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Show Results For
- All HBS Web
(3,396)
- People (3)
- News (784)
- Research (1,872)
- Events (14)
- Multimedia (36)
- Faculty Publications (1,164)
- Article
Why ‘Tell Them Something They Don't Know’ Is Bad Advice in B2B Sales
By: Frank V. Cespedes and Tracy DeCicco
Common advice in sales is to provide insights to customers during sales calls. But this advice generally stays at the level of “tell people something they don’t already know” and results in sales conversations littered with many irrelevant factoids. This article... View Details
Cespedes, Frank V., and Tracy DeCicco. "Why ‘Tell Them Something They Don't Know’ Is Bad Advice in B2B Sales." Harvard Business Review (website) (August 19, 2019).
- 13 May 2003
- Other Presentation
The Competitive Advantage of Regions
This presentation draws on ideas from Professor Porter's articles and books, in particular, The Competitive Advantage of Nations (The Free Press, 1990), "The Microeconomic Foundations of Economic Development," in The Global Competitiveness Report 2001,... View Details
Porter, Michael E. "The Competitive Advantage of Regions." Indiana Leadership Summit, Indianapolis, IN, May 13, 2003.
- 27 Feb 2004
- Other Presentation
The Competitive Advantage of Regions
This presentation draws on ideas from Professor Porter's articles and books, in particular, The Competitive Advantage of Nations (The Free Press, 1990), "The Microeconomic Foundations of Economic Development," in The Global Competitiveness Report 2001,... View Details
Porter, Michael E. "The Competitive Advantage of Regions." Columbus Partnership Retreat, John F. Kennedy School of Government, Cambridge, MA, February 27, 2004.
- 4 Oct 2013
- Other Presentation
Economic and Social Development: The New Learning
This presentation draws on ideas from Professor Porter's articles and books, in particular, The Competitive Advantage of Nations (The Free Press, 1990), "Building the Microeconomic Foundations of Competitiveness," in The Global Competitiveness Report... View Details
Porter, Michael E. "Economic and Social Development: The New Learning." Americas Competitiveness Forum, Panama City, Panama, October 4, 2013.
- June 2012
- Article
Short Termism: Don't Blame the Investors
By: Francois Brochet, George Serafeim and Maria Loumioti
The article presents research on executives and corporation investor relations. A study is conducted of the language used by executives in conference calls discussing earnings with investors and financial analysts. A correlation was found between the use of language... View Details
Keywords: Financial Management; Business Earnings; Managerial Roles; Investment; Agency Theory; Communication Strategy; Business and Shareholder Relations
Brochet, Francois, George Serafeim, and Maria Loumioti. "Short Termism: Don't Blame the Investors." Harvard Business Review 90, no. 6 (June 2012).
- 03 Sep 2012
- News
How to Become the Strategist Your Company Needs
- 03 Jun 2021
- News
CEOs Are the Problem
- 31 May 2017
- News
You Can Blame Wall Street For Your Crappy Flight
- 13 Sep 2016
- News
That Scandal on Your Résumé Will Cost You—Even if It Isn’t Yours
Michael W. Toffel
Professor Toffel is the Senator John Heinz Professor of Environmental Management. His research examines how companies are addressing climate change (especially decarbonization) and other environmental and working condition issues in their operations and supply... View Details
V. Kasturi Rangan
Kash Rangan is the Malcolm P. McNair Professor of Marketing at the Harvard Business School. Formerly the chairman of the Marketing Department (1998-2002), he is now the co-chairman of the school's Social Enterprise Initiative. He has taught in a wide variety of MBA... View Details
- Article
Dualities in Negotiation: Introduction
Richard Walton and Robert McKersie's closeness to practice, disciplinary rigor, and successful search for powerful generalizations help explain the lasting impact of their 1965 book, A Behavioral Theory of Labor Negotiations. Central to their argument are three... View Details
Sebenius, James K. "Dualities in Negotiation: Introduction." Negotiation Journal 31, no. 4 (October 2015): 333–334.
- 19 Nov 2014
- News
Rethink What You “Know” About High-Achieving Women
- June 18, 2015
- Article
What Makes FC Barcelona Such a Successful Business
By: Andres Hatum and Luciana Silvestri
This article explores how FC Barcelona's identity as "more than a club" fuels the team's impressive performance on the field. We focus on the role of La Masía, the club's youth academy, to explain how a strong sense of organizational identity underlies the team's style... View Details
Hatum, Andres, and Luciana Silvestri. "What Makes FC Barcelona Such a Successful Business." Harvard Business Review (website) (June 18, 2015).
- 07 Jul 2011
- News
Innovation Depends on a Robust Manufacturing Sector
- Article
Drive Innovation with Better Decision-Making
By: Linda A. Hill, Emily Tedards and Taran Swan
Despite their embrace of agile methods, many firms striving to innovate are struggling to produce breakthrough ideas. A key culprit, according to the authors, is an outdated, inefficient approach to decision-making. Today’s discovery-driven innovation processes involve... View Details
Keywords: Innovation and Invention; Decision Making; Decision Choices and Conditions; Organizational Change and Adaptation
Hill, Linda A., Emily Tedards, and Taran Swan. "Drive Innovation with Better Decision-Making." Harvard Business Review 99, no. 6 (November–December 2021): 70–79.
- 12 May 2009
- First Look
First Look: May 12, 2009
Working PapersDishonest Deed, Clear Conscience: Self-Preservation through Moral Disengagement and Motivated Forgetting (revised) Authors:Lisa Lixin Shu, Francesca Gino, and Max H. Bazerman Abstract People routinely engage in dishonest acts without feeling guilty... View Details
Keywords: Martha Lagace
- 2009
- Article
Synthesis by Microbes or Chemists? Pharmaceutical Research and Manufacturing in the Antibiotic Era
By: Arthur A. Daemmrich
This article presents a case study of the rise of Pfizer as a leading pharmaceutical company, with a focus on changing relationships between manufacturing technology and R&D between the mid-1940s and the mid-1960s. Pfizer first moved into pharmaceuticals through... View Details
Keywords: Research and Development; Production; Technology; Transformation; Relationships; Success; Organizations; Programs; Chemicals; Alignment; Pharmaceutical Industry; United States
Daemmrich, Arthur A. "Synthesis by Microbes or Chemists? Pharmaceutical Research and Manufacturing in the Antibiotic Era." History and Technology 23, no. 3 (2009): 237–256.
Forest L. Reinhardt
Forest L. Reinhardt is the John D. Black Professor of Business Administration at Harvard Business School, and HBS’s Senior Associate Dean for Faculty Promotions and Tenure.
Professor Reinhardt is interested in the relationships between market and nonmarket... View Details
David B. Yoffie
Professor David B. Yoffie is a Baker Foundation Professor and the Max and Doris Starr Professor of International Business Administration, Emeritus at Harvard Business School. A member of the HBS faculty since 1981, Professor Yoffie received his... View Details