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- Faculty Publications (63)
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- All HBS Web (364)
- Faculty Publications (63)
- 10 Mar 2015
- First Look
First Look: March 10
introduces methods for increasing the efficiency of retail store liquidation, which we define as the time-constrained divestment of retail outlets through an in-store sale of inventory. The retail industry depends extensively on... View Details
Keywords: Carmen Nobel
- 26 Feb 2020
- News
Phoenix Rising
of fresh orange juice. For the last 18 years, Arhodidis worked for Eurobank, one of the country’s four systemic banks. When he left last July, he was a member of the executive board and a general manager in charge of global markets, private banking, View Details
Keywords: Jen McFarland Flint
- 07 Apr 2015
- First Look
First Look: April 7
Publications April 2015 Harvard Business Review How to Really Motivate Salespeople By: Chung, Doug J. Abstract—Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab... View Details
Keywords: Sean Silverthorne
- 05 Apr 2011
- First Look
First Look: April 5
to balance its Chinese heritage claims with claims of modernity. The China skin care market is growing extraordinarily fast. Is that an asset or a liability? Purchase this case:http://cb.hbsp.harvard.edu/cb/product/511051-PDF-ENG Terror... View Details
Keywords: Sean Silverthorne
- 21 Nov 2017
- News
Alumni Peer into the Future of Energy
generation. When you have an oil company saying that, by 2030, one-third of all car sales are going to be electric vehicles [EVs]—an oil company actually admitting that to themselves and to the public—then real change is afoot. “When we... View Details
- 21 May 2013
- First Look
First Look: May 21
pharmaceutical sales teams in Belgium and sports teams in Canada. These results suggest that a minor adjustment to employee bonuses-shifting the focus from the self to others-can produce measurable benefits for employees and... View Details
Keywords: Sean Silverthorne
- 01 Mar 2018
- News
Case Study: On the Record
firms—and how to work with other market participants. How they answered the question: Alpha Architect quickly realized that the robo-advisor service was not going to be the primary focus of the company, which considers itself to be a boutique quantitative View Details
Keywords: April White
- 12 Apr 2016
- First Look
April 12, 2016
Abstract—In the knowledge economy, skilled employees are the assets that drive organizational success. Thus companies must learn from them—why they stay, why they leave, and how the organization needs to change. A thoughtful exit... View Details
Keywords: Sean Silverthorne
- 01 Oct 1996
- News
Leading In a New Era
structure up-to-date. Last year, Boise Cascade announced its most profitable year ever, with earnings of $352 million on sales of $5 billion. At about the same time that Harad's company was struggling against declining profits, across the... View Details
Keywords: Nancy O. Perry
- 06 Sep 2016
- First Look
September 6, 2016
buyer characteristics. Consider the experiences of condo developers targeting retirees who wanted to downsize their homes. Sales were weak until the developers realized their business was not construction but transitioning lives. Instead... View Details
Keywords: Carmen Nobel
- 21 Apr 2009
- First Look
First Look: April 21, 2009
firms headquartered in the United States have performed well since 1980 when compared to firms in Europe or Asia (measured both by sales and by numbers of new product introductions), this essay explores the interplay of regulation,... View Details
Keywords: Martha Lagace
- 03 Mar 2008
- First Look
First Look: March 4, 2008
they go about assessing things like creativity, trust, and loyalty? This set of cases puts the students into the roles of the seller (an advertising agency named Butler, Shine, Stern and Partners) and the buyer (MINI USA) and asks them to develop a View Details
Keywords: Martha Lagace
- 01 Mar 2010
- News
Eric Schiffer
with individuals from Kraft, Procter & Gamble, or almost any name-brand consumer goods company you’d care to name. Aside from our 99ers, these long-term relationships are probably our most valuable asset that is not on our balance sheet.... View Details
- 30 May 2017
- First Look
First Look at New Research and Ideas, May 30
maintenance and repair parts and equipment in the U.S., had just held its November 2014 board meeting. The meeting had been productive but not without some soul searching for both the company’s management team and financial sponsors. Was now the right time to start a... View Details
Keywords: Sean Silverthorne
- 19 Jul 2011
- First Look
First Look: July 19
(residual income) the conceptual conflict is exacerbated by the adoption of 'fair value' (FV) as the measurement basis for assets and liabilities rather than the more theoretically grounded approach of 'deprival value/relief value'... View Details
Keywords: Sean Silverthorne
- 29 Oct 2007
- HBS Case
Marketing Maria: Managing the Athlete Endorsement
effectively use the resources at his disposal within IMG, such as the sales division, which keeps in close contact with the corporate world; IMG's promotion and event marketing, which may feature Sharapova; and other divisions, like the... View Details
- 15 Dec 2009
- First Look
First Look: Dec. 15, 2009
distribution: (1) assistance selecting funds that are harder to find or harder to evaluate, (2) access to funds with lower costs excluding distribution costs, (3) access to higher performing funds, (4) superior asset allocation, and (5)... View Details
Keywords: Martha Lagace
- 05 Mar 2019
- First Look
New Research and Ideas, March 5, 2019
firms lever up, the overall cost of capital falls as leverage increases equity beta, but as debt becomes riskier the marginal benefit of increasing equity beta declines. As a simple theoretical framework predicts, we find that leverage is inversely related to View Details
Keywords: Dina Gerdeman
- 15 Jan 2008
- First Look
First Look: January 15, 2008
Ross has built a successful private equity firm focused on distressed investing, WL Ross & Co. In 2006, INVESCO, an asset management company, approaches him about acquiring his firm. INVESCO has had weak performance in recent years... View Details
Keywords: Martha Lagace
- 09 Apr 2019
- First Look
New Research and Ideas, April 9, 2019
sales process, and some retailers did not understand why they should trust a small, young company with their payment security. By late 2017, Index had made some changes to reduce the average sales cycle, but... View Details
Keywords: Dina Gerdeman