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  • All HBS Web  (585)
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    • News  (116)
    • Research  (399)
    • Events  (2)
  • Faculty Publications  (109)

Show Results For

  • All HBS Web  (585)
    • People  (2)
    • News  (116)
    • Research  (399)
    • Events  (2)
  • Faculty Publications  (109)
← Page 21 of 585 Results →
  • 19 Nov 2001
  • Research & Ideas

Wrapping Your Alliances In a World Wide Web

different ordering and return procedures and system interfaces to each distributor and direct manufacturer with whom they trade, causing them to spend valuable resources in back-office operations (50 percent by some estimates), which they... View Details
Keywords: by Andrew McAfee
  • 24 Jul 2000
  • Research & Ideas

Linking the Globe: The Role of Media and Communications

information, the provision of information, the sale of information." This juncture, added Spar, raises several key questions: Is selling information different from selling other kinds of goods and services and, if so, how? Is selling... View Details
Keywords: by Kenneth Liss; Information; Publishing; Journalism & News; Media & Broadcasting
  • 11 Sep 2017
  • Blog Post

7 Lessons from My Time at HBS

How many times have you missed an opportunity because you were shy? It happened to me many times both at work and in my personal life. During a sales class at HBS, a Professor pushed us to "just ask" in order to overcome our... View Details
  • Web

Trade Cards - The Art of American Advertising

Home Site map Map / Directions Search: General Information HBS Home About Annual Report Campus Commencement Dean Nohria Employment Fifty Years of Women Give News New Construction Academic Programs Doctoral Programs Executive Education MBA... View Details
  • 01 Feb 2011
  • First Look

First Look: Feb. 1

and where the host does not punish symbiont misbehavior. Coordinating Marketing and Sales in B2B Organizations Authors:Frank V. Cespedes Publication:In Business to Business Marketing Handbook. Edward Elgar Publishing Company, forthcoming... View Details
  • 10 Dec 2013
  • First Look

First Look: December 10

feedback reports that help managers hone their essential skills. Because these tools were built from the ground up, using the staff's own input, they've been embraced by Google employees. Managers say that they've found their training to be invaluable, and managers'... View Details
Keywords: Sean Silverthorne
  • 01 Apr 2001
  • News

The Small Business Difference: How Smaller Companies Manage with Less

Management Déjà Vu,” by asking his audience about their concerns, as owners and operators of small businesses. A number of issues were voiced: sales and marketing; cash flow; hiring and motivating employees; smooth succession within... View Details
Keywords: Garry Emmons; Business Schools & Computer & Management Training; Educational Services
  • 19 Jun 2018
  • First Look

New Research and Ideas, June 19, 2018

broad sell-off in the shares of grocery retailers and suppliers. Behind the precipitous declines lay recognition that Amazon’s bold move into brick and mortar assets offered transformational opportunities. Amazon could gain expertise in perishable product View Details
Keywords: Dina Gerdeman
  • 31 Oct 2004
  • Research & Ideas

The New CEO’s Wrong Message

reduces his real power. When CEOs wield direct power, they must do so very selectively and deliberately—and never without a broader plan of action in mind. Usually, power is best used indirectly, through the disciplined processes... View Details
Keywords: by Michael E. Porter, Jay W. Lorsch & Nitin Nohria
  • 25 Aug 2015
  • First Look

First Look Tuesday

short- and long-term direct monetary effects of operating a winning athletics program for an academic institution of higher education. We construct a unique panel dataset from multiple sources and utilize the latest dynamic panel data... View Details
  • Web

Flatiron School: Reflections from Summer 2020 - Recruiting

project was the capstone project, and I worked with Birchbox (an HBS founded company!) on analyzing their customer churn. Jay Kim (MBA 2020) : I was paired with a beverage start-up based in Miami and helped the company make the pivot from B2B View Details
  • 26 Jan 2004
  • Research & Ideas

What Developing-World Companies Teach Us About Innovation

discussed. Because Natura has a network of more than 200,000 direct sales consultants (much like the U.S.A.'s Avon or Mary Kay), new product ideas can be quickly tested in the market and immediate customer... View Details
Keywords: by Donald N. Sull, Alejandro Ruelas-Gossi & Martin Escobari
  • 01 Sep 2018
  • News

The True Value of a Tweet

spend more than those who are not induced to like. That’s not to say that likes have no value. We think there are ways to potentially unlock their value, but it’s not this direct effect. We tend to get caught up on metrics that are easy... View Details
Keywords: Jen McFarland Flint
  • 16 Apr 2007
  • Research & Ideas

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

presence of iTunes has a negative impact on the size of p2p networks resulting in reduced congestion and more efficient file sharing. Better functioning p2p networks, in turn, result in more content exchange, affecting positively iPod View Details
Keywords: by Sean Silverthorne; Music
  • 07 Apr 2003
  • Research & Ideas

XTV: Xerox’s Attempted Recovery From “Fumbling the Future”

direct result of the strategic intent of XTV. Xerox had done extensive research on document management, but none of the projects had resulted in new products or services. To be sure, some project results had filtered into Xerox's printers... View Details
Keywords: by Henry Chesbrough
  • 01 Mar 2015
  • News

Ask the Expert: Inside the Fed

members of the Fed pay attention to media speculation? How do they deal with a situation where the speculation is going in the wrong direction and will likely result in a “surprise” to the markets when announced? Would they prefer to... View Details
Keywords: Executive, Legislative, and Other General Government Support; Government; Monetary Authorities-Central Bank; Finance
  • 19 Apr 2011
  • First Look

First Look: April 19

priorities?; (3) Do I give subordinates timely and direct feedback they can act on? Have I developed a succession roadmap?; and (4) Is my leadership style still effective, and does it reflect who I truly am? This highly readable and... View Details
Keywords: Sean Silverthorne
  • 12 Apr 2004
  • Research & Ideas

Waking Up a Sleeping Company

issue of Medtronic's performance standards, I found that goals and deadlines were routinely set, missed, and then simply adjusted. Poor performance was rationalized by excuses. Even incentive payments were adjusted upward to reflect these excuses. As a result, View Details
Keywords: by Bill George
  • 01 Mar 2016
  • News

Case Study: Paper Chase

operates four sales kiosks in the Boston area, with mobile retail teams that visit local fairs and markets. The kiosks offer a valuable in-person experience with a high conversion rate for the $8–$13 cards. The split between in-person and... View Details
  • 22 Apr 2014
  • First Look

First Look: April 22

more profitable lending, their power is muted by both deferred compensation and the limited liability typically enjoyed by credit officers. Second, we present direct evidence that incentive contracts distort judgment and beliefs, even... View Details
Keywords: Sean Silverthorne
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