keywords: Sean Silverthorne

02 Sep 2015
What Do You Think?

What's Wrong With Amazon’s Low-Retention HR Strategy?

employee replacement costs, low prices, and substantial but lower profit than Costco). The implied conclusion was that high retention strategies like Costco’s can be more attractive for employees, customers, and investors alike. (The... View Details

Keywords: by James Heskett; Web Services; Retail; Apparel & Accessories; Consumer Products; Fashion

22 Apr 2019
Research & Ideas

Why Salespeople Struggle at Leading

says, noting that according to US Bureau of Labor Statistics, 12 percent of the workforce is listed as salespeople, a figure that has grown in the 21st century. Plus, the $900 billion that is spent on sales View Details

Keywords: by Dina Gerdeman

Web

Great American Business Leaders of the 20th Century - Leadership

photography Air-conditioning begins to realize commercial potential Influence: High 40 1940 19 Planes and ships built in less than a day for the war effort Atomic bomb ENIAC computer Penicillin used extensively to treat soldiers' infections Synthetic rubberx Influence:... View Details

20 Aug 2013
First Look

First Look: August 20

Publications August 2013 Marketing Science Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans By: Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract—We estimate a dynamic... View Details

Keywords: Anna Secino

Publications