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  • All HBS Web  (2,818)
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  • June 2017 (Revised May 2019)
  • Supplement

Kjell and Company: Motivating Salespeople with Incentive Compensation (B)

By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain founded in 1988 by brothers Marcus, Mikael and Fredrik Dahnelius. The company operated 84 stores, all company-owned, located mainly in the metropolitan areas of Sweden’s most popular cities: Stockholm, Gothemburg... View Details
Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
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Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (B)." Harvard Business School Supplement 517-133, June 2017. (Revised May 2019.)
  • 30 Apr 2013
  • First Look

First Look: April 30

Julie, and Tiziana Casciaro Abstract—We propose a relational theory of how change agents in organizations use the strength of ties in their network to overcome resistance to change. We argue that strong ties to potentially influential... View Details
Keywords: Sean Silverthorne
  • Program

Preparing to Be a Corporate Director

your awareness of current and emerging issues facing boards and companies Balance the demands of shareholders with those of other stakeholders in driving long-term corporate performance Interact more effectively with your company's board... View Details
  • Program

Finance for Senior Executives

compensation incentives, and play a bigger role in helping your company optimize its financial resources and strengthen its bottom line. Details Apply strategic financial insight Make informed strategic decisions regarding capital... View Details

    Das Narayandas

    Das Narayandas is the Edsel Bryant Ford Professor of Business Administration at the Harvard Business School. His academic credentials include a Bachelor of Technology degree in Engineering from the Indian Institute of Technology, Bombay (IITB), a Post-Graduate... View Details

    Keywords: transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation
    • Program

    Family Office Wealth Management—Virtual

    endowment models Expand your personal and professional network Extend your network by connecting and working with accomplished executives from various backgrounds, industries, and countries around the globe... View Details
    • March 2015
    • Case

    BOLT: Seed Venture Capital Firm

    By: William A. Sahlman and Robert F. White
    BOLT is a different kind of seed venture capital firm built to serve the needs of early-stage startups at the intersection of hardware and software.

    In the past decade, the cost of entrepreneurial experimentation has dropped dramatically, particularly in web... View Details
    Keywords: Entrepreneurial Finance; Accelerator; Entrepreneurship; Finance; Venture Capital; Applications and Software; Information Infrastructure; Strategy
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    Sahlman, William A., and Robert F. White. "BOLT: Seed Venture Capital Firm." Harvard Business School Multimedia/Video Case 815-702, March 2015.
    • 05 Oct 2009
    • Research & Ideas

    The Vanguard Corporation

    They need to be great systems thinkers. They've always needed that, but they need it even more as they look beyond the walls of the company. They manage their purpose through networks of partners. In fact, one of the values of these View Details
    Keywords: by Sean Silverthorne
    • October 2018
    • Case

    Accomplice: Scaling Early Stage Finance

    By: Ramana Nanda, Raffaella Sadun and Olivia Hull
    Accomplice, an early-stage venture capital firm based in Boston, is raising its second fund in November 2017. Since 2009, the firm has followed a seed-led investment model, investing in tech companies at the earliest stages, often when products and business models are... View Details
    Keywords: Early Stage Finance; Seed Finance; Scouts; Venture Capital; Business Startups; Private Equity; Investment Portfolio; Organizational Structure; Organizational Change and Adaptation; Partners and Partnerships; Networks; Adaptation; Corporate Strategy; Technology; Financial Services Industry; Massachusetts; Boston; Cambridge; United States
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    Nanda, Ramana, Raffaella Sadun, and Olivia Hull. "Accomplice: Scaling Early Stage Finance." Harvard Business School Case 719-403, October 2018.
    • June 2020 (Revised August 2020)
    • Case

    Majid Al Futtaim Retail Geographic Expansion: Brick or Click?

