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  • Web

Technology & Innovation - Faculty & Research

Technology & Innovation Technology & Innovation December 2014 Article The Distinct Effects of Information Technology and Communication Technology on Firm Organization By: Nicholas Bloom, Luis Garicano, Raffaella Sadun and John Van Reenen... View Details
  • 29 Jan 2019
  • First Look

New Research and Ideas, January 29, 2019

(2011), idiosyncratic shocks to the sales growth of large firms are positively and significantly correlated with GDP growth in our emerging markets sample. Relatedly, the negative impact of exchange rate shocks has a more acute impact on... View Details
Keywords: Dina Gerdeman
  • 21 Jul 2008
  • Research & Ideas

Solving the Marketing Resources Allocation Puzzle

calculated so that directional recommendations can be made. 'What if' analysis or simulations: A small number of marketing plans are considered by simulating their effects on sales and profit. The best plan... View Details
Keywords: by Sean Silverthorne
  • Article

Selling to Many Countries Within the U.S.

By: Frank V. Cespedes and Michael Wong
In pursuing growth, many companies have plans to sell to emerging markets like the so-called B-R-I-C nations (Brazil, Russia, India, China), but they overlook significant ethnic markets within the United States. For example, the combined African-American and Hispanic... View Details
Keywords: Management Style; Ethnicity; Sales; Business Growth and Maturation; Marketing Communications; Business Plan; Emerging Markets; Debates; Business Strategy; Growth and Development; Growth and Development Strategy; United States
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  • 11 Nov 2014
  • First Look

First Look: November 11

to lead to improvements in dealing with the problem of economic benchmarking. Download working paper: http://ssrn.com/abstract=2517496 The Decoupling Effect of Digital Disruptors By: Teixeira, Thales S., and Peter Jamieson Abstract—While... View Details
Keywords: Sean Silverthorne
  • Web

Entrepreneurial Management Curriculum - Faculty & Research

managers at all types of organizations (e.g., small companies, large companies, non-profits, and public servants) become more effective at enhancing the value of those organizations. HBS professor Ken Andrews described three roles for the... View Details
  • 16 Apr 2001
  • Research & Ideas

Breaking the Code of Change

corporate leaders about the purpose of and means for change. In effect these two approaches to organizational change represent theories in use by senior executives and the consultants and academics who advise them. By "theory in... View Details
Keywords: by Michael Beer & Nitin Nohria
  • 19 Feb 2013
  • First Look

First Look: Feb. 19

B. Yoffie Publication:Journal of Economic Perspectives Abstract The patent market consists mainly of privately negotiated, bilateral transactions, either sales or cross-licenses, between large companies. There is no eBay, Amazon, New York... View Details
Keywords: Sean Silverthorne
  • 13 Jun 2017
  • First Look

First Look at New Research and Ideas, June 13

the dynamic effect of sales calls across heterogeneous doctors, we provide guidance on the design of optimal call patterns for route sales. Our analyses reveal that the long-term persistence View Details
Keywords: Sean Silverthorne
  • 03 Nov 2009
  • First Look

First Look: Nov. 3

  Working PapersContracting in the Self-reporting Economy (revised) Authors:Romana L. Autrey and Richard Sansing Abstract This paper examines the effect of accounting on the use of intellectual property. We analyze the licensing of... View Details
Keywords: Martha Lagace
  • 08 Oct 2020
  • Research & Ideas

Keep Your Weary Workers Engaged and Motivated

necessities of social distancing attenuate or alter the traditional organizational levers. Several CEOs observed: “Keeping spirits high in a sales environment. At the moment our sales force has to work twice... View Details
Keywords: by Boris Groysberg and Robin Abrahams
  • 28 Jun 2021
  • Research & Ideas

Keep or Cut Workers? How Companies Reacted to the COVID-19 Crisis

“There was not a single person or car,” he recalls. The eerily quiet scene was a jarring reminder that the pandemic was taking a huge toll on many businesses that saw sales and revenue figures abruptly plummet. Rouen and two fellow... View Details
Keywords: by Lane Lambert
  • Web

Topics - HBS Working Knowledge

(9) Nationality (2) Natural Disasters (4) Natural Environment (204) Negotiation Deal (1) Negotiation Offer (1) Negotiation Participants (1) Negotiation Preparation (3) Negotiation Process (4) Negotiation Style (4) Negotiation Tactics (15) Negotiation (81) Network View Details
  • 20 Nov 2012
  • First Look

First Look: November 20

the U.S. Department of Agriculture's approval of genetically modified organisms (GMOs), we find that product assessments by powerful stakeholders and peer agencies influence product approval and that their effects vary under different... View Details
Keywords: Sean Silverthorne
  • 16 Dec 2014
  • First Look

First Look: December 16

compare those clicks with users' subsequent purchases. Ever-cheaper IT makes this tracking cost effective and routine. In addition, a web of interlocking ad networks trades inventory and offers to show the right ad to the right person at... View Details
Keywords: Sean Silverthorne
  • Web

Leadership - Faculty & Research

"deviance" to foster innovative behavior and boost productivity. March 2015 Module Note Power and Influence in Society By: Julie Battilana This module aims to help students understand how power and influence are employed, both to reproduce the status quo and to View Details
  • 26 Apr 2011
  • First Look

First Look: April 26

PapersThe Impact of Forward-Looking Metrics on Employee Decision Making Authors:Pablo, F. Casas-Arce, Asís Martínez-Jerez, and V.G. Narayanan Abstract This paper analyzes the effects of providing forward-looking metrics on employee... View Details
Keywords: Sean Silverthorne
  • 12 Aug 2014
  • First Look

First Look: August 12

2014 Journal of Advertising Research Pitfalls and Fraud in Online Advertising Metrics: What Makes Advertisers Vulnerable to Cheaters, and How They Can Protect Themselves By: Edelman, Benjamin G. Abstract—How does online advertising become less View Details
Keywords: Sean Silverthorne
  • 09 Apr 2018
  • Sharpening Your Skills

The Dark Side of Performance Bonuses

Quotas Motivate the Sales Force Best Bonus programs are effective for motivating sales people, but also costly for companies to maintain. Which compensation schemes work best?... View Details
Keywords: by Sean Silverthorne
  • 18 Nov 2008
  • First Look

First Look: November 18, 2008

internal coordination issues with the company's sales force, and the financial returns versus other uses of capital for the company. The case raises issues in aligning business strategy and sales management... View Details
Keywords: Martha Lagace