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Show Results For
- All HBS Web
(2,099)
- People (15)
- News (721)
- Research (683)
- Events (5)
- Multimedia (100)
- Faculty Publications (249)
- Article
Sales Managers Must Manage
A common complaint from C-level executives about their sales colleagues concerns the latter’s ability to manage, not sell. Nearly every firm has examples of successful salespeople who are poor managers because they persist in their behaviors as reps rather than... View Details
Cespedes, Frank V. "Sales Managers Must Manage." Top Sales Magazine (February 2019).
- 2013
- Chapter
Market Imperfections and Sustainable Competitive Advantage
By: Felix Oberholzer-Gee and Dennis Yao
This chapter reviews the main theories in strategic management that seek to explain persistent differences in profitability across companies. We argue that these differences are ultimately explained by market imperfections. Studying differences in financial performance... View Details
Keywords: Strategic Management; Market Imperfections; Five Forces Framework; Competitive Advantage; Profit
Oberholzer-Gee, Felix, and Dennis Yao. "Market Imperfections and Sustainable Competitive Advantage." Chap. 12 in Oxford Handbook of Managerial Economics, by Christopher R. Thomas and William F. Shughart II, 262–277. Oxford University Press, 2013.
- Article
Managing a Polarized Workforce: How to Foster Debate and Promote Trust
By: Julia A. Minson and Francesca Gino
One of the toughest challenges leaders face is managing diverse perspectives—and given heightened tensions over politics and movements such as #MeToo and Black Lives Matter, that’s more difficult today than ever before. At the same time, productive disagreement and... View Details
Keywords: Polarization; Employees; Perspective; Interpersonal Communication; Organizational Culture; Trust
Minson, Julia A., and Francesca Gino. "Managing a Polarized Workforce: How to Foster Debate and Promote Trust." Harvard Business Review 100, no. 2 (March–April 2022): 63–71.
- November 22, 2022
- Article
Why Startups Should Embrace Radical Transparency
After high-profile startup failures like FTX or Theranos, investors, employees, customers, and policymakers all ask what might have been done differently to ensure accountability and prevent mismanagement. But startup founders should join that list: It’s in their... View Details
Bussgang, Jeffrey J. "Why Startups Should Embrace Radical Transparency." Harvard Business Review (website) (November 22, 2022).
- Article
Predictions, Prophets, and Restarting Your Business
The first task of crisis management is a reasonably accurate view of the current situation and how it might evolve. There are many predictions about so-called “new normal” as a result of the semi-enforced social distancing necessitated by the coronavirus. But most are... View Details
Cespedes, Frank V. "Predictions, Prophets, and Restarting Your Business." Harvard Business School Working Knowledge (May 4, 2020).
- August 2014
- Technical Note
Conjoint Analysis: A Do it Yourself Guide
By: Elie Ofek and Olivier Toubia
Conjoint Analysis has become one of the most commonly used quantitative market research methods. It has been successfully employed across a wide variety of industries to quantify consumer preferences for products and services. This technical note is intended to provide... View Details
Keywords: Market Research; Conjoint Analysis; Consumer Preferences; Segmentation; Product Development; Demand Measurement; Demand and Consumers; Analysis; Markets
Ofek, Elie, and Olivier Toubia. "Conjoint Analysis: A Do it Yourself Guide." Harvard Business School Technical Note 515-024, August 2014.
- January 1992 (Revised August 1992)
- Case
Lexon Corp. (A)
By: Lynn S. Paine
A general manager at Lexon Computer Corp. must decide whether interception and surveillance of employees' e-mail is acceptable company practice, and whether to follow the advice of his computer operations manager who wants to fire the person who complained that the... View Details
Keywords: Information; Rights; Managerial Roles; Interpersonal Communication; Employee Relationship Management; Ethics; Computer Industry
Paine, Lynn S. "Lexon Corp. (A)." Harvard Business School Case 392-071, January 1992. (Revised August 1992.)
