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  • 2004
  • Book

Birth of a Salesman: The Transformation of Selling in America

By: Walter A. Friedman
This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details
Keywords: Sales; Employees; Transformation; United States
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  • August 2024
  • Case

Iogen: Decarbonizing Hard-to-Abate Sectors

By: George Serafeim, Charlotte Foody and John Mulliken
Brian Foody, CEO of Iogen Corporation, was an early leader in advanced biofuels, developing a range of technologies to transform agricultural waste into transportation fuel. With $100 million in revenue and 350 patents across various biofuel technologies, Iogen was... View Details
Keywords: Technology; Biofuel; Market Attractiveness; Decarbonization; Technological Innovation; Climate Change; Energy; Environmental Sustainability; Transformation; Market Entry and Exit; Strategy; Energy Industry; United States; United Kingdom
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  • 13 Sep 2006
  • Op-Ed

Rising CEO Pay: What Directors Should Do

at a minimum insist on surveys that reflect company performance. Second, as former DuPont CEO Ed Woolard has suggested, it is helpful to gauge CEO pay in relation to what the next echelon of management is being paid, thus placing the... View Details
Keywords: by Jay W. Lorsch
  • 28 Jun 2022
  • Book

The Moral Enterprise: How Two Companies Profit with Purpose

How can government and business work together in this fractious political moment, when finding solutions to pressing problems like inequality and climate change are more urgent than ever? Rebecca Henderson, Harvard University’s John and Natty McArthur University... View Details
Keywords: by Avery Forman
  • Web

Historical Data Visualization - Business History

Historical Data Visualization To facilitate understanding the history of global capitalism in its broad societal context, this tool provides historical data on broad economic, social and political trends both globally and within the... View Details
  • October 2006 (Revised August 2007)
  • Case

Marketing Chateau Margaux

By: John A. Deighton, Leyland Pitt, Vincent Marie Dessain, Daniela Beyersdorfer and Anders Sjoman
Chateau Margaux, luxury brand or connoisseur brand? Although France is awash with unsold wine, demand has never been stronger for the very finest Bordeaux. How should Margaux sustain and grow its business? The Chateau management team is wondering if it can take more... View Details
Keywords: Price; Growth and Development Strategy; Brands and Branding; Distribution; Luxury; Food and Beverage Industry; France
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  • 23 Dec 2014
  • First Look

First Look: December 23

Internal Problems By: Sebenius, James K. Abstract—Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and... View Details
Keywords: Carmen Nobel
  • Web

Founder - Entrepreneurship

Student Journey Founder Required Curriculum Elective Curriculum Throughout your Founder Path, get feedback on your idea, testing plan, business model, and more from experienced entrepreneurs and VCs by meeting 1:1 with Rock Executive Fellows, Entrepreneurs-in-Residence... View Details
  • 18 Nov 2002
  • Research & Ideas

Where Morals and Profits Meet: The Corporate Value Shift

analysis. And a few are motivated simply by the vision of a better and more humane way of conducting business. Overall, though, my experience has been that probably half, and maybe even two-thirds, categorize ethics mainly as a risk View Details
Keywords: by Carla Tishler
  • 08 Jun 2010
  • First Look

First Look: June 8

Retailing, supply chain experts Marshall Fisher and Ananth Raman explain how to use analytics to better manage your inventory for faster turns, fewer discounted offerings, and fatter profit margins. Featuring case studies of retailing... View Details
Keywords: Martha Lagace
  • Web

Career Re-Entry & Flexible Work - Alumni

learning, support and opportunities through interactive group programming. Inspiring Capital The Return with Purpose Fellowship is a year-long experiential learning program with exposure to Inspiring Capital's broader social impact... View Details
  • Article

How to Really Motivate Salespeople

By: Doug J. Chung
Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments. But in the past decade, researchers have been moving out of the lab and into the field, analyzing companies' sales and pay data, and... View Details
Keywords: Compensation; Motivating People; Motivation and Incentives; Compensation and Benefits; Sales
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  • January 2006 (Revised February 2006)
  • Case

Deutsche Borse and the European Markets

By: Dwight B. Crane and Monika Stachowiak
In December 2004, Deutsche Borse proposed an offer for the London Stock Exchange. Some shareholders opposed the acquisition, leading to the offer's withdrawal and replacement of management, including the CEO and board members. Written from the viewpoint of Deutsche... View Details
Keywords: Mergers and Acquisitions; Strategy; Governing and Advisory Boards; Capital Structure; Stocks; Valuation; Corporate Governance; Price; Change Management; Commercialization; Financial Services Industry; Europe
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  • Web

Globalization - Faculty & Research

competition, and earnings management affect mean reversion in accounting return on assets. Using a sample of 48,465 unique firms from 49 countries, we find that accounting returns mean revert faster in countries where there is more... View Details
  • Web

2022 Reunion Presentations - Alumni

first-semester RC applies to everyday problems. Leveraging the Biology of Adversity and Resilience to Strengthen the Foundations of Human Capital Development Professor Jack P. Shonkoff + More Info – Less... View Details
  • 20 Oct 2015
  • First Look

October 20, 2015

only central to attract and retain the best human capital for the startup, but it is critical to align incentives between investors and management. This note provides a framework to think about compensation... View Details
Keywords: Sean Silverthorne
  • Web

Winners & Runners-Up | New Venture Competition

helping them to build a credit history. Business Track, 2022 Coprata Chase Moyle (MBA 2022) Sonia Grego Brian Stoner Business Track Winner Reimagining how individuals can think about human waste to improve health and wellness. ClearCut... View Details
  • 23 Jul 2012
  • Research & Ideas

The Power of Conversational Leadership

this approach positively affects a company's bottom line. "In many ways the book is not about communication as much as it is about performance," Groysberg says. "In an economic environment where there is so much uncertainty, the senior View Details
Keywords: by Carmen Nobel
  • Article

Czech Mate: Expropriation and Investor Protection in a Converging World

By: Mihir A. Desai and Alberto Moel
This paper examines the expropriation of a foreign investor by a local partner and the subsequent resolution of that case through international arbitration in favor of the investor. Despite the investor's 99% interest in joint venture, the local partner managed to... View Details
Keywords: Joint Ventures; Capital Markets; Foreign Direct Investment; Geographic Location; Multinational Firms and Management; Governance Controls; Courts and Trials; Rights; Czech Republic; United States
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  • 06 Aug 2013
  • First Look

First Look: August 6

today's managers need to harness technological advances, manage and lead a dispersed and diverse workforce, anticipate and react to constant competitive and geopolitical change and uncertainty, compete on a... View Details
Keywords: Anna Secino