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- Faculty Publications (153)
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- All HBS Web (396)
- Faculty Publications (153)
- 22 Mar 2017
- Research & Ideas
What's the Ideal Frequency for a Sales Quota?
of low-ticket items. Under the daily quota, even the high performers were concentrating on such incremental sales, neglecting their focus on the high-ticket items that took longer to sell–but which had traditionally helped them reach... View Details
Keywords: by Carmen Nobel
- 17 Feb 2015
- HBS Case
HBS Cases: The Battle for San Francisco
"They say, 'My skill set is coding, so how can I take that and apply it to the problem?' " says Rose. "There are incremental moves to get these folks involved in a more meaningful way, and you can see the power of that... View Details
- 25 Oct 2012
- Research & Ideas
10 Reasons Customers Might Resist Windows 8
incremental change, Kanter explains. And early reviews indicate that Windows 8 feels like a journey into the unknown. She cites the Wall Street Journal's Walt Mossberg, who reports, "even its most devoted users won't recognize the... View Details
- 28 Feb 2005
- Research & Ideas
Amazon, eBay and the Bidding Wars
others to raise their bids, and in such a case, sniping may be a winning strategy. Q: How pervasive is sniping and will it eventually wipe out incremental bidding? Can or should eBay and other online auction houses try to level the... View Details
- 26 Aug 2024
- Research & Ideas
Can AI Match Human Ingenuity in Creative Problem-Solving?
When ChatGPT and other large language models began entering the mainstream two years ago, it quickly became apparent the technology could excel at certain business functions, yet it was less clear how well artificial intelligence could handle more creative tasks. Sure,... View Details
- 24 Nov 2014
- Research & Ideas
Corrupting Silence: Companies Must Speak Up Against Bribes
in those areas. However, those incremental sales were offset by lower margins and return on equity, negating the benefits of those higher sales. "This evidence suggests that multinationals that tolerate corruption are able to grow their... View Details
Keywords: by Michael Blanding
- 04 Sep 2007
- Research & Ideas
Jumpstarting Innovation: Using Disruption to Your Advantage
plan and then staging commitments and implementation to reduce uncertainty while building a sustainable business. Established firms must adopt a similar approach to risk management when venturing into uncharted territories. You can't simply use the same approach that... View Details
Keywords: by Lynda M. Applegate
- 05 Dec 2007
- Sharpening Your Skills
Sharpening Your Skills: Managing Marketing
existing direct sales channels increases firm sales in the long run, as sales from the new store are incremental to sales from direct channels, which show little long-term damage from channel competition. Adding channels produces both... View Details
- Profile
Henry McCance
scientists, ‘Dare to be great. Bring us the projects that you can’t get funded elsewhere.’ We don’t want safe, incremental science. We’re not looking for a three-yard plunge. We want a 40-yard pass,” said Armour. True to the venture... View Details
- 25 Aug 2022
- News
Ink: The Three-Step Startup
three-step process, and you can’t skip the second step. Solve is an iterative process. You will not get it right the first time. So iterate, test hypotheses, invest small amounts of resources at first, and make incremental progress to the... View Details
- 04 Dec 2020
- News
Hour by Hour
issues that contribute to turnover. The company has also recently started applying relationship management to former applicants and current employees. Morris has long understood the ways shift changes, small, incremental wage increases,... View Details
- 28 May 2019
- News
Cure All
organizations that have found a way to achieve both aims—financial and quality—that’s really the exciting direction. But getting there is not going to happen through incremental or isolated changes. What would it take to force change of... View Details
- 29 Mar 2008
- Research & Ideas
Creativity, Entrepreneurship, and Organizations of the Future
culture that permits dissent and failures. The highly uncertain nature of both creativity and entrepreneurship. Such high levels of uncertainty lead to the dilemma of whether to choose the certain but incremental improvement that... View Details
Keywords: by Teresa M. Amabile & Mukti Khaire
- 18 Nov 2010
- Research & Ideas
GM’s IPO: Back to the Future
leverage this source of demand to learn from these experiences and design and develop innovative products. What should GM do? It must aim to achieve a clear transition with the IPO and not be satisfied with only incremental improvements.... View Details
- 08 Nov 2024
- Op-Ed
How Private Investors Can Help Solve Africa's Climate Crisis
African people, businesses, and nations are becoming increasingly stressed by climate-related perils like droughts, river flooding, extreme heat, and rising sea levels. This is leading not only to the destruction of assets but also challenges to lives and... View Details
- 14 Dec 2020
- Research & Ideas
What Does December's Drug-Approval Dash Mean for COVID-19 Vaccines?
Even drugs that might be approved a month or two months from now, they should have been getting the amount of incremental time a drug applicant usually gets in its, for instance, seventh months in the FDA regulatory cycle. They're now not... View Details
- 26 May 2009
- Research & Ideas
Improving Market Research in a Recession
Some large multinational marketers, such as Unilever, are shifting research expenditures away from Western Europe and toward emerging markets in Asia and Latin America. Relative to the developed economies, the costs of research in emerging economies are less and the... View Details
Keywords: by John Quelch
- 11 May 2020
- Op-Ed
Immigration Policies Threaten American Competitiveness
It is no secret that immigration has reshaped American innovation. Immigrants are the backbone of America’s most innovative industries, provide a quarter of our patent applications, and are numerous among our science and engineering superstars. Taken from World... View Details
Keywords: by William R. Kerr
- 03 Apr 2017
- What Do You Think?
How About Investing in Human Infrastructure?
government involvement was an issue. Regardless of the vehicle for achieving it, there was little optimism that we would be seeing a significant incremental effort soon. As I read your responses, a question crossed my mind: In light of... View Details
- 24 Sep 2024
- Blog Post
Climate Finance in Africa: Health, Self-Interest, Avoided Future Cost
or heat. Enlightened self-interest still drives investment decisions. Few investors and businesses with whom we spoke were interested in “green” activities or even ESG on their own merits -- since those don’t lead to incremental revenue... View Details