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Show Results For
- All HBS Web
(765)
- News (145)
- Research (542)
- Events (1)
- Multimedia (1)
- Faculty Publications (205)
- Profile
Damali Brown
she applied and was accepted as a Fellow by Morgan Stanley, initiating a working relationship that began with a summer sales and training position and that led to five years of employment in various positions at the firm. Equated with... View Details
- 24 Aug 2016
- Research & Ideas
Can Obamacare Be Saved?
merger between Aetna and Humana, two of the largest health insurers in the United States. The 838,000 consumers who were insured by Aetna exchange plans in 2016 will be forced to select other public exchange plans or purchase individual... View Details
- 25 Feb 2022
- Blog Post
Climate Stories Episode #1: Kameale C. Terry
she said, have purchased electric vehicles. She believes that paying her staff a living wage is just good business. “We increase our retention rate by paying people enough to live on, enough so that they don’t require a second job.” She... View Details
- 20 Dec 2016
- Research & Ideas
The 10 Most Popular 'Cold Call' Podcasts
Madam C.J. Walker helped invent what have become staples of our modern country and economy: national sales forces, corporate social responsibility, and, yes, even basic haircare. Orphaned at age 8, married at 14, and widowed at 20 with a... View Details
Keywords: Re: Multiple Faculty
- 09 Jan 2014
- Research & Ideas
Excerpt: ’Fortune Tellers’
predictions. Some forecasters built sales forces to travel from office to office in lower Manhattan or in Boston and Chicago. Others sent their representatives to Rotary Clubs and churches in smaller cities... View Details
Keywords: by Walter A. Friedman
- 13 Mar 2019
- Blog Post
There's No Quick Shortcut to Success: Zorpads Takes Off
in New York City working as a healthcare consultant, and Wiegele, who spends his days working in product marketing for Hot Wheels in Los Angeles, credit their partnerships for allowing them the freedom to explore the creative side of this growing business. They brought... View Details
- 01 Oct 2002
- News
Andrew H. Tisch
company focused on improving its sales force and restoring retailers' confidence in the quality of an expanded and more fashionable product line. After five years, Bulova was breaking even; when Tisch left... View Details
- 19 Apr 2011
- First Look
First Look: April 19
saved customers money and their strong brands generated more traffic and sales but that most retailers, looking only at gross margins, missed this added value. Pepsi managers struggled to craft a strategy that would convince retailers to... View Details
Keywords: Sean Silverthorne
- 12 Apr 2018
- Op-Ed
Op-Ed: The Trouble with Tariffs
already the leading network infrastructure supplier globally, ahead of Cisco, Nokia, and Ericsson. It is a leader in optical network equipment, and has passed Apple in smartphone sales (outside the US, of course). In the US, it is... View Details
Keywords: by Willy C. Shih; Manufacturing; Auto; Steel; Air Transportation; Technology; Telecommunications
- 05 Nov 2012
- Research & Ideas
What Wall Street Doesn’t Understand About International Trade
on with X.” Global sales are critical to the success of most big businesses. In fact, for companies in the S&P 500, some 46 percent of sales came from outside the United States in 2011. "When nearly half... View Details
Keywords: by Carmen Nobel
- 27 Dec 2015
- Research & Ideas
The Most Popular Stories and Research Papers of 2015
healthy competition to increase patient value. Incentives versus Reciprocity: Insights from a Field Experiment (523) What are the most effective forms of sales force compensation? Findings provided by Doug... View Details
- 22 Feb 2016
- Research & Ideas
The ‘Mother of Fair Trade’ was an Unabashed Price Protectionist
was beginning to take hold in the 1920s. Chains and department stores opened across America, using volume sales to offer lower prices on a variety of goods. Gleason encountered competition from these chain stores as well as “pineboards,”... View Details
- 26 May 2003
- Research & Ideas
What Your Competition is Telling You
Competition keeps you hungry. It forces you to continually find new and more cost-effective solutions to business problems. Although there's nothing new in this insight, recent research suggests some often-overlooked ways in which... View Details
Keywords: by David Stauffer
- 01 Jul 2008
- First Look
First Look: July 1, 2008
and inside sales force have been very successful in finding and bringing in new customers, in part because of a laser-like focus on increasing its marketing ROI. As ScriptLogic looks towards its next phase... View Details
Keywords: Martha Lagace
- Profile
Michael O. Braimah
after graduating in 2007 and stayed for two years. "In an industry that's upside down," he says, "you're forced to draw on inner strengths." Teaching others, learning about himself After two years, "moving at... View Details
- Web
Financial Management of Smaller Firms - Course Catalog
strategies including approaches to sales force management in the context of a smaller firm. We also learn about the special problems that confront smaller business such as customer concentration and... View Details
- 20 Feb 2014
- News
Managing the World’s Trouble Spots
and philanthropy and executive director of the Mattel Children's Foundation, based in El Segundo, California.) “Business can be the greatest force for good on this planet.” At ExecWB, Goodwin and his team recruit for-profit partners to... View Details
Keywords: Jill Radsken
- 18 Nov 2010
- Research & Ideas
GM’s IPO: Back to the Future
decision by the Bush White House to provide more than $20 billion to GM, Chrysler, and their financial subsidiaries, the auto task force put together by President Obama managed a restructuring of both companies at a breathtaking pace.... View Details
- 01 Mar 2006
- News
The Real Conflict
prices are significantly lower than its competitors. Assuming the company’s prices are 8 percent lower — at the low end of the estimates from various studies summarized in a recent report by Global Insight — and applying that to Wal-Mart’s domestic View Details
- 12 Feb 2016
- Op-Ed
The Real Jobs Tragedy in the US: We've Lost the Skills
States economy maintained a steady pace in job growth of about 2 percent a year. The US labor force participation rate reflected that, growing robustly for the four decades from 1947 to 1997. Around 2001, both those indicators of the... View Details