Personal Selling - Publications - Faculty & Research

14 Feb 2012
First Look

First Look: February 14

and present themselves as more virtuous and ethical (Studies 1, 2, 3). We show this mechanism is exclusive for ethical dissonance and is not triggered by salience of ethicality (Study 4), general sense of personal failure, or ethically... View Details

Keywords: Carmen Nobel

05 Aug 2010
What Do You Think?

What Is Customer Opinion Good For?

I'll throw the finished product back over the wall,' dissolving the wall and finding the best product collaboratively is the way to innovation." Naveen Kashyap commented, "In a business world where the paradigm is collaborative innovation with customers, with the... View Details

Keywords: by Jim Heskett; Technology

01 Dec 2020
News

The Fine Print: Alumni Recommend Their Best Reads

front: Bob Moesta’s Demand-Side Sales 101. On the personal development side: Dan Harris’s 10% Happier: How I Tamed the Voice in My Head, Reduced Stress Without Losing My Edge, and Found Self-Help That Actually Works—A True Story. And in... View Details

02 Dec 2019
What Do You Think?

How Does a Company like Boeing Respond to Intense Competitive Pressure?

possibly was another example unfolded. As reader Anna Johnson put it, “When the pressure to meet quarterly performance expectations against best-guess sales targets and a flesh pounding schedule take precedence, it’s not surprising that psychological safety and View Details

Keywords: by James Heskett; Air Transportation

22 Feb 2018
News

My First Job

about men's clothing. But I learned at that job how to sell. And it's been a key skill that I've used my whole life. The trick to selling men's ties, I think, was to help the person identify just something... View Details

20 Jul 2020
Op-Ed

It's Time for a Bipartisan Health Plan for Employers and Employees

propose a way to alter our health insurance benefits universe for insured employees and the self-insured by combining the best of Republican and Democratic ideas about health insurance. More choice, affordability, and personal control A... View Details

Keywords: by Regina E. Herzlinger and Richard J. Boxer; Health; Insurance

17 Apr 2024
Blog Post

New Venture Competition 2024: Business and Environment Ventures

battery to profit from buying and selling electricity, increasing grid reliability, and increasing the utilization of renewable energy. NextWave Trades - Tuneer De (MBA 2025) - NextWave Trades empowers a new generation of professionals... View Details

01 Jun 2015
News

Screen Grab

Lodwick and Zach Klein, creators gain more in revenues and control by using its Vimeo On Demand platform to sell content directly to audiences worldwide, reaching more than 170 million viewers each month. Creators pay a premium for its... View Details

Keywords: Julia Hanna; HBO; Netflix; Hulu; Vimeo; YouTube; Telecommunications; Information; Arts, Entertainment

Web

1.5 Attendance | MBA

the classroom and able to engage in person with classmates and faculty members. While full class attendance is expected throughout the two years, the MBA Program recognizes there will be times when a student will need to miss class. All... View Details

12 Nov 2024
HBS Case

Inside One Startup's Journey to Break Down Hiring (and Funding) Barriers

Launching a social justice startup takes more than a moving story. Ask Harley Blakeman, the 32-year-old founder of Honest Jobs. He has perfected his elevator pitch, but that doesn’t mean launching his business has been easy. A once-homeless teenager from Florida,... View Details

Keywords: by Avery Forman; Employment

03 Mar 2020
News

Can This Man Change the American Diet?

lunch, and dinner. And our prices are pretty low, so a lot of people would talk about our industry as fast casual. Some of the things that are so different about Clover is our menu changes all the time and we’re selling vegetables that... View Details

Keywords: Agriculture

01 Apr 2000
News

Getting the Message

sell it." He uses as examples the fact that few people pay to have their name not listed in the phone book and the popularity of "free" computers -- where consumers get a computer in exchange for giving out View Details

Keywords: Susan Young

18 Mar 2008
First Look

First Look: March 18, 2008

because venture capitalists repeatedly sell their portfolio companies through acquisitions, venture capitalists may be able to certify the quality of the assets that an outside party is buying because they are "staking their... View Details

Keywords: Martha Lagace

16 Oct 2007
First Look

First Look: October 16, 2007

business's key success factors and other important interests, and strictly adhering to "professional" compensation principles, which are useful standards to try to follow but they may not meet important personal and family... View Details

Keywords: Sean Silverthorne

01 Jun 2005
News

Marked Managers

They became skilled at watching the bottom line, managing scarce resources, and forming relationships with government and business organizations outside the company. At Abbott, young MBAs most often were placed in sales. As a result, they developed deep functional... View Details

Keywords: Deborah Blagg; Career Imprints; Management of Companies and Enterprises; Management

01 Mar 2019
News

Case Study: Off to a Fine Art

product/market fit (PMF). On that note, my recommendation would be to continue to test and learn in search of PMF, starting with your sales approach. One way to do this would be to meet with dozens of florists and caterers to see if you can View Details

Keywords: Jen McFarland Flint

05 Apr 2016
First Look

April 5, 2016

start-up seem too risky? There is a radical third path open to you: you can buy a small business and run it as CEO. Purchasing a small company offers significant financial rewards—as well as personal and professional fulfillment. Leading... View Details

Keywords: Sean Silverthlorne

01 Jun 2017
News

Life in Lockdown

marketplace for neurotechnology digital health products, was accepted into the Harvard i-lab Venture Incubation Program and the Rock Accelerator; she is now working on it full-time with cofounders Brian Smith (MBA 2017) and Sofia Warner (MBA/MD 2017). That lineage is a... View Details

Keywords: Jennifer Myers; photography by Chris Churchill

25 Nov 2008
First Look

First Look: November 25, 2008

School Case 809-063 Steve Jobs and Steve Wozniak are best friends who enjoy pulling pranks together and talking about electronics. After several small collaborations, Jobs pitches Wozniak on starting a company together to sell computers... View Details