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Show Results For
- All HBS Web
(689)
- News (136)
- Research (469)
- Events (1)
- Multimedia (1)
- Faculty Publications (166)
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- 30 Jun 2015
- First Look
First Look: June 30, 2015
that sales representatives, who were responsible for a large portfolio of imaging products, were not giving enough attention to Ultrasound. He was wondering if change in the size and compensation structure of the View Details
Keywords: Carmen Nobel
- 04 Feb 2021
- Research & Ideas
Inside CEOs' Pandemic Worries: Uncertainty, Employees, and Kids
Sales forces also struggled with distancing. One CEO described how “[The] sales force conducted customer visits online, which they did not like,... View Details
- 09 Jan 2006
- Research & Ideas
What Really Drives Your Strategy?
external factors play a surprising role in strategy formulation and execution. As Gilbert explains, "A lot of our book is about understanding (a) that realized strategy is often different from intended strategy, and (b) there are View Details
Keywords: by Martha Lagace
- 26 May 2003
- Research & Ideas
What Your Competition is Telling You
Competition keeps you hungry. It forces you to continually find new and more cost-effective solutions to business problems. Although there's nothing new in this insight, recent research suggests some often-overlooked ways in which... View Details
Keywords: by David Stauffer
- 12 Apr 2018
- Op-Ed
Op-Ed: The Trouble with Tariffs
already the leading network infrastructure supplier globally, ahead of Cisco, Nokia, and Ericsson. It is a leader in optical network equipment, and has passed Apple in smartphone sales (outside the US, of course). In the US, it is... View Details
Keywords: by Willy C. Shih; Manufacturing; Auto; Steel; Air Transportation; Technology; Telecommunications
- 22 Feb 2016
- Research & Ideas
The ‘Mother of Fair Trade’ was an Unabashed Price Protectionist
was beginning to take hold in the 1920s. Chains and department stores opened across America, using volume sales to offer lower prices on a variety of goods. Gleason encountered competition from these chain stores as well as “pineboards,”... View Details
- 09 Jan 2014
- Research & Ideas
Excerpt: ’Fortune Tellers’
predictions. Some forecasters built sales forces to travel from office to office in lower Manhattan or in Boston and Chicago. Others sent their representatives to Rotary Clubs and churches in smaller cities... View Details
Keywords: by Walter A. Friedman
- 28 May 2013
- Research & Ideas
Can LEGO Snap Together a Future in Asia?
percent of all LEGO sales in 2011. "LEGO is a huge success story in Western Europe and America," Mikes says. "The question is will they be able to repeat this success story in Asia?" The company is a fascinating... View Details
- 27 Dec 2015
- Research & Ideas
The Most Popular Stories and Research Papers of 2015
healthy competition to increase patient value. Incentives versus Reciprocity: Insights from a Field Experiment (523) What are the most effective forms of sales force compensation? Findings provided by Doug... View Details
- 02 Apr 2019
- First Look
New Research and Ideas, April 2, 2019
argue that inertial forces generally constrict how TMTs perceive innovations but that frame flexibility can overcome these constraints, increasing the likelihood of adoption and broadening the organization's innovation practices. We... View Details
Keywords: Dina Gerdeman
- 12 Feb 2016
- Op-Ed
The Real Jobs Tragedy in the US: We've Lost the Skills
States economy maintained a steady pace in job growth of about 2 percent a year. The US labor force participation rate reflected that, growing robustly for the four decades from 1947 to 1997. Around 2001, both those indicators of the... View Details
- 21 Mar 2011
- Research & Ideas
Are We Thinking Too Little, or Too Much?
The most captivating item in Michael Norton's office is a Star Wars The Force Trainer, a toy that allows would-be Jedi warriors to levitate a Ping-Pong ball within a tube using only the power of focused thinking. Norton, a marketing... View Details
Keywords: by Carmen Nobel
- 12 Oct 1999
- Research & Ideas
Media Metamorphosis: Advertising in the Technology Age
Beset by changes on several fronts, the media industry, traditionally comprising the familiar print and broadcast channels of mass communication, has been undergoing a major transformation in recent years, change that appears certain to continue apace. What View Details
- 02 Jun 2011
- What Do You Think?
Is it Time for a National Bankruptcy?
sought could include aid from one country to another, the sale of national assets, and the deferral of commitments to allow time for a work out. A sizeable minority, however, took the view that lenders, because they helped contribute to a... View Details
Keywords: by Jim Heskett
- 16 Aug 2010
- Lessons from the Classroom
HBS Introduces Marketing Analysis Tools for Managers
financial projections for the firm. Profitability analysis begins with calculating the revenue the firm will generate from sales of its products. Then, an analysis of variable and fixed costs is undertaken. Finally, these numbers are used... View Details
Keywords: by Sarah Jane Gilbert
- 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 View Details
Keywords: Carmen Nobel
- 26 Jun 2007
- First Look
First Look: June 26, 2007
subsidies by permitting them to use Foreign Sales Corporations to exempt a fraction of export profits from taxation. Share prices of American exporters fell sharply on this news, and its implication that the WTO might View Details
Keywords: Martha Lagace
- 05 Feb 2013
- First Look
First Look: Feb. 5
Compensation Plans Authors:Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the... View Details
Keywords: Sean Silverthorne
- 12 Jun 2006
- Research & Ideas
The Promise of Channel Stewardship
program. They discover that the distribution channel is not aggressively pushing the new product. Their own sales force resources are constrained. The few available salespeople must stay focused on... View Details
- 06 Sep 2016
- First Look
September 6, 2016
buyer characteristics. Consider the experiences of condo developers targeting retirees who wanted to downsize their homes. Sales were weak until the developers realized their business was not construction but transitioning lives. Instead... View Details
Keywords: Carmen Nobel