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(669)
- News (136)
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Jewish American Heritage Month | Baker Library
due Rule 15. Train the best sales force Special Collections and Archives Special Collections and Archives collects and makes available the records of business dating from the 14th century to the present and... View Details
- 01 Mar 2008
- News
Alumni Books
Forces for Good: The Six Practices of High-Impact Nonprofits by Leslie R. Crutchfield (MBA ’01) and Heather McLeod Grant (Jossey-Bass) What makes nonprofits great? The authors studied twelve nonprofits that have extraordinary influence —... View Details
- 21 Mar 2011
- Research & Ideas
Are We Thinking Too Little, or Too Much?
The most captivating item in Michael Norton's office is a Star Wars The Force Trainer, a toy that allows would-be Jedi warriors to levitate a Ping-Pong ball within a tube using only the power of focused thinking. Norton, a marketing... View Details
Keywords: by Carmen Nobel
- 28 Jan 2002
- Research & Ideas
Read All About It! Newspapers Lose Web War
"crammed" the new business into the old business model and sales processes. For example, most newspapers tried to force their online sites to make money by selling the same types of advertising to... View Details
- 22 Apr 2008
- First Look
First Look: April 22, 2008
paid the sales force as a team. This has worked out fine, since they've been a near-monopoly seller of a single product category. However, this has changed. Not only are they facing new competition in their... View Details
Keywords: Martha Lagace
- 17 Apr 2007
- First Look
First Look: April 17, 2007
of collective action. While the available evidence is generally consistent with these theories, there is a dearth of quality evidence. Moreover, a large part of the variation in access to public goods seems to have nothing to do with the "bottom-up" View Details
Keywords: Martha Lagace
- 01 May 2008
- Research & Ideas
The Marketing Challenges of the China Olympics
Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge.Normally, the Olympic Games are a positive View Details
- 26 Jan 2017
- News
Finding a Path out of Poverty
Witwatersrand and then earned a master’s degree in finance from the University of Pretoria. From there he took on a series of positions in financial services, including head of trading, head of sales and marketing, and vice president,... View Details
Keywords: Margie Kelley
- 01 Dec 2009
- News
Alumni Books
times. Rigby ex-plains how to craft an action plan tailored to the specific situation, providing tools for cutting costs intelligently, sustaining margins and the brand, boosting revenue by refocusing the sales View Details
- 14 Oct 2014
- First Look
First Look: October 14
Harvard Business Review Putting Sales at the Center of Strategy By: Cespedes, Frank Abstract—Research indicates that relatively few firms execute their strategies effectively, and, on average, companies deliver just 50% to 60% of the... View Details
Keywords: Sean Silverthorne
- 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
- 16 Aug 2010
- Lessons from the Classroom
HBS Introduces Marketing Analysis Tools for Managers
financial projections for the firm. Profitability analysis begins with calculating the revenue the firm will generate from sales of its products. Then, an analysis of variable and fixed costs is undertaken. Finally, these numbers are used... View Details
Keywords: by Sarah Jane Gilbert
- 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
- 06 Oct 2015
- First Look
October 6, 2015
themselves and the charity, they respond very similarly to self risk and charity risk. By contrast, when their decisions force tradeoffs between money for themselves and the charity, participants act more averse to charity risk and less... View Details
Keywords: Sean Silverthorne
- 19 Jul 2004
- Research & Ideas
Why Innovations Sit on the Shelf
force of valued managers, when asked by senior management to conduct and analyze a worldwide employee survey, refused to do so. They simply did not want to be associated with what they perceived would be yet another useless exercise. At... View Details
- 04 Aug 2014
- Op-Ed
Why Small-Business Lending Is Not Recovering
because of a perfect storm of their falling sales and weakened collateral, and growing risk aversion among lenders. Those days are not over. While lingering cyclical factors from the crisis may still be constraining access to bank credit,... View Details
- 05 Feb 2013
- First Look
First Look: Feb. 5
Compensation Plans Authors:Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the... View Details
Keywords: Sean Silverthorne
- 11 Feb 2008
- Research & Ideas
Does Democracy Need a Marketing Manager?
Dean's youthful Internet backing failed to generate enough votes at the polls. In the recent New Hampshire primary, Hillary Clinton's surprise win is attributable in part to her superior grassroots organizing there—the political equivalent of retail and View Details
Keywords: by Sean Silverthorne
- 10 Mar 2021
- News
New Releases: Alumni and Faculty Books, Podcasts
in doing more good with your limited time on the planet, and experience greater satisfaction in the process. Sales Management That Works: How to Sell in a World That Never Stops Changing By Frank V. Cespedes, MBA Class of 1973 Senior... View Details
- 26 Sep 2017
- First Look
First Look at New Research and Ideas, September 26, 2017
Business Review What’s the Right Kind of Bonus to Motivate Your Sales Force? By: Chung, Doug J., and Das Narayandas Abstract—Companies typically compensate their sales force by... View Details
Keywords: Sean Silverthorne