Publications

Educators

29 Aug 2018
What Do You Think?

What Should Harley-Davidson’s Management Do?

is a good example of political risk exposure that you could not have foreseen 12 months ago.” What can the Harley-Davidson case teach us about managing in a politicized environment? What do you think? Original Column In August 2018 CEO... View Details

Keywords: by James Heskett; Auto

How Google Sold Its Engineers on Management

High-performing knowledge workers often question whether managers actually contribute much, especially in a technical environment. Until recently, that was the case at Google, a company filled with self-starters who viewed management as more destructive than beneficial... View Details

April 2001
Article

Academic-Practitioner Collaboration in Management Research: A Case of Cross-Profession Collaboration

By: T. M. Amabile, C. Patterson, Jennifer Mueller, T. Wojcik, P. Odomirok, M. Marsh and S. Kramer

We present a case of academic-practitioner research collaboration to illuminate three potential determinants of the success of such cross-profession collaborations: collaborative team characteristics, collaboration environment characteristics, and collaboration... View Details

Keywords: Research; Cases; Analytics and Data Science; Theory

Research Summary

Strategy Implementation: Role and Management of the Sales Force

By: Frank V. Cespedes

My research concerns the role and management of the sales force as agents of a firm's business strategy and not only as individual or team contributors to profitable growth. This work takes the form of course development, teaching and workshops in HBS executive... View Details

05 Feb 2024
Research & Ideas

The Middle Manager of the Future: More Coaching, Less Commanding

Middle managers aren’t going extinct. They’re evolving. Once a wasteland where careers stalled or abruptly ended in layoffs, middle management has adapted and is thriving, seeing double-digit growth in some... View Details

Keywords: by Ben Rand

2008
Book

Becoming a New Manager

By: Linda A. Hill

You've just been promoted to a managerial position for the first time—congratulations! But beware: the managerial role differs markedly from the individual contributor role. Go into the job with mistaken assumptions about what to expect, and you just may be blindsided... View Details

Keywords: Leadership; Management Skills; Management Style; Managerial Roles; Performance Improvement; Groups and Teams

March 13, 2023
Article

Sales Teams Need to Stop Focusing on the Customer Funnel

By: Frank V. Cespedes

Understanding where customers are, how they navigate streams in your market, and how to interact with them in a given stream is now central to crafting a good customer experience, and that has implications. Among other things, companies need to shift from thinking... View Details

Keywords: Customer Experience; Customer Value and Value Chain; Customer Relationship Management; Consumer Behavior

Register to Read

06 Jun 2008
What Do You Think?

Why Don’t Managers Think Deeply?

organizations over deep thinking. As Lorre Zuppan said, "I think Jeff Immelt's efforts to protect deep thinking reflect a nice sentiment but If his team could carry the ball, would he need to announce that he's protecting it?"... View Details

Keywords: by Jim Heskett

December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for UN Negotiating Team Representatives: General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

Web

Entrepreneurial Management - Faculty & Research

Entrepreneurial Management Overview Faculty Curriculum Seminars & Conferences Awards & Honors Doctoral Students January 2025 Article Everyone Steps Back?: The Widespread Retraction of Crowd-Funding Support for Minority Creators When... View Details

December 2009 (Revised January 2010)
Case

Managing Talent at Bertelsmann AG (A)

By: Boris Groysberg, Nitin Nohria, Mark Maletz and Kerry Herman

Bertelsmann's EVP HR Immanuel Hermreck and his team were focused on four key HR issues. Three of these were somewhat discreet: improving Bertelsmann's employer brand; managing Bertelsmann talent across the firm's decentralized businesses; and ensuring early... View Details

Keywords: Talent and Talent Management; Recruitment; Retention; Selection and Staffing; Leadership Development; Strategic Planning; Competitive Advantage; Media and Broadcasting Industry; Germany

Educators

October 1997 (Revised March 2000)
Case

Oxford Health Plans: Specialty Management (A)

By: James L. Heskett, Jody H. Gittell and James Slayton

Describes an innovative approach to organizing health care proposed by Oxford CEO Steve Wiggins. Wiggins contends that the primary care physician "gatekeeper" model typically used by health maintenance organizations to control access to and coordinate specialist care... View Details

Keywords: Business Model; Groups and Teams; Innovation and Management; Medical Specialties; Health Care and Treatment; Cooperation; Management Teams; Health Industry; United States

2018
Book

The Fearless Organization: Creating Psychological Safety in the Workplace for Learning, Innovation, and Growth

By: Amy C. Edmondson

The Fearless Organization: Creating Psychological Safety in the Workplace for Learning, Innovation, and Growth offers practical guidance for teams and organizations who are serious about success in the modern economy. With so much riding on innovation,... View Details

Keywords: Psychological Safety; Knowledge Economy; Teaming; Management; Organizational Culture; Innovation and Management; Learning

Fast Answer

Private wealth management

Institutional Private Wealth. Barrons Top Wealth Management Teams includes a ranking of the top 50 wealth management teams in the United States. Locate analyst... View Details

Web

Managing the Future of Work

Managing the challenges posed by the changing nature of work Managing the challenges posed by the changing nature of work Multiple forces of change – demographics, technology, automation, globalization – are... View Details

June 2018 (Revised June 2018)
Teaching Note

Blake Sports Apparel and Switch Activewear: Bringing the Executive Team Together

By: Boris Groysberg, Tricia Gregg and Katherine Connolly Baden

Teaching Note for HBS No. 417-048. View Details

Keywords: Management Teams; Groups and Teams; Performance Effectiveness; Problems and Challenges; Behavior; Communication; Cooperation; Decision Making; Leadership