    By: Juan Alcácer and Alpana Thapar
    This case illustrates the challenges that retailers face when they aggressively pursue geographical growth by expanding both their physical store network and their online presence. It features Majid Al Futtaim (MAF) Retail, a franchisee of Carrefour hypermarkets in the... View Details
    Keywords: Stores; Ecommerce; Strategy; Expansion; Geographic Location; Decision Making; Internet and the Web; Digital Transformation; E-commerce; Retail Industry; Middle East
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    Alcácer, Juan, and Alpana Thapar. "Majid Al Futtaim Retail Geographic Expansion: Brick or Click?" Harvard Business School Case 720-482, June 2020. (Revised August 2020.)
    • July 2004 (Revised October 2018)
    • Case

    Opium and Entrepreneurship in the Nineteenth Century

    By: Geoffrey Jones, Elisabeth Koll and Alexis Gendron
    This case examines the role of Jardine Matheson, a trading company founded by two Scottish merchants, in the opium trade between India and China during the nineteenth century. The two Opium Wars fought between Western powers and China, which sought to stop opium... View Details
    Keywords: History; Globalized Economies and Regions; Ethnicity; Multinational Firms and Management; Groups and Teams; Trade; Social and Collaborative Networks; China; United Kingdom
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    Jones, Geoffrey, Elisabeth Koll, and Alexis Gendron. "Opium and Entrepreneurship in the Nineteenth Century." Harvard Business School Case 805-010, July 2004. (Revised October 2018.)
    • Program

    Driving Digital Strategy

    practices from companies that have successfully navigated through the digital turbulence and also examine those that struggled. This will help you gain the foresight to anticipate disruptions, the adaptability to pivot with agility, and... View Details
    • February 2011 (Revised November 2012)
    • Case

    PatientsLikeMe: An Online Community of Patients

    By: Sunil Gupta and Jason Riis
    PatientsLikeMe (PLM) is an online community where patients share their personal experiences with a disease, find other patients like them, and learn from each other. The company was founded by Jamie and Ben Heywood when their 29-year-old brother was diagnosed with ALS... View Details
    Keywords: Business Startups; Health Disorders; Knowledge Sharing; Growth and Development Strategy; Product Launch; Digital Platforms; Social and Collaborative Networks; Health Industry
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    Gupta, Sunil, and Jason Riis. "PatientsLikeMe: An Online Community of Patients." Harvard Business School Case 511-093, February 2011. (Revised November 2012.)

      Digital Dark Matter and the Economics of Apache

      Researchers have long hypothesized that research outputs from government, university, and private company R&D contribute to economic growth, but these contributions may be difficult to measure when they take a non-pecuniary form. The growth of networking... View Details

        Jan W. Rivkin

        Jan W. Rivkin is a Professor in the Strategy Unit at Harvard Business School. In the past, he has served as Faculty Chair of the MBA Program, Senior Associate Dean for Research, and head of the Strategy Unit. His research, course development, and teaching focus on... View Details

        Keywords: transportation; transportation; transportation; transportation; transportation
        • Web

        Hiring Organizations

        Kellanova Kestrix KEY ESG KHAITE Kistefos AS KKR & Co. Inc. KKR Capstone Knox Lane Kora Management LP Kraft Heinz Company Krispy Kreme L L+M Development Partners Inc. L.E.K. Consulting Ladder Health Last Mile Education Fund LayerHealth... View Details

          Robert Simons

          Robert Simons is a Baker Foundation Professor at Harvard Business School. For over 35 years, Simons has taught accounting, management control, and strategy execution courses in both the Harvard MBA and Executive Education Programs. For 2024/25, he is teaching a... View Details

          • Program

          Foundations of Private Equity and Venture Capital

          and fundraising process. You will return to your company with the skills, strategies, and confidence to target the right investors, find the best deals, and raise the capital for your first-time fund. Read More Understand industry... View Details
          Keywords: Finance; Finance
          • 24 Oct 2023
          • HBS Case

          From P.T. Barnum to Mary Kay: Lessons From 5 Leaders Who Changed the World

          1960s Bay Area counterculture, and the other, a daughter of former enslaved people born after the Civil War, both built iconic companies by passionately championing their ideas and pushing for growth. They’re two of the 23 profiles that... View Details
          Keywords: by Avery Forman

            Rosabeth M. Kanter

            Rosabeth Moss Kanter holds the Ernest L. Arbuckle Professorship at Harvard Business School, specializing in strategy, innovation, and leadership for change. Her strategic and practical insights guide leaders worldwide through teaching, writing, and direct... View Details

            Keywords: transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation; transportation
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