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  • All HBS Web  (11,389)
    • People  (55)
    • News  (3,508)
    • Research  (4,801)
    • Events  (40)
    • Multimedia  (176)
  • Faculty Publications  (2,579)
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  • Teaching Interest

MBA Elective Curriculum Personal Selling and Sales Force Management

Personal selling is the primary (and sometimes the only) form of marketing activity for many firms, especially in a business-to-business context. The course focuses on the tactical component of managing a salesforce and on the strategic element of linking sales... View Details

  • 1990
  • Book

A Force for Change: How Leadership Differs from Management

By: J. P. Kotter
Keywords: Leading Change; Management
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Kotter, J. P. A Force for Change: How Leadership Differs from Management. New York: Free Press, 1990.
  • January 1990 (Revised August 1990)
  • Background Note

A Note on the Work Force of the 1990s

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Loveman, Gary W. "A Note on the Work Force of the 1990s." Harvard Business School Background Note 490-039, January 1990. (Revised August 1990.)
  • January 2019 (Revised July 2019)
  • Case

New Balance: Managing Orders and Working Conditions

By: Michael W. Toffel, Eileen McNeely and Matthew Preble
New Balance Athletics, Inc., a major U.S.-based athletic footwear and apparel brand, sources most of its footwear products from independent suppliers whose factories are located in China, Indonesia, and Vietnam. Monica Gorman, vice president of responsible leadership... View Details
Keywords: Footwear; Athletic Footwear; Manufacturing; CSR; Sustainability; Quality Management; Supply Chains; Operations; Management; Production; Working Conditions; Corporate Social Responsibility and Impact; Labor and Management Relations; Supply Chain Management; Supply Chain; Order Taking and Fulfillment; Apparel and Accessories Industry; Consumer Products Industry
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Toffel, Michael W., Eileen McNeely, and Matthew Preble. "New Balance: Managing Orders and Working Conditions." Harvard Business School Case 619-002, January 2019. (Revised July 2019.)
  • Research Summary

Managing Multiple Identities at Work

By: Lakshmi Ramarajan
Peoples’ work identities, which are often a deep source of meaning for them, may conflict with or complement cultural, familial, or personal identities they value. A central focus of Professor Ramarajan’s work is understanding, on the individual level, how these... View Details
  • Research Summary

Violence and Forced Migration

Professor Fabbe’s second area of research focuses on individual and collective responses to violence and forced migration. Under this research stream, she has implemented large survey projects in Iraq, Turkey, and Morocco. Her work in Turkey tests the notion that... View Details

  • 06 Mar 2013
  • What Do You Think?

Who Should Manage Our Work Time?

Summing Up Who Will Save Us From Our Work Habits? We have a problem in the workplace. Some of it is being forced upon us by forces in society. Some of it is of our own making.... View Details
Keywords: by James Heskett
  • November 1980 (Revised June 1986)
  • Case

Quaker Oats Co.: Field Sales Force Strategy and Management

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Schubert, Lynda A. "Quaker Oats Co.: Field Sales Force Strategy and Management." Harvard Business School Case 581-061, November 1980. (Revised June 1986.)
  • 02 May 2011
  • Research & Ideas

Casino Payoff: Hands-Off Management Works Best

At the gambling meccas that employ them, they are called "casino hosts"—essentially front-line employees with nevertheless big responsibilities. These staffers work to develop one-on-one relationships with high-rollers to make sure they... View Details
Keywords: by Dennis Fisher; Entertainment & Recreation
  • 2022
  • Article

The Turn Toward Creative Work

By: Spencer Harrison, Elizabeth D. Rouse, Colin M. Fisher and Teresa M. Amabile
In this Academy of Management Collections essay, we curate a set of articles from the Academy of Management family of journals that showcase the evolution of creativity research within organizational scholarship. The articles reveal a shift from the study of... View Details
Keywords: Creative Work; Creative Process; Creativity; Organizational Culture
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Harrison, Spencer, Elizabeth D. Rouse, Colin M. Fisher, and Teresa M. Amabile. "The Turn Toward Creative Work." Academy of Management Collections 1, no. 1 (2022): 1–15.
  • 2014
  • Other Teaching and Training Material

Marketing Reading: Sales Force Design and Management (Teaching Note)

By: Doug J. Chung and Das Narayandas
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Chung, Doug J., and Das Narayandas. "Marketing Reading: Sales Force Design and Management (Teaching Note)." Core Curriculum Readings Series. Boston: Harvard Business Publishing 8216, 2014.
  • Research Summary

