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Show Results For
- All HBS Web
(1,075)
- People (1)
- News (141)
- Research (814)
- Events (7)
- Multimedia (4)
- Faculty Publications (217)
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- 06 May 2008
- First Look
First Look: May 6, 2008
deputies. Several months earlier, Swanborough, then vice-president of Marketing, had been named vice-president for Sales Effectiveness atop a transformed sales division. The... View Details
Keywords: Martha Lagace
- 16 Feb 2004
- Research & Ideas
Marketing Wine to the World
industry. Buyer power appears to be higher in the Old World. Consumers are more sophisticated and somewhat more price sensitive in the Old World than in the New World. More sales occur through supermarkets and other off-premise locations... View Details
- 11 Jan 2000
- Research & Ideas
Calling All Managers: How to Build a Better Call Center
they go beyond earlier research to look at the broad context of call center service delivery. "Although much literature has recently been written about various ways to steer customer interactions to sale opportunities," write... View Details
- 25 Sep 2018
- First Look
New Research and Ideas, September 25, 2018
Taxation and Innovation in the 20th Century By: Akcigit, Ufuk, John Grigsby, Tom Nicholas, and Stefanie Stantcheva Abstract—This paper studies the effect of corporate and personal taxes on innovation in the United States over the 20th... View Details
Keywords: Dina Gerdeman
- 02 Mar 2015
- Research & Ideas
‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat
threat is different from what retailers have faced in the past. Although Walmart took an enormous amount of market share in a diverse set of categories, many retailers were able to respond to and effectively co-exist with Walmart. Related... View Details
- 06 Apr 2016
- Research & Ideas
Should Entrepreneurs Pitch Products or Ideas for Products?
disputes—either idea-theft claims or copyright/patent infringement actions. “These costs and risks make buyers very cautious about whom they choose to meet. And that creates a barrier for relatively inexperienced sellers.” Here, the “signaling” 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... View Details
Keywords: Sean Silverthorne
- 22 Jun 2011
- Sharpening Your Skills
Sharpening Your Skills: Motivation
into the most effective way to design a compensation plan, concentrating on whether bonuses boost sales productivity and whether they should be awarded quarterly or annually. Research, focusing on the View Details
Keywords: Re: Multiple Faculty
- 10 May 2016
- First Look
May 10, 2016
build a literature more effectively than they could with less diverse approaches to gathering data. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=51015 April 29, 2016 Science The Growing Problem of Patent Trolling By:... View Details
Keywords: Carmen Nobel
- 10 Apr 2018
- First Look
First Look at New Research, April 10, 2018
Doug J., Byungyeon Kim, and Byoung Park Abstract—We estimate a sales response model to evaluate the short- and long-term value of a sales representative’s detailing visit to different types of physicians. By... View Details
Keywords: Sean Silverthorne
- 19 Apr 2011
- First Look
First Look: April 19
PublicationsWhat to Ask the Person in the Mirror: The Seven Tests of Highly Effective Leaders Authors:Robert Steven Kaplan Publication:Harvard Business Publishing, forthcoming Abstract Successful leaders know that leadership is less... View Details
Keywords: Sean Silverthorne
- 19 Jul 2016
- First Look
July 19, 2016
proposals on material versus immaterial issues affect firms’ subsequent ESG performance and market valuation. We find that 58% of the shareholder proposals in our sample are filed on immaterial issues. We document that filing shareholder proposals is View Details
Keywords: Sean Silverthorne
- 03 Apr 2007
- First Look
First Look: April 3, 2007
Middle East: Measuring Sales Force Effectiveness Harvard Business School Case 106-063 Nutricia's Middle East and African region is transitioning from a trading to a customer focus. CEO Ernest Vandenbussche... View Details
Keywords: Martha Lagace
- 23 Apr 2014
- HBS Case
Are Electronic Cigarettes a Public Good or Health Hazard?
When electronic cigarettes first appeared a little over a decade ago, they were hailed by many as a godsend: a tool to help smokers quit while mitigating the most harmful effects of tobacco. "The [e-cigarette] market is producing, at... View Details
- 21 Feb 2017
- First Look
First Look at New Research: February 21
to be learned for all global companies as they confront language and culture challenges. Examining the strategic use of language by one international corporation, The Language of Global Success uncovers how all organizations might integrate language View Details
Keywords: Carmen Nobel
- 05 Nov 2012
- Research & Ideas
What Wall Street Doesn’t Understand About International Trade
on with X.” Global sales are critical to the success of most big businesses. In fact, for companies in the S&P 500, some 46 percent of sales came from outside the United States in 2011. "When nearly half... View Details
Keywords: by Carmen Nobel
- 30 Aug 2016
- First Look
August 30, 2016
variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of various forms of conditional and unconditional compensation. We account for salesperson... View Details
Keywords: Carmen Nobel
- 06 Sep 2016
- First Look
September 6, 2016
information aggregation treatments do not affect total equity investment when we make the investment environment more realistic than in prior experiments. Previously documented aggregation effects are not robust to changes in the risky... View Details
Keywords: Carmen Nobel
- 10 Feb 2015
- First Look
First Look: February 10
entry) as a means of reconciling non-monotonic incentive responses to competition, effectively manipulating the number and skills distribution of contestants facing one another. February 2015 GfK Marketing Intelligence Review Beyond... View Details
Keywords: Sean Silverthorne
- 22 Dec 2003
- Research & Ideas
Why Negotiation is Like Jazz
Procedural acts work as punctuation in a negotiation, creating order and rhythm. The sales rep's procedural act established the expectation that the manager would make an informed counteroffer. Improvising View Details
Keywords: by Kathleen L. McGinn