Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
  • Research
    • Research
    • Publications
    • Global Research Centers
    • Case Development
    • Initiatives & Projects
    • Research Services
    • Seminars & Conferences
    →
  • Publications→

Publications

Publications

Filter Results: (1,839) Arrow Down
Filter Results: (1,839) Arrow Down Arrow Up

Show Results For

  • All HBS Web  (1,839)
    • News  (626)
    • Research  (1,122)
    • Multimedia  (13)
  • Faculty Publications  (343)

Show Results For

  • All HBS Web  (1,839)
    • News  (626)
    • Research  (1,122)
    • Multimedia  (13)
  • Faculty Publications  (343)
← Page 25 of 1,839 Results →
  • 08 Jul 2014
  • First Look

First Look: July 8

conditions after the employee has accepted the contract-with no future employment) does lead to higher effort for the duration of the job. Targeted gifts are more efficient than hiring more workers. However, the mechanism makes this... View Details
Keywords: Carmen Nobel
  • September 1994 (Revised October 2002)
  • Case

Citibank: Launching the Credit Card in Asia Pacific (A)

By: V. Kasturi Rangan
Consumer Bank pondered the possibilities of launching a credit card in the Asia Pacific region. The bank's New York headquarters, and several of its country managers in the region, were not enthusiastic. But others were supportive because of the opportunity to expand... View Details
Keywords: Product Launch; Service Operations; Value Creation; Customer Focus and Relationships; Trade; Business Strategy; Expansion; Laws and Statutes; Banking Industry; Asia; New York (city, NY)
Citation
Educators
Purchase
Related
Rangan, V. Kasturi. "Citibank: Launching the Credit Card in Asia Pacific (A)." Harvard Business School Case 595-026, September 1994. (Revised October 2002.)
  • 21 Nov 2023
  • Op-Ed

The Beauty Industry: Products for a Healthy Glow or a Compact for Harm?

In my recently published book Deeply Responsible Business, I write about business leaders since the 19th century who have acted responsibly, often by putting the welfare of their communities above the idea of maximizing profits. I make a sharp distinction between... View Details
Keywords: by Geoffrey Jones; Beauty & Cosmetics
  • 07 Aug 2012
  • Working Paper Summaries

Financial vs. Strategic Buyers

Keywords: by Marc Martos-Vila, Matthew Rhodes-Kropf & Jarrad Harford
  • March 2014
  • Teaching Note

Andrew Sullivan and Faraway Ltd.

By: Frank V. Cespedes
Andrew Sullivan is an entrepreneur with an innovative product and impending sales calls on two important retail buyers. The (A) case provides information about Sullivan, his business, and the economics of his business model. The (B) and (C) cases provide information... View Details
Keywords: Sales; Marketing; Entrepreneurship; Retail Industry; Consumer Products Industry; England
Citation
Purchase
Related
Cespedes, Frank V. "Andrew Sullivan and Faraway Ltd." Harvard Business School Teaching Note 814-101, March 2014.
  • Web

The Founding of U.S. Steel and the Power of Public Opinion | Baker Library | Bloomberg Center | Harvard Business School

Corporation with a Soul. Garden City, NY: Doubleday, Page & Company, 1921. American Iron and Steel Institute. The Men Who Make Steel. New York: American Iron and Steel Institute, 1936. American Iron and Steel Institute. The Men Who View Details
  • Web

Finance - Faculty & Research

Economics in 1997, to John Lintner who co-created the Capital Asset Pricing Model and made significant contributions to dividend policy , and Gordon Donaldson whose work helped shape the field of corporate finance . We strive to understand how managers and firms View Details
  • 16 May 2023
  • HBS Case

How KKR Got More by Giving Ownership to the Factory Floor: ‘My Kids Are Going to College!’

One thing that stuck with Pete Stavros from the dinner-table conversations of his youth was that capitalism seemed fundamentally broken for his father, who earned an hourly wage working construction. The incentive was not there for Stavros’ dad and his peers to try to... View Details
Keywords: by Avery Forman
  • March 2022
  • Article

When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms

By: Elizabeth A. Keenan, Anne V. Wilson and Leslie K. John
When trying to make a good impression on consumers through charitable giving, is it better for brands to maximize the overall dollars they donate or how much they give in relative terms; for example, the proportion of profits? Across five studies we show that consumers... View Details
Keywords: Cause-related Marketing; Charitable Donations; Generosity; Altruism; Philanthropy and Charitable Giving; Brands and Branding; Consumer Behavior
Citation
Find at Harvard
Related
Keenan, Elizabeth A., Anne V. Wilson, and Leslie K. John. "When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms." Marketing Letters 33, no. 1 (March 2022): 31–43.
  • 26 Jul 2010
  • Research & Ideas

Yes, You Can Raise Prices in a Downturn

higher prices," says Frank V. Cespedes, a senior lecturer at Harvard Business School, who spent 12 years running a professional services firm. That's right. Higher prices, not lower. “Competing on price is ultimately a bet on your... View Details
Keywords: by Sean Silverthorne; Retail; Consumer Products
  • Article

