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- All HBS Web (950)
- Faculty Publications (232)
- 04 Oct 2004
- Research & Ideas
Start to Measure Your E-commerce Success
potential payoffs of e-commerce investments. Measuring returns on e-commerce projects can be a daunting challenge. Predicting customer behavior is difficult, because using the Web to do business is still relatively new to many businesses and thus forecasting View Details
Keywords: by Marc J. Epstein
- 01 Apr 1997
- News
Facing the Music
record industry, 1996 was a bluesy kind of year. As revenues increased less than 1 percent and consumers bought 8 percent fewer CDs and cassettes compared to the previous year, the pause button, it seems, was hit on a decade of double-digit growth. Moreover, this View Details
Keywords: Marguerite Rigoglioso
- 20 Jan 2015
- First Look
First Look: January 20
diplomacy, are not innate talents but can be learned. It lists problems that research has shown often occur in the process of seeking or giving advice, including being overconfident about one's own perspective, failing to seek advice from... View Details
Keywords: Sean Silverthorne
- 08 May 2012
- First Look
First Look: May 8
abstract is unavailable at this time. Book: http://hbr.org/2012/05/six-myths-of-product-development/ar/1 Working PapersLearning by Supplying Authors:Juan Alcácer and Joanne Oxley Abstract Learning processes lie at the heart of our... View Details
Keywords: Carmen Nobel
- 08 Mar 2011
- First Look
First Look: March 8
business. The case explores the impact on the sale of the ownership structure decisions that were made when NPB was formed and the complexity of the sales process for small... View Details
Keywords: Sean Silverthorne
- 23 Aug 2011
- First Look
First Look: August 23
Levy Publication:American Journal of Public Health (forthcoming) Abstract Objectives: We assessed whether a 2-phase labeling and choice architecture intervention increased sales of healthy food and beverages in a large hospital cafeteria.... View Details
Keywords: Sean Silverthorne
- 14 Feb 2017
- Blog Post
Why I Love My Job: Leticia Tavares On Marriott's Management Acceleration Program
Annual Atlanta Community Food Bank Big Dish, as a restaurant manager, as a housekeeper, as a server, and have spent time learning Marriott’s sales processes in our Southeast View Details
- 26 Jul 2006
- Research & Ideas
The Strategic Way to Go to Market
supplier thinks about ways to get the product/service out to the customer. If the company achieves its sales goals, it lulls the company into the assumption that the channels must be right. For all you know an alternate channel might have... View Details
Keywords: by Sean Silverthorne
- 22 Oct 2013
- First Look
First Look: October 22
expenditures on teammates lead to better performance in both sports teams in Canada and pharmaceutical sales teams in Belgium. These results suggest that a minor adjustment to employee bonuses-shifting the focus from the self to... View Details
Keywords: Sean Silverthorne
- 01 Jun 2012
- News
FIELD 3 Tests Students
successful ventures go through this ‘pivoting’ process multiple times as they probe and test their ideas. FIELD 3 uniquely challenged students to experience that process and learn from it.” Beginning January... View Details
Keywords: FIELD program
- 12 Jun 2006
- Research & Ideas
The Promise of Channel Stewardship
Most company distribution systems are designed ad-hoc when needed, and serve neither value chain partners nor end users well—just look at the frustrating new-car buying process set up by American auto makers. At the same time, says... View Details
- 02 Jun 2009
- First Look
First Look: June 2, 2009
technology, file sharing has not undermined the incentives of authors to produce new works. We argue that the effect of file sharing has been muted for three reasons: First, the cannibalization of sales that is due to file sharing is more... View Details
Keywords: Martha Lagace
- 01 Jan 2007
- News
A. Malachi Mixon, III, MBA 1968
development cycle used to be 24 months; it's now 12." Complementing this, he adds, is a knowledgeable sales force that fosters relationships with home-care providers, nursing homes, and medical equipment retailers; a wide assortment of... View Details
- Web
Innovation & the War Effort - Edwin H. Land & Polaroid | Harvard Business School
especially effective for wartime reconnaissance. Mahler made the first Vectograph for Land in January 1938. Thousands of Vectographs with accompanying records from the corporate archives reveal that the development and refinement of the View Details
- 24 Nov 2014
- Research & Ideas
Corrupting Silence: Companies Must Speak Up Against Bribes
assessments of corruption such as enforcement actions, independent directors, and more rigorous auditing. Furthermore, relative to firms with high anticorruption rankings, firms with low rankings had higher sales growth in regions... View Details
Keywords: by Michael Blanding
- 03 Sep 2020
- Op-Ed
Why American Health Care Needs Its Own SEC
GAAP can wind up in jail or pay hefty fines. Its accounting principles are derived from an exhaustive public process overseen by experts in measurement, not like the stakeholders of present “transparency” who are interested in protecting... View Details
- 05 May 2003
- What Do You Think?
Is This a Golden Era for Marketing Productivity?
we should be experiencing a resurgence of productivity in marketing, measured in terms of less waste in advertising, more clearly focused sales effort, and fewer product, service, and brand failures. However, it also raises interesting... View Details
Keywords: by James Heskett
- 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
- 25 Apr 2005
- Research & Ideas
New Learning at American Home Products
in moving out of lower-value into higher-value paths as technologies and markets changed. Before World War II those managers became proficient in monitoring the processes of production and marketing in each of the different paths. After... View Details
- Career Coach
Michele Chambliss
hiring/interviewing/performance management process in the West Coast office of a global management consultancy. She attributes a mid-career stint in strategic software sales for significantly honing her... View Details