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Show Results For
- All HBS Web
(446)
- News (105)
- Research (263)
- Events (1)
- Multimedia (1)
- Faculty Publications (92)
- 06 Dec 2016
- First Look
December 6, 2016
sales industry was created using this idea as a cornerstone of its business strategy. In this paper we identify and investigate a new reason why frequent assortment rotations can be valuable to a retailer, particularly for products where... View Details
Keywords: Sean Silverthorne
- 16 Apr 2001
- Research & Ideas
Making the Most of Government Upheaval
workforce from 50,000 to 5,500 employees and the sale of all of its non-oil-related assets. By the end of this eighteen-month phase, two-thirds of the company was sold. In Stage II, YPF took advantage of expansion opportunities by... View Details
Keywords: by Nancy O. Perry
- February 2010
- Teaching Note
SEWA Trade Facilitation Center: Changing the Spool (TN)
By: Mukti Khaire
Teaching Note for [810044]. View Details
- 26 Apr 2004
- Research & Ideas
A Clear Eye for Innovation
well. Most successful enterprises are adept at refining their current offerings, but they falter when it comes to pioneering radically new products and services. Kodak and Boeing are just two of the more recent examples of once dominant... View Details
- 30 Aug 2016
- First Look
August 30, 2016
forthcoming Journal of Marketing Research Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das Narayandas Abstract—We conduct a field experiment in which we vary the sales force compensation scheme... View Details
Keywords: Carmen Nobel
- 10 Feb 2015
- First Look
First Look: February 10
315-060 The Basic LCA Framework No abstract available. Purchase this case: https://cb.hbsp.harvard.edu/cbmp/product/315060-PDF-ENG Harvard Business School Case 214-055 Restructuring JAL Hideo Seto, the recently appointed chairman of the investment committee of the... View Details
Keywords: Sean Silverthorne
- 25 Mar 2014
- First Look
First Look: March 25
present day. The chapter focuses on the role of business enterprises as powerful actors in the spread of global capitalism after 1848 and up the present day. It shows how multinational firms have created and co-created markets and... View Details
Keywords: Sean Silverthorne
- 01 Jun 2022
- News
Empowering Entrepreneurially Minded Students
survey notes, more than half of HBS alumni launch a business. In this conversation, professors Tom Eisenmann and Bill Kerr discuss HBS’s entrepreneurial ecosystem, which empowers students to create an enterprise that has impact. Eisenmann... View Details
Keywords: Jennifer Gillespie
- 06 Jan 2003
- What Do You Think?
China: The Next Big Market Opportunity or the Next Big Bubble?
Original Article It was recently announced in somewhat wondrous tones that new car sales in China this past year exceeded one million. Reports in BusinessWeek and Forbes trumpet the growth of China and the size and promise of Chinese... View Details
Keywords: by James Heskett
- 23 Nov 1999
- Research & Ideas
What’s Your Strategy for Managing Knowledge?
Ernst & Young. Love was preparing an important bid for a large industrial manufacturer that needed help installing an enterprise resource planning system. He had already directed projects for implementing information systems for... View Details
- 10 Apr 2006
- Research & Ideas
Lessons from the Browser Wars
simplified access to the online world, transforming the Internet from a communications vehicle for academics into a mass consumer phenomenon. At the same time, the growing usefulness of the Internet drove sales of personal computers off... View Details
- 01 Apr 2000
- News
A Place in the Sun
domestic product. The lure of faraway places recently led the Bulletin to consider two different sorts of vacation enterprises in which HBS alumni play prominent roles. The first, Turtle Island (at left), is an intimate, one-of-a-kind... View Details
Keywords: Julia Hanna and Garry Emmons
- 01 Jun 2012
- News
Made in the USA
the Middle East, Armenia, and the Philippines have buoyed sales and enabled Scharfman to double the size of his workforce to 100 over the last five years. “Our selling point is that we make ‘homemade,’ ethnically authentic cheeses, but... View Details
- 14 Oct 2014
- First Look
First Look: October 14
Harvard Business Review Putting Sales at the Center of Strategy By: Cespedes, Frank Abstract—Research indicates that relatively few firms execute their strategies effectively, and, on average, companies deliver just 50% to 60% of the... View Details
Keywords: Sean Silverthorne
- 10 Jan 2005
- Research & Ideas
Motivation and the Cross-Sector Alliance
not doing this to increase our sales ... or our profits." Our sample cases have exhibited remarkable correlation between altruistic drives and family companies. From an ethical point of view, it is to be expected that individuals... View Details
- 01 Dec 2009
- News
Alumni Books
times. Rigby ex-plains how to craft an action plan tailored to the specific situation, providing tools for cutting costs intelligently, sustaining margins and the brand, boosting revenue by refocusing the sales force on the right... View Details
- 25 Aug 2022
- News
Case Study: Sound Check
making sure our existing customers still win and that we can still grow in that market,” says Pemberton. Should LS stick with the formula that’s been working, or should they make the leap to enterprise sales... View Details
- 24 May 2011
- First Look
First Look: May 24
The company's new head of product management has designed a system to address a point of constant tension: whether to build custom features in response to new customers' request, even if these custom features entail expensive departures from OPOWER's product roadmap.... View Details
Keywords: Sean Silverthorne
- 03 Dec 2001
- What Do You Think?
What Happens When the Sumo Master Learns Judo?
does not trust Microsoft and its use of 'customer' information to market to customers and hold them digitally captive. This demographic will continue to provide sales to (a judo master competitor)." These comments reflect general... View Details
Keywords: by James Heskett
- 21 Oct 2014
- First Look
First Look: October 21
literature when it comes to linking sales efforts with strategy. Part 1 of this book provides data indicating how and why sales remain (by far) the biggest part of strategy implementation in most firms, the... View Details
Keywords: Sean Silverthorne