Four Ways to Build a Productive Sales Culture

By: Frank V. Cespedes and Steven Maughan
This article distinguishes sales efficiency (SE) initiatives (e.g., CRM, training, and KPI dashboards) from sales optimization (SO) decisions (e.g., aligning sales tasks with business strategy, customer selection, and deployment of sales resources across... View Details
Keywords: Strategy; Sales
Citation
Related
Cespedes, Frank V., and Steven Maughan. "Four Ways to Build a Productive Sales Culture." Top Sales Magazine (July 14, 2015), 15–17.
  • November 2014 (Revised February 2016)
  • Case

DoubleDutch

By: Frank V. Cespedes and Matthew G. Preble
Lawrence Coburn and Pankaj Prasad, co-founders of the event solution startup DoubleDutch, have to make a significant decision about their young company's sales function. DoubleDutch's key product was a mobile application (app) and event management platform that... View Details
Keywords: Sales Management; Selling; Marketing Management; Strategy Implementation; Business Marketing; Sales Force Management; Salesforce Management; Marketing; Sales; Marketing Strategy; Strategy; Entrepreneurship; Business Startups; Technology Industry; United States; Europe; Asia
Citation
Educators
Purchase
Related
Cespedes, Frank V., and Matthew G. Preble. "DoubleDutch." Harvard Business School Case 815-044, November 2014. (Revised February 2016.)

    Arthur I Segel

    View Details
    Keywords: federal government; real estate
    • 31 Jan 2022
    • Research & Ideas

    Where Can Digital Transformation Take You? Insights from 1,700 Leaders

    to know their customers like never before. Rather than expecting customers to buy whatever a company sells, the most successful companies proactively anticipate and discover customers’ problems and desires and innovate accordingly.... View Details
    Keywords: by Linda A. Hill, Ann Le Cam, Sunand Menon, and Emily Tedards
    • 07 Nov 2023
    • News

    Love and Money

    people have, which is, no money can't buy love or no, of course, money can't buy happiness. But I think about it as much more complex than that. I think that money can help you View Details
    • 06 Sep 2011
    • Research & Ideas

    How Small Wins Unleash Creativity

    All good managers understand the importance of making sure that every member of a team feels personally motivated and necessary throughout the workday, lest their work should stagnate and suffer. But what's the key to igniting creativity,... View Details
    Keywords: by Carmen Nobel
    • August 2017 (Revised September 2018)
    • Case

    Audubon in 2017: The Turnaround

    By: V. Kasturi Rangan
    The case briefly describes the 112-year history of the organization and focuses particularly on the changes wrought by its new leader David Yarnold who was brought in by the board in 2010. Under Yarnold's leadership the organization went through two strategic plans... View Details
    Keywords: Nonprofit Strategy; Change Management; Change; Leadership; Nonprofit Organizations; Strategy; Transformation
    Citation
    Educators
    Purchase
    Related
    Rangan, V. Kasturi. "Audubon in 2017: The Turnaround." Harvard Business School Case 518-025, August 2017. (Revised September 2018.)
    • June 2007 (Revised April 2009)
    • Case

    Intel 2006: Rising to the Graphics Challenge

    By: Willy C. Shih and Elie Ofek
    Examines the evolution of the PC hardware industry over the span of two and a half decades. The open architecture design of the IBM Personal Computer followed by the rapid appearance of clones drove a high level of standardization and modularity in the industry, and... View Details
    Keywords: History; Customer Value and Value Chain; Decision Choices and Conditions; Information Infrastructure; Competitive Strategy; Mergers and Acquisitions; Technology Industry
    Citation
    Educators
    Purchase
    Related
    Shih, Willy C., and Elie Ofek. "Intel 2006: Rising to the Graphics Challenge." Harvard Business School Case 607-136, June 2007. (Revised April 2009.)
    • 25 Sep 2006
    • Research & Ideas

    How Software Platforms Revolutionize Business

    springboards that allow specialized producers to leverage their infrastructure and create new innovations and by bringing digital technology to a wide variety of sectors and users, again by providing flexible infrastructures that make it... View Details
    Keywords: by Sean Silverthorne; Video Game; Web Services
    • 20 Nov 2007
    • First Look

    First Look: November 20, 2007

    example of cutting-edge practice in private equity. The first of a two-part series on the Hertz LBO, adopts the perspective of Clayton, Dubilier & Rice, the leader of a private equity consortium bidding to buy Hertz from Ford in an... View Details
    Keywords: Martha Lagace
    • ←
    • 25
    • 26
    • …
    • 91
    • 92
    • →
    ǁ
    Campus Map
    Harvard Business School
    Soldiers Field
    Boston, MA 02163
    →Map & Directions
    →More Contact Information
    • Make a Gift
    • Site Map
    • Jobs
    • Harvard University
    • Trademarks
    • Policies
    • Accessibility
    • Digital Accessibility
    Copyright © President & Fellows of Harvard College.