Sales Effectiveness - Publications - Faculty & Research

09 Mar 2010
First Look

First Look: March 9

effective December 31, 1999. The true story of the Canal upends the more conventional tale of U.S. triumphalism and its shepherding of one of the largest infrastructure works ever built. First, the Canal produced great economic dividends... View Details

Keywords: Martha Lagace

23 Mar 2020
Research & Ideas

Product Disasters Can Be Fertile Ground for Innovation

Galasso wanted to see if the sustained media attention would have a positive effect on pushing safety-related innovation in diagnostic devices using radiation. To judge that, they examined new patent applications filed after the news of... View Details

Keywords: by Michael Blanding; Health; Medical Devices & Supplies

14 May 2020
Research & Ideas

What Leaders Can Do to Fight the COVID Fog

deftly: “How to most effectively communicate with all employees remotely and show empathy, while running around with [my] hair on fire trying to save the current business while at the same time trying to shape the future of the company in... View Details

Keywords: by Boris Groysberg and Robin Abrahams

31 Oct 2004
Research & Ideas

The New CEO’s Wrong Message

style, such processes enable the CEO to make effective decisions consistent with where he wants the company to go. One of our new CEOs learned this the hard way. Soon after he became CEO, he was asked to approve a marketing campaign for... View Details

Keywords: by Michael E. Porter, Jay W. Lorsch & Nitin Nohria

28 Oct 2014
First Look

First Look: October 28

provides students with the means to navigate their way through the decisions they will face and formulate an effective business strategy. This is a much-needed guide to the common strategic issues that arise when firms compete... View Details

Keywords: Carmen Nobel

14 May 2008
Research & Ideas

Getting Down to the Business of Creativity

The diary findings also showed a positive carry-over effect in creativity and productivity, one day and even two days after a worker reported being in a good mood. So what can managers and entrepreneurs do to promote a healthy, positive... View Details

Keywords: by Julia Hanna; Retail; Apparel & Accessories; Fashion; Entertainment & Recreation

16 Jan 2018
First Look

First Look at New Research and Ideas, January 16, 2018

companies offer a direct stake in the company's performance through stock, a share in profits, or both. Companies with employee stock ownership plans report significantly higher sales growth and higher revenue per employee than do... View Details

Keywords: Sean Silverthorne

28 May 2012
Research & Ideas

A Pragmatic Alternative for Creating a Corporate Social Responsibility Strategy

problem is that companies do CSR in fits and starts," Rangan says. "Programs are fragmented, and so they're not that effective in helping the community or the company." And then the CEO wakes up one day and realizes that "we're doing $50... View Details

Keywords: by Dina Gerdeman

18 Aug 2011
Lessons from the Classroom

Business Plan Contest: 15 Years of Building Better Entrepreneurs

risk because I was still a student," he says. Initially, EyeView's model was devoted to helping businesses create and post online video content. About a year later, the company shifted its focus to creating customized videos that target customers at different points in... View Details

Keywords: by Julia Hanna; Education

27 Jun 2007
Lessons from the Classroom

Learning to Make the Move to CEO

means to live in an era of globalization in a way that is far from abstract or academic." Needless to say, there are also many moments of revelation in the classroom. In a case discussion on Mary Kay cosmetics and the company's strategic use of pink Cadillacs as a... View Details

Keywords: by Julia Hanna; Education

21 Nov 2005
Research & Ideas

The Geography of Corporate Giving

considerably more to the community and were much more involved in civic leadership at the local level than non-locally headquartered companies. So, while companies may be globalizing in terms of sales and operations, their social spending... View Details

Keywords: by Sean Silverthorne

06 Nov 2000
Research & Ideas

The Determinants of Corporate Venture Capital Success

emphasis toward xerography characterized the Haloid Company in the 1950s. In 1961, in recognition of the spectacular growth of sales engendered by the first plain-paper copier, the firm was renamed the Xerox Corporation. In response to... View Details

Keywords: by Paul Gompers & Josh Lerner

16 Aug 2010
Lessons from the Classroom

HBS Introduces Marketing Analysis Tools for Managers

that managers deliver ROI from their marketing investments; therefore, quantifying the effects of marketing decisions is imperative. At the same time, customer relationship management (CRM) software and emerging Web 2.0 applications are... View Details

Keywords: by Sarah Jane Gilbert

21 Jan 2013
Research & Ideas

Altruistic Capital: Harnessing Your Employees’ Intrinsic Goodwill

thermometer, like those often used in fundraising campaigns, to hang in her salon. Each condom sale garnered a star stamped on the thermometer, providing a visual measure of the stylist's contribution to AIDS prevention in her community.... View Details

Keywords: by Carmen Nobel

27 Mar 2012
First Look

First Look: March 27

Publication:Quarterly Journal of Economics (forthcoming) Abstract We argue that social capital as proxied by trust increases aggregate productivity by affecting the organization of firms. To do this we collect new data on the decentralization of investment, hiring,... View Details

Keywords: Carmen Nobel

07 Aug 2000
Research & Ideas

The Business of Biotech

cells in cancer patients) generated more than $2 billion in sales last year. Millennium Pharmaceuticals: Alan Crane (photo: Shelly R. Harrison) As the ability to analyze a patient's genetic material is developed, however, many believe... View Details

Keywords: by Julia Hanna; Biotechnology; Health; Technology

October 2009 (Revised March 2012)
Case

Nettwerk: Digital Marketing in the Music Industry

By: John A. Deighton and Leora Kornfeld

How is music marketed in the digital era? Nettwerk Music Group built on its foundation as a social, grassroots marketer of music and artists and emerged as a leader in the Internet-enabled social media environment. For most of the past decade Nettwerk CEO Terry McBride... View Details

Keywords: Music Entertainment; Product Marketing; Network Effects; Sales; Social and Collaborative Networks; Online Technology; Media and Broadcasting Industry; Music Industry

Citation

Educators

Purchase

04 May 2020
Research & Ideas

Predictions, Prophets, and Restarting Your Business

clear-cut. “A problem with megatrend predictions is that, even if they turn out to be generally accurate, they’re not managerially useful.” In the first month of social distancing in the United States, online sales at Walmart and Target... View Details

Keywords: by Frank V. Cespedes

27 Aug 2013
First Look

First Look: August 27

fraction of their wealth increases annuitization relative to a situation where annuitization is an "all or nothing" decision. Very few respondents choose declining real payout streams over flat or increasing real payout streams of equivalent expected present... View Details