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Show Results For
- All HBS Web
(1,045)
- People (1)
- News (142)
- Research (822)
- Events (7)
- Multimedia (4)
- Faculty Publications (216)
- 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
- 29 Oct 2000
- Research & Ideas
Building a Powerful Prestige Brand
committed. Even if they had wanted to sell in chain stores, the Lauders could not afford the large sales force necessary to service such outlets. Because she wanted to reach women who did not necessarily have much experience with makeup,... View Details
- 02 Dec 2010
- News
Ten Rules for Entrepreneurs
The most successful entrepreneurs read books, hire executive coaches, and recognize that continually learning to lead is a must. 8. Learning to sell requires a lifelong commitment. Ethical, effective sales... View Details
- 08 Jan 2008
- First Look
First Look: January 8, 2008
comprehensive micro-data allow us to study how the entry rate, the distribution of entry sizes, and survival rates for firms responded to changes in banking competition. We also distinguish the relative effect of the policy reforms on the... View Details
Keywords: Martha Lagace
- 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
- 28 Jan 2015
- Research & Ideas
Ground Game, Air Wars, and Other Marketing Lessons From Presidential Elections
presidential races. They studied the number of votes cast in each county for the candidates and used registered party affiliation at the county level to look at how campaign effects differed depending on the level of voter partisanship.... View Details
Keywords: by Dina Gerdeman
- 01 Mar 2012
- News
School’s Financial Picture Brighter than Expected
HBS finished fiscal year 2011 with a stronger financial performance than expected despite the lingering effects of the recent recession. Revenue for the year July 1, 2010, to June 30, 2011, exceeded the budget by nearly 9 percent,... View Details
- 18 Apr 2005
- Research & Ideas
Selling Luxury to Everyone
mall and everybody is getting into the cosmetic business," he said. But most of the panelists said the opportunities of the past several years have far exceeded the challenges. Tahari said her company's sales have grown by more than... View Details
- 06 Dec 2016
- First Look
December 6, 2016
other clinical personnel talk more with patients and each other can be the least expensive and most effective approach for producing better outcomes at lower total costs. Publisher's link:... View Details
Keywords: Sean Silverthorne
- 18 Jul 2006
- First Look
First Look: July 18, 2006
Working PapersNone available this week Cases & Course MaterialsThe Company Sale Process Author:William E. Fruhan Jr. Harvard Business School Note 206-108 Lays out the steps, timeline, and process by which a company is sold.... View Details
Keywords: Sean Silverthorne
- 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
- 05 Sep 2012
- First Look
First Look: September 5
categorization effect persisted regardless of whether the rewards were presented using a gain or loss frame. Using both moderation and mediation analyses, we found that categorizing rewards had these positive View Details
Keywords: Sean Silverthorne
- 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
- 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
- 20 Dec 2016
- First Look
December 20, 2016
instant availability of funds invested in liquid assets overseas, thereby limiting firms’ ability to rapidly and/or aggressively respond to competitive market conditions. More specifically, we show that the effects of cash holdings on... View Details
Keywords: Carmen Nobel
- 29 Jan 2014
- Research & Ideas
Super Bowl Ads for Multitaskers
a particular task-for example, announcing a semiannual sale starting the following day. The other two types of ads focus on image, building up the perception of the brand rather than exhorting a consumer to purchase. Imagery-focused ads... View Details
- 01 Dec 2018
- News
Ask the Expert: Gimme Shelter
crafting innovative ways to make that happen in the Bay Area, where median home prices sail north of $1 million. In Oakland, for example, the nonprofit used a little-known tool called the Chapter 8 Tax Sale to acquire 24 blighted,... View Details
Keywords: Jen McFarland Flint
- 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
- 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