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Show Results For
- All HBS Web
(3,083)
- People (14)
- News (1,122)
- Research (1,149)
- Events (6)
- Multimedia (43)
- Faculty Publications (604)
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- October 2004
- Case
Sales Force Training at Arrow Electronics (A)
By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
In the mid-1980s, Arrow, the world's largest electronics distributor, implemented a college recruiting program to hire salespeople. The program was part of an effort to increase the professionalism and skill set of the sales force in an industry where few salespeople... View Details
Keywords: Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition
Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (A)." Harvard Business School Case 905-041, October 2004.
- January 2004 (Revised August 2004)
- Case
Major Steckleson at the National Training Center (A)
By: Scott A. Snook, Robert Kaderavek and Jeremy Schneider
Major Steckleson is facing his toughest challenge yet. As an experienced observer-controller at the U.S. Army's National Training Center, Steckleson is responsible for helping leaders of the 3rd Armored Cavalry Squadron learn from a deadly mistake in simulated combat... View Details
Snook, Scott A., Robert Kaderavek, and Jeremy Schneider. "Major Steckleson at the National Training Center (A)." Harvard Business School Case 404-089, January 2004. (Revised August 2004.)
- 2023
- Working Paper
Black-box Training Data Identification in GANs via Detector Networks
By: Lukman Olagoke, Salil Vadhan and Seth Neel
Since their inception Generative Adversarial Networks (GANs) have been popular generative models across images, audio, video, and tabular data. In this paper we study whether given access to a trained GAN, as well as fresh samples from the underlying distribution, if... View Details
Olagoke, Lukman, Salil Vadhan, and Seth Neel. "Black-box Training Data Identification in GANs via Detector Networks." Working Paper, October 2023.
- January 2014 (Revised June 2014)
- Supplement
Dumb Ways To Die: Advertising Train Safety (C)
By: John Quelch
The case series focuses on Melbourne Trains' viral advertising campaign to improve safe behaviors around trains among young people. This iconic, low budget campaign swept the Cannes Lions advertising awards in 2013 and became a social media sensation. View Details
Keywords: Marketing; Marketing Communication; Viral Advertising; Advertising; Advertising Campaigns; Marketing Strategy; Digital Marketing; Advertising Industry; Public Administration Industry; Transportation Industry; Oceania; Europe
Quelch, John. "Dumb Ways To Die: Advertising Train Safety (C)." Harvard Business School Supplement 514-081, January 2014. (Revised June 2014.)
- 03 Apr 2019
- Working Paper Summaries
Learning or Playing? The Effect of Gamified Training on Performance
- Article
Your Sales Training Is Probably Lackluster. Here's How to Fix It
By: Frank V. Cespedes and Yuchun Lee
U.S. companies spend over $70 billion annually on training and an average of $1,459 per salesperson—almost 20% more than they spend on workers in all other functions. Yet, when it comes to equipping sales teams with relevant knowledge and skills, the ROI of sales... View Details
Cespedes, Frank V., and Yuchun Lee. "Your Sales Training Is Probably Lackluster. Here's How to Fix It." Harvard Business Review (website) (June 12, 2017).
- February 1993 (Revised June 1993)
- Case
Bidwell Training Center, Inc. and Manchester Craftsmen's Guild: Preparation in Pittsburgh
By: James L. Heskett and Roger H. Hallowell
Bill Strickland, executive director of both Bidwell Training Center and Manchester Craftsmen's Guild, has built a highly successful training organization to enable underprivileged minorities in Pittsburgh to escape the cycle of poverty. His success has led to questions... View Details
Keywords: Training; Non-Governmental Organizations; Leadership; Society; Competency and Skills; Pittsburgh
Heskett, James L., and Roger H. Hallowell. "Bidwell Training Center, Inc. and Manchester Craftsmen's Guild: Preparation in Pittsburgh." Harvard Business School Case 693-087, February 1993. (Revised June 1993.)
- Article
Why Leadership Training Fails—and What to Do about It
By: Michael Beer, Magnus Finnström and Derek Schrader
U.S. corporations spend enormous amounts of money—some $456 billion globally in 2015 alone—on employee training and education, but they aren't getting a good return on their investment. People soon revert to old ways of doing things, and company performance doesn't... View Details
Keywords: Organizational Change and Adaptation; Leadership Development; Organizational Design; Employees; Business Processes; United States
Beer, Michael, Magnus Finnström, and Derek Schrader. "Why Leadership Training Fails—and What to Do about It." Harvard Business Review 94, no. 10 (October 2016): 50–57.
