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Show Results For
- All HBS Web
(765)
- News (145)
- Research (542)
- Events (1)
- Multimedia (1)
- Faculty Publications (205)
- 14 Oct 2014
- First Look
First Look: October 14
Harvard Business Review Putting Sales at the Center of Strategy By: Cespedes, Frank Abstract—Research indicates that relatively few firms execute their strategies effectively, and, on average, companies deliver just 50% to 60% of the... View Details
Keywords: Sean Silverthorne
- 20 Feb 2014
- News
Managing the World’s Trouble Spots
and philanthropy and executive director of the Mattel Children's Foundation, based in El Segundo, California.) “Business can be the greatest force for good on this planet.” At ExecWB, Goodwin and his team recruit for-profit partners to... View Details
Keywords: Jill Radsken
- 01 Mar 2006
- News
The Real Conflict
prices are significantly lower than its competitors. Assuming the company’s prices are 8 percent lower — at the low end of the estimates from various studies summarized in a recent report by Global Insight — and applying that to Wal-Mart’s domestic View Details
- 18 Nov 2010
- Research & Ideas
GM’s IPO: Back to the Future
decision by the Bush White House to provide more than $20 billion to GM, Chrysler, and their financial subsidiaries, the auto task force put together by President Obama managed a restructuring of both companies at a breathtaking pace.... View Details
- 19 Jul 2004
- Research & Ideas
Why Innovations Sit on the Shelf
force of valued managers, when asked by senior management to conduct and analyze a worldwide employee survey, refused to do so. They simply did not want to be associated with what they perceived would be yet another useless exercise. At... View Details
- 06 Dec 2021
- News
Tipping Point
forced to work from home in the pandemic, it pivoted from B2B sales to a consumer-focused business plan. The shift allowed Nyamumbo to more fully realize her initial goal of connecting producer and consumer.... View Details
- 04 Aug 2014
- Op-Ed
Why Small-Business Lending Is Not Recovering
because of a perfect storm of their falling sales and weakened collateral, and growing risk aversion among lenders. Those days are not over. While lingering cyclical factors from the crisis may still be constraining access to bank credit,... View Details
- 11 Feb 2008
- Research & Ideas
Does Democracy Need a Marketing Manager?
Dean's youthful Internet backing failed to generate enough votes at the polls. In the recent New Hampshire primary, Hillary Clinton's surprise win is attributable in part to her superior grassroots organizing there—the political equivalent of retail and View Details
Keywords: by Sean Silverthorne
- 10 Mar 2021
- News
New Releases: Alumni and Faculty Books, Podcasts
in doing more good with your limited time on the planet, and experience greater satisfaction in the process. Sales Management That Works: How to Sell in a World That Never Stops Changing By Frank V. Cespedes, MBA Class of 1973 Senior... View Details
- 01 Mar 2004
- News
Toy Story
developers that couldn’t play by the discounters’ strict rules had fewer sales channels. With all the fun that toys bring to kids, the business is characterized by copycats, empty piggy banks, and aggressive competition that might make a... View Details
- 15 Dec 2020
- Research & Ideas
The Unspoken Messages of COVID-19 Restrictions
Soaring COVID-19 cases are forcing government officials to confront a critical question: Should they lock down the economy further? Whether to curb activities like indoor dining might seem like a simple choice, but the decision to ease... View Details
- 01 Oct 2001
- News
HBS Press Books in Brief
Reichheld, maintains that it isn't new market forces that make loyalty so elusive in the digital arena — it's faulty leadership. Applying his breakthrough loyalty theories to the digital economy, the author shows that the Web can actually... View Details
- 25 Feb 2022
- Blog Post
Climate Stories Episode #1: Kameale C. Terry
she said, have purchased electric vehicles. She believes that paying her staff a living wage is just good business. “We increase our retention rate by paying people enough to live on, enough so that they don’t require a second job.” She... View Details
- 09 Feb 2016
- First Look
February 9, 2016
Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50453 November 2, 2015 Harvard Business Review The Best Ways to Hire Salespeople By: Cespedes, Frank V., and Daniel Weinfurter Abstract—Companies typically spend more on hiring in View Details
Keywords: Sean Silverthorne
- 24 Aug 2016
- Research & Ideas
Can Obamacare Be Saved?
merger between Aetna and Humana, two of the largest health insurers in the United States. The 838,000 consumers who were insured by Aetna exchange plans in 2016 will be forced to select other public exchange plans or purchase individual... View Details
- 24 Oct 2017
- First Look
First Look at New Research and Ideas, October 24, 2017
Management Journal Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions By: Ramarajan, Lakshmi, Nancy Rothbard, and Steffanie Wilk Abstract—Across... View Details
Keywords: Sean Silverthorne
- 01 Oct 1996
- News
Leading In a New Era
Review articles coauthored with Sumantra Ghoshal of the London Business School, Bartlett maintains that a revolution in corporate management, driven by the strong dual forces of globalization and technology, is now replacing Sloan's model... View Details
Keywords: Nancy O. Perry
- 19 Apr 2016
- First Look
April 19, 2016
Guiding Principles into Action: Human Rights at Barrick Gold (A) In 2010, Human Rights Watch, a well-regarded international NGO, approached Barrick Gold asserting that members of the company’s security force at the Porgera Gold Mine in... View Details
Keywords: Sean Silverthorne
- 16 Feb 2016
- First Look
February 16, 2016
on average, the implementation of the preferential incentive plan was associated with improvements in sales. Also, we find that this plan was associated with greater improvements in sales and gross profits as well as reductions in the... View Details
Keywords: Sean Silverthorne
- 18 Dec 2012
- First Look
First Look: December 18
greater customer satisfaction and employee retention after six months as compared to (a) socialization that focused on organizational identity (emphasizing the pride to be gained from organizational affiliation) and (b) the organization's... View Details
Keywords: Carmen Nobel