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  • 01 Nov 2017
  • What Do You Think?

What Are the Real Lessons of the Wells Fargo Case?

Fargo was asking its sales force to sell 8 products (‘Going for gr-eight’) to customers that needed fewer products.” This was coupled, as Thomas Dean put it, “with high, high pressure on line employees to... View Details
Keywords: by James Heskett; Banking
  • 25 Jan 2021
  • Book

In a Nutshell, Why American Capitalism Succeeded

How did the United States become the world’s center of business growth following its founding in 1776? Surely a number of nations had powerful natural resources, stable financial and legal institutions, and dynamic entrepreneurs over that same span. Why was American... View Details
Keywords: by Sean Silverthorne; Manufacturing
  • 14 May 2018
  • Research & Ideas

Amazon vs. Whole Foods: When Cultures Collide

bad guy" Harvard Business School professors Dennis Campbell and Tatiana Sandino took notice, suspecting a clash of corporate cultures was at work. Their forthcoming case study discusses the limits of trying to force one culture or... View Details
Keywords: by Michael Blanding; Food & Beverage
  • 07 Jul 2019
  • HBS Case

Walmart's Workforce of the Future

class,” says Kerr. “I’ll say, ‘You’re the CEO of Walmart. What would you have done differently? In 2030, what will your workforce look like? How much of your sales will be in-store, and how much online? “An early indication of the... View Details
Keywords: by Julia Hanna; Retail
  • 09 Apr 2018
  • Sharpening Your Skills

The Dark Side of Performance Bonuses

Quotas Motivate the Sales Force Best Bonus programs are effective for motivating sales people, but also costly for companies to maintain. Which compensation schemes work best?... View Details
Keywords: by Sean Silverthorne
  • 05 May 2022
  • HBS Case

College Degrees: The Job Requirement Companies Seek, but Don't Really Need

retention practices, notes that the new HBS note comes at a time of ongoing racial reckoning sparked by the police killing of George Floyd, whose death two years ago shined a light on numerous inequities faced by Black Americans,... View Details
Keywords: by Jay Fitzgerald
  • 19 Aug 2008
  • First Look

First Look: August 19, 2008

survey. We find that the end-of-month inventory significantly increased in four of the six retail segments studied and that, after controlling for sales and macroeconomic factors, the positive time trends for the end-of-month inventory... View Details
Keywords: Sean Silverthorne
  • Web

Topics - HBS Working Knowledge

Recruitment (31) Refugees (4) Relationships (152) Religion (5) Renewable Energy (7) Reputation (14) Research and Development (59) Research (107) Resignation and Termination (10) Resource Allocation (11) Restructuring (3) Retention (21)... View Details
  • 18 Jul 2023
  • Research & Ideas

Will Global Demand for Oil Peak This Decade?

Is the globe’s thirst for oil finally topping out? A major international energy watcher says yes, predicting last month that demand for global oil for transport will peak around 2026, plateau for all uses by 2028, and possibly hit a zenith by the end of the decade.... View Details
Keywords: by Alvin Powell, Harvard Gazette; Energy; Industrial Products; Auto; Green Technology
  • 01 Mar 2024
  • News

In Harmony

Kim at Seoul’s government-built Hoehyeon “Citizens’ Apartments.” Opened in 1970, it stands as a reminder of a Korea from a very different era. Like so many South Koreans of a certain age, Michael ByungJu Kim (MBA 1990) lives in a country where the past lingers,... View Details
Keywords: Julia Hanna; photographs by Jun Michael Park; private equity; fiction; financial crisis; leadership; Korea

    John A. Deighton

    John Deighton is The Harold M. Brierley Professor of Business Administration Emeritus at Harvard Business School. He is an authority on consumer behavior and marketing, with a focus on digital and direct marketing. He teaches in the area of Big Data in Marketing,... View Details

    Keywords: advertising; banking; beverage; communications; computer; consumer products; credit card; e-commerce industry; financial services; grocery; hotels ＆ motels; information technology industry; marketing industry; music; pharmaceuticals; professional services
    • 29 May 2012
    • First Look

    First Look: May 29

    Publication:Stanford Social Innovation Review (summer 2012) Abstract An abstract is unavailable at this time. Read the paper: http://www.ssireview.org/articles/entry/in_search_of_the_hybrid_ideal Coordinating Marketing and Sales in B2B... View Details
    Keywords: Sean Silverthorne
    • 19 Feb 2013
    • First Look

    First Look: Feb. 19

    B. Yoffie Publication:Journal of Economic Perspectives Abstract The patent market consists mainly of privately negotiated, bilateral transactions, either sales or cross-licenses, between large companies. There is no eBay, Amazon, New York... View Details
    Keywords: Sean Silverthorne
    • 06 Dec 2016
    • First Look

    December 6, 2016

    private property, and the self-made man—has its origins in an American slavery predicated on the abhorrent notion that human beings could be legally owned and compelled to work under force of violence. Drawing on the expertise of sixteen... View Details
    Keywords: Sean Silverthorne
    • 14 Dec 2007
    • Op-Ed

    When Your Product Becomes a Commodity

    Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge. How often have you heard a manager blame "commoditization" for... View Details
    Keywords: by John Quelch
    • Web

    HBR Classics - Alumni

    Emotional Intelligence of Groups , Vanessa Urch Druskat and Steven B. Wolff Virtuoso Teams , Bill Fischer and Andy Boynton When Teams Cant Decide , Bob Frisch Assessing the Competitive Landscape Assessing the Competitive Landscape The Five Competitive View Details
    • 05 Jul 2011
    • First Look

    First Look: July 5

    Life after Clocky Elie Ofek and Jill AveryHarvard Business School Case 511-134 Gauri Nanda, the inventor of Clocky, the alarm clock that rolls off the bed stand and forces its owner to find it, has to make critical decisions regarding the... View Details
    Keywords: Sean Silverthorne
    • 25 Apr 2017
    • First Look

    First Look at New Research, April 25

    be aware of the range of powerful, dynamic, and often conflicting forces shaping the emerging competitive environment. The globalization of markets, the increasing homogeneity of customer needs worldwide, the impact of the digital... View Details
    Keywords: Sean Silverthorne
    • 08 Oct 2020
    • Research & Ideas

    Keep Your Weary Workers Engaged and Motivated

    necessities of social distancing attenuate or alter the traditional organizational levers. Several CEOs observed: “Keeping spirits high in a sales environment. At the moment our sales View Details
    Keywords: by Boris Groysberg and Robin Abrahams
    • 11 Mar 2014
    • First Look

    First Look: March 11

    can the firm increase the sales of its products? Purchase this case: http://hbr.org/product/ministry-of-supply-will-professionals-demand-its-performance/an/814042-PDF-ENG Harvard Business School Case 714-024 Viva Macau (A) A fast-growing... View Details
    Keywords: Sean Silverthorne