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Show Results For
- All HBS Web
(764)
- News (148)
- Research (543)
- Events (1)
- Multimedia (1)
- Faculty Publications (202)
- 04 Apr 2000
- Research & Ideas
The Right Way to Restructure Conglomerates in Emerging Markets
handle. It also poses practical problems. For instance, how easy is it to estimate a reliable breakup value for a business group in the middle of a fire sale and in the absence of a well-developed market for asset sales? But if... View Details
Keywords: by Tarun Khanna & Krishna Palepu
- 02 Apr 2019
- First Look
New Research and Ideas, April 2, 2019
argue that inertial forces generally constrict how TMTs perceive innovations but that frame flexibility can overcome these constraints, increasing the likelihood of adoption and broadening the organization's innovation practices. We... View Details
Keywords: Dina Gerdeman
- 01 Aug 2001
- News
T.J. Dermot Dunphy (MBA '56)
made significant investments in research, technology, and a consultative sales force — all geared toward focusing Sealed Air on higher-margin, specialty solutions. He believes his most significant... 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
- 29 Apr 2008
- First Look
First Look: April 29, 2008
precisely what they want their salespeople to be good at, assessing the sales force on these dimensions, and then hiring or training in order to get where they want to be. The (B) case provides rich detail... View Details
Keywords: Martha Lagace
- 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
- 25 Sep 2007
- First Look
First Look: September 25, 2007
of the "long tail" principle argue that lower transaction and search costs will lead to a shift away from hit content and cause more fragmentation in consumers' choices. This perspective is in sharp contrast with the more established theory of superstars,... View Details
Keywords: Martha Lagace
- 03 Mar 2008
- Research & Ideas
Marketing Your Way Through a Recession
your weaker distributors and upgrade your sales force by recruiting those sacked by other companies. 6. Adjust pricing tactics. Customers will be shopping around for the best deals. You do not necessarily... View Details
Keywords: by John Quelch
- 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
- 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
- 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
- 30 Aug 2011
- First Look
First Look: August 30
video ads. In a controlled experiment, joy and surprise were assessed through automated facial expression detection for a sample of ads. Concentration of attention was assessed through eye tracking and retention of viewers by recording... View Details
Keywords: Sean Silverthorne
- 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
- 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
- 28 Oct 2019
- Research & Ideas
Brick-and-Mortar Stores Are Making a Comeback
customer acquisition, distribution, and retention channel is contributing in a different way. I think it’s interesting to look at where Amazon is taking us, which is into a frictionless buying process: How do I make it as fast and easy... View Details
- 24 Oct 2017
- First Look
First Look at New Research and Ideas, October 24, 2017
Management Journal Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions By: Ramarajan, Lakshmi, Nancy Rothbard, and Steffanie Wilk Abstract—Across... View Details
Keywords: Sean Silverthorne
- 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
- 29 Sep 2009
- First Look
First Look: September 29
would acting in time, i.e., not waiting until politics demands action, make a difference? What should our policy actually be? We need to get energy policy right this time—Gallagher and her colleagues help lead the way. The Cost Structure, Customer Profitability, and... View Details
Keywords: Martha Lagace