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- Faculty Publications (39)
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- All HBS Web (374)
- Faculty Publications (39)
- February 2008 (Revised April 2008)
- Case
Avaya (A)
Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series (Avaya (A)-(D)) walks the student through each phase of this process. The (A) case begins with background on the... View Details
Keywords: Marketing; Demand and Consumers; Performance Improvement; Relationships; Sales; Cooperation
Godes, David B. "Avaya (A)." Harvard Business School Case 508-048, February 2008. (Revised April 2008.)
- Research Summary
Overview
Dr. Burch’s research focuses on capitalism, work, and gender in the twentieth-century United States. Her work reinterprets the history of direct selling by placing it at the center, rather than on the margins, of narratives about advanced capitalism. Examining the... View Details
- 17 May 2017
- Research & Ideas
Minorities Who 'Whiten' Job Resumes Get More Interviews
about their race ended up inadvertently hurting their chances of being considered: Employers claiming to be pro-diversity discriminated against resumes with racial references just as much as employers who didn’t mention diversity at all... View Details
Keywords: by Dina Gerdeman
- 05 Feb 2024
- Research & Ideas
The Middle Manager of the Future: More Coaching, Less Commanding
to connect groups with disparate skills—like engineering, sales, and market analysis—at key points in a project. Extensive analysis of job postings Zhang bases his conclusions on a unique linguistic analysis of more than 34 million online... View Details
Keywords: by Ben Rand
- 22 Nov 2023
- Research & Ideas
Humans vs. Machines: Untangling the Tasks AI Can (and Can't) Handle
consultants using AI were 19 percentage points less likely to produce the right answer. “Organizations need an experimental mindset where they implement a methodical test-and-learn approach.” How to tell which tasks fall on which side of... View Details
- 06 May 2024
- Research & Ideas
The Critical Minutes After a Virtual Meeting That Can Build Up or Tear Down Teams
were the only people who understood what was really going on because nobody else had access to both sides.” The gap in communication was particularly acute after the teams ended the meeting, on what the researchers refer to as the... View Details
Keywords: by Michael Blanding
- 08 Aug 2023
- Research & Ideas
Black Employees Not Only Earn Less, But Deal with Bad Bosses and Poor Conditions
Black employees are being sorted into lower-quality workplaces, even within the same occupation or geographic region. “Firms with better work environments are presumably more attractive to employees,” Zhang says. “So at the point of... View Details
Keywords: by Michael Blanding
- 17 Aug 2020
- Research & Ideas
What the Stockdale Paradox Tells Us About Crisis Leadership
The admiral elaborated further on the concept when, at a West Point graduation, he was asked if he dwelt on the end of his imprisonment to sustain him, or if he lived day to day? “I lived on a day-to-day basis. [M]ost guys thought it was... View Details
Keywords: by Boris Groysberg and Robin Abrahams
- 09 May 2024
- Research & Ideas
Called Back to the Office? How You Benefit from Ideas You Didn't Know You Were Missing
Leaders have fretted since COVID-19 lockdowns that collaboration and innovation might suffer when teammates interact less. New research points to an emerging concern four years on, as organizations settle into remote, hybrid, and... View Details
Keywords: by Ben Rand
- 02 Apr 2024
- What Do You Think?
What's Enough to Make Us Happy?
enough. It depended on how their colleagues were behaving, probably with equally little thought about “enough.” HBS colleague and happiness expert Arthur Brooks refers to this as “the striver’s curse” and notes that “there is no... View Details
Keywords: by James Heskett
- Research Summary
Informing Brand Marketing Practice
Susan M. Fournier is involved with several projects relating more generally to brand managment issues. These include boardroom-level projects (with Professors Thomas Madden and Franke Fehle of the University of South Carolina, and sponsored by Interbrand) on the... View Details
- 12 Feb 2008
- First Look
First Look: February 12, 2007
mechanism, which we refer to as the "clamped second price auction mechanism," into the laboratory to determine whether it helps human subjects learn to play their optimal strategy faster than the standard second price auction... View Details
Keywords: Martha Lagace
- 23 Jun 2023
- HBS Case
This Company Lets Employees Take Charge—Even with Life and Death Decisions
nursing teams find the coaching supportive of their aspirations to do better. Bernstein points out, “as opposed to other organizations, where coaches often report back to management, here the coaches are solely focused on helping nurses.”... View Details
- 14 Feb 2022
- Research & Ideas
Curiosity, Not Coding: 6 Skills Leaders Need in the Digital Age
School professors Tarun Khanna, Anthony Mayo, and Nitin Nohria refer to as contextual intelligence. Only with an understanding of the most salient information or the most influential players in a given context can an executive figure out... View Details
- 12 Apr 2022
- Book
Racism, Colonialism, and Britain's Legacy of Violence
Britain’s 20th century empire was the largest in human history, with a quarter of the world’s land and nearly 700 million people. Yet the empire drew its strength from violence. That’s the conclusion Harvard Business School Professor Caroline Elkins draws in her new... View Details
Keywords: by Avery Forman
- Web
Behavioral Finance & Financial Stability
data, the authors focus on large portfolio liquidations that result in temporary price drops and identify the brokers who intermediate these trades. They find that the predation leads to profits of brokers’ clients of about 25 basis View Details
- 21 Jun 2010
- Research & Ideas
Strategy and Execution for Emerging Markets
Emerging markets such as the BRIC countries—Brazil, Russia, India, and China—entice and intimidate. When managers are asked what is special about emerging markets, they typically point to rapid economic growth, potential competitors, and... View Details
Keywords: by Martha Lagace
- 20 Jun 2005
- Research & Ideas
Creating a Positive Professional Image
"predicament" or event that reflects poorly on their competence, character, or commitment at some point in time, due to mistakes they have made in the past that have become public knowledge, or competency gaps (e.g.,... View Details
Keywords: by Mallory Stark
- 07 Mar 2011
- Research & Ideas
Why Companies Fail—and How Their Founders Can Bounce Back
Ghosh, a senior lecturer at Harvard Business School who has held top executive positions at some eight technology-based start-ups. If failure refers to failing to see the projected return on investment, then the failure rate is 70 to 80... View Details
Keywords: by Carmen Nobel
- 01 Dec 2023
- News
The Imposter Among Us
points of transition along the way. In the stories that follow, alumni share their own reflections on feeling like an imposter, and how they reconcile this inner view with the picture of success that the world reflects back to them. Flip... View Details