Managers and Employees: Justice at Work

By: Nien-he Hsieh

The employment relationship represents another significant area for managerial decision making. While much of what managers and employees owe one another depends upon mutual agreement, not all of the terms can be specified in advance. Given these conditions, what... View Details

  • January 2021 (Revised February 2021)
  • Case

TCS: From Physical Offices to Borderless Work

By: Prithwiraj Choudhury and Malini Sen
Tata Consultancy Services (TCS), a multinational IT services company headquartered in Mumbai, is a subsidiary of one of India’s most reputed conglomerates, the Tata Group. In 2020, TCS was valued at $144.7 billion, the highest for any company in the IT sector,... View Details
Keywords: Remote Work; Organizational Structure; Change Management; Transformation; Decision Choices and Conditions; Customer Satisfaction; Information Technology Industry; India; Asia; United States; Europe
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Choudhury, Prithwiraj, and Malini Sen. "TCS: From Physical Offices to Borderless Work." Harvard Business School Case 621-081, January 2021. (Revised February 2021.)
  • January–February 2023
  • Article

Triadic Advocacy Work

By: Summer R. Jackson and Katherine C. Kellogg
Scholars of street-level bureaucracy and institutional research focus primarily on the relationships between advocates and their larger bureaucratic and social systems, assuming that advocates have little need to satisfy their beneficiaries. We find otherwise in our... View Details
Keywords: Occupations And Professions; Ethnography; Power And Politics; Work And Organizations; Advocacy; Public Management; Justice
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Jackson, Summer R., and Katherine C. Kellogg. "Triadic Advocacy Work." Organization Science 34, no. 1 (January–February 2023): 456–483.
  • September 16, 2022
  • Article

Bored at Work? Learn to Manage It by Putting It to Work

By: Katherine Connolly Baden, Boris Groysberg and Heather Poco
Do you often feel bored at work or in life? Do you want to feel less bored? If so, what can you do to make that happen? Boredom has a bad rap, but is it really so bad? View Details
Keywords: Time Management; Emotions; Motivation and Incentives; Jobs and Positions
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Baden, Katherine Connolly, Boris Groysberg, and Heather Poco. "Bored at Work? Learn to Manage It by Putting It to Work." Newsweek (September 16, 2022), 18–19.
  • January 2008
  • Article

The Five Competitive Forces That Shape Strategy

By: Michael E. Porter
This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. In 1979, a young associate professor at Harvard Business School published his first... View Details
Keywords: Profit; Five Forces Framework; Industry Growth; Industry Structures; Business and Government Relations; Competitive Strategy
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Porter, Michael E. "The Five Competitive Forces That Shape Strategy." Special Issue on HBS Centennial. Harvard Business Review 86, no. 1 (January 2008): 78–93.
  • Article

The Managerial Implications of Changing Work Force Demographics: A Scoping Study

By: Gary W. Loveman, John J. Gabarro and Jay W. Lorsch
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Loveman, Gary W., John J. Gabarro, and Jay W. Lorsch. "The Managerial Implications of Changing Work Force Demographics: A Scoping Study." Human Resource Management 30, no. 1 (Spring 1991): 7–29.
  • Article

Lessons from England's Health Care Workforce Redesign: No Quick Fixes

By: Richard Bohmer and Candace Imison
In 2000 the English National Health Service (NHS) began a series of workforce redesign initiatives that increased the number of doctors and nurses serving patients, expanded existing staff roles and developed new ones, redistributed health care work, and invested in... View Details
Keywords: Health Care; Work Force Management; United Kingdom
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Bohmer, Richard, and Candace Imison. "Lessons from England's Health Care Workforce Redesign: No Quick Fixes." Health Affairs 32, no. 11 (November 2013): 2025–2031.
  • May 2018 (Revised October 2019)
  • Case

Managing the Future of Work

By: William R. Kerr, Allison Ciechanover and Jeff Huizinga
By 2019, leaders from the public and private sector had become increasingly anxious about how advanced technologies and aging global populations could affect labor markets, workplaces, and workers’ lives. Some analysts forecasted that hundreds of millions of workers... View Details
Keywords: Labor Markets; Workplace; Employment; Technological Innovation; Demographics; Organizational Change and Adaptation; Change Management; Problems and Challenges; Opportunities
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Kerr, William R., Allison Ciechanover, and Jeff Huizinga. "Managing the Future of Work." Harvard Business School Case 818-128, May 2018. (Revised October 2019.)
  • February 2023
  • Module Note

Managing the Geography of Work

By: Prithwiraj Choudhury
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Choudhury, Prithwiraj. "Managing the Geography of Work." Harvard Business School Module Note 623-061, February 2023.
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