Sales Process - Publications - Faculty & Research

20 Nov 2019
Research & Ideas

It's No Joke: AI Beats Humans at Making You Laugh

the jokes that Michael H. Yeomans used in his study. Take the poll The researchers tested further to see if explaining the machine’s recommendation process would help people accept it more. The team told one group that they would simply... View Details

Keywords: by Dina Gerdeman

26 Nov 2001
Op-Ed

Why Corporate Budgeting Needs To Be Fixed

able to realize the sales before the end of the quarter and thus fulfill their budget goal and make their bonuses. But the high cost of assembling the goods at a distant location—it required not only the rental of the warehouse but also... View Details

Keywords: by Michael C. Jensen

01 Dec 2022
News

My First Job

the rest of the employees were safely leaving the building and that the fire was contained. I learned that real leadership means running toward the fire and being concerned about the safety of others before your own. —John Fees (MBA 1999) Dream Teen I was a View Details

Keywords: Business Schools & Computer & Management Training; Educational Services

28 Jun 2004
Research & Ideas

How to Avoid a Price Increase

seems to support this logic. First, consumers themselves report a greater sensitivity (or awareness) of price than of quantity. Second, in tracking the sale of snack foods we found that consumers reacted greatly to periodic changes in... View Details

Keywords: by Manda Salls

11 Feb 2020
Sharpening Your Skills

10 Rules Entrepreneurs Need to Know Before Adopting AI

Although adoption of artificial intelligence (AI) and machine learning (ML) for the enterprise is still in the early days, the technology has matured enough for entrepreneurs to start gathering inspiration and evaluating opportunities for potential applications. Every... View Details

Keywords: by Rocio Wu

06 Sep 2004
Research & Ideas

The Innovator’s Battle Plan

The section discusses three topics: How asymmetries power the process of disruption How to identify the company with the shield of asymmetric motivation and the sword of asymmetric skills on its side How to identify circumstances in which... View Details

Keywords: by Clayton M. Christensen, Scott D. Anthony & Erik A. Roth

27 Nov 2000
Research & Ideas

The Dynamics of Standing Still: Firestone Tire & Rubber and the Radial Revolution

analysis," he continues, "reveals that Firestone failed not despite, but because of its historical success." In this excerpt Sull shows how, from the start, Firestone's reliance on managers' existing strategic frames and values and the company's View Details

Keywords: by Donald N. Sull; Manufacturing; Transportation

01 Mar 2004
News

Derek Ferguson

structure in place so these ventures can be financed,” he explains. Sean John Clothing has quickly grown to sales of $200 million and one hundred employees since it was launched five years ago. “It’s our most profitable area,” says... View Details

Keywords: Julia Hanna; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment

20 Apr 2021
Book

A Simple Question That Can Guide Companies to Epic Success

frameworks are complicated. The processes that companies install to develop their strategy are highly complex, hundreds of slides, dozens of analyses, many competing frameworks and considerations. I meet many managers who see strategic... View Details

Keywords: by Danielle Kost

Web

Wyss House | About

with a Swiss company run by four doctors who had developed a new process to help bones heal more quickly and with better results. In 1977 Wyss became president of Synthes USA, where he was responsible for expanding the company’s... View Details

15 Jul 2019
Book

Many Executives Are Afraid of Finance. Here's How They Can Gain Confidence

through a process of valuation. Is the proposed investment justified? How much should you pay? But after an acquisition, it’s fairly common for the stock of the acquirer to fall, indicating that it likely overpaid and transferred value... View Details

Keywords: by Dina Gerdeman

Web

HBS - Financials | Supplemental Financial Information

2021. As a result, total Publishing revenue increased 5 percent from fiscal 2020 to $274 million. HBP international revenue continued its steady growth, increasing 8 percent and representing approximately 40 percent of the group's total annual View Details

10 Nov 2003
Research & Ideas

Globalization: The Strategy of Differences

Unfortunately, "local" didn't seem to be any better a description of Coke's market space than "global." On March 7, 2002, the Asian Wall Street Journal announced: "After two years of lackluster sales the... View Details

Keywords: by Pankaj Ghemawat

08 Feb 2000
Research & Ideas

Building Effective R&D Capabilities Abroad

essential that managers from the highest levels of the company be involved in the decision-making process from the start. Senior scientists met with high-level managers and entered into a long series of discussions. Their first decision:... View Details

Keywords: by Walter Kuemmerle

26 Jun 2017
Research & Ideas

How Cellophane Changed the Way We Shop for Food

like candy and cigarettes, it wasn’t effective for packaging fresh food. In 1927, DuPont developed moisture-proof cellophane, food manufacturers started using it to package items like cakes and cheeses, and cellophane sales tripled... View Details

Keywords: by Carmen Nobel; Food & Beverage; Retail; Advertising

Research Summary

Overview

The overarching goal of my research is to produce works that are influential and informative to both academics and practitioners in the field of operations management. To accomplish this, I collaborate with industry partners who provide knowledge about their field,... View Details

11 Mar 2021
News

Leading with Heart

overwhelming. In five days, we had more than 250,000 pounds. We had to go back on the radio and appeal to people to stop sending checks because we had no way to even process it. And it was a moment of a deep connection with humanity for... View Details

23 Jun 2003
Research & Ideas

Building a Better Buyer-Seller Relationship

particular, is to understand patterns of investment and reward, and effectively manage the process that defines the dynamics of buyer-seller evolution, according to Narayandas. But how to do that? New research he shared with other... View Details

Keywords: by Martha Lagace

30 Oct 2019
Research & Ideas

How to Recover Gracefully After Shutting Down Your Startup

more than 230 creditors, including a bakery owner who held a special bake sale to express her outrage. Did a company that had raised more than $120 million in venture capital need to stiff so many people? Tom Eisenmann, the Howard H.... View Details