Publications
Publications
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- All HBS Web
(2,928)
- Faculty Publications (521)
- January 1992
- Background Note
Managing Sales Interfaces: An Introduction
Concerns issues involved in coordinating sales efforts with product management and customer service activities. First, discusses environmental factors that increase integration requirements among these groups, and why these factors make the field sales force a crucial... View Details
- spring 1991
- Article
Breaking the Cycle of Failure in Services
By: Leonard A. Schlesinger and James Heskett
Most managers recognize that good service is a direct result of having effective, productive people in customer contact positions. However, most service companies perpetuate a cycle of failure by tolerating high turnover and expecting employee dissatisfaction. This... View Details
- March 1991 (Revised July 1993)
- Case
Kyocera Corp.
By: John P. Kotter
Examines the three factors critical to this company's remarkable success in the high tech field. The first factor is the founder, Dr. Inamori's powerful leadership. The second is the strong corporate culture or philosophy of the firm. The third element in Kyocera's... View Details
- November 1990
- Background Note
Common Agricultural Policy of the EC: An Agenda for the Nineties
By: Ray A. Goldberg
- October 1989 (Revised November 2006)
- Background Note
Channel Management
Written as an introduction to a module concerning channel management for the second-year MBA elective in Marketing Implementation. Discusses: 1) reasons for the growth of multichannel systems in marketing efforts, 2) key components and choices in channel management, 3)... View Details
Keywords: Marketing Channels
- October 1989 (Revised November 2006)
- Background Note
Managing Selling and the Salesperson
Written for a module in the Marketing Implementation course (a second-year elective in the MBA program). Provides a brief introduction to common issues involved in recruiting, training, compensating, and evaluating field salespeople. Also offers questions to consider... View Details
Keywords: Salesforce Management
- March 1989 (Revised October 1994)
- Case
Philip Morris Companies and Kraft, Inc.
Gives students the opportunity to explore the effect of substantial free cash flow on corporate acquisition and operating strategies. Students are also given the opportunity to extract information from the common stock prices of the participating firms. A variety of... View Details
- January 1989
- Background Note
Managing Information Technology: Organization and Leadership
By: James I. Cash Jr. and Thomas H. Davenport
Describes the organizational components of the typical IT organization in a large corporation. Points out common problems and issues for each component of the organization. Also addresses the leadership issues for the IT function, and focuses specifically on the Chief... View Details
- October 1988 (Revised October 1989)
- Background Note
Aspects of Marketing Organization: An Introduction
Discusses the typical strengths, vulnerabilities, and key management skills associated with three common forms of marketing organization: a product-focused organization, a market-focused organization, and a functionally-focused organization. It considers how the nature... View Details
Keywords: Marketing Strategy
- February 1987 (Revised September 1991)
- Background Note
Foreign Exchange Market, Background Note and Problem Set, The
By: W. Carl Kester and Richard P. Melnick
Discusses the background of the foreign exchange market. This includes information about the participants and how the market operates. The problem set verses students in the arithmetic in the many common foreign exchange problems such as calculating forward premium and... View Details
Keywords: Financial Markets
- February 1986 (Revised November 1992)
- Case
Novo Industri A/S--1981
By: W. Carl Kester and Glynn Ferguson
This small but rapidly growing Danish biochemical company must choose among several financing opportunities that include a convertible Eurobond, a rights offering in Denmark and an issue of new common shares in the United States. The case involves a broad range of... View Details
- 1985
- Working Paper
Sequential Innovation and Market Structure
By: Jerry R. Green and Jean-Jacques Laffont
This paper concerns the introduction of a sequence of new, higher-quality durable products in a market in which there already exists a lower-quality substitute. The product has the further attribute that a real resource cost is incurred at the time a higher-quality... View Details
- June 1983
- Article
A Comparison of Tournaments and Contracts
By: Jerry R. Green and Nancy Stokey
Tournaments, reward structures based on rank order, are compared with individual contracts in a model with one risk-neutral principal and many risk-averse agents. Each agent's output is a stochastic function of his effort level plus an additive shock term that is... View Details
- 1980
- Working Paper
Taxation and the Ex-dividend Day Behavior of Common Stock Prices
By: Jerry R. Green
The behavior of stock prices around ex-dividend days has been suggested as evidence for tax-induced clientele effects and as a means to estimate the average effective tax rate faced by investors. In this paper these possibilities are examined theoretically and... View Details
- November 1979 (Revised November 1979)
- Background Note
Background Note on the Common Agricultural Policy of the EEC
By: Ray A. Goldberg
- February 1979
- Background Note
Note on the Theory of Optimal Capital Structure
Examines the interrelationship between the maximization of the share value of a firm's common stock and the minimization of the firm's weighted average cost of capital. Presents a revised version of a case by J.W. Mullins, Jr. View Details
- March 1978 (Revised June 1983)
- Case
Kennecott Copper Corp.
Involves a $550 million cash tender offer by Kennecott Copper Corp. for all of the outstanding common shares of the Carborundum Corp. View Details
- September 1972 (Revised February 1984)
- Case
Blanchard Importing and Distribution Co., Inc.
By: Paul W. Marshall
Illustration of the two main types of errors resulting from use of the economic order quantity (EOQ) as a tool in production scheduling. Designed to permit class discussion to begin with a consideration of one common type of mistake, errors in calculation of the EOQ... View Details
- Research Summary
A Hippocratic Oath for Management
By: Nitin Nohria
The conduct of doctors is guided by the Hippocratic Oath, which provides a normative framework that shapes their identity and orientation towards society. In light of the diminished public trust in business managers, is it time for management to embrace its... View Details
- Research Summary
Capital Controls, Risk and Liberalization Cycles (joint with Fabio Kanczuk)
By: Laura Alfaro
We construct an Overlapping-Generations model where agents vote on whether to open or close the economy to international capital flows. Political decisions are shaped by the risk over capital and labor returns. In an open economy, the capitalists (old) completely hedge... View Details