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Show Results For
- All HBS Web
(1,845)
- News (616)
- Research (1,118)
- Multimedia (13)
- Faculty Publications (337)
- 16 Nov 2021
- HBS Case
How a Company Made Employees So Miserable, They Killed Themselves
can make extreme means seem justifiable.” A company spiraling into debt France Télécom’s troubles started in the late 1990s, after the French government turned the national telephone monopoly into a publicly traded company, now known as... View Details
Keywords: by Michael Blanding
- 14 Mar 2011
- Research & Ideas
Keeping Credit Flowing to Consumers in Need
employment will be sporadic, and they will have difficulty making ends meet. If lenders tighten credit, they will of course reduce their risk; but at the same time millions of Americans, barred from borrowing, will be unable to leverage... View Details
- 01 Sep 2023
- News
That Was Then, This Is Now
It started with a question. But before that, it started in the classroom. Tony Deifell (MBA 2002) loved the discussions in his LEAD course, taught by Professor (and now former Dean) Nitin Nohria; wanting to make them more tangible, Deifell adapted the idea of... View Details
- June 2018 (Revised January 2020)
- Case
Renegotiating NAFTA
By: Laura Alfaro, Haviland Sheldahl-Thomason and Sarah Jeong
January 1, 2019 marked the 25th anniversary of the North American Free Trade Agreement (NAFTA). Twenty-five years after the landmark trade pact was signed by the United States, Canada, and Mexico, considerable debate surrounded it. Trade and trade agreements were a... View Details
Keywords: Trade; Negotiation; Agreements and Arrangements; Cost vs Benefits; Auto Industry; United States; Mexico; Canada
Alfaro, Laura, Haviland Sheldahl-Thomason, and Sarah Jeong. "Renegotiating NAFTA." Harvard Business School Case 318-143, June 2018. (Revised January 2020.)
- April 2018
- Article
Effective Sales Training: What Are the Foundational Elements?
Across industries, turnover in sales positions averages about 25–30% annually. This means that, at many firms, the equivalent of the entire sales force must be replaced and trained every four years or so. No other function has an ongoing talent management task of that... View Details
Cespedes, Frank V. "Effective Sales Training: What Are the Foundational Elements?" Top Sales Magazine (April 2018), 22–23.
- 12 Jun 2018
- First Look
New Research and Ideas, June 12, 2018
their interconnected early history. Even the 18th century had its “socialists,” but unlike those of the 19th, they paradoxically sought to make the world safe for “capitalists.” The word “socialists” was first used in Northern Italy as a... View Details
Keywords: Dina Gerdeman
- 27 Jun 2016
- Research & Ideas
These Management Practices, Like Certain Technologies, Boost Company Performance
What’s the best way to run a company? The question has bedeviled economists as long as companies have existed. How, after all, do you measure something as soft as management style across the range of different types and sizes of companies in a way that View Details
Keywords: by Michael Blanding
- 05 May 2022
- Research & Ideas
Why Companies Raise Their Prices: Because They Can
much as they did." Instead, markups—the difference between prices charged at checkout and the marginal costs incurred by a company in order to make a product—climbed about 25 percent between 2006 and 2019, according to research by... View Details
Keywords: by Rachel Layne
- Article
Predictions, Prophets, and Restarting Your Business
The first task of crisis management is a reasonably accurate view of the current situation and how it might evolve. There are many predictions about so-called “new normal” as a result of the semi-enforced social distancing necessitated by the coronavirus. But most are... View Details
Cespedes, Frank V. "Predictions, Prophets, and Restarting Your Business." Harvard Business School Working Knowledge (May 4, 2020).
Steven C. Wheelwright
Steve Wheelwright is the Edsel Bryant Ford Professor of Business Administration, Emeritus at Harvard Business School.
