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- All HBS Web (950)
- Faculty Publications (232)
- 05 Oct 2022
- News
Inside the Chip Shortage
says, adding that demand will continue to grow for applications in cars, robots, manufacturing, and health care. Semiconductors are the tools that make it possible to process data, which makes them foundational to modern technology. Most... View Details
- 24 Apr 2014
- News
Leading a battle against corruption, a force that slows economic development
efforts are having a real impact, with fewer allegations of corruption appearing in the media. Companies with low anti-corruption efforts, while enjoying faster sales growth in corrupt markets, have lower profit margins and return on... View Details
- 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
- 12 Jul 2010
- Research & Ideas
Rocket Science Retailing: A Practical Guide
The New Science of Retailing: How Analytics Are Transforming the Supply Chain and Improving Performance (Harvard Business Press). As a practical guide, The New Science of Retailing helps retailers mine their sales data to identify and... View Details
- 11 Feb 2008
- Research & Ideas
Does Democracy Need a Marketing Manager?
Very little scholarship has been done around the subject of marketing and democracy. In fact, many believe that politics needs less marketing. Harvard Business School professor John A. Quelch and research associate Katherine E. Jocz see it differently. What the View Details
Keywords: by Sean Silverthorne
- 25 Aug 2015
- First Look
First Look Tuesday
foreign officials, and the packaging and sale of toxic securities to naïve investors-require ethically problematic judgments and behaviors. However, dominant models of workplace unethical behavior fail to account for what we have learned... View Details
- 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
- 14 Jul 2003
- Research & Ideas
Keeping Your Balance With Customers
four-component processes of the Customer Management theme—customer selection, acquisition, retention, and growth—demonstrating their importance in maximizing customer value and, ultimately, in value creation itself.Customer management... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 25 Jul 2017
- First Look
First Look at New Research and Ideas: July 25, 2017
doctrine, this essay proposes a synthesizing principle: if the deal process involves an adequate market canvass, meaningful price discovery, and an arms-length negotiation, then there should be a strong presumption that the deal price... View Details
Keywords: Carmen Nobel
- 22 Apr 2008
- First Look
First Look: April 22, 2008
it. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=708044 EFI, Inc. (A) Harvard Business School Case 508-044 EFI has a unique sales compensation challenge. They cannot allocate View Details
Keywords: Martha Lagace
- 29 Apr 2008
- First Look
First Look: April 29, 2008
to the idea that Sales and Marketing should each play a role in each phase of the process from e-mail marketing solutions right through to the close. That is, they argue that the two functions are best... View Details
Keywords: Martha Lagace
- 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
- 29 May 2006
- Research & Ideas
Why CEOs Are Not Plug-and-Play
extraordinary growth. When he joined Stanley Works, the company had emerged from a period of expansion and, with sales flattening, had to shift its focus to cost control, a type of expertise Trani lacked. Three years into his tenure, he... View Details
- 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
- 23 Jan 2020
- News
Bringing Education Back Home
we attracted 180 students. By now we have over 1,200 students, from elementary school to college. “The way we modeled the school was about getting the students engaged in the learning process and discussing things, which was pretty much... View Details
Keywords: Educational Services
- 04 Feb 2025
- Blog Post
Leadership with Purpose: Redefining Success & Impact with Satpal Singh (SELP—India 4, 2019)
processes and frameworks, focusing instead on authenticity and the values that define impactful leadership. My career before HBS had been driven by extensive execution and deep functional expertise. I had been fortunate to work in various... View Details
- 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
- 21 Oct 2014
- First Look
First Look: October 21
literature when it comes to linking sales efforts with strategy. Part 1 of this book provides data indicating how and why sales remain (by far) the biggest part of strategy implementation in most firms, the... View Details
Keywords: Sean Silverthorne
- 09 Jan 2006
- Research & Ideas
What Really Drives Your Strategy?
Professor Bower, since 1970 you have articulated views on the resource allocation process and how it fundamentally shapes corporate strategy. Could you give us a brief overview of the resource allocation process? Bower: Organizations of... View Details
Keywords: by Martha Lagace
- 23 Jan 2007
- First Look
First Look: January 23, 2007
plan. Store managers, following this change, directed less attention to the prevention of inventory shrinkage and more toward sales-generating activities and made different process choices within the store. We observed increases in the... View Details
Keywords: Martha Lagace