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  • 08 Sep 2014
  • Research & Ideas

The Strategic Way To Hire a Sales Team

by relevant "experience," which is the most frequently used criterion by sales managers. In his new book, Aligning Strategy and Sales, Cespedes discusses why the gap is so common—and outlines... View Details
Keywords: by Carmen Nobel
  • 05 Dec 2016
  • Research & Ideas

How The 2016 Presidential Candidates Misled Us With Truthful Statements

Bill Clinton about allegations of his having had an affair with former White House intern Monica Lewinsky. In his answers, the president speaks in the present tense as a way of dodging Lehrer’s questions. Jim Lehrer: “No improper... View Details
Keywords: by Dina Gerdeman
  • 15 May 2017
  • Sharpening Your Skills

The Promises and Limitations of Big Data

How Will the Age of Big Data Affect Management? How do we avoid losing useful knowledge in a seemingly endless flood of data? Jim Heskett's readers offer some wise suggestions. Consumer-centered Health Care Depends on Accessible Medical... View Details
Keywords: by Sean Silverthorne; Financial Services; Utilities; Public Administration; Health
  • June 2008 (Revised January 2010)
  • Case

Name Your Price: Compensation Negotiation at Whole Health Management (A)

By: Brian J. Hall, Deepak Malhotra and Nicole Bennett
MBA student Monroe Davies is asked by a potential employer to determine his own compensation package. This case follows Jim Hummer, President and CEO of Whole Health Management and Davies through a unique recruitment process that raises questions of compensation and... View Details
Keywords: Compensation and Benefits; Recruitment; Job Interviews; Negotiation Process; Personal Development and Career; Motivation and Incentives; Value
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  • 17 Aug 2020
  • Research & Ideas

What the Stockdale Paradox Tells Us About Crisis Leadership

States as one of the 15 “safe countries” whose citizens may enter freely. Meanwhile, many leaders are reporting that their teams—or they themselves—have crashed into a wall of demotivation and despair. The Stockdale Paradox, made famous in View Details
Keywords: by Boris Groysberg and Robin Abrahams
  • 11 AM – 12 PM EST, 13 Jan 2016
  • Webinars: Trending@HBS

What Great Service Leaders Know and Do: Creating Breakthroughs in Service Firms

In their recently completed book by the same title, Professor Schlesinger and coauthors and fellow HBS faculty members James L. Heskett (emeritus) and W. Earl Sasser posit the following: that management has within its control the authority, and, they think, the... View Details
  • 04 Feb 2008
  • Research & Ideas

Putting Entrepreneurship in the Social Sector

interest in developing social entrepreneurship courses, and last but not least, practitioners themselves, who are seeking to achieve mission impact as effectively, efficiently, and sustainably as possible. Q: What do you mean by social... View Details
Keywords: by Sean Silverthorne
  • 05 Jan 2009
  • Research & Ideas

Most Popular Articles and Working Papers 2008

shape strategy. We excerpt a portion on advice for new CEOs, written with HBS faculty Jay W. Lorsch and Nitin Nohria. 3. Why Don't Managers Think Deeply? Professor Jim Heskett poses this provacative question... View Details
Keywords: by Staff
  • February 2002 (Revised October 2005)
  • Case

BMWFilms

By: Youngme E. Moon and Kerry Herman
Jim McDowell, VP of marketing at BMW North America, is debating how to follow up the success of his latest marketing campaign, "BMWFilms." This campaign features five short films for the Internet, directed by some of the hottest young directors in Hollywood. By all... View Details
Keywords: Consumer Behavior; Internet and the Web; Marketing Strategy; Film Entertainment; Innovation and Invention; Auto Industry; North and Central America
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  • Research Summary

Ownership Qutotient: Putting the Service Profit Chain for Unbeatable Competitive Advantage

By: W. Earl Sasser

Professors Jim Heskett and Earl Sasser, in collaboration with Joe Wheeler have been examining cuatomer and employee ownership behaviors which have a profound impact on long term profit and growth. Their findings are published in Ownership Quotient:... View Details

  • 03 Jan 2011
  • Research & Ideas

Most Popular Articles of 2010

to Make Careful Decisions? Summing up reader responses, Professor Jim Heskett finds compelling arguments for a process involving intuition based on analysis and experience. Should people also make their own... View Details
Keywords: by Staff
  • 25 Aug 2014
  • HBS Case

Starbucks Reinvented

Administration. "As a brand, leadership, and entrepreneurship scholar, I've been dogging Starbucks for a long time." On a 1995 trip to Seattle, Koehn visited a Starbucks store for the first time and was struck by what she saw... View Details
Keywords: by Julia Hanna; Food & Beverage
  • 21 Jan 2022
  • News

A Leader’s Handbook for Managing Culture

  • July 2024
  • Supplement

Pacific Lake Partners (B)

By: Richard S. Ruback and Royce Yudkoff
Pre-Abstract: Instructors should consider the timing of making videos available to students, as they may reveal key case details.

Abstract: In 2009, Coley Andrews and Jim Southern endeavored to raise a private equity fund for investment solely in search... View Details
Keywords: Entrepreneurship Through Acquisition; Search Fund; Entrepreneurship; Private Equity; Investment Funds; Organizational Structure; United States
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  • 21 Nov 2005
  • Research & Ideas

The Geography of Corporate Giving

Silverthorne: How does your work advance other research done on corporate social activities? Christopher Marquis: Most research on why companies are involved in social activities has looked at the financial impact of such behavior, essentially an attempt to justify... View Details
Keywords: by Sean Silverthorne
  • 12 Oct 2017
  • News

Braude’s Believe It Or Not: Puerto Rico, NFL Protests & NBC

  • July 2024
  • Supplement

Pacific Lake Partners (A)

By: Richard S. Ruback and Royce Yudkoff
Pre-Abstract: Instructors should consider the timing of making videos available to students, as they may reveal key case details.

Abstract: In 2009, Coley Andrews and Jim Southern endeavored to raise a private equity fund for investment solely in search... View Details
Keywords: Search Fund; Entrepreneurship Through Acquisition; Entrepreneurship; Private Equity; Investment; North America
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  • 28 Apr 2008
  • HBS Case

Negotiating with Wal-Mart

Muccio: Negotiating the P&G Relationship with Wal-Mart," HBS professor Jim Sebenius and Research Associate Ellen Knebel show two very different organizations doing just that. The cases are part of a series that involve hard... View Details
Keywords: by Julia Hanna; Retail
  • Blog

When Generations Learn Together

What happens when a father and son team up to attend executive education programs together? Bracken Seaberg (BS) and Jim Seaberg (JS) discuss their shared experiences in Private Equity and Venture Capital and Changing the Game:... View Details
  • 22 Feb 2011
  • Research & Ideas

The Most Important Management Trends of the (Still Young) Twenty-First Century

twenty-first century, and then to tell us what they hope will be the most fertile areas of business research between now and 2020. But we didn't leave it there. Professor Jim Heskett is moderating a similar... View Details
Keywords: by Sean Silverthorne