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Show Results For
- All HBS Web
(4,403)
- People (23)
- News (1,111)
- Research (1,876)
- Events (38)
- Multimedia (77)
- Faculty Publications (1,275)
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- 10 Jul 2020
- Working Paper Summaries
Making Economics More Useful: How Technological Eclecticism Could Help
Keywords: by Amar Bhidé
- October 1989 (Revised November 2006)
- Background Note
Managing Selling and the Salesperson
Written for a module in the Marketing Implementation course (a second-year elective in the MBA program). Provides a brief introduction to common issues involved in recruiting, training, compensating, and evaluating field salespeople. Also offers questions to consider... View Details
Keywords: Salesforce Management
Cespedes, Frank V. "Managing Selling and the Salesperson." Harvard Business School Background Note 590-043, October 1989. (Revised November 2006.)
- April 1971 (Revised February 1984)
- Case
Gould, Inc.: Graphics Division
Describes the decision of a battery manufacturer to diversify into the computer field through acquisition and the development of a new product. Among the issues to be discussed are the company product fit, phases in new product introduction, product positioning, and... View Details
Keywords: Diversification; Market Entry and Exit; Acquisition; Product Development; Computer Industry; Battery Industry
Sorenson, Ralph Z., and Ulrich E. Wiechmann. "Gould, Inc.: Graphics Division." Harvard Business School Case 571-071, April 1971. (Revised February 1984.)
- 21 May 2012
- Research & Ideas
OSHA Inspections: Protecting Employees or Killing Jobs?
With an election looming and the economy continuing to struggle, the effectiveness of government regulation has become a political football. While advocates hold regulations up as necessary to protect public health and safety, critics see them as arbitrary and costly... View Details
Keywords: by Michael Blanding
- 18 Nov 2016
- Working Paper Summaries
Innovation Network
- Teaching Interest
MBA Elective Curriculum Business-to-Business Marketing
Business markets differ from consumer markets in important ways. Typically, the buying process is more complex, the buying units and purchase criteria differ, and marketing decisions are more closely interrelated with firm-wide strategic choices. In addition,... View Details
- 2009
- Working Paper
A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future
By: Chia-Jung Tsay and Max H. Bazerman
Through the decision-analytic approach to negotiations, the past quarter century has seen the development of a better dialog between the descriptive and the prescriptive, as well as a burgeoning interest in the field for both academics and practitioners. Researchers... View Details
Tsay, Chia-Jung, and Max H. Bazerman. "A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future." Harvard Business School Working Paper, No. 10-002, July 2009.
- December 2006 (Revised May 2009)
- Background Note
Project Finance Acronyms
By: Benjamin C. Esty
Contains two parts: Part I contains a list of more than 500 acronyms for official institutions and other project finance terms; Part II contains a description of various interest and debt coverage ratios used in the field of project finance. View Details
Esty, Benjamin C. "Project Finance Acronyms." Harvard Business School Background Note 207-086, December 2006. (Revised May 2009.)
- 13 Apr 2021
- Working Paper Summaries
Population Interference in Panel Experiments
- 2012
- Book
The Culture Cycle: How to Shape the Unseen Force That Transforms Performance
By: James Heskett
The contribution of culture to organizational performance is both substantial and quantifiable. This book presents the results of field research that demonstrates how an effective culture can account for up to half of the differential in performance between... View Details
Keywords: Customer Focus and Relationships; Learning; Framework; Policy; Retention; Books; Analytics and Data Science; Innovation and Invention; Management Practices and Processes; Organizational Culture; Performance Expectations; Research
Heskett, James. The Culture Cycle: How to Shape the Unseen Force That Transforms Performance. Upper Saddle River, NJ: FT Press, 2012.
- October 2009
- Article
A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future
By: Chia-Jung Tsay and Max Bazerman
Through the decision-analytic approach to negotiations, the past quarter century has seen the development of a better dialog between the descriptive and the prescriptive, as well as a burgeoning interest in the field for both academics and practitioners. Researchers... View Details
Keywords: Decision Making; Negotiation; Perspective; Ethics; Emotions; Perception; Relationships; Management Practices and Processes; Training; Behavior
Tsay, Chia-Jung, and Max Bazerman. "A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future." Negotiation Journal 25, no. 4 (October 2009): 467–480.
