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Show Results For
- All HBS Web
(763)
- News (148)
- Research (543)
- Events (1)
- Multimedia (1)
- Faculty Publications (201)
- 01 Mar 2012
- News
Shop Talk, Different Avenues
disruptive business model: an online site that requires customers to register, featuring flash sales of discounted luxury goods for men and women in categories including designer clothing, accessories, home goods, food and wine, and... View Details
- 16 Nov 2010
- First Look
First Look: November 16, 2010
that acquisitions can build competitive advantage partially through retention of valuable human capital of the target firm. However, making commitments to retain and motivate successful top managers is a challenge when contracts are not... View Details
Keywords: Sean Silverthorne
- 02 Mar 2015
- Research & Ideas
‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat
day, 7 days a week and is available from one's own home without a trip. While Amazon has been compared to Walmart, it's probably most apt to compare Amazon to category killers. Amazon's sales are only a fraction of Walmart's, but like... View Details
- 13 May 2008
- First Look
First Look: May 13, 2008
These performance differences appear to be partially explained by the buy-side's higher retention of poor-performing analysts and by differences in performance benchmarks used to evaluate buy- and sell-side analysts. Cases & Course... View Details
Keywords: Martha Lagace
- 07 Jul 2022
- Blog Post
Pathlight: Reimagining the Developer Onboarding Experience
us diverse representation on teams leads to better products, so the net impact of solving for the pain points in this space go beyond just talent retention and actually lead to more innovation. How did you get started? We’ve experimented... View Details
- 01 Apr 2000
- News
Award-Winning Article Urges Companies to Loosen Ties that Bind
expenses associated with everyday activities such as management meetings, conferences, phone conversations, sales calls, reports, and memos. Hagel and Singer maintain that by dramatically reducing interaction costs, the Internet and other... View Details
- 01 Dec 2015
- First Look
December 1, 2015
vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales View Details
Keywords: Sean Silverthorne
- Profile
Margo Cramer
intellectually fulfilling, "it wasn't a degree that took me in any specific direction." Immediately after graduation, Margo worked as a merchandising team and sales account manager at Commando, a women's luxury apparel brand.... View Details
- 23 Jun 2003
- Research & Ideas
Psychology, Pathology, and the CEO
market share. Its Mach3 shaving system was a blockbuster product, but the company was suffering the effects of its own reliance on trade loading—the practice of offering discounts to retail customers at the end of a quarter in order to move products and achieve View Details
Keywords: by Rosabeth Moss Kanter
- 29 Oct 2000
- Research & Ideas
Building a Powerful Prestige Brand
committed. Even if they had wanted to sell in chain stores, the Lauders could not afford the large sales force necessary to service such outlets. Because she wanted to reach women who did not necessarily... View Details
- 01 Jun 2004
- News
Books
University Press) Walter Friedman’s Birth of a Salesman: The Transformation of Selling in America documents the history of salesmanship, from the days of peddlers to the creation of modern sales forces at... View Details
- 27 Sep 2004
- Research & Ideas
IBM Finds Profit in Diversity
aligned with the effort, and a strong and well-articulated business case for action. IBM's diversity task forces benefited from all four. Demonstrate Leadership Support It's become a cliché to say that leadership matters, but the issue... View Details
Keywords: by David A. Thomas
- 02 Jun 2011
- What Do You Think?
Is it Time for a National Bankruptcy?
sought could include aid from one country to another, the sale of national assets, and the deferral of commitments to allow time for a work out. A sizeable minority, however, took the view that lenders, because they helped contribute to a... View Details
Keywords: by Jim Heskett
- 30 Aug 2016
- First Look
August 30, 2016
forthcoming Journal of Marketing Research Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das Narayandas Abstract—We conduct a field experiment in which we vary the sales View Details
Keywords: Carmen Nobel
- 08 May 2014
- News
The Sky's the Limit
to how sheltered I was," Eaton says. After completing the PMD program, Eaton returned to the business world as international program manager for the Blackhawk helicopter at Sikorsky Aircraft, then as commercial sales manager. She also... View Details
- 30 Jun 2015
- First Look
First Look: June 30, 2015
that sales representatives, who were responsible for a large portfolio of imaging products, were not giving enough attention to Ultrasound. He was wondering if change in the size and compensation structure of the View Details
Keywords: Carmen Nobel
- Profile
Vivian Scalfi
general management focus and its power to challenge. "The case method is different from the lecture-based education I knew in Brazil," says Vivian. "It forces me to participate, even when I’m not one hundred percent... View Details
Keywords: CPG
- 25 Apr 2005
- Research & Ideas
New Learning at American Home Products
forced that company into bankruptcy. The acquisition further strengthened American Home Products's new animal health unit and its established prescription drug line. In 1987, predating the Robbins transaction and the 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
- 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