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- All HBS Web (151)
- Faculty Publications (25)
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- 18 Apr 2000
- Research & Ideas
Learning in Action
employs: Bean typically structures these around an outdoor activity such as hiking or cross-country skiing. For example, when sales of the once best-selling Crest Hiker began to decline, L.L. Bean assembled groups of testers, product... View Details
Keywords: by David A. Garvin
- 11 May 2016
- Research & Ideas
Fix This! Why is it so Painful to Buy a New Car?
1989 about service in the auto industry, Ford Motor Co.: Dealer Sales and Service, puts it best: “Nothing much has changed over 25 years. The experience is still generally awful.” Sure, there have been pockets of customer-service... View Details
- 11 Aug 2008
- Research & Ideas
Strategy Execution and the Balanced Scorecard
strategy and operations (or tactics) are both important but they are different. The normal course of events is for companies to focus on day-to-day operations and short-term problem solving. Management meetings focus on fighting fires and... View Details
Keywords: by Martha Lagace
- 16 Aug 2022
- Op-Ed
Now Is the Time for Entrepreneurs to Play Offense
for developing job descriptions and scoring candidates. Rethink your product development prioritization process. Make sure sales best practices are being disseminated systematically within the go-to-market organization. View Details
Keywords: by Jeffrey Bussgang
- 20 Oct 2011
- Research & Ideas
Getting the Marketing Mix Right
model helps measure that." The Ideal Mix When planning marketing campaigns, brand managers have a wide portfolio of weapons to draw on, including in-store merchandising, advertising, coupons and sweepstakes, trade promotions, prices, and deployment of a direct... View Details
Keywords: by Dina Gerdeman
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
owed $130,000 in sales commissions for the work he had done prior to being fired from the firm a few months earlier. The executive, on the other hand, claimed the employee was owed nothing—in fact, he... View Details
Keywords: by Deepak Malhotra & Max H. Bazerman
- 01 Mar 2010
- Op-Ed
A Golden Opportunity for Ford and GM
their own. The bigger question is, will Ford and GM be able to capitalize on this opportunity for the long term? I was with Whitacre when he initially learned that Toyota was suspending sales of 57 percent of its autos sold in the United... View Details
- 04 Nov 2002
- Research & Ideas
From Lone Star to Team Player
keep rewarding and promoting them. Managers may feel that they need them, of course, as they do perform well. So it is pretty gutsy to fire them in today's rather poor economic environment. But if you're really serious about building a... View Details
Keywords: by Mallory Stark
- 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
- 04 Apr 2000
- Research & Ideas
The Right Way to Restructure Conglomerates in Emerging Markets
handle. It also poses practical problems. For instance, how easy is it to estimate a reliable breakup value for a business group in the middle of a fire sale and in the absence of a well-developed market for... View Details
Keywords: by Tarun Khanna & Krishna Palepu
- 06 Nov 2018
- First Look
New Research and Ideas, November 6, 2018
firms. We show that the spillover is stronger in higher-yielding and more financially open markets and for firms with a higher reliance on foreign bank credit. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=53992 Do View Details
Keywords: Dina Gerdeman
- 12 Jun 2019
- Research & Ideas
Investors Have More Than Money to Offer Entrepreneurs
financial management advice. But startups often run into issues outside those categories, everything from what to ask potential hires in a job interview to analyzing sales funnels. Experienced investors have likely run into those issues... View Details
Keywords: by Julia Austin
- 28 Jul 2014
- Research & Ideas
Eyes Shut: The Consequences of Not Noticing
standards. A second fire kills a suburban dad who filled his lawn mower with gas too close to a recently tossed cigarette; the fire raced up the flow of gas and into the can, which exploded. Who is to blame... View Details
- 22 Apr 2014
- First Look
First Look: April 22
present a model in which fire sales propagate shocks across bank balance sheets. When a bank experiences a negative shock to its equity, a natural way to return to target leverage is to sell assets. If... View Details
Keywords: Sean Silverthorne
- 13 Apr 2020
- Research & Ideas
Small Businesses Are Worse Off Than We Thought
Luca, whose past research has focused on platform design. For example, Luca and his colleagues reached out to online rating app Yelp several weeks ago to explore ways the company might help small businesses dealing with the crisis. Among other initiatives, he pointed... View Details
- 03 Aug 2015
- Research & Ideas
Why Fierce Competitors Apple and Amazon Became ’Frenemies’ Over eReaders
terms, both companies would like nothing better than to have customers to themselves, wrapped up in their own seamless media universes: iTunes, iPad, and Apple TV on the one hand; and Kindle, Amazon Prime, and Fire TV on the other. “Even... View Details
- 12 Dec 2017
- First Look
New Research and Ideas, December 12, 2017
growth, while different across regions, are non-linear and asymmetric. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=53596 Brokers and Order Flow Leakage: Evidence from Fire Sales... View Details
Keywords: Sean Silverthorne
- 07 Mar 2017
- First Look
First Look at New Research, March 7
Foe? (A) Three years after launching his brick-and-mortar store, X Fire Paintball and Airsoft, Steve Herbert Sr. and his sons began selling products on Amazon.com’s third-party Marketplace, and online sales... View Details
Keywords: Sean Silverthorne
- 24 Nov 2014
- Research & Ideas
Corrupting Silence: Companies Must Speak Up Against Bribes
assessments of corruption such as enforcement actions, independent directors, and more rigorous auditing. Furthermore, relative to firms with high anticorruption rankings, firms with low rankings had higher sales growth in regions... View Details
Keywords: by Michael Blanding
- 09 Feb 2016
- First Look
February 9, 2016
Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50453 November 2, 2015 Harvard Business Review The Best Ways to Hire Salespeople By: Cespedes, Frank V., and Daniel Weinfurter Abstract—Companies typically spend more on hiring in View Details
Keywords: Sean Silverthorne