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Show Results For
- All HBS Web
(670)
- News (136)
- Research (470)
- Events (1)
- Multimedia (1)
- Faculty Publications (166)
- 22 Feb 2016
- Research & Ideas
The ‘Mother of Fair Trade’ was an Unabashed Price Protectionist
was beginning to take hold in the 1920s. Chains and department stores opened across America, using volume sales to offer lower prices on a variety of goods. Gleason encountered competition from these chain stores as well as “pineboards,”... View Details
- 01 Mar 2004
- News
Toy Story
developers that couldn’t play by the discounters’ strict rules had fewer sales channels. With all the fun that toys bring to kids, the business is characterized by copycats, empty piggy banks, and aggressive competition that might make a... View Details
- 04 Feb 2021
- Research & Ideas
Inside CEOs' Pandemic Worries: Uncertainty, Employees, and Kids
Sales forces also struggled with distancing. One CEO described how “[The] sales force conducted customer visits online, which they did not like,... View Details
- 01 Oct 2001
- News
HBS Press Books in Brief
Reichheld, maintains that it isn't new market forces that make loyalty so elusive in the digital arena — it's faulty leadership. Applying his breakthrough loyalty theories to the digital economy, the author shows that the Web can actually... View Details
- 09 Jan 2006
- Research & Ideas
What Really Drives Your Strategy?
external factors play a surprising role in strategy formulation and execution. As Gilbert explains, "A lot of our book is about understanding (a) that realized strategy is often different from intended strategy, and (b) there are View Details
Keywords: by Martha Lagace
- 15 Dec 2020
- Research & Ideas
The Unspoken Messages of COVID-19 Restrictions
Soaring COVID-19 cases are forcing government officials to confront a critical question: Should they lock down the economy further? Whether to curb activities like indoor dining might seem like a simple choice, but the decision to ease... View Details
- 09 Feb 2016
- First Look
February 9, 2016
Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50453 November 2, 2015 Harvard Business Review The Best Ways to Hire Salespeople By: Cespedes, Frank V., and Daniel Weinfurter Abstract—Companies typically spend more on hiring in View Details
Keywords: Sean Silverthorne
- 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
- 09 Jan 2014
- Research & Ideas
Excerpt: ’Fortune Tellers’
predictions. Some forecasters built sales forces to travel from office to office in lower Manhattan or in Boston and Chicago. Others sent their representatives to Rotary Clubs and churches in smaller cities... View Details
Keywords: by Walter A. Friedman
- 13 Mar 2019
- Blog Post
There's No Quick Shortcut to Success: Zorpads Takes Off
in New York City working as a healthcare consultant, and Wiegele, who spends his days working in product marketing for Hot Wheels in Los Angeles, credit their partnerships for allowing them the freedom to explore the creative side of this growing business. They brought... View Details
- 01 Jan 2009
- News
Jorge Paulo Lemann, A.B. 1961; Carlos A. Sicupira, OPM 9, 1984; Marcel H. Telles, OPM 10, 1985
those at home. Jorge Paulo Lemann, A.B. 1961 Board Member, Fundação Estudar Chairman, Lemann Foundation Jorge Paulo Lemann is the leading force behind Banco Garantia, Brazil’s most prestigious investment bank. His own commitment to hard... View Details
- 01 Jul 2014
- First Look
First Look: July 1
force. Students must analyze the factors contributing to turnover as well as the role of the field sales force in Clef's profitable business strategy. Among other things, the Clef case illustrates that... View Details
Keywords: Carmen Nobel
- 27 Dec 2015
- Research & Ideas
The Most Popular Stories and Research Papers of 2015
healthy competition to increase patient value. Incentives versus Reciprocity: Insights from a Field Experiment (523) What are the most effective forms of sales force compensation? Findings provided by Doug... View Details
- 30 Oct 2005
- Research & Ideas
Tuning Jobs to Fit Your Company
even though they do not control all the resources—manufacturing and service, for example—needed to achieve the desired results. There is a good reason for this discrepancy. By explicitly setting the span of accountability wider than the span of control, executives can... View Details
Keywords: by Robert Simons
- 05 Sep 2012
- First Look
First Look: September 5
scientists that may be due to a performance management system that leaves top performing employees slighted by the practice of uniform ratings. In an effort to retain top employees, the company institutes a forced distribution model of... View Details
Keywords: Sean Silverthorne
- 13 Apr 2020
- Research & Ideas
Small Businesses Are Worse Off Than We Thought
If the COVID-19 crisis lasts four months, 65 percent of small retailers say there’s a good chance they’ll be forced to close permanently by the end of the year. Among restaurants and bars, 70 percent expect to go out of business if... View Details
- 01 Jan 2007
- News
A. Malachi Mixon, III, MBA 1968
development cycle used to be 24 months; it's now 12." Complementing this, he adds, is a knowledgeable sales force that fosters relationships with home-care providers, nursing homes, and medical equipment... View Details
- 12 Feb 2016
- Op-Ed
The Real Jobs Tragedy in the US: We've Lost the Skills
States economy maintained a steady pace in job growth of about 2 percent a year. The US labor force participation rate reflected that, growing robustly for the four decades from 1947 to 1997. Around 2001, both those indicators of the... View Details
- 18 Aug 2011
- Lessons from the Classroom
Business Plan Contest: 15 Years of Building Better Entrepreneurs
risk because I was still a student," he says. Initially, EyeView's model was devoted to helping businesses create and post online video content. About a year later, the company shifted its focus to creating customized videos that target customers at different points in... View Details
- 01 Jun 2011
- News
The Best-Laid Plans
businesses create and post online video content. About a year later, the company shifted its focus to creating customized videos that target customers at different points in the sales cycle. Things were going quite well, Riesenfeld... View Details