Sales Force Retention - Publications - Faculty & Research

10 Jul 2018
First Look

New Research and Ideas, July 10, 2018

development—such as case discussions, lectures, simulations, coaching sessions, live projects, etc.—in terms of their potential to develop executives for the future. We then examine the impact of the forces of digital disruption—the... View Details

Keywords: Dina Gerdeman

08 Jun 2010
First Look

First Look: June 8

to accomplish the following: mine your sales data to identify "homerun" products you're missing; reinvent your forecasting and pricing strategies; build end-to-end agility into your supply chain; establish incentives that align... View Details

Keywords: Martha Lagace

July 2020 (Revised September 2020)
Case

The Honor Foundation: Accessing Special Operations Talent

By: Boris Groysberg and John Masko

In 2020, The Honor Foundation (THF), a nonprofit dedicated to helping U.S. military special operators to transition into civilian careers, was facing a series of strategic challenges. THF had been founded in 2013 by former Navy SEAL trainee Joe Musselman, who observed... View Details

Citation

Educators

Purchase

01 Jan 2010
News

James Dimon, MBA 1982

strong reputation for social and corporate responsibility. Dimon came to JPMorgan from Bank One, where, as chairman and CEO, he turned a $511 million loss in 2000 into record earnings of $3.5 billion by 2003, when he engineered its sale... View Details

Web

Tsedal Neeley | About

performance software systems, sales force and sales management development, and business flow analysis for telecommunication infrastructures. Tsedal is a recipient of the... View Details

14 Jan 2019
Op-Ed

These 4 CEOs Created a New Standard of Leadership

Group to add healthier products to its lineup. When soft drink sales declined in 2010, shareholders criticized PepsiCo’s execution. Nooyi responded by beefing up PepsiCo’s marketing and strengthening her leadership team—but held firm to... View Details

Keywords: by Bill George; Health; Banking; Food & Beverage; Consumer Products

11 May 2016
Research & Ideas

Fix This! Why is it so Painful to Buy a New Car?

1989 about service in the auto industry, Ford Motor Co.: Dealer Sales and Service, puts it best: “Nothing much has changed over 25 years. The experience is still generally awful.” Sure, there have been pockets of customer-service... View Details

Keywords: by Sean Silverthorne; Auto

02 Mar 2016
News

David Moss is Rewriting History

the hallmark of the case method. In the overcapacity classroom, Moss draws from the students some of the other issues that face the young country in the critical period. Students forced by lack of space during the “shopping period” to sit... View Details

Keywords: April White

16 Apr 2013
First Look

First Look: April 16

raised potential challenges to the dominance of leading firms. Our research tells a fascinating story of an industry that has proved remarkably resilient in resolving economic and regulatory challenges. It provides practitioners and scholars with a deeper understanding... View Details

Keywords: Sean Silverthorne

28 Nov 2005
Research & Ideas

Unilever: Transformation and Tradition

watched over carefully. A strong corporate culture, which coexisted with numerous subcultures, helped turn Unilever's management into the central binding force of the company, preventing it from becoming a "conglomerate" even at... View Details

Keywords: by Geoffrey Jones; Consumer Products

Web

Research - Behavioral Finance & Financial Stability

investment performance of passive maturity transformation strategies over this period may mask the underperformance of the specialized bank activities. See Juliane’s other research here and Erik’s other research here . More Info Brokers and Order Flow Leakage: Evidence... View Details

Web

The 20th Century Zeitgeist - Leadership

infections Synthetic rubberx Influence: High 50 1950 s 19 Television sales expand dramatically Transistors used in portable radios and calculators Influence: Medium-High 60 1960 s 19 Man walks on the moon Color TV market grows Microchips... View Details

23 Nov 2021
Research & Ideas

The Vinyl Renaissance: Take Those Old Records Off the Shelf

Streaming accounts for about 85 percent of today’s music consumption, but sales of vinyl records have grown steadily over the past decade, owing to their rediscovery by members of Gen Z who view them as a timeless medium that offers... View Details

Keywords: by Christine Pazzanese, Harvard Gazette; Music

Web

Marketing Awards & Honors - Faculty & Research

Marketing Association. Eva Ascarza : Finalist for the 2019 MSI Robert D. Buzzell Award from the Marketing Science Institute for “In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions” ( Customer... View Details

06 Oct 2003
Research & Ideas

The Problem with Hedge Funds

more volatile; there are spikes of trading on any news. It is important for investors to realize that the stock markets in the first years of the 21st century are not just down, but down in a particular way, as a result of the new forces... View Details

Keywords: by D. Quinn Mills

15 Jul 2019
Book

Many Executives Are Afraid of Finance. Here's How They Can Gain Confidence

overconfidence. Exaggerating synergies and ignoring integration costs Synergy is the idea that once merged, the value of two companies will be greater than the sum of the values of each individual company. On the surface, the idea of synergies isn’t unreasonable. For... View Details

Keywords: by Dina Gerdeman

11 Mar 2024
News

In Harmony

Subscribe on iTunes Subscribe on Spotify More Skydeck episodes Hi, my name is Julia Hanna; I’m an associate editor at the HBS Alumni Bulletin. Last November I flew to Seoul, South Korea to interview Michael Kim (MBA 1990) of MBK Partners. Often referred to as one of... View Details

Keywords: Julia Hanna; photograph by Jun Michael Park

12 Mar 2021
News

My Favorite Case

a fintech unicorn that spans multiple verticals. After another sales record during the 2016 Global Shopping Festival with Alibaba, Ant Financial’s chief strategy officer contemplates the various opportunities and challenges associated... View Details

Keywords: Business Schools & Computer & Management Training; Educational Services

01 Oct 1999
News

Banking on Success

forces (Navy) during the Vietnam War before attendingbusiness school. We were probably one of the last classes to have a high percentage of veterans. What is the most important thing you've learned about business since leaving HBS? It's... View Details

Keywords: Deborah E. Blagg

06 Mar 2012
First Look

First Look: March 6

disclosures are related to subsequent allegations of corruption and subsequent performance. Firms with abnormally low anticorruption disclosures have higher subsequent media allegations of corruption than firms with abnormally high disclosure. They also report higher... View Details