- 12 Nov 2020
- News
Commutes
- 2018
- Chapter
Behavioral Household Finance
By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
This chapter provides an overview of household finance. The first part summarizes key facts regarding household financial behavior, emphasizing empirical regularities that are inconsistent with the standard classical economic model and discussing extensions of the... View Details
Keywords: Personal Finance; Global Range; Household; Behavior; Strategy; Governing Rules, Regulations, and Reforms; Product Design; Welfare
Beshears, John, James J. Choi, David Laibson, and Brigitte C. Madrian. "Behavioral Household Finance." In Handbook of Behavioral Economics: Foundations and Applications 1, edited by B. Douglas Bernheim, Stefano DellaVigna, and David Laibson, 177–276. Amsterdam: Elsevier, 2018.
- June 2008 (Revised July 2008)
- Case
How Serial Entrepreneurs Build and Manage a Board of Directors in a Venture-Backed Start Up
By: Michael J. Roberts, William A. Sahlman and Sasha Novakovich
This case includes structured interviews with four serial entrepreneurs about the way in which they built and used their boards in each of their companies and what they have learned through that process. These entrepreneurs were asked similar questions, such as "How do... View Details
Roberts, Michael J., William A. Sahlman, and Sasha Novakovich. "How Serial Entrepreneurs Build and Manage a Board of Directors in a Venture-Backed Start Up." Harvard Business School Case 808-163, June 2008. (Revised July 2008.)
- December 1998
- Case
Casto Travel
By: Thomas J. DeLong and Susan Harmeling
Maryles Casto had the vision to build the largest travel agency in Silicon Valley, mirroring the growth pattern of the entire area. In 1997 the travel business changed dramatically as airlines chose not to pay travel agencies the fees they once did. Simultaneously, the... View Details
Keywords: Entrepreneurship; Finance; Internet and the Web; Change Management; Markets; Travel Industry
DeLong, Thomas J., and Susan Harmeling. "Casto Travel." Harvard Business School Case 899-120, December 1998.
Higher Ambition
Meeting the new standard for leadership. Higher Ambition is required reading for every leader who refuses to compromise between people and performance. Choosing one or the other may have worked in the past, but it won't work now. As global competition stiffens and... View Details
- 11 Oct 2021
- News
The Science of Building Trust with Clients for Consultants
- December 16, 2021
- Article
Avoid a One-Size-Fits-All Approach to Sales Coaching
Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others demonstrate capability but seemingly lack motivation or effort. Good coaching helps to clarify... View Details
Cespedes, Frank V. "Avoid a One-Size-Fits-All Approach to Sales Coaching." Harvard Business Review Digital Articles (December 16, 2021).
- 15 Jul 2022
- News
How Fintech Can Deliver on Its Social Impact Promises
- 03 Apr 2014
- HBS Seminar
Michael Kremer, Harvard University
- 13 May 2008
- First Look
First Look: May 13, 2008
Working PapersSome Neglected Axioms in Fair Division Author:John W. Pratt Abstract Conditions one might impose on fair allocation procedures are introduced. Nondiscrimination requires that agents share an item in proportion to their entitlements if they receive... View Details
Keywords: Martha Lagace
- Research Summary
Top Management Teams
Michael Roberto is studying how senior management teams function, and how chief executives lead these teams effectively. Many chief executives can identify their top management team, but this set of executives does not necessarily perform critical tasks and make... View Details
- 2014
- Working Paper
Adding Value Through Venture Capital in Latin America and the Caribbean
By: Josh Lerner, Ann Leamon, James Tighe and Susana Garcia-Robles
Venture capital (VC) investment has long been recognized as an engine for economic growth and development. Unlike bank loans, where the entrepreneur receives money and is left alone as long as the payments arrive on the pre-arranged schedule, venture capital... View Details
Lerner, Josh, Ann Leamon, James Tighe, and Susana Garcia-Robles. "Adding Value Through Venture Capital in Latin America and the Caribbean." Harvard Business School Working Paper, No. 15-024, October 2014.