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Publications

Publications

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  • All HBS Web  (950)
    • People  (3)
    • News  (181)
    • Research  (696)
  • Faculty Publications  (232)

Show Results For

  • All HBS Web  (950)
    • People  (3)
    • News  (181)
    • Research  (696)
  • Faculty Publications  (232)
← Page 15 of 950 Results →
  • 18 Mar 2008
  • First Look

First Look: March 18, 2008

given that product architecture has been shown to be an important predictor of, among other things: product performance, product variety, process flexibility, and future industry evolution. We explore this relationship in the software... View Details
Keywords: Martha Lagace
  • 19 Jan 2011
  • First Look

First Look: Jan. 18

are not as ethical as we think we are. In Blind Spots, leading business ethicists Max Bazerman and Ann Tenbrunsel examine the ways we overestimate our ability to do what is right and how we act unethically without meaning to. From the collapse of Enron and corruption... View Details
Keywords: Sean Silverthorne
  • 22 Jul 2002
  • Research & Ideas

Is Performance-Based Pricing the Right Price for You?

Because pricing is such a difficult and complex arena, it has confounded sales and marketing executives and scholars for centuries. In no other marketing element is the two-sided conflict and cooperation nature of the buyer-seller... View Details
Keywords: by Benson Shapiro; Manufacturing
  • 06 Jun 2016
  • Research & Ideas

Skills and Behaviors that Make Entrepreneurs Successful

the successful management of all financial aspects of a business venture. Sales. Measures skills and behaviors needed to build an effective sales organization and sales channel that can successfully acquire,... View Details
Keywords: by HBS Working Knowledge
  • 28 Oct 2008
  • First Look

First Look: October 28, 2008

important predictor of product performance, product variety, process flexibility and industry evolution. We explore this relationship in the software industry by use of a technique called Design Structure Matrices (DSMs), which allows us... View Details
Keywords: Martha Lagace
  • Web

California - Global

From workforce disruption and customer trust to business model innovation and ethical oversight, the Salesforce story raises critical questions for executives: What happens when software performs labor? How should companies adapt their structures, View Details
  • 14 Nov 2017
  • First Look

New Research and Ideas: November 14, 2017

practical solutions to real-world problems. By redesigning both the rules that guide market transactions and the infrastructure that enables those transactions to take place, market designers can address a broad range of market failures. In this paper, we illustrate... View Details
Keywords: Carmen Nobel
  • 24 Oct 2016
  • Research & Ideas

Bernie Madoff Explains Himself

acquiring the security after the sale. But then he started conducting short sales without putting them on the books, which is illegal. Eventually he stopped trading altogether, once he realized he couldn’t generate the profits he... View Details
Keywords: by Carmen Nobel; Financial Services
  • 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
  • 01 Sep 2023
  • News

Money Does Grow on (Family) Trees

stories of his great-grandmother Georgia Joyner, a sales agent for Madam C.J. Walker, the Black entrepreneur considered to be the first female self-made millionaire in the United States, and his great-great-great grandfather William... View Details
Keywords: April White; Illustrations by Fabio Consoli; News, Library, Internet, and Other Services; Information
  • 15 Oct 2008
  • First Look

First Look: October 15, 2008

of Maine by Colgate—to ascertain what is distinctive about the merger process and to analyze the elements critical to success. We develop suggestions about how other companies considering similar arrangements might best manage the View Details
Keywords: Martha Lagace
  • Web

2023 Reunion Presentations - Alumni

in buying and selling, why understanding the difference matters, and the implications for areas such as sales hiring, training, pricing, use of new tools, and performance management. Slides How to Make Hybrid Work Work Associate Professor... View Details
  • 01 Dec 2023
  • News

Thinking Ahead

can be its own source of value.” Citing a family outing to Crate & Barrel, De Freitas describes the care a sales associate showed in packaging their purchases and loading them into the car. It could have ended with the painful View Details
Keywords: Julia Hanna; Illustrations by Chris Gash; News, Library, Internet, and Other Services; Information
  • Web

Technology & Innovation - Faculty & Research

driver of wealth creation and economic growth. Partnerships to foster the translational processes from public research organizations, such as universities and hospitals, to private firms are a policy tool that has attracted increased... View Details
  • 01 Mar 2024
  • News

In Harmony

Asia-Pacific operations. Earlier, while at Carlyle, he oversaw the purchase of KorAm Bank in 2000 and its sale four years later to Citigroup, in a deal that more than doubled Carlyle’s original investment. That outcome caught the eye of... View Details
Keywords: Julia Hanna; photographs by Jun Michael Park; private equity; fiction; financial crisis; leadership; Korea
  • Web

Topics - HBS Working Knowledge

Model (23) Business Offices (4) Business Plan (2) Business Processes (4) Business Startups (39) Business Strategy (31) Business Units (1) Business Ventures (153) Business and Community Relations (8) Business and Government Relations (44)... View Details
  • 25 Jul 2023
  • Research & Ideas

Could a Business Model Help Big Pharma Save Lives and Profit?

there is not more equity?” Voluntary licensing unlocks overlooked, less-understood markets Gilead’s tiered model combined branded product sales at prices based on disease burden and per capita income of 140 low- and middle-income... View Details
Keywords: by Esther Schrader; Pharmaceutical; Health
  • Web

Leadership - Faculty & Research

at General Electric: Rebuilding an American Icon." Harvard Business School Case 925-304, June 2025. Outcome and Process Frames: Strategic Renewal and Capability Reprioritization at the Federal Bureau of Investigation By: Ryan Raffaelli ,... View Details
  • March 1998
  • Case

Bumper Acquisition (A2), A: Confidential Information for Medallion Capital, Inc.

By: James K. Sebenius and David T. Kotchen
Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus... View Details
Keywords: Private Equity; Valuation; Negotiation Participants; Decision Making; Negotiation Process; Entrepreneurship; Negotiation Offer; Acquisition; Manufacturing Industry; Auto Industry; Illinois
Citation
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Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (A2), A: Confidential Information for Medallion Capital, Inc." Harvard Business School Case 898-199, March 1998.
  • 18 Mar 2013
  • HBS Case

HBS Cases: LEGO

components. While the number of LEGO-branded items grew, sales did not, and in 1998 the company suffered its first financial loss. "Their top-line growth was slowing down but their cost was accelerating, so they were starting to lose... View Details
Keywords: by Maggie Starvish; Entertainment & Recreation
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