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- All HBS Web (71)
- Faculty Publications (16)
Show Results For
- All HBS Web (71)
- Faculty Publications (16)
- 06 Nov 2008
- Op-Ed
Selling Out The American Dream
been hijacked in countless political speeches from an embodiment of America's core values into a crass appeal to materialism and easy gratification. Right-wing politicians touting the American Dream consistently advocate lower taxes. The more money citizens can keep,... View Details
Keywords: by John Quelch
- 30 Apr 2013
- First Look
First Look: April 30
Crossroads Wayne Ferrari has bridged the gap between being an independent entrepreneur and a "professional manager." After selling his business to a Private Equity (PE) firm, Ferrari takes on the role of CEO and with their support implements a roll-up... View Details
Keywords: Sean Silverthorne
- Web
CSV in Practice - Institute For Strategy And Competitiveness
Business Environment Cisco has trained 4 million young people from 165 countries in ICT skills through its Networking Academy. 70% of graduates have attained a new job, or a better job at their existing employer. The Networking Academy... View Details
- 06 Mar 2012
- First Look
First Look: March 6
advertisers attain this. In our research, two colleagues and I use infrared eye-tracking scanners to determine exactly what people are looking at when they watch video ads. We also use a system that analyzes facial expressions to reveal... View Details
Keywords: Sean Silverthorne
- 01 Aug 1998
- News
High Honors
expanded into other parts of the country, added four production facilities, and saw sales top $7 million. In 1960, Barford sold his share of the business to his partners and returned home with his family to Toronto. The following year, he... View Details
- 16 Aug 2004
- Research & Ideas
Luxury Isn’t What It Used to Be
not something to enter lightly. You need a real, serious, sustained commitment to shoot for the pinnacle—and to defend and advance your position if you attain it." As a value proposition, luxury goods are very sensitive to timing and... View Details
- Fast Answer
Geographic Information Systems (GIS) Tools
& Bradstreet, as well as demographic data including income, age, race and educational attainment from the US Census. Business Analyst Online: access to data on demographics and businesses in the USA. Business Analyst Online is... View Details
- 01 Mar 2007
- News
HBS Issues Upbeat 2006 Annual Report
As a business, HBS had a banner year in fiscal 2006. Demand for the School’s Executive Education programs was up, sales of cases and other print products grew, the MBA Program attained a 91 percent... View Details
- 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
- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
stewardship strategy. Many companies these days have a head of channels, but in most such companies, this role is separated from the sales team and revolves around partner relations and channel policy. It is important to understand that... View Details
Keywords: by Sean Silverthorne
- 25 Aug 2022
- News
Action Plan: Fired Up
fundamental purpose that’s meaningful both to customers and employees,” he says. “You strive to be the best version of your customers.” That goal was relatively easy to attain in his previous role as CEO of the trendsetting headphone... View Details
- 28 May 2008
- First Look
First Look: May 28, 2008
confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best... View Details
Keywords: Martha Lagace
- 27 Dec 2015
- Research & Ideas
The Most Popular Stories and Research Papers of 2015
Microsoft, Intel, and Apple in the new book, Strategy Rules. Men Want Powerful Jobs More Than Women Do (32,083) While women and men believe they are equally able to attain high-level leadership positions, men want that power more than... View Details
- 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
- 25 Oct 2016
- First Look
October 25, 2016
September–October 2016 European Business Review What Senior Executives Should Know About Sales By: Cespedes, Frank V. Abstract—Business is more complex, data more abundant, and more specialists are needed to stay up-to-date with... View Details
Keywords: Sean Silverthorne
- 28 Feb 2011
- Research & Ideas
The Importance of ‘Don’t’ in Inducing Ethical Employee Behavior
to the Ten Commandments, the vast majority (eight) of which dictate what thou shalt not do. Meanwhile, in virtually every other aspect of business there is a focus on what to do. Do meet sales projections. Do outperform competitors. Do... View Details
Keywords: by Carmen Nobel
- Web
The Route of the Exhibition - The High Art of Photographic Advertising - Baker Library | Bloomberg Center
possibilities of advertising as a sales tool for various types of products and sizes of firms and to formulate effective plans of sales strategy involving its use in conjunction with other View Details
- 24 Apr 2007
- First Look
First Look: April 24, 2007
attainment outcomes (measured primarily by students' completion rates at various grade levels). Deals with outcome trends within the general U.S. school-aged population and covers educational outcomes in various subpopulations of... View Details
Keywords: Sean Silverthorne
- 01 Jun 2004
- News
Luxe Redux
real, serious, sustained commitment to shoot for the pinnacle — and to defend and advance your position if you attain it.” Yet luxury’s challenge remains an ongoing enticement for Birnbaum and the other alumni interviewed for this... View Details
- 10 Jan 2005
- Research & Ideas
Motivation and the Cross-Sector Alliance
relationships to attain the desired outcome. Of comparable importance is an understanding of why the other partner wishes to engage in the collaboration so that the participant can be responsive to those goals and needs. In thinking about... View Details