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- All HBS Web
(786)
- News (145)
- Research (540)
- Events (1)
- Multimedia (1)
- Faculty Publications (205)
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- 21 Mar 2011
- Research & Ideas
Are We Thinking Too Little, or Too Much?
The most captivating item in Michael Norton's office is a Star Wars The Force Trainer, a toy that allows would-be Jedi warriors to levitate a Ping-Pong ball within a tube using only the power of focused thinking. Norton, a marketing... View Details
Keywords: by Carmen Nobel
- 21 Nov 2005
- Research & Ideas
The Geography of Corporate Giving
Academy of Management Review, HBS professor Christopher Marquis and coauthors Gerald Davis and Mary Ann Glynn develop a framework for understanding an important aspect of this issue: how social and governmental forces in local communities... View Details
Keywords: by Sean Silverthorne
- 10 Jan 2005
- Research & Ideas
Motivation and the Cross-Sector Alliance
sales force totaling 270,000 saleswomen—that the company called "associates" (colaboradoras). The "power of relationships," grounded on the emotional link with its brand, was the essence... View Details
- 09 Mar 2010
- First Look
First Look: March 9
for sovereign debts are minimal since little can be used as collateral and the ability of a court to force a sovereign entity to comply has been extremely limited, especially given the lack of a supranational legal authority capable of... View Details
Keywords: Martha Lagace
- 22 Apr 2008
- First Look
First Look: April 22, 2008
paid the sales force as a team. This has worked out fine, since they've been a near-monopoly seller of a single product category. However, this has changed. Not only are they facing new competition in their... View Details
Keywords: Martha Lagace
- 06 Nov 2000
- Research & Ideas
The Determinants of Corporate Venture Capital Success
emphasis toward xerography characterized the Haloid Company in the 1950s. In 1961, in recognition of the spectacular growth of sales engendered by the first plain-paper copier, the firm was renamed the Xerox Corporation. In response to... View Details
Keywords: by Paul Gompers & Josh Lerner
- 21 Jan 2013
- Research & Ideas
Altruistic Capital: Harnessing Your Employees’ Intrinsic Goodwill
thermometer, like those often used in fundraising campaigns, to hang in her salon. Each condom sale garnered a star stamped on the thermometer, providing a visual measure of the stylist's contribution to AIDS prevention in her community.... View Details
Keywords: by Carmen Nobel
- 28 Jan 2002
- Research & Ideas
Read All About It! Newspapers Lose Web War
"crammed" the new business into the old business model and sales processes. For example, most newspapers tried to force their online sites to make money by selling the same types of advertising to... View Details
- 01 May 2008
- Research & Ideas
The Marketing Challenges of the China Olympics
Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge.Normally, the Olympic Games are a positive View Details
- 14 Oct 2014
- First Look
First Look: October 14
Harvard Business Review Putting Sales at the Center of Strategy By: Cespedes, Frank Abstract—Research indicates that relatively few firms execute their strategies effectively, and, on average, companies deliver just 50% to 60% of the... View Details
Keywords: Sean Silverthorne
- 05 May 2009
- First Look
First Look: May 5, 2009
foreign countries, the model predicts growth in the number of source-country firms engaging in foreign direct investment, growth in the size of affiliates that are active in reforming countries both before and after the tariff reduction, and an increase in the extent... View Details
Keywords: Martha Lagace
- 21 Oct 2008
- First Look
First Look: October 21, 2008
limited explanatory power. Overall levels of local customers and suppliers are only modestly important, but new entrants seem particularly drawn to areas with many smaller suppliers, as suggested by Chinitz (1961). Abundant workers in relevant occupations also strongly... View Details
Keywords: Martha Lagace
- 10 Jun 2002
- Research & Ideas
Disruption: The Art of Framing
their own work processes even as they collaborate. The New York Times Company has had some success here: NYTimes.com is now the leading source of print subscription sales. And the company's print and on-line sales View Details
Keywords: by Clark Gilbert & Joseph L. Bower
- 24 Oct 2017
- First Look
First Look at New Research and Ideas, October 24, 2017
Management Journal Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions By: Ramarajan, Lakshmi, Nancy Rothbard, and Steffanie Wilk Abstract—Across... View Details
Keywords: Sean Silverthorne
- 15 Jan 2019
- First Look
New Research and Ideas, January 15, 2019
Saudi Arabia’s largest dairy producer, distributor, and marketer, with a large portfolio of branded dairy products, juices, bakery goods, and infant formula and a sales presence across the Gulf region, Jordan, and Egypt. Almarai employed... View Details
Keywords: Dina Gerdeman
- 20 Feb 2018
- First Look
First Look at New Research and Ideas, February 20, 2018
Harrison, and Tom Martin Abstract—Successful relationships depend on trust—trust between spouses, trust between parent and child, trust between enterprises and their stakeholders. This chapter focuses on the factors that build trust in organizations, as well as the... View Details
Keywords: Sean Silverthorne
- 19 Jul 2004
- Research & Ideas
Why Innovations Sit on the Shelf
force of valued managers, when asked by senior management to conduct and analyze a worldwide employee survey, refused to do so. They simply did not want to be associated with what they perceived would be yet another useless exercise. At... View Details
- 04 Aug 2014
- Op-Ed
Why Small-Business Lending Is Not Recovering
because of a perfect storm of their falling sales and weakened collateral, and growing risk aversion among lenders. Those days are not over. While lingering cyclical factors from the crisis may still be constraining access to bank credit,... View Details
- 31 Oct 2004
- Research & Ideas
The New CEO’s Wrong Message
than a year's work by a division manager and his team. They had developed advertising, prepared promotional materials, crafted a sales and distribution plan, and assigned responsibilities for different parts of the plan. All that was... View Details
- 11 Feb 2008
- Research & Ideas
Does Democracy Need a Marketing Manager?
Dean's youthful Internet backing failed to generate enough votes at the polls. In the recent New Hampshire primary, Hillary Clinton's surprise win is attributable in part to her superior grassroots organizing there—the political equivalent of retail and View Details
Keywords: by Sean Silverthorne