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Show Results For
- All HBS Web
(1,040)
- News (186)
- Research (760)
- Events (2)
- Multimedia (1)
- Faculty Publications (281)
- 28 May 2012
- Research & Ideas
A Pragmatic Alternative for Creating a Corporate Social Responsibility Strategy
not force the disparate CSR programs into their business strategies. Instead, the goal should be to "bring discipline and structure to the many fragmented components. [The] components will in some cases support the core strategy and in... View Details
Keywords: by Dina Gerdeman
- 18 Feb 2013
- Research & Ideas
Breaking Through a Growth Stall
both theory and practice. In the United States, for example, the amount invested in sales forces exceeds an estimated $800 billion a year. That's more than three times the money US firms spend annually on... View Details
Keywords: by Sean Silverthorne
- October 2005 (Revised August 2006)
- Case
Perelson Weiner LLP
By: Thomas J. Steenburgh and Das Narayandas
Perelson Weiner LLP, a successful accounting firm in New York City, is re-evaluating its incentive strategy as it makes plans to grow its business. View Details
Keywords: Accounting; Growth and Development; Compensation and Benefits; Management; Planning; Sales; Motivation and Incentives; Corporate Strategy; Accounting Industry; New York (city, NY)
Steenburgh, Thomas J., and Das Narayandas. "Perelson Weiner LLP." Harvard Business School Case 506-006, October 2005. (Revised August 2006.)
- 01 Oct 2000
- News
Raymond A. Baxter: Sweet Smell of Success
cookies. Annual proceeds from the sale total close to $450 million, $300 million of which supports scouting activity. "If there's a more effective fundraiser in the world, I don't know what it is," Baxter remarks. "But it's also a... View Details
Keywords: Julia Hanna
- 05 Sep 2012
- First Look
First Look: September 5
scientists that may be due to a performance management system that leaves top performing employees slighted by the practice of uniform ratings. In an effort to retain top employees, the company institutes a forced distribution model of... View Details
Keywords: Sean Silverthorne
- 30 Jun 2015
- First Look
First Look: June 30, 2015
that sales representatives, who were responsible for a large portfolio of imaging products, were not giving enough attention to Ultrasound. He was wondering if change in the size and compensation structure... View Details
Keywords: Carmen Nobel
- 19 Apr 2011
- First Look
First Look: April 19
saved customers money and their strong brands generated more traffic and sales but that most retailers, looking only at gross margins, missed this added value. Pepsi managers struggled to craft a strategy that would convince retailers to... View Details
Keywords: Sean Silverthorne
- 01 Mar 2016
- News
Off Script
top posts at Schering-Plough and Wyeth. Are there structural reforms that could be implemented in the drug industry to lower the market-driven price of drugs? Forcing pharma firms to invest in R&D a minimum percentage of the View Details
- 11 Oct 2004
- Research & Ideas
Four Ways to Create Lasting Change
DNA." Roberto and Levesque joined forces for the following e-mail interview with HBS Working Knowledge. Martha Lagace: As you write in your working paper, conventional management wisdom says the first step in a change initiative is... View Details
Keywords: by Martha Lagace
- 18 Jul 2005
- Research & Ideas
Time to Rethink the Corporate Tax System?
characterize profits to tax authorities and capital markets separately). There is also much anecdotal evidence on the profusion of tax shelters and compensation incentives for managing effective tax rates. Managers appear to have become... View Details
Keywords: by Ann Cullen
- Person Page
Media
Media
This lists media reports covering my firm dollarDEX Investments or me (or my colleagues), or columns written by me (or my colleagues). There are all... View Details
- 08 Mar 2019
- Blog Post
“There’s no quick shortcut to success:” Zorpads takes off
in New York City working as a healthcare consultant, and Wiegele, who spends his days working in product marketing for Hot Wheels in Los Angeles, credit their partnerships for allowing them the freedom to explore the creative side of this growing business. They brought... View Details
- 01 Jun 2004
- News
Books
University Press) Walter Friedman’s Birth of a Salesman: The Transformation of Selling in America documents the history of salesmanship, from the days of peddlers to the creation of modern sales forces at... View Details
- 01 Sep 2009
- News
Read All About It!
the 1930s, for example, per-person movie ticket sales were seven times higher than at the end of the 1990s. Fox Photos/Getty Images In the sweep of U.S. history, consumption had been a force for great... View Details
- 24 Jul 2014
- Blog Post
Create a Content Marketing Strategy for your Talent Acquisitions Team
important as building out a content marketing strategy for your sales or marketing team. Connecting with individuals in a deep and profound way is significant when convincing top talent to want to dedicate the next chapter of their career... View Details
- 27 Sep 2004
- Research & Ideas
IBM Finds Profit in Diversity
aligned with the effort, and a strong and well-articulated business case for action. IBM's diversity task forces benefited from all four. Demonstrate Leadership Support It's become a cliché to say that leadership matters, but the issue... View Details
Keywords: by David A. Thomas
- 02 Mar 2015
- Research & Ideas
‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat
day, 7 days a week and is available from one's own home without a trip. While Amazon has been compared to Walmart, it's probably most apt to compare Amazon to category killers. Amazon's sales are only a fraction of Walmart's, but like... View Details
- 09 Mar 2010
- First Look
First Look: March 9
for sovereign debts are minimal since little can be used as collateral and the ability of a court to force a sovereign entity to comply has been extremely limited, especially given the lack of a supranational legal authority capable of... View Details
Keywords: Martha Lagace
- 23 Jan 2007
- First Look
First Look: January 23, 2007
incentive design impacts store manager behavior and, consequently, retail performance. More specifically, we describe the shift in store manager behavior resulting from a change in incentives which, in part, altered the importance of View Details
Keywords: Martha Lagace
- 05 Mar 2013
- First Look
First Look: March 5
focuses on scaling a venture's sales process and provides a methodology for identifying core customers and some implications for governance criteria and potential product changes as well as sales management.... View Details
Keywords: Sean Silverthorne