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- Faculty Publications (78)
Show Results For
- All HBS Web (459)
- Faculty Publications (78)
- 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
- 12 Feb 2013
- First Look
First Look: Feb. 12
through restrictions on the number of apartments a resident is allowed to purchase and aggressive promotion of affordable housing on the low-end of the market. Zhang Xin wonders what opportunities and threats such market conditions... View Details
Keywords: Sean Silverthorne
- 03 Mar 2009
- First Look
First Look: March 3, 2009
and complementary effects across channels to provide sales forecasting, promotion planning, and customer relationship management guidance to multichannel managers. We investigate three contingencies in a... View Details
Keywords: Martha Lagace
- 04 Jun 2024
- Blog Post
Finding Alignment to Make Impact: Layla Ramirez (MBA 2017)
Ramirez learned how to operate a nonprofit organization like a profitable business. From operations and technology to sales and marketing, she dug in deeply to bring the best of for-profit business models into an impact-driven setting. In... View Details
- 04 Oct 2016
- First Look
October 4, 2016
https://www.hbs.edu/faculty/Pages/item.aspx?num=51680 forthcoming Journal of Financial Economics What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns? By: Froot, Kenneth A., Namho... View Details
- 01 Jul 2008
- First Look
First Look: July 1, 2008
and inside sales force have been very successful in finding and bringing in new customers, in part because of a laser-like focus on increasing its marketing ROI. As ScriptLogic looks towards its next phase of growth, however, it is... View Details
Keywords: Martha Lagace
- 30 May 2017
- First Look
First Look at New Research and Ideas, May 30
Investment Promote Growth? By: Alfaro, Laura Abstract—Among the prominent economic trends in recent decades is the exponential increase in flows of goods and capital driven by technological progress and a falling number of restrictions. A... View Details
Keywords: Sean Silverthorne
- 03 Jun 2015
- What Do You Think?
Is the Time Right for Self-Management?
organizations?" Others saw limited potential in the concept. As Edward Hare put it, "There are some people capable of managing themselves in a larger organization but many who can't This strikes me as another of those 'ideas' View Details
- 15 Oct 2013
- First Look
First Look: October 15
economic reasons. The conventional wisdom is that politically motivated aid is less effective in promoting developmental objectives. We examine the ex-post performance ratings of World Bank projects and generally find that projects that... View Details
Keywords: Sean Silverthorne
- 01 Mar 2005
- News
In the Blood
million. Clay didn’t own the horse, but he makes a standard commission of 5 percent on managing the sale of some 250 horses a year like her. Boarding and sales are two facets of his business, Clay explains;... View Details
- 07 Apr 2015
- First Look
First Look: April 7
Publications April 2015 Harvard Business Review How to Really Motivate Salespeople By: Chung, Doug J. Abstract—Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab... View Details
Keywords: Sean Silverthorne
- 28 Apr 2022
- Blog Post
Climate Stories Episode #4: Erika Myers, World Resources Institute Ross Center for Sustainable Cities
in promoting electric vehicle (EV) adoption. As acting director of Global E-Mobility at the research non-profit, the World Resources Institute, she straddles the intersection of the global transition from fossil fuels to renewable energy... View Details
- 31 Oct 2004
- Research & Ideas
The New CEO’s Wrong Message
than a year's work by a division manager and his team. They had developed advertising, prepared promotional materials, crafted a sales and distribution plan, and assigned responsibilities for different parts... View Details
- 01 Dec 2008
- News
Lesson from the Fall
both the movement of capital markets and gains in the price of competitors’ stock can provide executives with unearned windfalls for uncompetitive performance and promote unwarranted overconfidence. Awarding stock grants without... View Details
- 06 Feb 2023
- Blog Post
Meet the Black Investment Club
challenges to raising capital, being empowered to make investment decisions, and accessing the mentorship and resources to promote our talent.” Each of the Co-Presidents brings unique experiences to the leadership team, serving to further... View Details
- 28 Sep 2015
- Research & Ideas
Six Lessons from Mobile Money Ventures in Developing Countries
money service grew to about 400 million subscribers. Lesson 3: Get agents on board Mobile money operators need to treat their sales agents well, providing financial incentives and making them feel strongly invested in the success of the... View Details
- 12 Oct 1999
- Research & Ideas
Confronting the Challenges that Face Bricks-and-Mortar Stores
vegetables at the point of sale, improving the speed and accuracy of the checkout. If the benefit is not immediately apparent, make it obvious through advertising and promotional materials. Lesson 2: Make The Technology Easy To Use. Most... View Details
- 22 May 2007
- First Look
First Look: May 22, 2007
the paper: http://www.hbs.edu/research/pdf/07-082.pdf Cases & Course MaterialsAlan Kendricks at Cardiology Associates Harvard Business School Case 407-067 Alan Kendricks struggles to address many challenges facing him as a recently View Details
Keywords: Martha Lagace
- 14 Nov 2017
- First Look
New Research and Ideas: November 14, 2017
develop new ways of working together. To bolster out-of-the-box thinking at their companies, boards should promote diversity among members. They should foster "creative abrasion" to keep ideas flowing and rethink traditional methods of... View Details
Keywords: Carmen Nobel
- 25 Sep 2012
- First Look
First Look: September 25
framework for understanding the links between manufacturing and innovation that will enable them to make better outsourcing decisions. They also detail how government must change its support of basic and applied scientific research and View Details
Keywords: Sean Silverthorne