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- All HBS Web (406)
- Faculty Publications (134)
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Faculty & Advisors | MBA
Making Markets, which focuses on marketplace design; Launching Technology Ventures; Scaling Technology Ventures; Entrepreneurial Sales & Marketing; Product Management 101, in which students specified and supervised development of a View Details
- 25 Oct 2016
- First Look
October 25, 2016
set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia–based software firm that developed analytics for... View Details
Keywords: Sean Silverthorne
- 01 Apr 2001
- News
The Small Business Difference: How Smaller Companies Manage with Less
Management Déjà Vu,” by asking his audience about their concerns, as owners and operators of small businesses. A number of issues were voiced: sales and marketing; cash flow; hiring and motivating employees; smooth succession within... View Details
- 05 Mar 2013
- First Look
First Look: March 5
Paper: http://www.people.hbs.edu/shanson/Issuer_Quality_2013_RFS_Final.pdf The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales Authors:Larkin, Ian Publication:Journal of Labor... View Details
Keywords: Sean Silverthorne
- 24 May 2011
- First Look
First Look: May 24
case:http://cb.hbsp.harvard.edu/cb/product/611065-PDF-ENG Marlin & Associates and the Sale of Riverview Technologies Richard S. Ruback and Royce YudkoffHarvard Business School Case 211-083 Riverview Technologies was a Stockholm,... View Details
Keywords: Sean Silverthorne
- 21 Nov 2006
- First Look
First Look: November 21, 2006
Ricardo Software Harvard Business School Case 607-019 Engineer John Harrison must determine why motorcycle racer Marco Presto does not feel that his motorcycle is providing enough power as it comes out of corners. Harrison uses engine... View Details
Keywords: Sean Silverthorne
- 23 Mar 2010
- First Look
First Look: March 23
constant marginal costs, there is never a pure-strategy solution where the lower-quality B firm obtains positive market share. We also consider the case where A obtains revenue from follow-on sales, as might arise when A expects to make upgrade View Details
Keywords: Martha Lagace
- 29 May 2006
- Research & Ideas
Why CEOs Are Not Plug-and-Play
extraordinary growth. When he joined Stanley Works, the company had emerged from a period of expansion and, with sales flattening, had to shift its focus to cost control, a type of expertise Trani lacked. Three years into his tenure, he... View Details
- 23 Jan 2007
- First Look
First Look: January 23, 2007
ethical analysis of management decisions, policies, and plans of action. Purchase this note: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=307059 Infosys in India: Building a Software Giant in a Corrupt Environment... View Details
Keywords: Martha Lagace
- 02 Aug 2024
- HBS Case
How a Mission to Cut Food Waste Launched a Multimillion-Dollar Venture
learned that the world’s wasted food could feed 800 million people. To test the idea of selling less-than-perfect products at a discounted price, he bought $200 worth of “unpretty” food, set up a sales table at a busy Toronto... View Details
- 05 Sep 2006
- First Look
First Look: September 5, 2006
believing concentration is increasing even when it isn't, and to discuss possible reasons. What Is the Impact of Software Patent Shifts? Evidence from Lotus v. Borland Authors:Josh Lerner and Feng Zhu Periodical:International Journal of... View Details
Keywords: Sean Silverthorne
- 19 Nov 2001
- Research & Ideas
Wrapping Your Alliances In a World Wide Web
chain management and advanced planning and scheduling software embed more advanced algorithms than their predecessors and offer the possibility of optimizing decisions across an entire supply chain, as opposed to within single firms. 52... View Details
Keywords: by Andrew McAfee
- 01 Feb 1997
- News
Doing It Your Way
wave of new business ventures in areas such as microcomputers, software programs, and hardware-related peripheral equipment that has changed the world forever. "During the early '80s, I'd get a lot of business plans from alumni starting... View Details
- 01 Dec 2022
- News
Case Study: Your Call Is Important to Us
appealing, then boosting the company’s sales and marketing capacity and acquisition tactics to suit each industry. The biggest challenge with this approach, Sambvani explains, is having enough resources for the View Details
- 15 Apr 2002
- Research & Ideas
In the Virtual Dressing Room Returns Are A Real Problem
that are easier to specify: computer software (offline-to-online ratio $0.99); health and beauty products ($0.93); music/video products ($0.83); and books ($0.68). 3 Ample evidence suggests that current B2C sites are unable to... View Details
- 04 Jan 2012
- First Look
First Look: January 4
Nitin Nohria, and Rakesh Khurana, 507-524. Sage Publications, 2011 An abstract is unavailable at this time. Book: http://www.sagepub.com/books/Book235126 Competitive Strategy for Open Source Software Authors:Vineet Kumar, Brett R. Gordon,... View Details
Keywords: Carmen Nobel
- 21 Jan 2014
- First Look
First Look: January 21
Hong Abstract—When to sell a novel idea is a difficult decision for many innovators. Selling early has financial benefits. But a later-stage sale of a more fully developed idea may attract greater buyer interest and allow the innovator to... View Details
Keywords: Sean Silverthorne
- 01 Mar 2004
- News
Toy Story
developers that couldn’t play by the discounters’ strict rules had fewer sales channels. With all the fun that toys bring to kids, the business is characterized by copycats, empty piggy banks, and aggressive competition that might make a... View Details
- 22 May 2007
- First Look
First Look: May 22, 2007
explore the use of more distributed institutional forms. In this article, we review the emerging scholarship on the formation and function of self-regulatory institutions. Download the paper: http://www.hbs.edu/research/pdf/07-089.pdf Evolution Analysis of Large-Scale... View Details
Keywords: Martha Lagace
- 26 Jan 2010
- First Look
First Look: Jan. 26
forthcoming Abstract Discussions of the economic impact of open source software often generate more heat than light. Advocates passionately assert the benefits of open source, while critics decry its effects. Missing from the debate is... View Details
Keywords: Martha Lagace