- October 2004
- Case
Sales Force Training at Arrow Electronics (B)
By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
Supplements the (A) case. A rewritten version of an earlier supplement. View Details
Keywords: Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition
Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (B)." Harvard Business School Case 905-042, October 2004.
- November 1982
- Case
Conversion Training at New England Telephone (A)
By: D. Quinn Mills and E. Mary Lou Balbaky
Mills, D. Quinn, and E. Mary Lou Balbaky. "Conversion Training at New England Telephone (A)." Harvard Business School Case 383-099, November 1982.
- November 1982
- Case
Conversion Training at New England Telephone (B)
By: D. Quinn Mills and E. Mary Lou Balbaky
Mills, D. Quinn, and E. Mary Lou Balbaky. "Conversion Training at New England Telephone (B)." Harvard Business School Case 383-100, November 1982.
- 16 Dec 2015
- Research & Ideas
What Happens When Zambian Schoolgirls Receive Negotiation Training
Girls Arise, an innovative negotiation skills training program designed specifically to help Sub-Saharan African women communicate effectively in high-pressure situations with complex power dynamics. “It is, in many ways, a typical... View Details
Keywords: Re: Kathleen L. McGinn
- May–June 2024
- Article
Setting Gendered Expectations? Recruiter Outreach Bias in Online Tech Training Programs
By: Jacqueline N. Lane, Karim R. Lakhani and Roberto Fernandez
Competence development in digital technologies, analytics, and artificial intelligence is increasingly important to all types of organizations and their workforce. Universities and corporations are investing heavily in developing training programs, at all tenure... View Details
Lane, Jacqueline N., Karim R. Lakhani, and Roberto Fernandez. "Setting Gendered Expectations? Recruiter Outreach Bias in Online Tech Training Programs." Organization Science 35, no. 3 (May–June 2024): 911–927.
- 2023
- Working Paper
Setting Gendered Expectations? Recruiter Outreach Bias in Online Tech Training Programs
By: Jacqueline N. Lane, Karim R. Lakhani and Roberto Fernandez
Competence development in digital technologies, analytics, and artificial intelligence is increasingly important to all types of organizations and their workforce. Universities and corporations are investing heavily in developing training programs, at all tenure... View Details
Keywords: STEM; Selection and Staffing; Gender; Prejudice and Bias; Training; Equality and Inequality; Competency and Skills
Lane, Jacqueline N., Karim R. Lakhani, and Roberto Fernandez. "Setting Gendered Expectations? Recruiter Outreach Bias in Online Tech Training Programs." Harvard Business School Working Paper, No. 23-066, April 2023. (Accepted by Organization Science.)
- Response
Professional-School Training Is Invaluable, Even for Scholars
By: Scott Kominers
Kominers, Scott. "Professional-School Training Is Invaluable, Even for Scholars." Chronicle of Higher Education (February 14, 2012).
- October 2004
- Case
Sales Force Training at Arrow Electronics (C)
Supplements the (A) case. View Details
Beaulieu, Nancy D., and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (C)." Harvard Business School Case 905-043, October 2004.
- August 15, 2022
- Article
Preparing Sales for a Changing Economy: Part 2: Getting More from Your Training Spending
By: Frank V. Cespedes
A previous article discussed changing business development requirements and some implications. This article discusses three areas that are fundamental to getting ROI from training initiatives and how engagement between Sales and L&D professionals, completed by smart... View Details
Cespedes, Frank V. "Preparing Sales for a Changing Economy: Part 2: Getting More from Your Training Spending." TrainingIndustry.com (August 15, 2022).
- February 2016 (Revised March 2020)
- Supplement
Oberoi Hotels: Train Whistle in the Tiger Reserve
By: Ananth Raman and Ryan W. Buell
Supplement to HBS Case No. 615-043. View Details
Raman, Ananth, and Ryan W. Buell. "Oberoi Hotels: Train Whistle in the Tiger Reserve." Harvard Business School Multimedia/Video Supplement 616-704, February 2016. (Revised March 2020.)
- 06 Apr 2017
- Cold Call Podcast
Why German Business Supports, Trains and Hires Syrian Refugees
Keywords: Re: Rebecca M. Henderson
- October 2007
- Teaching Note
Major Steckleson at the National Training Center (TN)
By: Scott A. Snook and Steven Shafer
Keywords: Education