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- All HBS Web (72)
- Faculty Publications (16)
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- All HBS Web (72)
- Faculty Publications (16)
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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
- 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
- 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 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 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
- 08 May 2012
- First Look
First Look: May 8
brand in the U.S.; a competitive offering of private label and exclusive brands; and, following the execution of One Macy's and My Macy's, a fresh, unique foundation for future growth. However, the company still faces significant challenges, including low View Details
Keywords: Carmen Nobel
- 06 Mar 2018
- First Look
First Look at Research and Ideas, March 6, 2018
show that the decline in auctions was not driven by changes in the type of sellers and items. Instead, seller incentives changed. We estimate the demand facing individual sellers at different points in time and document falling sale... View Details
Keywords: Sean Silverthorne
- 12 Feb 2008
- First Look
First Look: February 12, 2007
how personal taxes affect CEOs' decision to sell their vested equity and compare it against diversification, managerial overconfidence and other determinants of CEOs' sale of equity. While CEOs frequently sell large amounts of their... 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
- 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
- 19 Dec 2017
- First Look
New Research and Ideas, December 19, 2017
and time costs. Organic wine finally attained niche popularity in the 2010s, mainly in northwest Europe and in cosmopolitan global cities elsewhere, as fine-dining restaurants like Noma sought wines with clear terroir. Organic wine... View Details
Keywords: Carmen Nobel
- 20 Oct 2015
- First Look
October 20, 2015
immigrant appears to be better trained to work in these fields, but this is conditional on educational attainment of comparable quality to natives. The exception to this is that immigrants have a disproportionate impact among the very... View Details
Keywords: Sean Silverthorne
- 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
- 29 Jan 2008
- First Look
First Look: January 29, 2008
and team learning, in organizational behavior, and technology and innovation to offer insights for research on new product development teams. Building on prior work, we summarize the organizational benefits of NPD teams, and identify five attributes of these teams that... View Details
Keywords: Martha Lagace
- 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
- 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
- 28 Jan 2014
- First Look
First Look: January 28
"buy" cheaper attention and how to use it more effectively. Research in the emerging field of the Economics of Attention shows how this can be achieved. Here, I argue that, irrespective of the means to attain it, attention... View Details
Keywords: Sean Silverthorne