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  • All HBS Web  (2,272)
    • News  (745)
    • Research  (1,389)
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  • Faculty Publications  (622)

Show Results For

  • All HBS Web  (2,272)
    • News  (745)
    • Research  (1,389)
    • Events  (8)
    • Multimedia  (5)
  • Faculty Publications  (622)
← Page 26 of 2,272 Results →
  • 2020
  • Article

A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?

By: Doug J. Chung, Byungyeon Kim and Niladri B. Syam
Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal role... View Details
Keywords: Sales Compensation; Sales Management; Sales Strategy; Principal-agent Theory; Structural Econometrics; Field Experiments; Machine Learning; Artificial Intelligence; Salesforce Management; Compensation and Benefits; Motivation and Incentives; AI and Machine Learning
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Chung, Doug J., Byungyeon Kim, and Niladri B. Syam. "A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?" Foundations and Trends® in Marketing 14, no. 1 (2020): 1–52.

    "Learning Through Noticing: Theory and Evidence from a Field Experiment"

    We consider a model of technological learning under which people "learn through noticing": they choose which input dimensions to attend to and subsequently learn about from available data. Using this model, we show how people with a great deal of experience may... View Details

      Retire without Regrets

      This article explores the significant transition of retirement and offers insights into creating a satisfying postcareer life. It highlights the contrasting experiences of Irene and Lawrence, two retirees who navigated this change differently. Irene embraced... View Details

      • 27 Jun 2011
      • Research & Ideas

      Recovering from the Need to Achieve

      Flying without a Net: Turn Fear of Change into Fuel for Success. “At the end of the day what I'm suggesting is that vulnerability in context is the most powerful thing you can have.” DeLong believes the tendency to be a... View Details
      Keywords: by Kim Girard
      • 07 Aug 2009
      • What Do You Think?

      Why Can’t Americans Get Health Care Right?

      and digest information, test ideas, define the purpose, and align it to a strategy (Akram Boutros, Jack Slagle, Nikos Mourkogiannis, among others). This all will require more leadership (Paul Karras, Phil Clark). There was general agreement that View Details
      Keywords: by Jim Heskett; Health
      • October 2019 (Revised August 2020)
      • Case

      The Predictive Index

      By: Lynda M. Applegate and James Weber
      Mike Zani and Daniel Muzquiz needed to decide next steps to create a new category in the human resources consulting industry and scale their company.
      Zani and Muzquiz, serial entrepreneurs, acquired Predictive Index in 2014. Previously, as clients of the... View Details
      Keywords: Human Resources; Selection and Staffing; Talent and Talent Management; Recruitment; Corporate Entrepreneurship; Venture Capital; Change Management; Disruptive Innovation; Digital Platforms; Growth and Development Strategy; Consulting Industry; Service Industry; United States
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      Applegate, Lynda M., and James Weber. "The Predictive Index." Harvard Business School Case 820-034, October 2019. (Revised August 2020.)
      • 28 Feb 2005
      • Research & Ideas

      Amazon, eBay and the Bidding Wars

      managers: What happens at the start of a bidding process is not always indicative of how it will end up. Sara Grant: What attracted you to study late-bidding behavior on eBay and Amazon? Were there any surprises from what you originally... View Details
      Keywords: by Sara Grant; Web Services; Technology
      • 18 Nov 2011
      • Working Paper Summaries

      The Dynamics of Firm Lobbying

      Keywords: by William R. Kerr, William Lincoln & Prachi Mishra
      • 20 Nov 2000
      • Research & Ideas

      Moving from Supply Chains to Supply Networks

      has supply chain management become such a hot topic in recent years? Shapiro: Changes in five factors are largely responsible for the increased attention. I'll quickly list them and then talk about each. Information technology Visibility... View Details
      Keywords: by Staff
      • 28 Apr 2015
      • First Look

      First Look: April 28

      organization from outside can work less well than having managers develop their own, potentially inferior, performance measures. In this sense, it is the creation of a balanced scorecard, more than actual use, that can change an... View Details
      Keywords: Sean Silverthorne
      • August 2018 (Revised February 2023)
      • Case

      Hubble Contact Lenses: Data Driven Direct-to-Consumer Marketing

      By: Jill Avery and Ayelet Israeli
      As its Series A extension round approaches, the founders of Hubble, a subscription-based, social-media fueled, direct-to-consumer (DTC) brand of contact lenses, are reflecting on the marketing strategies that have taken them to a valuation of $200 million and debating... View Details
      Keywords: DTC; Direct To Consumer Marketing; Health Care; Mobile; Attribution; Experimentation; Experiments; Churn/retention; Customer Lifetime Value; Internet Marketing; Big Data; Analytics; A/B Testing; CRM; Advertising; Marketing; Marketing Channels; Marketing Strategy; Media; Brands and Branding; Marketing Communications; Digital Marketing; Consumer Behavior; Acquisition; Growth and Development Strategy; Customer Focus and Relationships; Social Media; E-commerce; Analytics and Data Science; Health Industry; Consumer Products Industry; United States; North America; Europe
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      Avery, Jill, and Ayelet Israeli. "Hubble Contact Lenses: Data Driven Direct-to-Consumer Marketing." Harvard Business School Case 519-011, August 2018. (Revised February 2023.)
      • June 2001
      • Teaching Note

      Coordinating + Managing Supply Chains: Course Overview Note TN

      By: Ananth Raman
      Describes the MBA elective course on supply chain management at HBS. Coordinating and Managing Supply Chains focuses on the managerial aspects of supply chains. Acquaints students with practical issues in a variety of supply chains and then identifies barriers to, and... View Details
      Keywords: Finance; Framework; Knowledge Use and Leverage; Management Practices and Processes; Managerial Roles; Marketing; Supply Chain Management; Performance Improvement; Planning; Behavior; Integration
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      Raman, Ananth. "Coordinating + Managing Supply Chains: Course Overview Note TN." Harvard Business School Teaching Note 601-159, June 2001.
      • Research Summary

      Moving Beyond Direct-to-Consumer

      By: Leonard A. Schlesinger

      Changing consumer behaviors have redefined what it means to be direct to consumer ("DTC"). What once began online a decade ago as a distribution and disintermediation strategy has since evolved into a multifaceted approach for the modern-day brand.

