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Show Results For
- All HBS Web
(1,045)
- People (1)
- News (142)
- Research (822)
- Events (7)
- Multimedia (4)
- Faculty Publications (216)
- 28 May 2020
- Research & Ideas
Coronavirus Could Create a 'Bankruptcy Pandemic'
equity firms have billions of dollars of investible cash—although whether any of these investors have the appetite to risk their capital in the present environment is yet to be determined. And of course, an effective cure or vaccine for... View Details
- 17 Jan 2012
- First Look
First Look: January 17
studies the direct effects of managers' biases and nonstandard preferences on their decisions. We review relevant psychology, economic theory and predictions, empirical challenges, empirical evidence, new directions such as behavioral... View Details
Keywords: Sean Silverthorne
- 30 Jan 2020
- Research & Ideas
The Upside of Highlighting a Product's Downsides
later? At least in some cases, the answer is yes, according to Harvard Business School researchers who tested the effects of highlighting a product’s trade-offs with almost 400,000 customers of Australia’s largest bank. MoonSoo Choi Most... View Details
Keywords: by Danielle Kost
- 20 Jan 2023
- News
Free Spirits
January 2022, Tilden stepped into an increasingly popular party. The rise of non-alcoholic (NA) beverages has been one of the big headlines in the industry, where sales of beer grew almost 70 percent from 2016 to 2021, according to... View Details
- 19 Sep 2016
- Research & Ideas
Why Isn't Business Research More Relevant to Business Practitioners?
employed in a pilot test with the General Services Administration (GSA). Harvard Business School’s Francesca Gino. “Most of my research projects are motivated by puzzles or strange patterns of behavior I see in the real world,” she says. Vendors who make View Details
- 30 Aug 2011
- First Look
First Look: August 30
interplay of these emotions and inter-individual attention differences at each point in time during exposure. Surprise and joy effectively concentrate attention and retain viewers. But importantly, the level rather than the velocity of... View Details
Keywords: Sean Silverthorne
- 01 Feb 2002
- News
It's academic. (Not!)
dollars in lost sales and customer goodwill. Ton is currently working with a nationwide chain to estimate the magnitude of this problem and identify its drivers. "We have found large and systematic variation in performance in 250 stores... View Details
- 21 Apr 2021
- Research & Ideas
The Pandemic Conversations That Leaders Need to Have Now
working parents and eldercare providers) or those interested in similar topics (baking or jigsaw puzzles) share information, recipes, items for sale or barter, and the like. Keep such forums tied to the organization’s identity and... View Details
- 03 May 2010
- Research & Ideas
What Is the Future of MBA Education?
we heard in our interviews was the need for MBA students to cultivate greater self-awareness. Executives said, "The more an MBA understands his or her impact on others and vice-versa, the more effective he or she will be." The second... View Details
- 16 Jul 2013
- First Look
First Look: July 16
dynamic consumer segmentation, which operates independent of the homogenization effect, and can in fact be stronger when the homogenization effect is weaker. We also find that bundles are treated as separate products (distinct from... View Details
Keywords: Anna Secino
- 15 Nov 2010
- Lessons from the Classroom
Connecting Goals and Go-To-Market Initiatives
indicates that while production efficiencies have enabled an average S&P 500 company to reduce the cost of goods sold by about 250 basis points over the past decade, SG&A (selling, general and administrative costs) as a percentage of revenue has not declined.... View Details
- 18 Feb 2013
- Research & Ideas
Breaking Through a Growth Stall
evaluate business development opportunities. Driven by cash needs, they may call this "experimentation," but in effect they tell salespeople to "go forth and multiply!" By selling to anyone, though, ventures fragment... View Details
Keywords: by Sean Silverthorne
- Article
Get Ready to Sell
By: Frank V. Cespedes and Bud Hyler
Time-to-market measures the time to have a product ready to ship. But that’s not revenue and cash. Many firms with superb R&D functions lack an understanding of what’s needed to be ready-to-sell. Meanwhile, relevant tools are increasing in scope and decreasing in cost.... View Details
Cespedes, Frank V., and Bud Hyler. "Get Ready to Sell." Top Sales Magazine (September 2020), 32–33.
- 11 Oct 2004
- Research & Ideas
Four Ways to Create Lasting Change
change initiative more recently? What were the main customer service problems that were harming the company? And what did the "Mystery Shopper" component reveal? A: In the late 1990s, the company's comparable-store sales gains... View Details
Keywords: by Martha Lagace
- 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 Jan 2014
- Research & Ideas
Family CEOs Spend Less Time at Work
percent increase in firm productivity annually and a .1 percent increase in sales growth over a five-year window. And while the study considered the possibility that some CEOs might work more efficiently than others, "we didn't find any... View Details
Keywords: by Carmen Nobel
- 09 Jan 2006
- Research & Ideas
What Really Drives Your Strategy?
at a U.S. newspaper company says, "We need to get into the Internet, we need to prioritize this and make a big investment." But then at the operating level of the firm you have a sales rep who is used to selling a display ad for... View Details
Keywords: by Martha Lagace
- 07 Mar 2007
- Research & Ideas
How Do You Value a “Free” Customer?
Businesspeople understand that not all customers are created equal—the 80-20 rule suggests that over time a small percentage of a company's customer base can generate a high percentage of its sales and profit. Models for calculating... View Details
- 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
- 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
Deighton, John A., and Leora Kornfeld. "Nettwerk: Digital Marketing in the Music Industry." Harvard Business School Case 510-055, October 2009. (Revised March 2012.) (request a courtesy copy.)