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  • 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
  • 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
Keywords: by Julia Hanna; Consumer Products
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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
Keywords: by James Austin, Ezequiel Reficco & SEKN research team
  • 20 Mar 2018
  • First Look

First Look at New Research and Ideas, March 20, 2018

aims to maximize revenue from multiple products with limited inventory constraints. As common in practice, the retailer does not know the consumer's purchase probability at each price and must learn the mean demand from sales data. We... View Details
Keywords: Sean Silverthorne
  • 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
  • 10 May 2016
  • First Look

May 10, 2016

Decline and Encarta's Emergence By: Greenstein, Shane Abstract—The experience of Encyclopædia Britannica provides the canonical example of the decline of an established firm at the outset of the digital age. Competition from Microsoft’s Encarta in 1993 led to sharp... View Details
Keywords: Carmen Nobel
  • 16 Sep 2008
  • First Look

First Look: September 16, 2008

launched, especially so that it is not overly dependent on sales of a particular business like LCD glass. Purchase this case: http://harvardbusinessonline.hbsp.harvard.edu/ b01/en/common/item_detail.jhtml?id=608108 ghSMART & Co.,... View Details
  • 03 Apr 2007
  • First Look

First Look: April 3, 2007

Middle East: Measuring Sales Force Effectiveness Harvard Business School Case 106-063 Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche must decide how to market infant... View Details
Keywords: Martha Lagace
  • 20 Nov 2012
  • First Look

First Look: November 20

through a third previously unexamined effect: dynamic consumer segmentation. Our results, therefore, contradict prior static models: bundling can be profitable even when consumer valuations for components are highly correlated. In the absence of bundling, both hardware... View Details
Keywords: Sean Silverthorne
  • 27 Mar 2012
  • First Look

First Look: March 27

Publication:Quarterly Journal of Economics (forthcoming) Abstract We argue that social capital as proxied by trust increases aggregate productivity by affecting the organization of firms. To do this we collect new data on the decentralization of investment, hiring,... View Details
Keywords: Carmen Nobel
  • 05 Feb 2013
  • First Look

First Look: Feb. 5

impacts applications even among academically stronger students. Finally, athletic success effects are greater at public schools than at private schools. Download the paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=44101 Do Bonuses Enhance Sales... View Details
Keywords: Sean Silverthorne
  • 03 Mar 2003
  • Research & Ideas

The Ingredients of a Deal Disaster

inadvertently omitted from social contract negotiations. For example, in 1988, Komatsu, Japan's leader in earth-moving construction equipment, and U.S. conglomerate Dresser Industries combined their North American engineering, manufacturing, and marketing efforts to... View Details
Keywords: by Ron S. Fortgang, David A. Lax & James K. Sebenius
  • 14 Aug 2018
  • First Look

First Look at New Research and Ideas, August 14, 2018

understanding the mechanisms that permit firms to capture value. Many of these imperfections are competed away when firms struggle to attain and defend competitive advantages, making markets more efficient in the process. The remaining... View Details
Keywords: by Sean Silverthorne

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