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    • News  (181)
    • Research  (696)
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  • All HBS Web  (949)
    • People  (3)
    • News  (181)
    • Research  (696)
  • Faculty Publications  (231)
← Page 23 of 949 Results →
  • 18 Mar 2020
  • News

Leading Change

Feldman (MBA 1967), and Club President Higor Sales (MBA 2011). “Each event has been tailored to the specific focus of the alumni in each club. In D.C., policy is a central focus of the discussion around climate change.” Guided by Toffel,... View Details
  • 26 Jul 2010
  • Research & Ideas

Yes, You Can Raise Prices in a Downturn

customers willingly pay higher prices. The relevant readers are general managers responsible for a P&L, marketing and sales managers responsible for making product and selling decisions (including pricing), and people in operations... View Details
Keywords: by Sean Silverthorne; Retail; Consumer Products
  • 10 Mar 2021
  • News

Vision: A Unicorn Evolves

product sped up the process of creating and following up on sales pitches, which resulted in 10 times more meetings for GroupTalent’s two sales reps, Medina says. But the... View Details
Keywords: April White; entrepreneurship; technology; startups; leadership
  • 12 Nov 2013
  • First Look

First Look: November 12

by systematically increasing the rigor in the procurement process. Still skeptical, Sophia runs the process of systematically analyzing and comparing the competing firms' bids. This case also describes the View Details
Keywords: Sean Silverthorne
  • 18 Feb 2013
  • Research & Ideas

Breaking Through a Growth Stall

base. But many ventures simply partition markets based on what is identifiable and accessible via purchased customer lists, SIC codes, LinkedIn, Facebook, or the sheer number of cold calls. Sales may be made, but it's the result of a... View Details
Keywords: by Sean Silverthorne
  • October 1999 (Revised March 2000)
  • Case

HP Consumer Products Business Organization: Distributing Printers via the Internet

By: Rajiv Lal, Kirthi Kalyanam, Shelby Mc Intyre and Edie Prescott
In spring 1998, Pradeep Jotwani, vice president and general manager of the Consumer Products Business Organization of the Hewlett-Packard Co. (HP), was contemplating the increasing success of e-commerce and its implications for his division. The consumer products group... View Details
Keywords: Decision Choices and Conditions; Marketing Channels; Business Processes; Problems and Challenges; Partners and Partnerships; Sales; Business Strategy; Information Technology; Consumer Products Industry
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Lal, Rajiv, Kirthi Kalyanam, Shelby Mc Intyre, and Edie Prescott. "HP Consumer Products Business Organization: Distributing Printers via the Internet." Harvard Business School Case 500-021, October 1999. (Revised March 2000.)
  • 26 Apr 2004
  • Research & Ideas

A Clear Eye for Innovation

The Roman god Janus had two sets of eyes—one pair focusing on what lay behind, the other on what lay ahead. General managers and corporate executives should be able to relate. They, too, must constantly look backward, attending to the products and View Details
Keywords: by Charles A. O'Reilly III & Michael L. Tushman

    Richard M. Schulze

    Schulze transformed his small Sound of Music electronic store into an electronics retailing giant – Best Buy. Schulze introduced mass-merchandising techniques to the electronics marketplace and helped to transform the shopping process... View Details
    Keywords: Retail
    • Person Page

    Media

    Media

    This lists media reports covering my firm dollarDEX Investments or me (or my colleagues), or columns written by me (or my colleagues). There are all... View Details

    • 26 Oct 2017
    • News

    Can Farming Save the Planet?

    Wiviott, noting that SFP can document up to 30 tons per hectare of carbon dioxide capture at its farms. In addition to capturing carbon dioxide, organic farming cuts down on demand for artificial, petroleum-based fertilizers. “This is the only thing I’ve ever seen... View Details
    Keywords: Constantine von Hoffman; Organic farming; Support Activities for Agriculture and Forestry; Agriculture
    • 01 Sep 2015
    • News

    Research Brief: Bankruptcy as a Better—Not Bitter—End

    Are big banks using bankruptcy as a bullying tactic? A recent report by the American Bankruptcy Institute suggested that a longtime—and increasingly popular—mechanism in the US code that allows for expedited, less-democratic asset sales... View Details
    Keywords: Erin Peterson
    • 25 Apr 2017
    • First Look

    First Look at New Research, April 25

    (shortest expected processing time). Moreover, they exercise more discretion as they accumulate experience. Exploiting random assignment of tasks to doctors’ queues, instrumental variable models reveal that these deviations erode... View Details
    Keywords: Sean Silverthorne
    • 05 Dec 2006
    • First Look

    First Look: December 5, 2006

    best help the company make the transition. Fusilier's new solutions strategy has made the decision that much more difficult. Under this model, the company must revamp its incentives, training, and processes for deploying the View Details
    Keywords: Sean Silverthorne
    • 19 Nov 2001
    • Research & Ideas

    Wrapping Your Alliances In a World Wide Web

    costs, and enabled businesses to form mutually beneficial alliances.Once two or more companies agree to do business with each other on activities beyond simple procurement, they again face a challenge in executing many joint processes as... View Details
    Keywords: by Andrew McAfee
    • 05 Mar 2013
    • First Look

    First Look: March 5

    focuses on scaling a venture's sales process and provides a methodology for identifying core customers and some implications for governance criteria and potential product changes as well as View Details
    Keywords: Sean Silverthorne
    • 01 Jun 2019
    • News

    Case Study: Mind the Gap

    that you would hail an Uber ride,” Berendt says. Software houses across Europe meanwhile will be able to grow their sales pipeline, access new markets, and create economic opportunities locally. The Question: With $5 million in seed... View Details
    Keywords: Architectural, Engineering, and Related Services; Professional Services
    • 21 Mar 2011
    • Research & Ideas

    Are We Thinking Too Little, or Too Much?

    tell people whether they're thinking the right way, but just to get them thinking, 'I'm supposed to be making a decision right now-am I thinking too little about this, or am I thinking too much?' Both of those could lead to mistakes.” For example, in choosing laptop... View Details
    Keywords: by Carmen Nobel
    • 04 Oct 2004
    • What Do You Think?

    Does Speed Trump Intellectual Property?

    Summing Up This month's column, in the eyes of several respondents, represents the struggle of competitive strategies based on process versus product. When seen in this light, the triumph of speed over ideas, which many see as a reality,... View Details
    Keywords: by James Heskett
    • 11 Oct 2004
    • Research & Ideas

    Four Ways to Create Lasting Change

    Many managers know that even when their firm launches a change initiative with great fanfare, it is tough to make the changes last. More often than not, employees wearily dismiss the initiative as another management fad. Soon enough, View Details
    Keywords: by Martha Lagace
    • 22 Dec 2003
    • Research & Ideas

    Why Negotiation is Like Jazz

    Substantive information, which concerns facts or perceptions underlying the negotiation. Procedural information, which helps you understand, manage, and advance the process of negotiating. At the macro level, like a composer learning how... View Details
    Keywords: by Kathleen L. McGinn
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