Publications

Publications

Filter Results: (1,045) Arrow Down
Filter Results: (1,045) Arrow Down Arrow Up

Show Results For

Show Results For

← Page 20 of 1,045 Results →
  • 28 May 2008
  • First Look

First Look: May 28, 2008

confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best... View Details
Keywords: Martha Lagace
  • 18 Nov 2008
  • First Look

First Look: November 18, 2008

internal coordination issues with the company's sales force, and the financial returns versus other uses of capital for the company. The case raises issues in aligning business strategy and sales management... View Details
Keywords: Martha Lagace
  • Web

Leadership - Faculty & Research

"deviance" to foster innovative behavior and boost productivity. March 2015 Module Note Power and Influence in Society By: Julie Battilana This module aims to help students understand how power and influence are employed, both to reproduce the status quo and to View Details
  • 10 Jan 2011
  • Research & Ideas

Is Groupon Good for Retailers?

potentially building buzz among consumers above and beyond sales to the consumers who actually buy the vouchers. This effect is more difficult to measure, but many merchants perceive it to be real. Where it... View Details
Keywords: by Carmen Nobel; Advertising; Technology
  • 28 Sep 2011
  • Research & Ideas

The Profit Power of Corporate Culture

concept," he says. "Its impact on profit can be measured and quantified." Heskett finds that as much as half of the difference in operating profit between organizations can be attributed to effective cultures. Why? "We... View Details
Keywords: by Sean Silverthorne
  • 08 Jul 2019
  • Research & Ideas

Are Paywalls Saving Newspapers?

Media outlets large and small have adopted digital paywalls to augment dramatic declines in print revenues, but given their negative effect on website traffic (and, in turn, online advertising), are paywalls an View Details
Keywords: by Kristen Senz; Journalism & News; Media & Broadcasting
  • Web

Student Research - Doctoral

Unrestricted Donations By: Jennifer Walsh How do nonprofits use unrestricted gifts? Donations to 501(c)(3)'s are increasingly given unrestricted due to concerns that restrictions on use unduly constrain nonprofits. I study the effect of... View Details
  • 22 Jun 2010
  • First Look

First Look: June 22

innovation outcomes as well as the ongoing performance of existing products. We find that ambidextrous organization designs are relatively more effective in executing innovation streams than functional, cross-functional, and spinout... View Details
Keywords: Martha Lagace
  • 07 Sep 2011
  • First Look

First Look: Sept. 7

achievement by the athlete. However, whereas stock-return effects are relatively constant, sales effects exhibit decreasing returns over time. We outline implications for... View Details
Keywords: Sean Silverthorne
  • Web

Faculty & Researchers - Managing the Future of Work

related to the workforce, including the skills gap, degree inflation, care economics, the role of artificial intelligence in employment outcomes, the effectiveness of social entrepreneurs in improving education to employment outcomes,... View Details
  • 24 Mar 2015
  • First Look

First Look: March 24

features. First, financiers engage in the costly but potentially profitable process of innovation: they can invent better methods for screening entrepreneurs. Second, every screening process becomes less effective as technology advances.... View Details
Keywords: Sean Silverthorne
  • Web

Online Business Strategy Course | HBS Online

contribute meaningfully to strategic conversations and your team’s success Create value for customers, employees, and suppliers, often in surprising ways, that rival companies will find hard to match Build sustainable success with the help of complements and network... View Details
  • February 2014 (Revised January 2024)
  • Case

Go Mobile: Aligning District Managers and Store Teams

By: Tatiana Sandino
Indian cell phone retailer Go Mobile had implemented high-powered incentives to motivate its store employees to behave as owners and provide exceptional service. As the company scaled up, it faced multiple challenges in building a layer of district managers that were... View Details
Keywords: Employee Relationship Management; Mobile and Wireless Technology; Growth Management; Organizational Design; Salesforce Management; Motivation and Incentives; Management Practices and Processes; Telecommunications Industry; India
Related
  • 10 Jul 2018
  • First Look

New Research and Ideas, July 10, 2018

companies, where decision rights and incentives can be murky, and the effects of any given choice can be tough to pin down. So the authors chose a “lab rat” with fewer barriers to understanding—the venture capital industry. VC firms are... View Details
Keywords: Dina Gerdeman
  • 03 Mar 2008
  • First Look

First Look: March 4, 2008

the model, we find that (i) the supply of long- relative to short-term bonds is positively related to the term spread, (ii) supply predicts positively long-term bonds' excess returns even after controlling for the term spread and the Cochrane-Piazzesi factor, (iii) the... View Details
Keywords: Martha Lagace
  • 01 Oct 2012
  • Research & Ideas

Better by the Bundle?

Sales can soar when companies bundle products together into one cheaper package—Happy Meal, anyone? Yet a buyer's affinity for such deals comes with a big caveat, according to new research: These groupings are often successful only if the... View Details
Keywords: by Dina Gerdeman
  • 26 Jun 2018
  • First Look

New Research and Ideas, June 26, 2018

Shi, Thales S. Teixeira, and Michel Wedel Abstract—Consumers have an increasingly wide variety of options available to entertain themselves. This poses a challenge for content aggregators who want to effectively promote their video... View Details
Keywords: Dina Gerdeman
  • 30 Apr 2013
  • First Look

First Look: April 30

(fence-sitters) provide the change agent with an affective basis to coopt them. This cooptation increases the probability that the organization will adopt the change. By contrast, strong ties to potentially influential organization members who disapprove of a change... View Details
Keywords: Sean Silverthorne
  • 11 Aug 2011
  • Lessons from the Classroom

Perfecting the Project Pitch

Overcoming that obstacle can be a difficult process, especially for entrepreneurs who have a background in a technical, engineering, or another non-sales discipline. They are not used to having to convince anyone of the merits of their projects, and can be downright... View Details
Keywords: by Dennis Fisher
  • 16 Apr 2007
  • Research & Ideas

Delivering the Digital Goods: iTunes vs. Peer-to-Peer

song effectively maximizes profits? Could Apple charge less and capture more market share, or price higher and create more net profit? A: Apple makes little money from the sale of songs. It is estimated that... View Details
Keywords: by Sean Silverthorne; Music