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  • 2004
  • Book

Birth of a Salesman: The Transformation of Selling in America

By: Walter A. Friedman
This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details
Keywords: Sales; Employees; Transformation; United States
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  • December 2015
  • Case

Negotiating the Path of Abraham, 2015 Progress and Challenges

By: James K. Sebenius
The Abraham Path board reviews the last five years and seeks to frame and act on its major strategic, negotiating, and operational challenges going forward. The Abraham Path Initiative seeks to revitalize a route of Middle East cultural tourism following Abraham's path... View Details
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  • 2013
  • Book

Fortune Tellers: The Story of America's First Economic Forecasters

By: Walter A. Friedman
The period leading up to the Great Depression witnessed the rise of the economic forecasters, pioneers who sought to use the tools of science to predict the future, with the aim of profiting from their forecasts. This book chronicles the lives and careers of the men... View Details
Keywords: Forecasting And Prediction; Economic History; Economics; History; Risk and Uncertainty; United States
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  • 02 Apr 2001
  • Research & Ideas

What Makes a Good Leader?

When discussing business leadership, a distinction is often made between good management and good leadership. Managers are thought to be the budgeters, the organizers, the controllers — the ants, as one observer puts it — while leaders... View Details
Keywords: by Deborah Blagg & Susan Young
  • December 2013
  • Supplement

Bruce Allyn: Negotiating with the KGB (B)

By: James K. Sebenius
This case picks up (from the end of the "A" case) the detailed story of the KGB's high-pressure negotiations with Harvard doctoral student Bruce Allyn to recruit him as a secret asset for the Soviet spy agency. The "A" case describes how, at the tense height of the... View Details
Keywords: Negotiation; Bargaining; Hard Bargaining; KGB; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices and Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union
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  • 02 Jan 2024
  • Research & Ideas

10 Trends to Watch in 2024

The lightning-fast ascent of generative AI isn’t the only sea change on the horizon for businesses in the new year. The global economy is in flux as war, climate change, trade issues, and infrastructure problems demand attention. Many companies continue to struggle to... View Details
Keywords: by Rachel Layne
  • 06 Jun 2024
  • Research & Ideas

How Younger Immigrants Gain an Edge in American Business

final wave of migration after the Vietnam War in the late 1980s and early 1990s. Under the Amerasian Homecoming Act (AHA), some 25,000 children of Vietnamese mothers and US fathers stationed there during the View Details
Keywords: by Rachel Layne
  • 08 Jul 2010
  • Working Paper Summaries

Surviving the Global Financial Crisis: Foreign Direct Investment and Establishment Performance

Keywords: by Laura Alfaro & Maggie Chen
  • 26 Feb 2008
  • First Look

First Look: February 26, 2008

Kaiser mastered the management and execution of plans for several large-scale projects that contributed to the growth and improvement of contemporary America, including the Hoover Dam, one of the wonders of the modern world. During World... View Details
Keywords: Martha Lagace
  • 2011
  • Chapter

American Exceptionalism?: A Comparative Analysis of the Origins and Trajectory of U.S. Business Education Development

By: Rakesh Khurana
As business education in an academic setting becomes an increasingly global phenomenon, the university-based business school in America remains a unique institution. This holds true despite the fact that the American business school as it evolved in the post-World War... View Details
Keywords: Values and Beliefs; Business History; Business Education; Power and Influence; Society; United States; Europe
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  • January 2008
  • Case

The Deutsche Bank (A)

By: David A. Moss
Founded in 1870 to help finance surging German exports and imports, the Deutsche Bank soon moved into domestic banking. In fact, its founders aimed to create both a commercial bank and an investment bank under one roof—that is, a "universal bank." By the end of the... View Details
Keywords: History; Investment Banking; Commercial Banking; Banking Industry; Germany
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  • 2000
  • Working Paper

The Drivers of National Innovative Capacity: Implications for Spain and Latin America

By: Michael E. Porter, Jeffrey L. Furman and Scott Stern
In the past decade, both academic scholars and policymakers have focused increasing attention on the central role that technological innovation plays in economic growth. There are at least two distinct reasons for this increased interest. First, though economists have... View Details
Related

    Birth of a Salesman

    This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details

    • March 2013
    • Article

    From Social Control to Financial Economics: The Linked Ecologies of Economics and Business in Twentieth Century America

    By: Marion Fourcade and Rakesh Khurana
    This article draws on historical material to examine the co-evolution of economic science and business education over the course of the twentieth century, showing that fields evolve not only through internal struggles but also through struggles taking place in adjacent... View Details
    Keywords: Professions; Disciplines; Neo-Liberalism; Education; Economics; Finance; Society; United States
    Related
    • August 2007 (Revised November 2010)
    • Case

    Grand Central Publishing

    By: Anita Elberse
    In April 2007, Grand Central's publisher Jamie Raab and editor Karen Kosztolnyik were involved in a frantic bidding war for a proposed book on the life of cat Dewey, billed as the feline answer to the best-selling "Marley & Me: Life and Love with the World's Worst... View Details
    Keywords: Acquisition; Product Launch; Bids and Bidding; Product Development; Publishing Industry
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    • Web

    Great American Business Leaders of the 20th Century - Leadership

    Equal Rights Amendment Roe v. Wade legalizes abortion Social discord continues over Vietnam War and civil rights Watergate scandal undermines faith in authority Influence: Medium-Low 80 1980 19 Moral Majority "Me" generation Focus View Details
    • 19 Apr 2010
    • Research & Ideas

    The History of Beauty

    daughters regarding the use of lipstick in America.21 By the end of the 1920s, three thousand different face powders and several hundred rouges alone were being sold on the American market.22 Hollywood was also playing a pivotal role.... View Details
    Keywords: by Sean Silverthorne; Beauty & Cosmetics
    • 02 Aug 2011
    • First Look

    First Look: August 2

    Publication:American Economic Journal: Economic Policy (forthcoming) Abstract We examine the differential response of establishments to the recent global financial crisis with particular emphasis on the role of foreign ownership. Using a... View Details
    Keywords: Sean Silverthorne
    • 11 Jul 2019
    • Sharpening Your Skills

    Deconstructing 'Customer Experience'

    evolved to the concept of the “customer experience,” essentially the ability to capture customer loyalty and promote evangelism by offering top-notch service and a delightful experience at every interaction, from browsing products on a... View Details
    Keywords: by Sean Silverthorne; Retail; Service
    • 06 Oct 2020
    • Sharpening Your Skills

    18 Tips Managers Can Use to Lead Through COVID's Rising Waters

    Since March, Harvard Business School Working Knowledge has posted more than 80 stories and research papers on the topic of COVID-19, most targeted at managers and the new challenges they face. That's a lot of information to digest. To... View Details
    Keywords: by Sean Silverthorne