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Adriann Dolphin

occasion he could afford to buy something I was admiring. That feeling of anticipation stayed with me and inspires me to bring those same small joys to others through my career. Who is one person from your life that you admire the most... View Details

18 Dec 2006
Lessons from the Classroom

Grooming Next-Generation Leaders

"The people we are training are in positions of power, not running companies so much as executing the vision," explains Narayandas. "What is critical for them is to understand different leadership styles that apply in... View Details

Keywords: by Martha Lagace

Article

Buyer-Initiated vs. Seller-Initiated Information Revelation

Sales presentations are the core of the selling process where salespeople provide information to prospects. One challenge is that the amount of information available to be potentially communicated may exceed salespeople's ability to communicate or customers' ability to... View Details

Keywords: Information; Quality; Marketing Communications; Game Theory; Sales

Citation

February 2008 (Revised February 2008)
Supplement

Lincoln Financial Group (B): Making LFD a Reality

LFG reorganizes its business in order to improve customer intimacy. However, to implement the strategy, they need to effect significant changes in the skills of their salespeople. This case series straddles human resource management, corporate strategy, and sales... View Details

Keywords: Organizational Change and Adaptation; Customer Focus and Relationships; Financial Services Industry

Citation

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21 May 2021
Blog Post

Alumni Spotlight: Cissy Chen (MBA 2019)

and social return can be aligned to drive positive change. The mentality that Professor Rebecca Henderson shared was something new and fresh and... View Details

02 Feb 2022
Blog Post

How I Spent My HBS 2+2 Deferral: Nikki Philip

years. What job(s) did you have during your deferral? During my deferral I worked two jobs: one in global health and one in sports. The first job was at a nonprofit organization called Lwala Community... View Details

30 Oct 2019
Research & Ideas

How to Recover Gracefully After Shutting Down Your Startup

startup. Liquidation follows and, along with it, a contentious auction of assets to pay creditors. “There are many things that entrepreneurs can do to fail well—in ways that preserve their relationships and integrity—and to View Details

Keywords: by Danielle Kost

17 Feb 2022
Book

When Employees Feel a Sense of Purpose, Companies Succeed

book, Deep Purpose: The Heart and Soul of High-Performance Companies, I explore how some leaders embrace “deep purpose” as a generative force that can be a catalyst to achieve both impressive economic results View Details

Keywords: by Ranjay Gulati

22 Aug 2005
Research & Ideas

The Hard Work of Failure Analysis

salespeople, and had subsequently found jobs that required, on average, 20 percent fewer hours. Once again, deeper probing and analysis yielded a truer understanding of the... View Details

Keywords: by Amy Edmondson & Mark D. Cannon

Blog

What Black Executives Really Want

challenges, but also their ideas, asking "What do you wish your organization or your boss would do differently?" I cherry-picked my sample, choosing people who went to top colleges and were working in blue chip companies. You would expect... View Details

16 May 2000
Research & Ideas

The Simple Economics of Open Source

"signaling incentive," include the "career concern incentive" which refers to future job offers, shares in commercial open source-based companies or future access to venture capital, and... View Details

Keywords: by Martha Lagace; Technology

10 Aug 2016
Blog Post

3 Benefits of the Case Method

have had the opportunity to learn from them. 3. I learned to take a position and express my thoughts in a convincing manner Every student is expected to contribute his or her views on the case questions. All... View Details

Web

HBS Alumni Conference: Accelerating Climate Solutions - Alumni

technologies. Iberdrola was an early investor in renewables, positioning itself as a leader driving the electric industry's role in the fight against climate change. In the case, chairman and CEO Ignacio... View Details

20 Jan 2023
Blog Post

The Importance of Mentorship: A Conversation With Professor Ting Zhang

especially true as the first in my family to go to grad school. The biggest influence in my life has been my parents. Throughout my childhood, my parents worked multiple jobs to give me the educational opportunities I had—that’s a big... View Details

22 Apr 2013
Working Paper Summaries

Competing with Privacy

Keywords: by Ramon Casadesus-Masanell & Andres Hervas-Drane; Publishing

10 Mar 2020
Research & Ideas

The Little Understood Problem Confronting Diverse Workplaces

at an urban charter school, where over 95 percent of the 500 students were minorities and more than 75 percent were low-income. They focused their attention on tutors—the employees with the closest and most... View Details

Keywords: by Julia Hanna

20 Apr 2009
Working Paper Summaries

Corporate Misgovernance at the World Bank

Keywords: by Ashwin Kaja & Eric Werker

Web

Business for Social Impact | Social Enterprise | Harvard Business School

professionals. Understand what it takes to combine purpose and profit and how businesses can face today's global challenges. Power and Influence for View Details

08 Oct 2018
Research & Ideas

Knowing What Your Boss Earns Can Make You Work Harder

both of which helped signal how much effort individuals were putting into their job. They also studied compensation at all levels, including senior executives. Workers were surveyed on how much they thought, on average, peers and managers... View Details

Keywords: by Rachel Layne

31 Jul 2023
News

Striving for Imperfection

Subscribe on iTunes Subscribe on Spotify More Skydeck episodes Since he left HBS in 1990, Charles Conn (MBA 1990) has built a full and varied portfolio career. Early on, he was a partner at McKinsey and then a tech executive, founding Ticketmaster-Citysearch. Today,... View Details

Keywords: Management of Companies and Enterprises; Management

Publications