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Show Results For
- All HBS Web
(4,189)
- People (5)
- News (797)
- Research (2,659)
- Events (19)
- Multimedia (48)
- Faculty Publications (1,837)
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- 07 Feb 2005
- Research & Ideas
How “Career Imprinting” Shapes Leaders
management track were often placed directly into sales positions at Abbott, and then advanced primarily through this particular function. Integration of the different functions of the firm occurred at the top of their divisions (there... View Details
Keywords: by Mallory Stark
- 26 Jan 2016
- First Look
January 26, 2016
increases in future sales growth and profitability. In sum, our results document a surprisingly large impact of immigrants’ role as economic conduits for firms in their new countries. Publisher's link:... View Details
Keywords: Sean Silverthorne
- 29 Sep 2008
- Research & Ideas
Financial Crisis Caution Urged by Faculty Panel
liquidity, and a bustling economy. Early this decade home price appreciation in many markets far exceeded the growth of income, he continued. By 2005 such a high rate of home price appreciation drew ever more investors to the market. Between 25 percent and 30 percent... View Details
- 20 Feb 2008
- First Look
First Look: February 20, 2008
firm maintain a unified focus and operational consistency in new and existing points of sale around the world. One measure that Kompel and his team were considering was the Balanced Scorecard, a tool traditionally used by top management.... View Details
Keywords: Martha Lagace
- 10 Mar 2009
- First Look
First Look: March 10, 2009
Chain Planning: A Case Study of Sales and Operations Planning (revised) Authors: Rogelio Oliva and Noel H. Watson Abstract In most organizations, supply chain planning is a cross-functional effort. Functional areas such as sales,... View Details
Keywords: Martha Lagace
- 24 Jul 2007
- First Look
First Look: July 24, 2007
Sharapova," consisting of Sharapova and her advisors at IMG, a leading sports, media, and entertainment agency. Contains rich data on the way in which IMG structures its sales process, and can serve to illustrate best practices and... View Details
Keywords: Martha Lagace
- 09 Nov 2006
- Research & Ideas
Andy Grove: A Biographer’s Tale
Whereas middle management is actually out there on the front lines. It's middle management, especially salespeople, who, if a sale is lost, they feel it in their pocketbook or in their wallet right away. If you listen to those people,... View Details