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  • 28 Feb 2017
  • First Look

First Look at New Research, February 28

that when Craigslist enters a newspaper’s market, the newspaper repositions itself away from other newspapers by changing its content. This results in greater differentiation between newspapers in a market but occurs primarily in markets... View Details
Keywords: Sean Silverthorne
  • 03 Apr 2012
  • First Look

First Look: April 3

growth in 2011 and beyond, executives contemplated how to best apply their purchasing and supply chain knowledge into new international markets. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/512004-PDF-ENG Customer Visits for Entrepreneurs View Details
Keywords: Carmen Nobel
  • 19 Jul 2018
  • News

Research Says This Type of Video Closes More B2B Sales

  • 15 May 2017
  • Sharpening Your Skills

The Promises and Limitations of Big Data

replacement of physical assets by digital technologies. But a bigger and more impactful trend, according to researchers Frank V. Cespedes and... View Details
Keywords: by Sean Silverthorne; Financial Services; Utilities; Public Administration; Health
  • 22 Aug 2017
  • First Look

First Look at New Research and Ideas, August 23

patterns. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53100 June 12, 2017 Harvard Business Review Your Sales Training Is Probably Lackluster. Here's How to Fix It By: Cespedes, Frank V., and Yuchun Lee Abstract— U.S.... View Details
Keywords: Sean Silverthorne
  • 10 Oct 2017
  • First Look

First Look at New Research and Ideas, October 10, 2017

https://www.hbs.edu/faculty/Pages/item.aspx?num=53251 August 22, 2017 Harvard Business Review Find the Right Metrics for Your Sales Team By: Cespedes, Frank V., and Robert Marsh Abstract—This article reports the results of a survey of key... View Details
Keywords: Sean Silverthorne
  • 06 Oct 2020
  • Sharpening Your Skills

18 Tips Managers Can Use to Lead Through COVID's Rising Waters

productivity in your sales team after the crisis. To learn more, read Predictions, Prophets, and Restarting Your Business Frank V. Cespedes, MBA Class of 1973 Senior Lecturer of Business Administration. Tip:... View Details
Keywords: by Sean Silverthorne
  • 09 Dec 2011
  • News

Harvard program puts focus back on sales

  • 10 Aug 2010
  • First Look

First Look: August 10

Frank V. Cespedes, and Kerry HermanHarvard Business School Case 709-441 In 2008, concert producer and promoter Live Nation faces a decision about its strategy in light of the tumultuous changes in the music... View Details
Keywords: Martha Lagace
  • 14 Jun 2010
  • Research & Ideas

The Hard Work of Measuring Social Impact

of Nonprofit Organizations in June, a joint executive education program presented by the HBS Social Enterprise Initiative, Harvard's Hauser Center for Nonprofit Organizations, and the Harvard Kennedy School. He will co-chair the HBS... View Details
Keywords: by Julia Hanna
  • June 2023 (Revised January 2024)
  • Case

Communities In Schools (Atlanta): Innovating a College Program

By: V. Kasturi Rangan, Lynda M. Applegate and Alexis Lefort
Frank Brown, CIS of Atlanta's new Black CEO, was keen to extend CIS's well-honed case management in schools program to youth in college. Founded 50 years ago by Bill Milliken, CIS, a network of 110 affiliates, had built a strong program of assisting and supporting... View Details
Keywords: Decisions; Education; Expansion; Organizational Change and Adaptation; Atlanta
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  • 09 Jun 2015
  • First Look

First Look: June 9, 2015

Aligning Strategy and Sales By: Cespedes, Frank V. Abstract— Much current opinion asserts that strategy is less important (and may, in fact, be an impediment) in an era of constant change. This publication... View Details
Keywords: Sean Silverthorne

    Rajiv Lal

    Rajiv Lal, is the Stanley Roth, Sr. Professor of Retailing at Harvard Business School. He is currently teaching an elective MBA course on the Business of Smart Connected Products/IOT. He has been responsible for the retailing curriculum and has served as the course... View Details

    • Web

    Publications - Faculty & Research

    Exposure to Female Labor Market Participation Fuel Gender Conservatism?" Harvard Business School Working Paper, No. 25-022, November 2024. November 2024 Article Leadership and Plumbing By: Frank V. View Details
    • Web

    Entrepreneurial Management - Faculty & Research

    creators during tense periods are even spatially, as present in liberal cities as in conservative ones. November 2024 Case Tim Ferriss: What Might This Look Like If It Were Easy? By: Reza Satchu and Denise Koller November 2024 Article Leadership and Plumbing By: View Details
    • 01 Feb 1997
    • News

    Shaping the Future of Business: Entrepreneurial Evolution at HBS

    every field of business endeavor. Their impact has been significant and broad-based: according to research by Associate Professor Amarnath V. Bhidé, more than one-third of HBS alumni currently manage their... View Details
    Keywords: Nancy O. Perry and Susan Young; profiles by Garry Emmons
    • Web

    Organizational Behavior - Doctoral

    Ciocca Eller Christina Cross Fiery Cushman Frank Dobbin Samuel J. Gershman Daniel Gilbert Joshua D. Greene Jill M. Hooley Rakesh Khurana Alexandra Killewald Talia Konkle Max Krasnow Michèle Lamont Ellen Langer Joscha Legewie Ya-Wen Lei... View Details
    • July 8, 2022
    • Article

    How to Conduct a Great Performance Review

    By: Frank V. Cespedes
    Dissatisfaction with performance appraisals is pervasive, but they remain an essential managerial responsibility. The purpose of performance reviews is two-fold: an accurate and actionable evaluation of performance, and then development of that person’s skills in line... View Details
    Keywords: Performance Review; Feedback; Employees; Management Skills
    Related
    • Web

    Entrepreneurial Management Faculty - Faculty & Research

    Jeffrey J. Bussgang Senior Lecturer of Business Administration Frank V. Cespedes MBA Class of 1973 Senior Lecturer of Business Administration Tom Clay Visiting Lecturer of... View Details
    • Web

    Faculty & Research - Entrepreneurship

    Look Like If It Were Easy? By: Reza Satchu and Denise Koller More Research November 2024 Article Leadership and Plumbing By: Frank V. Cespedes More Research October 2024... View Details