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- All HBS Web (602)
- Faculty Publications (108)
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- All HBS Web (602)
- Faculty Publications (108)
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- 06 Mar 2018
- First Look
First Look at Research and Ideas, March 6, 2018
show that the decline in auctions was not driven by changes in the type of sellers and items. Instead, seller incentives changed. We estimate the demand facing individual sellers at different points in time and document falling sale... View Details
Keywords: Sean Silverthorne
- 22 Mar 2010
- Research & Ideas
One Strategy: Aligning Planning and Execution
deep culture of direct sales to corporate customers, the company was slow to take advantage of a rapidly emerging consumer market—at least until founder Michael Dell returned to shake things up. "Our... View Details
- 24 Oct 2017
- First Look
First Look at New Research and Ideas, October 24, 2017
motivation, perspective-taking, and performance, such that identity conflict negatively and enhancement positively affect all three variables above and beyond average identification. Intrinsic motivation further mediates the relationships between identity conflict and... View Details
Keywords: Sean Silverthorne
- 10 Jun 2002
- Research & Ideas
Disruption: The Art of Framing
stated that their ventures were separate from their parent company, but their daily work processes indicated otherwise. Online sales reps still reported to and had offices near their print managers, for example. This View Details
Keywords: by Clark Gilbert & Joseph L. Bower
- 10 May 2016
- First Look
May 10, 2016
that “Gathering direct and original facts is a tedious and dif cult task, and it is not surprising that such work is avoided.” For the 50th JAR Conference, we introduce a framework to help researchers understand the complementary value of... View Details
Keywords: Carmen Nobel
- 29 May 2018
- First Look
New Research and Ideas, May 29, 2018
link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53918 forthcoming Journal of Management Studies Disruptive Innovation: An Intellectual History and Directions for Future Research By: Christensen, Clayton M., Rory McDonald, Elizabeth... View Details
Keywords: Dina Gerdeman
- 21 Feb 2017
- First Look
First Look at New Research: February 21
executives, middle managers, and sales people from companies across a variety of industries. The survey focused on questions about how well their companies’ strategies informed six critical elements of their View Details
Keywords: Carmen Nobel
- 03 Sep 2013
- First Look
First Look: September 3
is lower than that of peers. Download working paper: http://ssrn.com/abstract=1346397 The Disintermediation of Financial Markets: Direct Investing in Private Equity By: Fang, Lily, Victoria Ivashina, and Josh Lerner Abstract—One of the... View Details
Keywords: Sean Silverthorne
- 03 Jan 2019
- Research & Ideas
Everyone Knows Innovation is Essential to Business Success—Except Board Directors
Spencer Stuart, directed by Julie Hembrock Daum; and independent researcher and management consultant Deborah Bell. The team worked for over a year before that to identify board members from more than 60 countries, in industries including... View Details
Keywords: by Michael Blanding
- 31 Oct 2004
- Research & Ideas
Bypass Marketing: Are Docs Influenced?
promotional spending (including that directed toward physicians) as a percentage of pharmaceutical sales remains relatively constant over time and thus the growth of DTCA represents a shift in the mix of... View Details
Keywords: by Manda Salls
- 15 Nov 2006
- Research & Ideas
Lessons Not Learned About Innovation
money." What's the central message here? A: In 2002, Arrow Electronics attempted a new Internet venture, Arrow.com. The group was granted perks not given to others, and this did not go unnoticed by the sales group, which was already... View Details
Keywords: by Sean Silverthorne
- 14 Oct 2014
- First Look
First Look: October 14
understand or who can't operationalize these links can press for better execution when they need a better strategy or change strategic direction when they should focus on sales basics. Publisher's link:... View Details
Keywords: Sean Silverthorne
- 03 Mar 2014
- HBS Case
Decommoditizing the Canned Tomato
sales growing from 11 million in 1995 to 185 million in 2011. And it offers important insights on supply chain management, innovation, and risk-taking. But it also provides lessons to anyone selling a commodity—after all is said and done... View Details
- 16 Apr 2007
- Research & Ideas
Delivering the Digital Goods: iTunes vs. Peer-to-Peer
presence of iTunes has a negative impact on the size of p2p networks resulting in reduced congestion and more efficient file sharing. Better functioning p2p networks, in turn, result in more content exchange, affecting positively iPod View Details
- 07 Apr 2003
- Research & Ideas
XTV: Xerox’s Attempted Recovery From “Fumbling the Future”
direct result of the strategic intent of XTV. Xerox had done extensive research on document management, but none of the projects had resulted in new products or services. To be sure, some project results had filtered into Xerox's printers... View Details
Keywords: by Henry Chesbrough
- 09 Jan 2006
- Research & Ideas
What Really Drives Your Strategy?
way: that sometimes the content of strategy can come from the operating levels of the firm. So it's not just that resource allocation "gets in the way of implementation," it's that research allocation can lead firms in a whole new direction—and that View Details
Keywords: by Martha Lagace
- 22 May 2018
- First Look
New Research and Ideas, May 22, 2018
established practice. Companies have hired writers and chief content officers to run departments as well as create blogs and other materials—in the process, some have assured sales people that content marketing can mean the end of cold... View Details
Keywords: Dina Gerdeman
- 05 May 2009
- First Look
First Look: May 5, 2009
foreign countries, the model predicts growth in the number of source-country firms engaging in foreign direct investment, growth in the size of affiliates that are active in reforming countries both before and after the tariff reduction,... View Details
Keywords: Martha Lagace
- 19 Apr 2011
- First Look
First Look: April 19
priorities?; (3) Do I give subordinates timely and direct feedback they can act on? Have I developed a succession roadmap?; and (4) Is my leadership style still effective, and does it reflect who I truly am? This highly readable and... View Details
Keywords: Sean Silverthorne
- 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