- July 2021 (Revised July 2024)
- Course Overview Note
Social Entrepreneurship and Systems Change
By: Brian Trelstad and Preeti Varma
Systems thinking is a discipline that emerged in the 20th century as a way to understand the complex interrelationships among various players and dynamics within an industry or field that resist simple, reductionist thinking. The big challenges we face play out in... View Details
Trelstad, Brian, and Preeti Varma. "Social Entrepreneurship and Systems Change." Harvard Business School Course Overview Note 322-029, July 2021. (Revised July 2024.)
- 2021
- Working Paper
Soliciting Advice Rather Than Feedback Yields More Developmental, Critical, and Actionable Input
By: Hayley Blunden, Jaewon Yoon, Ariella S. Kristal and Ashley V. Whillans
Asking for feedback is a popular way to solicit third-party input at work. However, feedback seeking is only weakly related to performance, and employees often report that the feedback that they receive is unhelpful. Addressing this discrepancy, across six studies... View Details
- Article
How to (Inadvertently) Sabotage Your Organization
By: Stefan Thomke
Some of the biggest threats to organizational performance can and do come from within. In an age when companies are told to be agile, to learn from experiments, and to be entrepreneurial, we are still vulnerable to actions — deliberate or unintentional — that stem from... View Details
Keywords: Management Practices; Effective Managers; Self-awareness; CIA,; Organizational Behavior; Management Practices and Processes; Organizations; Behavior; Performance
Thomke, Stefan. "How to (Inadvertently) Sabotage Your Organization." MIT Sloan Management Review (website) (September 4, 2019).
- August 2005 (Revised August 2006)
- Exercise
People Management
By: Boris Groysberg and David Lane
Highlights critical gaps between research and practice in the field of strategic human resources management. Also, aims to debunk some myths and preconceptions that general managers bring to their HR decisions. Before class, participants fill out a true-or-false... View Details
Groysberg, Boris, and David Lane. "People Management." Harvard Business School Exercise 406-034, August 2005. (Revised August 2006.)
- November 2004
- Case
Deere & Company
By: Ray A. Goldberg and Hal Hogan
John Deere & Co. wants to improve shareholder value and provide incentives to do so. The task is difficult in a volatile agriculture and construction industry. It also wants to be more global and provide machinery that traces commodities from the field to the consumer. View Details
- 2014
- Article
Investors Prefer Entrepreneurial Ventures Pitched by Attractive Men
By: Alison Wood Brooks, Laura Huang, Sarah Kearney and Fiona Murray
Entrepreneurship is a central path to job creation, economic growth, and prosperity. In the earliest stages of start-up business creation, the matching of entrepreneurial ventures to investors is critically important. The entrepreneur's business proposition and... View Details
Brooks, Alison Wood, Laura Huang, Sarah Kearney, and Fiona Murray. "Investors Prefer Entrepreneurial Ventures Pitched by Attractive Men." Proceedings of the National Academy of Sciences 111, no. 12 (March 25, 2014): 4427–4431.
- April 1990 (Revised March 1992)
- Case
Oakland A's: Baseball's Great Transformation
The Oakland A's baseball team underwent a major turnaround during the 1980s, both on the field and in the business office. One of the most significant improvements came in the area of customer service. The A's management believed that if they took care of their fans,... View Details
Schlesinger, Leonard A. "Oakland A's: Baseball's Great Transformation." Harvard Business School Case 690-088, April 1990. (Revised March 1992.)
- July 2024
- Case
Gates Ventures: Making Alzheimer's a Forgotten Past
By: Satish Tadikonda, William Marks, Shardule Shah and Calvin Marambo
After a personal journey and interest in Alzheimer's Disease (AD) by Bill Gates, Gates Ventures set out to find the best way to accelerate innovation in the field of AD. In partnership with the Alzheimer's Drug Discovery Foundation, Gates Ventures created the... View Details
Keywords: Philanthropy and Charitable Giving; Entrepreneurial Finance; Health Disorders; Mission and Purpose
Tadikonda, Satish, William Marks, Shardule Shah, and Calvin Marambo. "Gates Ventures: Making Alzheimer's a Forgotten Past." Harvard Business School Case 824-075, July 2024.