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- All HBS Web (989)
- Faculty Publications (230)
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- 20 Mar 2007
- First Look
First Look: March 20, 2007
Working PapersIncorporating Price and Inventory Endogeneity in Firm-Level Sales Forecasting Authors:Saravanan Kesavan, Vishal Gaur, and Ananth Raman Abstract As numerous papers have argued, sales, inventory, and gross margin for a... View Details
Keywords: Martha Lagace
- 14 Jul 2003
- Research & Ideas
Keeping Your Balance With Customers
four-component processes of the Customer Management theme—customer selection, acquisition, retention, and growth—demonstrating their importance in maximizing customer value and, ultimately, in value creation itself.Customer management... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
customers willingly pay higher prices. The relevant readers are general managers responsible for a P&L, marketing and sales managers responsible for making product and selling decisions (including pricing), and people in operations... View Details
- October 1999 (Revised March 2000)
- Case
HP Consumer Products Business Organization: Distributing Printers via the Internet
By: Rajiv Lal, Kirthi Kalyanam, Shelby Mc Intyre and Edie Prescott
In spring 1998, Pradeep Jotwani, vice president and general manager of the Consumer Products Business Organization of the Hewlett-Packard Co. (HP), was contemplating the increasing success of e-commerce and its implications for his division. The consumer products group... View Details
Keywords: Decision Choices and Conditions; Marketing Channels; Business Processes; Problems and Challenges; Partners and Partnerships; Sales; Business Strategy; Information Technology; Consumer Products Industry
Lal, Rajiv, Kirthi Kalyanam, Shelby Mc Intyre, and Edie Prescott. "HP Consumer Products Business Organization: Distributing Printers via the Internet." Harvard Business School Case 500-021, October 1999. (Revised March 2000.)
- 29 Aug 2006
- First Look
First Look: August 29, 2006
Anton and Dennis A. Yao Periodical:Journal of Law, Economics and Organization (forthcoming) Abstract We examine the impact of patent infringement damages in an equilibrium oligopoly model of process innovation where the choice to infringe... View Details
Keywords: Sean Silverthorne
- 22 Dec 2003
- Research & Ideas
Why Negotiation is Like Jazz
Substantive information, which concerns facts or perceptions underlying the negotiation. Procedural information, which helps you understand, manage, and advance the process of negotiating. At the macro level, like a composer learning how... View Details
Keywords: by Kathleen L. McGinn
- 12 Nov 2013
- First Look
First Look: November 12
by systematically increasing the rigor in the procurement process. Still skeptical, Sophia runs the process of systematically analyzing and comparing the competing firms' bids. This case also describes the View Details
Keywords: Sean Silverthorne
- 21 Mar 2011
- Research & Ideas
Are We Thinking Too Little, or Too Much?
tell people whether they're thinking the right way, but just to get them thinking, 'I'm supposed to be making a decision right now-am I thinking too little about this, or am I thinking too much?' Both of those could lead to mistakes.” For example, in choosing laptop... View Details
Keywords: by Carmen Nobel
- 19 Jul 2004
- Research & Ideas
Why Innovations Sit on the Shelf
initiatives they had instituted were the result of past feedback. Creating organization-wide conversations is a crucial task of leadership—but often a very difficult one. Therefore, we've developed a four-point process for fostering such... View Details
- 21 Oct 2014
- First Look
First Look: October 21
literature when it comes to linking sales efforts with strategy. Part 1 of this book provides data indicating how and why sales remain (by far) the biggest part of strategy implementation in most firms, the... View Details
Keywords: Sean Silverthorne
- 26 Apr 2004
- Research & Ideas
A Clear Eye for Innovation
The Roman god Janus had two sets of eyes—one pair focusing on what lay behind, the other on what lay ahead. General managers and corporate executives should be able to relate. They, too, must constantly look backward, attending to the products and View Details
- 25 Apr 2017
- First Look
First Look at New Research, April 25
(shortest expected processing time). Moreover, they exercise more discretion as they accumulate experience. Exploiting random assignment of tasks to doctors’ queues, instrumental variable models reveal that these deviations erode... View Details
Keywords: Sean Silverthorne
- 05 Mar 2013
- First Look
First Look: March 5
focuses on scaling a venture's sales process and provides a methodology for identifying core customers and some implications for governance criteria and potential product changes as well as View Details
Keywords: Sean Silverthorne
- 05 Dec 2006
- First Look
First Look: December 5, 2006
best help the company make the transition. Fusilier's new solutions strategy has made the decision that much more difficult. Under this model, the company must revamp its incentives, training, and processes for deploying the View Details
Keywords: Sean Silverthorne
- 25 Apr 2005
- Research & Ideas
New Learning at American Home Products
in moving out of lower-value into higher-value paths as technologies and markets changed. Before World War II those managers became proficient in monitoring the processes of production and marketing in each of the different paths. After... View Details
- 19 Nov 2001
- Research & Ideas
Wrapping Your Alliances In a World Wide Web
costs, and enabled businesses to form mutually beneficial alliances.Once two or more companies agree to do business with each other on activities beyond simple procurement, they again face a challenge in executing many joint processes as... View Details
Keywords: by Andrew McAfee
- 09 Feb 2016
- First Look
February 9, 2016
Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50453 November 2, 2015 Harvard Business Review The Best Ways to Hire Salespeople By: Cespedes, Frank V., and Daniel Weinfurter Abstract—Companies typically spend more on hiring in View Details
Keywords: Sean Silverthorne
- 22 Oct 2013
- First Look
First Look: October 22
expenditures on teammates lead to better performance in both sports teams in Canada and pharmaceutical sales teams in Belgium. These results suggest that a minor adjustment to employee bonuses-shifting the focus from the self to... View Details
Keywords: Sean Silverthorne
- 04 Oct 2004
- What Do You Think?
Does Speed Trump Intellectual Property?
Summing Up This month's column, in the eyes of several respondents, represents the struggle of competitive strategies based on process versus product. When seen in this light, the triumph of speed over ideas, which many see as a reality,... View Details
Keywords: by James Heskett
- 01 Sep 2003
- What Do You Think?
To Whom Should Boards be Accountable?
shareholders to get the best price." In the experience I related, the board decided that the 20 percent discount involved in the sale to the desired bidder was just too much. Influenced in part by large shareholders, the board... View Details
Keywords: by James Heskett