Publications

January 1992
Background Note

Managing Sales Interfaces: An Introduction

By: Frank V. Cespedes

Concerns issues involved in coordinating sales efforts with product management and customer service activities. First, discusses environmental factors that increase integration requirements among these groups, and why these factors make the field sales force a crucial... View Details

Keywords: Product Marketing; Social Marketing; Multi-Sided Platforms; Groups and Teams; Salesforce Management

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Negotiation, Organizations & Markets Faculty - Faculty & Research

Negotiation, Organizations & Markets Overview Faculty Curriculum Seminars & Conferences Awards & Honors Doctoral Students Unit Head Michael I. Norton Harold M. Brierley Professor of Business Administration Unit Head, Negotiation, View Details

13 Feb 2008
Working Paper Summaries

Unconventional Insights for Managing Stakeholder Trust

Keywords: by Michael Pirson & Deepak Malhotra

2011
Working Paper

Management Practices Across Firms and Countries

By: Nicholas Bloom, Christos Genakos, Raffaella Sadun and John Van Reenen

For the last decade we have been using double-blind survey techniques and randomized sampling to construct management data on over 10,000 organizations across 20 countries. On average, we find that in manufacturing, American, Japanese, and German firms are the best... View Details

Keywords: Management Practices and Processes; Business Ventures; Public Sector; Private Sector; Country; Performance; Motivation and Incentives

Article

Democratizing Work: Redistributing Power in Organizations for a Democratic and Sustainable Future

By: Julie Battilana, Julie Yen, Isabelle Ferreras and Lakshmi Ramarajan

Environmental destruction and social inequalities are increasingly urgent challenges. How can corporations, which have played a key role in creating and reproducing these problems, be part of the solution? In this paper, we advance that a shift to more democratic forms... View Details

Keywords: Corporate Citizenship; Corporate Social Responsibility; CSP; CSR; Domination; Industrial Relations; Power; Resistance; Work; Corporate Governance; Corporate Social Responsibility and Impact; Governance; Power and Influence; Environmental Management; Social Issues

02 Mar 2021
News

Implementing Inclusive Policies Across a Global Organization

July–August 2018
Article

How CEOs Manage Time

By: Michael E. Porter and Nitin Nohria

In 2006 Harvard Business School’s Michael E. Porter and Nitin Nohria launched a study tracking how large companies’ CEOs spent their time, 24/7, for 13 weeks: where they were, with whom, what they did, and what they were focusing on. To date, Porter and Nohria have... View Details

Keywords: CEOs; Executives; Time Management; Attitudes; Managerial Roles; Leadership; Performance Effectiveness; Strategy; Decision Making; Organizational Culture

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2022
Case

Charting a Course for Boston: Organizing for Change

By: Lisa C. Cox, Mitchell B. Weiss and Jorrit De Jong

Michelle Wu had been elected on the promise of systemic change, but four days after her November 2021 election and just eleven days before taking office as mayor of Boston, she was still considering how best to staff and manage a range of over-arching priorities.... View Details

Keywords: Leadership; Selection and Staffing; City; Organizational Change and Adaptation; Boston

June 2016
Teaching Note

N12 Technologies: Building an Organization and Building a Business

By: David A. Garvin

N12 Technologies was a startup founded in 2010 that employed nanotechnology to manufacture a patented material to improve the performance of carbon fiber composites, which were used in a wide variety of products, ranging from bicycles to automobiles to aircraft parts.... View Details

Keywords: Startup; Organizational Structure; Nanotechnology; Business Processes; Organizational Change and Adaptation; Organizational Design; Management Systems; Commercialization; Industrial Products Industry; Manufacturing Industry; Auto Industry; Bicycle Industry; Transportation Industry; United States

February 2019 (Revised July 2019)
Case

Sales Force Management at Nobel Ilac

By: Doug J. Chung and Gamze Yucaoglu

Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details

Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey

Educators

07 Sep 2017
Blog Post

How One Organization Increased Their Internship Yield

Murphy, “Companies have put tremendous time, thought and management resources into selecting and evaluating new talent, the potential leaders of the future.” But it’s at this precise juncture, when the pressure is greatest, that companies... View Details

Keywords: Manufacturing

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Online Business Courses for Organizations | HBS Online

learning and development needs. We offer volume based discounts and special pricing for nonprofit organizations and universities. Contact us to learn more. Develop Your Workforce Through our Flexible, Online Courses. We offer online... View Details

2006
Dissertation

Enterprise Risk Management in Action

By: Anette Mikes

The new Basel regulatory initiatives and a burgeoning risk management literature signify the rise of enterprise risk management (ERM) in the financial services sector. However, very little is known of the roles that risk management plays in organizations and how it... View Details

Keywords: Banks and Banking; Risk Management; Practice; Governance Controls; Value; Strategy; Financial Services Industry

Research Summary

Managing Marketspace Service Interfaces

By: Jeffrey F. Rayport

Jeffrey F. Rayport is focusing on the strategic challenges that face businesses selling information-intensive products and services. A key strategic issue in such businesses is the dematerialization of information-intensive products and services as a consequence of... View Details

Article

Exploration and Exploitation within and across Organizations

By: Dovev Lavie, Uriel Stettner and Michael Tushman

Jim March's framework of exploration and exploitation has drawn substantial interest from scholars studying phenomena such as organizational learning, knowledge management, innovation, organizational design, and strategic alliances. This framework has become an... View Details

Keywords: Learning; Framework; Innovation and Invention; Knowledge Management; Organizational Design; Outcome or Result; Alliances; Behavior

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September 2014
Article

The New Heretics: Hybrid Organizations and the Challenges they Present to Corporate Sustainability

By: Nardia Haigh and Andrew J. Hoffman

Corporate sustainability has become mainstream; reaching into all areas of business management. Yet despite this progress, large-scale social and ecological issues continue to worsen. In this article, we examine how corporate sustainability has been enacted as a... View Details

Keywords: Social Issues; Corporate Social Responsibility and Impact; Environmental Sustainability; Mission and Purpose

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June 1991 (Revised April 1997)
Background Note

Managing the Multibusiness Corporation

By: David J. Collis

Lays out some ideas on how to restructure a multibusiness corporation. Identifies sixteen elements of organization design, and then applies contingency theory to argue that these elements need to be aligned with the tasks the corporation uses to create value across its... View Details

Keywords: Restructuring; Organizational Design; Organizational Structure; Alignment; Corporate Strategy; Theory; Value Creation

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