Following his retirement from HBS in 2006, he served with former Dean Kim B. Clark at BYU-Idaho and then from 2007-2015 he served as... View Details
- Web
Leadership - Faculty & Research
makes transformational innovations successful, the authors studied two of them at Procter & Gamble: Oral-B iO, a “smart” electric toothbrush that step-changed the experience of oral hygiene, and Always Infinity, a best-in-class menstrual... View Details
- 25 Jan 2016
- Research & Ideas
When Negotiating a Price, Never Bid with a Round Number
Here’s an easy tip for anyone negotiating to buy a car, a house, or even a company. When you make an initial offer, don’t bid with a round number like $10,000 or $1 million or $15 per share. Rather, bid with... View Details
Keywords: by Carmen Nobel
- 01 Jun 2023
- News
3-Minute Briefing: Jeremy Grantham (MBA 1966)
Edited by Julia Hanna; photo by Webb Chappell When I was 16, I took my savings to the bank and bought some shares of a neighbor’s scaffolding company. Before coming to HBS, I sold them to my mother, who had also acquired some, and we felt pleased about saving the... View Details
- November 2016 (Revised October 2018)
- Case
IguanaFix
By: Frank V. Cespedes, Thomas R. Eisenmann, Maria Fernanda Miguel and Laura Urdapilleta
IguanaFix is a rapidly scaling Latin American startup that provides an online platform connecting consumers with home improvement contractors. The founders have acquired customers through both B2C and B2B methods. But in seeking to grow and scale the business, they now... View Details
Keywords: Entrepreneurial Marketing; Home Improvement Services; Marketing Management; Scaling; Entrepreneurship; Marketing; Sales; Online Advertising; Latin America
Cespedes, Frank V., Thomas R. Eisenmann, Maria Fernanda Miguel, and Laura Urdapilleta. "IguanaFix." Harvard Business School Case 817-056, November 2016. (Revised October 2018.)
- Article
How B2B Companies Can Win Back Customers They've Lost
By: Frank V. Cespedes and León Poblete
Most research and training in sales focus on acquiring new customers. But winning back previous customers is increasingly important: mergers, choice in supply chains, and uncertainty about trade wars mean that B2B customers are constantly re-evaluating relationships... View Details
Cespedes, Frank V., and León Poblete. "How B2B Companies Can Win Back Customers They've Lost." Harvard Business Review (website) (June 3, 2019).
- January 2023 (Revised September 2024)
- Supplement
The END Fund (B)
By: V. Kasturi Rangan and Courtney Han
Founded in 2012, the END fund focused on eliminating five Neglected Tropical Diseases that accounted for 80% of the tropical diseases affecting nearly 1.5 billion people worldwide. Its roughly $25 million/year annual budget was fully committed when it got news that the... View Details
Keywords: Health Disorders; Investment Funds; Global Range; Nonprofit Organizations; Resource Allocation; Decisions; Health Care and Treatment; Mission and Purpose
Rangan, V. Kasturi, and Courtney Han. "The END Fund (B)." Harvard Business School Supplement 523-064, January 2023. (Revised September 2024.)
- June 2012
- Case
PV Technologies, Inc.: Were They Asleep at the Switch?
By: Frank V. Cespedes and Diane Badame
PV Technologies, Inc. is an industry-leading manufacturer of photovoltaic inverters used to convert the direct current output of solar panels into alternating current for the commercial power grid. In conjunction with a request for proposal, the company's largest... View Details
Keywords: Marketing Strategy; Customer Relationship Management; Competitive Strategy; Product Marketing; Energy Industry; Technology Industry; United States
Cespedes, Frank V., and Diane Badame. "PV Technologies, Inc.: Were They Asleep at the Switch?" Harvard Business School Brief Case 913-505, June 2012.
- 21 Apr 2023
- Research & Ideas
The $15 Billion Question: Have Loot Boxes Turned Video Gaming into Gambling?
Players have long been able to buy virtual items with real money in video games, such as special weapons and features. But Nintendo raised the ire of parents and regulators in 2018 when it added so-called loot boxes—a virtual lottery for... View Details
- 19 Jul 2010
- Research & Ideas
How Mercadona Fixes Retail’s ’Last 10 Yards’ Problem
to the department specialist and ask, 'What kind of meat should I buy to make stew?' or 'What's the best toothpaste for me to buy for my family?' She knows everything about the... View Details
- June 2018
- Teaching Note
Meridian Systems (Brief Case)
By: Frank V. Cespedes and Michael J. Roberts
Teaching Note for HBS No. 918-533. The key issues discussed in the Meridian teaching note concern sales force deployment: decisions about how to focus sales efforts with respect to territories, customers, and products. The teaching note explains the strengths and... View Details