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- Faculty Publications (75)
Show Results For
- All HBS Web (422)
- Faculty Publications (75)
- 13 May 2014
- First Look
First Look: May 13
eligible for a discount on the purchase price conditional on their achieving the sales targets set by the franchisor. We show that car dealers (franchisees) who exclusively deal in cars of the brand offered by the franchisor receive... View Details
Keywords: Sean Silverthorne
- 05 Sep 2012
- First Look
First Look: September 5
with a request for proposal, the company's largest customer performs a routine evaluation and ranks PV Technologies third behind two key competitors. The director of sales and marketing must weigh the possible consequences of the report... View Details
Keywords: Sean Silverthorne
- 05 Mar 2013
- First Look
First Look: March 5
focuses on scaling a venture's sales process and provides a methodology for identifying core customers and some implications for governance criteria and potential product changes as well as sales management.... View Details
Keywords: Sean Silverthorne
- 30 Oct 2005
- Research & Ideas
Tuning Jobs to Fit Your Company
when employees are faced with this entrepreneurial gap? They must use their energy and creativity to figure out how to succeed without direct control of the resources they need. Thus, managers can adjust these two spans to stimulate... View Details
Keywords: by Robert Simons
- 01 Jan 2007
- News
Sir Martin S. Sorrell, MBA 1968
success in running an established business or entrepreneurial venture." ADVICE TO STUDENTS "Have fun. Try to balance family, career, and society—something that is, in fact, very difficult to accomplish. For those who can do it, the... View Details
- 25 Jul 2017
- First Look
First Look at New Research and Ideas: July 25, 2017
case: https://cb.hbsp.harvard.edu/cbmp/product/902412-PDF-ENG Harvard Business School Case 117-012 ATH Technologies: Making the Numbers An exercise that takes students through five stages of growth in an entrepreneurial start-up in the... View Details
Keywords: Carmen Nobel
- 08 Mar 2011
- First Look
First Look: March 8
Entrepreneurs in U.S. Financial History, 1775-1914 Author:T.K. McCraw Publication:Capitalism and Society 5, no. 1 (2010) Abstract Throughout its history, the U.S. has been the beneficiary of a worldwide in-migration of entrepreneurial... View Details
Keywords: Sean Silverthorne
- 19 Sep 2012
- News
On a Sound Track
the most? I’ve taken different skills from different places. I spent some time at a small entrepreneurial venture in Dallas, where I had hands-on experience in manufacturing, supply chain, and selling. I worked for a while as a hotel... View Details
- 20 Dec 2016
- First Look
December 20, 2016
https://cb.hbsp.harvard.edu/cbmp/product/217004-PDF-ENG Harvard Business School Case 817-041 ZenRecruit: Sales Coaching and Performance Reviews Amara Kaggwa leads the small but rapidly expanding sales team... View Details
Keywords: Carmen Nobel
- 11 Oct 2004
- Research & Ideas
Four Ways to Create Lasting Change
was a firm undergoing a very interesting transformation. The company had been run by its founders for many years and had a very distinct entrepreneurial culture. Then, the founders retired, and the firm hired an outsider as its CEO. He... View Details
Keywords: by Martha Lagace
- 26 Sep 2017
- First Look
First Look at New Research and Ideas, September 26, 2017
Business Review What’s the Right Kind of Bonus to Motivate Your Sales Force? By: Chung, Doug J., and Das Narayandas Abstract—Companies typically compensate their sales force by using some combination of... View Details
Keywords: Sean Silverthorne
- 01 Sep 2012
- News
On a Sound Track
the most? I’ve taken different skills from different places. I spent some time at a small entrepreneurial venture in Dallas, where I had hands-on experience in manufacturing, supply chain, and selling. I worked for a while as a hotel... View Details
- 11 Mar 2014
- First Look
First Look: March 11
firm profits. Publisher's link: http://www.benedelman.org/publications/groupon-2014-03-01.pdf August 2013 Organizations in Time: History, Theory, Methods Schumpeter's Plea: Historical Reasoning in Entrepreneurial Theory and Research By:... View Details
Keywords: Sean Silverthorne
- 01 Jun 2019
- News
City on a Hill
Laurel House, he walks by a dresser bearing a runner woven by a student, along with a note explaining that similar runners are for sale at the school’s gift shop, which Marietta’s wife, Sky, has stocked with locally produced body... View Details
- 24 Jun 2002
- Research & Ideas
Building ’Brandtopias’—How Top Brands Tap into Society
place for the brand in the emerging counterculture, developing a "slacker allegory." Holt also described the transformation of American ideology in the early '90s. The country idolized extraordinary athletes like Michael Jordan and the new View Details
Keywords: by Martha Lagace
- Web
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... View Details
- Profile
Phillip Michael Strazzulla
fifth grade. He and his brother would listen to the adults talking about investments and became intrigued. Already showing an entrepreneurial side, Strazzulla made money mowing lawns and trading baseball cards. But after he made his first... View Details
- 19 Sep 2012
- Research & Ideas
Funding Innovation: Is Your Firm Doing it Wrong?
Nokia lowered its guidance for Q2 2012, explaining in a press release that "competitive industry dynamics are negatively affecting the Smart Devices business unit to a somewhat greater extent than previously expected.") "They decided that they were... View Details
Keywords: by Carmen Nobel
- 01 Mar 2004
- News
Ron Shaich’s Café Society
the attention of consumers on the go, fresh bread fans, and people looking for a place to relax with a cup of coffee in the afternoon. Expected to top $1 billion in sales this year, the publicly held Panera has also satisfied the... View Details
- 20 May 2014
- First Look
First Look: May 20
This case study explores organizational design and incentive choices related to building a middle management layer as a company scales up its operations. Go Mobile, an Indian mobile phone retailer, uses high-powered incentives to encourage an View Details
Keywords: Sean Silverthorne