      The... View Details

        Bharat N. Anand

        Bharat N. Anand is the Vice Provost for Advances in Learning at Harvard University, and the Henry R. Byers Professor of Business Administration at Harvard Business School.

        Professor Anand is an expert in digital strategy, media and... View Details

        Keywords: broadcasting; entertainment; information; media; motion pictures; music; publishing industry; sports; television
        • 2013
        • Book

        Flourishing: A Frank Conversation About Sustainability

        By: John Ehrenfeld and Andrew J. Hoffman
        Flourishing: A Frank Conversation about Sustainability invites you into a conversation between a teacher, John R. Ehrenfeld, and his former student now professor, Andrew J. Hoffman, as they discuss how to create a sustainable world. Unlike virtually all other... View Details
        Keywords: Environmental Sustainability; Culture; Behavior; Society
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        Ehrenfeld, John, and Andrew J. Hoffman. Flourishing: A Frank Conversation About Sustainability. Stanford University Press, 2013. (Finalist for the 2014 Best Book Award, Social Issues in Management Division, Academy of Management.)

          Rosabeth M. Kanter

          Rosabeth Moss Kanter holds the Ernest L. Arbuckle Professorship at Harvard Business School, specializing in strategy, innovation, and leadership for change. Her strategic and practical insights guide leaders worldwide through teaching, writing, and direct... View Details

          Keywords: accounting industry; advertising; airline; apparel; arts; automobiles; banking; beauty products; beverage; biotechnology; broadcasting; chemical; clothing; communications; computer; consulting; consumer products; e-commerce industry; education industry; electrical equipment; electronics; entertainment; fashion; fast food; federal government; financial services; food; food processing; grocery; health care; high technology; hotels & motels; industrial goods; information; information technology industry; insurance industry; internet; legal services; management consulting; manufacturing; medical supplies; nonprofit industry; oil & gas; petroleum; pharmaceuticals; professional services; publishing industry; real estate; recreation; restaurant; retail financial services; retailing; semiconductor; soft drink; software; sports; state government; telecommunications; textiles; tourism; toy; transportation; travel; utilities; wine
          • 18 Mar 2009
          • Research & Ideas

          Marketing After the Recession

          and behaviors permanently. Their coping mechanisms may become ingrained and define a new normal. In addition, the competitive landscape will have changed. A competitive shakeout along with new product launches may mean consumers are... View Details
          Keywords: by John Quelch; Retail
          • July 1993 (Revised September 1994)
          • Case

          Goodyear: The Aquatred Launch

          By: John A. Quelch
          After many years of R&D, Goodyear has developed the Aquatred, an innovative new tire. However, the tire industry has matured and evolved, raising questions concerning the Aquatred's ability to gain support from Goodyear's independent tire dealers. Students must use... View Details
          Keywords: Change Management; Consumer Behavior; Distribution Channels; Brands and Branding; Innovation and Invention; Auto Industry; Rubber Industry; United States
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          Quelch, John A. "Goodyear: The Aquatred Launch." Harvard Business School Case 594-106, July 1993. (Revised September 1994.)
          • 2015
          • Working Paper

          Coactive Vicarious Learning: Towards a Relational Theory of Vicarious Learning in Organizations

          By: Christopher G. Myers
          Vicarious learning—a process of individual belief and behavior change that occurs through being exposed to, and making meaning of, another's experience—has long been recognized as a key driver of individual, team and organizational success. Yet existing perspectives on... View Details
          Keywords: Organizations; Learning
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          Myers, Christopher G. "Coactive Vicarious Learning: Towards a Relational Theory of Vicarious Learning in Organizations." Harvard Business School Working Paper, No. 16-020, August 2015.
          • July 2020
          • Case

          Amanda and Kristen: Mented Cosmetics

          By: Steven Rogers, Jeffrey J. Bussgang and Alterrell Mills
          The co-founders (Black HBS alumnae) of an e-commerce beauty startup explore the unmet needs within the beauty industry. This case study examines the entrepreneurial opportunities that come from identifying an underserved market, specifically within the Black community... View Details
          Keywords: Brands and Branding; Competition; Customers; Disruption; Disruptive Innovation; Distribution Channels; Entrepreneurship; Finance; Macroeconomics; Marketing; Marketing Channels; Marketing Communications; Marketing Strategy; Mission and Purpose; Organizational Culture; Product Design; Product Development; Product Positioning; Sales; Social Issues; Social Marketing; Business Startups; Strategic Planning; Strategy; Supply Chain Management; Venture Capital; Beauty and Cosmetics Industry; Advertising Industry; Public Relations Industry; Chemical Industry; Manufacturing Industry; Retail Industry; North and Central America; United States; New York (city, NY); New York (state, US)
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          Rogers, Steven, Jeffrey J. Bussgang, and Alterrell Mills. "Amanda and Kristen: Mented Cosmetics." Harvard Business School Case 321-002, July 2020.
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