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  • 21 Feb 2017
  • First Look

First Look at New Research: February 21

forthcoming Princeton, NJ: Princeton University Press The Language of Global Success: How a Common Tongue Transforms Multinational Organizations By: Neeley, Tsedal Abstract—For nearly three decades, English has been the lingua franca of... View Details
Keywords: Carmen Nobel
  • September 2007 (Revised November 2007)
  • Case

Bunge: Food, Fuel, and World Markets

By: Tarun Khanna, Santiago Mingo and Jonathan West
In 2007, Bunge, an agribusiness company, had over $26 billion in worldwide sales and was considered, along with Cargill and Archer Daniels Midland (ADM), one of three very integrated worldwide agribusiness companies. Headquartered in White Plains, NY, the company has... View Details
Keywords: Globalized Firms and Management; Operations; Organizational Design; Situation or Environment; Strategy; Agriculture and Agribusiness Industry; White Plains; Brazil
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  • 04 May 2021
  • Book

Best Buy: How Human Connection Saved a Failing Retailer

In 2019, a three-year-old boy walked with his mother into a Florida Best Buy store, clutching a toy dinosaur that Santa had given him for Christmas. Only, the dinosaur’s head had broken, and now tears were streaming down the boy’s face as his mother explained to two... View Details
Keywords: by Michael Blanding; Retail
  • 25 Jan 2021
  • Book

In a Nutshell, Why American Capitalism Succeeded

How did the United States become the world’s center of business growth following its founding in 1776? Surely a number of nations had powerful natural resources, stable financial and legal institutions, and dynamic entrepreneurs over that same span. Why was American... View Details
Keywords: by Sean Silverthorne; Manufacturing
  • 06 Jun 2016
  • Research & Ideas

Skills and Behaviors that Make Entrepreneurs Successful

the successful management of all financial aspects of a business venture. Sales. Measures skills and behaviors needed to build an effective sales organization and sales channel... View Details
Keywords: by HBS Working Knowledge
  • 01 Nov 2017
  • What Do You Think?

What Are the Real Lessons of the Wells Fargo Case?

Fargo was asking its sales force to sell 8 products (‘Going for gr-eight’) to customers that needed fewer products.” This was coupled, as Thomas Dean put it, “with high, high pressure on line employees to perform or be fired.” Hamad... View Details
Keywords: by James Heskett; Banking
  • January 1985 (Revised June 1993)
  • Case

Turner Construction Co.

By: Frank V. Cespedes
In June, 1984, a vice president at Turner Construction Co. must decide whether to approve a construction project being considered by one of Turner's territorial offices and how to manage that territory general manager's apparent reluctance to pursue another account... View Details
Keywords: Organizational Structure; Projects; Market Entry and Exit; Integration; Contracts; Marketing Strategy; Sales; Business or Company Management; Business Offices; Geographic Location; Construction Industry
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  • 19 Jan 2016
  • First Look

January 19, 2016

forthcoming Cambridge, MA: MIT Press Revolutionizing Innovation: Users, Communities, and Open Innovation By: Harhoff, Dietmar, and Karim R. Lakhani, eds. Abstract—The last two decades have witnessed an extraordinary growth of new models of managing and View Details
Keywords: Sean Silverthorne
  • 28 Sep 2011
  • Research & Ideas

The Profit Power of Corporate Culture

concept," he says. "Its impact on profit can be measured and quantified." Heskett finds that as much as half of the difference in operating profit between organizations can be attributed to effective cultures. Why? "We... View Details
Keywords: by Sean Silverthorne
  • 05 Feb 2013
  • First Look

First Look: Feb. 5

  PublicationsIn Search of the Self at Work: Young Adults' Experiences of a Dual Identity Organization Authors:Anteby, Michel, and Amy Wrzesniewski Publication:Research in Sociology of Work Abstract Purpose: Multiple forces that shape the... View Details
Keywords: Sean Silverthorne
  • 22 Jul 2002
  • Research & Ideas

Is Performance-Based Pricing the Right Price for You?

Because pricing is such a difficult and complex arena, it has confounded sales and marketing executives and scholars for centuries. In no other marketing element is the two-sided conflict and cooperation nature of the buyer-seller... View Details
Keywords: by Benson Shapiro; Manufacturing
  • 02 Mar 2012
  • HBS Seminar

Joe Lassiter/Gordon Jones, Harvard Business School/Harvard University

  • 01 Sep 2023
  • News

Money Does Grow on (Family) Trees

stories of his great-grandmother Georgia Joyner, a sales agent for Madam C.J. Walker, the Black entrepreneur considered to be the first female self-made millionaire in the United States, and his great-great-great grandfather William... View Details
Keywords: April White; Illustrations by Fabio Consoli; News, Library, Internet, and Other Services; Information
  • 18 Jul 2023
  • Research & Ideas

Will Global Demand for Oil Peak This Decade?

Is the globe’s thirst for oil finally topping out? A major international energy watcher says yes, predicting last month that demand for global oil for transport will peak around 2026, plateau for all uses by 2028, and possibly hit a zenith by the end of the decade.... View Details
Keywords: by Alvin Powell, Harvard Gazette; Energy; Industrial Products; Auto; Green Technology
  • 22 Mar 2010
  • Research & Ideas

One Strategy: Aligning Planning and Execution

deep culture of direct sales to corporate customers, the company was slow to take advantage of a rapidly emerging consumer market—at least until founder Michael Dell returned to shake things up. "Our past is littered with firms that... View Details
Keywords: by Sean Silverthorne; Video Game; Web Services
  • November–December 2020
  • Article

Dancing with Giants: How Small Women-and Minority- Owned Firms Use Soft Power to Manage Asymmetric Relationships with Larger Partners

By: Kisha Lashley and Timothy G. Pollock
We explore how minority- and women-owned suppliers lacking hard power manage asymmetric relationships with larger, more powerful buyers in the context of supplier diversity relationships. We examine how these suppliers create and use soft power to manage the... View Details
Keywords: Women-owned Businesses; Minority-owned Businesses; Soft Power; Buyer-supplier Relationshships; Cognitive Centrality; Hard Power; Influencers; Supplier Diversity; Small Business; Relationships; Sales
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  • 16 Feb 2010
  • Research & Ideas

The Outside-In Approach to Customer Service

Reorganize for Resilience: Putting Customers at the Center of Your Business (Harvard Business Press). Gulati, whose research explores leadership and strategic challenges for building high growth organizations in turbulent markets, is the... View Details
Keywords: by Sarah Jane Gilbert; Consumer Products
  • 15 Nov 2022
  • Book

Stop Ignoring Bad Behavior: 6 Tips for Better Ethics at Work

which publishes in November, can provide important lessons for business people in an era where consumers expects companies to behave responsibly more than ever. Enabling unethical behavior In the case of Purdue Pharma, McKinsey advised Purdue on boosting View Details
Keywords: by Pamela Reynolds
  • Web

Technology & Innovation - Faculty & Research

Technology & Innovation Technology & Innovation December 2014 Article The Distinct Effects of Information Technology and Communication Technology on Firm Organization By: Nicholas Bloom, Luis Garicano, Raffaella Sadun and John Van Reenen... View Details
  • 14 Feb 2023
  • HBS Case

Is Sweden Still 'Sweden'? A Liberal Utopia Grapples with an Identity Crisis

any other country in Europe. The Organization for Economic Cooperation and Development says the country is now home to 1.3 million foreign-born residents, 14 percent of the country’s total. Sweden has also opened its doors to more than... View Details
Keywords: by Lane Lambert