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  • 20 Aug 2013
  • First Look

First Look: August 20

attaining quotas; and (3) quarterly bonuses help improve performance of the weak performers by serving as pacers to keep the sales force on track to achieve their annual sales quotas. The paper also introduces two main methodological... View Details
Keywords: Anna Secino
  • 18 Apr 2005
  • Research & Ideas

Selling Luxury to Everyone

Business Administration at HBS, called luxury goods "a changing space, a space with extraordinary zip and excitement…Things are kicking along vigorously." "Simultaneous with that, there's all kinds of change," Koehn said, noting "the... View Details
Keywords: by Julie Jette; Consumer Products
  • 31 Oct 2023
  • Research & Ideas

Beyond the 'Business Case' in DEI: 6 Steps Toward Meaningful Change

going to solve the deeper issues that organizations need to be facing,” Williams said. In 1996, Harvard Business School professors Robin Ely and David Thomas were among the first scholars to point out that... View Details
Keywords: by Katherine Hutt Scott and Barbara DeLollis
  • 06 Mar 2013
  • Research & Ideas

HBS Cases: Women MBAs at Harvard Business School

McGinn, the Cahners-Rabb Professor of Business Administration, established a set of field studies in which female second-years researched the reasons behind differing academic performances between male and female students. Robin View Details
Keywords: by Carmen Nobel; Education
  • 25 Mar 2021
  • Research & Ideas

Steer Clear of the Blind Spots That Derail Experiments

unconditional bonus before a project’s start boosted productivity, while another study concluded that those benefits were short-lived. A study by Luca, former HBS doctoral student Duncan Gilchrist, and Deepak Malhotra, the View Details
Keywords: by Danielle Kost
  • 15 Nov 2016
  • First Look

November 15, 2016

stability—bailouts and regulation—varies with the government's fiscal burden and characteristics of the economy. Explaining the Persistence of Gender Inequality: The Work-Family Narrative as a Social Defense against the 24/7 Work Culture By: Padavic, Irene, View Details
Keywords: Sean Silverthorne
  • 06 Dec 2011
  • First Look

First Look: Dec. 6

  PublicationsFlying Without a Net: Turn Fear of Change into Fuel for Success Author:Thomas J. DeLong Publication:Harvard Business Review Press, 2011 Abstract Confronted by omnipresent threats of job loss... View Details
Keywords: Sean Silverthorne
  • 08 Apr 2013
  • Research & Ideas

Women’s Summit Celebrates ‘Sisterhood of the Traveling Pantsuit’

Over time, the media conversation about work-life balance has shifted slightly, Ely said, from discussing women's individual choices to showing "a whole set of experiences that look less like women opting out and more like women... View Details
Keywords: by Katie Koch & Harvard Gazette
  • 17 Apr 2013
  • Research Event

Conference Challenges Gender Conventions

included presentations by Shelley Correll (Stanford University), Pamela Stone (CUNY), and Irene Padavic (Florida State University) and conference cochair Robin Ely. Padavic and View Details
Keywords: by Maggie Starvish
  • 20 Jun 2017
  • First Look

First Look at New Research and Ideas, June 20

leave for home by 5:30 p.m.? How did HUL develop a cheaper, better product to beat its competitor, Nirma? What do Taj Hotels, HDFC, HUL, L&T, and BPCL have in common? They are the win-win corporations! Based on over a decade of... View Details
Keywords: Sean Silverthorne
  • 08 Jul 2015
  • What Do You Think?

Do Americans Work Too Much and Think About Work Too Little?

while maintaining productivity? Or is this even an issue? Do Americans work too much and think about work too little? What do you think? To Read More: Robin J. Ely and Irene... View Details
Keywords: by James Heskett; Financial Services
  • 12 Dec 2017
  • First Look

New Research and Ideas, December 12, 2017

Overall Cost Comparison of Gastrointestinal Endoscopic Procedures with Endoscopist- or Anesthesia-Supported Sedation by Activity-Based Costing Techniques By: Helmers, Richard A., James A. Dilling, Christopher R. Chaffee, Mark V. Larson,... View Details
Keywords: Sean Silverthorne
  • 26 May 2003
  • Research & Ideas

What Your Competition is Telling You

favor, says David J. Reibstein, a professor of marketing at the Wharton School, Philadelphia. By building primary demand—demand for a category of offerings, in addition to demand for a particular... View Details
Keywords: by David Stauffer
  • August 2016 (Revised August 2017)
  • Case

AnswerDash (Abridged)

By: Elie Ofek and Jeffrey D. Shulman
It is 2014 and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of... View Details
Keywords: Pricing; Economic Value Estimation; Price Metrics; Organizational Selling; Innovation Adoption; Business To Business; Marketing; Customer Lifetime Value; Venture Capital; Customer Relationship Management; Price; Marketing Strategy; Entrepreneurship; Technology Adoption; Business Startups; Sales; Innovation and Invention; Product Marketing; Financial Services Industry
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  • June 2016 (Revised August 2017)
  • Case

AnswerDash

By: Elie Ofek and Jeffrey D. Shulman
It is 2014, and AnswerDash, a startup backed by venture capital, has not seen the widespread adoption of their online self-service customer support solution that they were expecting based on early success in helping clients save and generate substantial amounts of... View Details
Keywords: Pricing; Economic Value Estimation; Price Metrics; Organizational Selling; Innovation Adoption; Business To Business; Marketing; Customer Lifetime Value; Venture Capital; Customer Relationship Management; Price; Marketing Strategy; Entrepreneurship; Technology Adoption; Business Startups; Sales; Innovation and Invention; Product Marketing; Financial Services Industry
Related
  • 31 Jul 2015
  • Research & Ideas

The Faculty Reader: Who is Reading What This Summer?

So Hard for White People to Talk About Racism by Robin DiAngelo and Ibram Kendi’s How to Be An Anti-Racist. I’ve been keen to re-read The Autobiography of Malcolm X by Alex... View Details
Keywords: by Carmen Nobel; Information; Publishing
  • 14 Jan 2014
  • First Look

First Look: January 14

help-friendly organization has to be actively nurtured, however, because helpfulness among colleagues does not arise automatically: competition, pride, or distrust may get in the way. The trickiness of this management challenge-to increase a discretionary behavior that... View Details
Keywords: Sean Silverthorne
  • 22 Nov 2016
  • First Look

November 22, 2016

November 2016 Quarterly Journal of Economics Stereotypes By: Bordalo, Pedro, Katherine Baldiga Coffman, Nicola Gennaioli, and Andrei Shleifer Abstract—We present a model of stereotypes based on Kahneman and Tversky's representativeness heuristic. A decision maker... View Details
Keywords: Sean Silverthorne
  • 25 Oct 2016
  • First Look

October 25, 2016

coupon legality. We find that coupons increase branded sales by 60+ percent, entirely by reducing the sales of bioequivalent generics. During the five years following generic entry, we estimate that coupons... View Details
Keywords: Sean Silverthorne
  • 03 May 2011
  • First Look

First Look: May 3

  PublicationsThe Power of Small Wins Authors:Teresa M. Amabile and Steven J. Kramer Publication:Harvard Business Review 89, no. 5 (May 2011) Abstract What is the best way to motivate employees to do creative work? Help them take a step... View Details
Keywords: Sean Silverthorne

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