Publications

Publications

Filter Results: (9,669) Arrow Down
Filter Results: (9,669) Arrow Down Arrow Up

Show Results For

Show Results For

← Page 255 of 9,669 Results →
  • Article

Buyer-Initiated vs. Seller-Initiated Information Revelation

Sales presentations are the core of the selling process where salespeople provide information to prospects. One challenge is that the amount of information available to be potentially communicated may exceed salespeople's ability to communicate or customers' ability to... View Details
Keywords: Information; Quality; Marketing Communications; Game Theory; Sales
Related
  • October 2007
  • Article

The Art of Designing Markets

By: Alvin E. Roth
Traditionally, markets have been viewed as simply the confluence of supply and demand. But to function properly, they must be able to attract a sufficient number of buyers and sellers, induce participants to make their preferences clear, and overcome congestion by... View Details
Keywords: Market Design; Market Participation; Market Transactions; Information Technology; Internet and the Web
Related
  • 14 Feb 2018
  • HBS Seminar

Ruomeng Cui, Emory University

    The Challenge of Maintaining Passion for Work Over Time

    Passion for work is highly coveted, but many employees report struggling to maintain their passion over time. In the current research, we explain the challenge of pursuing passion by conceptualizing passion as an attribute with temporal variation. Viewed through... View Details

      Design-Based Confidence Sequences: A General Approach to Risk Mitigation in Online Experimentation.

      Randomized experiments have become the standard method for companies to evaluate the performance of new products or services. In addition to augmenting managers' decision-making, experimentation mitigates risk by limiting the proportion of customers exposed to... View Details
      • 22 Feb 2021
      • Book

      Reaching Today's Omnichannel Customer Takes a New Sales Strategy

      companies were overpaying for some tasks, especially lead generation, demos, and certain types of meetings—many of which can be accomplished with either less expensive people or, sometimes, algorithms. Senz: What's the most important... View Details
      Keywords: by Kristen Senz
      • 06 Jun 2017
      • First Look

      First Look at New Research and Ideas: June 6, 2017

      policy debate. Positive aggregate productivity gains are often attributed to within-firm productivity improvement; however, an alternative, less emphasized explanation is between-firm selection and market reallocation, whereby competition from multinationals View Details
      Keywords: Sean Silverthorne
      • 23 Feb 2010
      • First Look

      First Look: Feb. 23

      leading players in these clusters are multi-location firms that organize and integrate knowledge across sites worldwide. Strong internal links across locations allow these firms to leverage knowledge for competitive advantage without... View Details
      Keywords: Martha Lagace
      • January 2006 (Revised July 2016)
      • Case

      Gordon Bethune at Continental Airlines

      By: Nitin Nohria, Anthony Mayo and Mark Benson
      A $385 million loss for the final months of fiscal year 1994 signaled Continental might go bankrupt. Could new CEO Gordon Bethune turn Continental around? Continental was in dire straits because the deregulation of the commercial airline industry in 1978 ushered in a... View Details
      Keywords: Transformation; Insolvency and Bankruptcy; Profit; Leading Change; Organizational Change and Adaptation; Performance Improvement; Labor and Management Relations; Air Transportation Industry
      Related
      • Web

      Global Business Course | HBS Online

      Harvard Business School. Global Business provides a grounding in the economic, political, and social factors driving global change to help participants assess opportunities, manage risk, and create and capture value for their organization. The program was developed by... View Details
      • January 2018
      • Case

      John Rogers, Jr.—Ariel Investments Co.

      By: Steven Rogers and Greg White
      John Rogers Jr., the founder and CEO of Ariel Investments, an enormously successful finance firm with $12 billion of invested capital, is one of the few African Americans in the asset management industry. As one of the high profile leaders in the black business... View Details
      Keywords: Advocacy; Diversity; Investment Management; Affirmative Action; Disruption; Cost vs Benefits; Corporate Entrepreneurship; Fairness; Moral Sensibility; Values and Beliefs; Corporate Accountability; Leading Change; Corporate Social Responsibility and Impact; Problems and Challenges; Financial Services Industry; Chicago
      Related
      • 20 May 2022
      • Blog Post

      Nucleate Eco: Connecting Aspiring MBA Entrepreneurs with Cutting Edge Climate Research

      scientists in the early stages of deploying their research dramatically increases the number of ‘shots on goal’ we collectively get to tackle climate change. What is unique about the program? Sutton: Several things! First off, we’re entirely student View Details
      • Web

      Disruptive Innovation Online Course | HBS Online

      threats, and acquire techniques for executive-level strategy formulation and team management. The program was developed by leading Harvard Business School faculty and is delivered in an active learning environment based on the HBS... View Details
      • 11 Feb 2020
      • Sharpening Your Skills

      10 Rules Entrepreneurs Need to Know Before Adopting AI

      actually removed AI from their marketing and sales messages. While it might not make sense to lead with AI, there’s value in weaving it through the product presentation, especially when it comes to transparency and explaining the... View Details
      Keywords: by Rocio Wu
      • 01 Aug 1998
      • News

      High Honors

      '61) Founder and Managing Partner Idanta Partners Ltd. Each year a host of bright-eyed entrepreneurs make their way to San Diego to explain their dreams to Dave Dunn, one of the nation's leading venture capitalists. For every seven... View Details
      • Web

      Openings - Christensen Center for Teaching & Learning

      Teaching by the Case Method Openings Preparing to Teach Leading in the Classroom Pre-Class Arrival Diversity and Inclusion Openings Cold Calling Questioning, Listening & Responding Transitions Closings Timing Participation Engagement... View Details
      • Web

      Courses by Faculty Unit - Course Catalog

      3.0 IFC: Saudi Arabia; Economic Diversification Tarun Khanna January 2025 J 3.0 Innovating at Scale Rebecca Karp Spring 2025 Q3 1.5 Leading a Family Business (LFB) Josh Baron Spring 2025 Q4 1.5 Mastering Consulting and Advisory Skills... View Details
      • Web

      ICHOM - Institute For Strategy And Competitiveness

      Consortium for Health Outcomes Measurement (ICHOM) works with patients, leading providers, and registries to create a global standard for measuring results by medical condition, from prostate cancer to coronary artery disease. ICHOM... View Details
      • 05 May 2011
      • What Do You Think?

      How Ethical Can We Be?

      pursues." Joe Schmid commented that "the 'highest behavior' any leader can expect from those they lead is the 'lowest behavior' they demonstrate." To the extent that fairness and ethical behaviors are in the eye of the... View Details
      Keywords: by Jim Heskett
      • 25 Jul 2005
      • Research & Ideas

      Fool vs. Jerk: Whom Would You Hire?

      of perspectives that can lead to truly innovative approaches to accomplishing a task. Even groups composed not of similar souls but merely of people who are very familiar with one another miss the chance to integrate the fresh perspective... View Details
      Keywords: by Tiziana Casciaro & Miguel Sousa Lobo