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- All HBS Web (969)
- Faculty Publications (190)
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- 22 Feb 2021
- Book
Reaching Today's Omnichannel Customer Takes a New Sales Strategy
Selling is changing, but broad generalizations and false dichotomies about ecommerce, big data, and other trends—hallmarks of current sales advice—are keeping business leaders from making sound decisions, says Frank Cespedes, author of a... View Details
Keywords: by Kristen Senz
- 28 Apr 2022
- Research & Ideas
Can You Buy Creativity in the Gig Economy?
Writers may lament the uncertainties of the digital age, as many turn to online markets to distribute their work with no promises of fame or fortune. But when authors are guaranteed a cut of their own book sales, they tend to work harder... View Details
Keywords: by Pamela Reynolds
- 27 Oct 2002
- Research & Ideas
Want a Happy Customer? Coordinate Sales and Marketing
even more difficult than in the past. Why the concern about coordination between sales and marketing? Every business exists for financial performance—making money. We know generally how to measure it across different companies and... View Details
Keywords: by Benson Shapiro
- 18 Oct 2011
- First Look
First Look: October 18
environmentally beneficial functions: it diverts waste from landfill and it produces renewable energy. At the same time, the waste-to-energy firm serves and collects revenue from two types of customers: waste generators who pay for waste... View Details
Keywords: Sean Silverthorne
- 31 May 2017
- What Do You Think?
Can Amazon Do What Walmart Couldn’t, Stop the 'Wheel of Retailing'?
for growth for the company; what would consumers want to purchase online that would fit into a rapid response distribution model? Students rejected numerous options involving lower-value items such as dog food, which would require... View Details
- 03 Apr 2012
- First Look
First Look: April 3
regard to their preferences. Assignment was done in a manner where sorted and unsorted groups had identical distributions of raw problem-solving ability. We find a remarkably large effect of institutional preference-based sorting on the... View Details
Keywords: Carmen Nobel
- 15 Oct 2007
- Research & Ideas
Businesses Beware: The World Is Not Flat
foreign direct investment. The other thing that surprised me was that some indicators of globalization aren't increasing as many experts have claimed. There is general agreement that the international share of total Internet traffic is... View Details
Keywords: by Martha Lagace
- 04 Oct 2018
- Research & Ideas
Diversity Boosts Profits in Venture Capital Firms
percent more likely to hire women as partners for VC funds—the equivalent of a random distribution of gender diversity. “We could then identify the component of gender diversity caused exclusively by having a daughter uncorrelated to... View Details
- 21 Apr 2015
- First Look
First Look: April 21
Meanwhile, Allstate continued to lose market share to GEICO and Progressive as it struggled to build its direct sales business in the face of opposition from its tied-agent distribution system. During the May 2011 Annual View Details
Keywords: Carmen Nobel & Sean Silverthorne
- 12 Jan 2004
- What Do You Think?
How Should We Think About the Exportation of Jobs?
generally came down in support of the free exportation of jobs, regardless of how imperfect labor markets are in comparison with markets for capital, goods, and services. Those arguing for some kind of intervention in this market activity... View Details
Keywords: by James Heskett
- 20 Dec 2004
- Research & Ideas
How an Order Views Your Company
the Order Management Cycle Sales Marketing CustomerService Engineering Purchasing Finance Operations Logistics Top Mgmt Participation plans to buy 1. Order Planning coordinates gets sales pitch 2. Order Generation some negotiates 3. Cost... View Details
Keywords: by Sarah Jane Johnston
- 02 Mar 2015
- Research & Ideas
Retail Reaches a Tipping Point—Which Stores Will Survive?
us to believe that we are at an inflection point is demographics. You have this new generation of digital natives who are used to operating online. Their default option for shopping is through a digital interface. These consumers do not... View Details
- 16 Jul 2013
- First Look
First Look: July 16
and certification, commentary and critique, and co-presentation, comparison, and commensuration-enabled broader audiences to make sense of the industry and comprehend its worth. The findings form the basis of a general model of the social... View Details
Keywords: Anna Secino
- 04 Aug 2006
- What Do You Think?
What Happens When the Economics of Scarcity Meets the Economics of Abundance?
you think? Original Article An entire generation brought up to regard many things in life—including communication and most intellectual property—as limitless and free is coming of age. They will join View Details
Keywords: by James Heskett
- 29 Apr 2008
- Research Event
Venture Capital
U.S. economy and policy. Among the major points of discussion: The importance of right-hand tail companies. Distribution of returns and the tensions between limited and general partners. Human capital: where... View Details
- 19 May 2015
- First Look
First Look: May 19
Abstract—The prominent but unproven intuition that preference heterogeneity reduces redistribution in a standard optimal tax model is shown to hold under the plausible condition that the distribution of preferences for consumption... View Details
Keywords: Sean Silverthorne
- 20 Dec 2011
- First Look
First Look: December 20
investment-banking revenues. To assess the generality of our findings, we test the same relations using compensation data from a second high-status bank and obtain similar results. The Best of Both Worlds: Integrating Conscious and... View Details
Keywords: Carmen Nobel
- 03 Oct 2006
- First Look
First Look: October 3, 2006
allocating resources is distributed across all levels of the company. Those activities go on simultaneously. As a consequence, the way in which the structure divides up responsibility and the way the processes of the organization View Details
Keywords: Sean Silverthorne
- 04 Feb 2015
- What Do You Think?
Is There a Stanford-Google-Silicon Valley School of Management?
attracts and retains creative people—at least up to now. But there was a healthy skepticism about how influential Google's approach will be in other organizations, particularly outside the realm of high technology. There was general... View Details
- 04 Oct 2016
- First Look
October 4, 2016
powerful in explaining quarterly sales growth, revenue surprises, and earnings surprises, generating average excess returns at announcement of 3.4%. However, surprisingly, our post-quarter measure is related negatively to announcement... View Details