Inside Sales Model - Publications - Faculty & Research

11 Mar 2021
News

Leading with Heart

things were getting better—and I remember having this conversation with you where you felt that you were turning a corner and things were looking good. And suddenly the bottom falls out of your business. Describe to everybody what the bottom falling out of a business... View Details

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Charts & Statistics - Leadership

250 million to 281 million Influence: Medium-High 1900 s 19 Model T Plastic Safety razor Widespread use of steam engine, electricity, and openhearth furnace allows businesses to expand nationwide Influence: Medium 10 1910 s 19 First... View Details

Research Summary

Overview

The overarching goal of my research is to produce works that are influential and informative to both academics and practitioners in the field of operations management. To accomplish this, I collaborate with industry partners who provide knowledge about their field,... View Details

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Industry Information - Alumni

faculty from the fields of business, economics and law. + – CPG/Marketing AdAge Leading trade publication of the marketing and media landscape. Tiered subscription model (free registration for a limited number of articles per month;... View Details

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Entrepreneurial Management Awards & Honors - Faculty & Research

Modeling Track Paper at the Association for Computing Machinery (ACM) Conference on Economics and Computation for “Equilibrium Effects of Pay Transparency in a Simple Labor Market” with Bobak Pakzad-Hurson. Ranjay Gulati : Finalist for... View Details

29 Jan 2021
Op-Ed

How Influencers, Celebrities, and FOMO Can Win Over Vaccine Skeptics

responders and vulnerable populations, and then the general population. The diffusion of innovations model indicates that each of these groups will have five customer segments based on their willingness to get vaccinated earlier or later.... View Details

Keywords: by Rohit Deshpandé, Ofer Mintz, and Imran S. Currim

28 Apr 2022
Research & Ideas

Can You Buy Creativity in the Gig Economy?

e-book market. New regulations have shaken up the e-book landscape in China, intensifying competition and prompting writers to work harder, according to research by Harvard Business School Professor Feng Zhu. Book contracts that give authors a share of View Details

Keywords: by Pamela Reynolds

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2024 Reunion Presentations - Alumni

will also explore implications of these changes for investing. Digital Platforms: The Business Model of the 21st Century Professor David Yoffie + More Info - Slides – Less Info - Slides Digital platforms have become the most successful... View Details

31 May 2017
What Do You Think?

Can Amazon Do What Walmart Couldn’t, Stop the 'Wheel of Retailing'?

In 1997, a young entrepreneur visited a class at Harvard Business School taught by my colleague, Len Schlesinger. The class discussed a case based on the visitor’s fledgling online retailing company that had rapidly expanded sales to $100... View Details

Keywords: by James Heskett; Retail

13 Jan 2021
Research & Ideas

How 'Small C' Change Can Beat Large-Scale Rebuilding

to success. The recent Champions League victory of FC Bayern Munich under new head coach Hansi Flick illustrates this powerful lesson. The dynamics of a comeback: A view from inside By making the historic treble of winning the Champions... View Details

Keywords: by Boris Groysberg, Sascha L. Schmidt, and Sebastian Flegr; Sports

06 Aug 2012
Research & Ideas

Strategic Intelligence: Adapt or Die

strategic inertia. What did it do wrong? A: In the 1980s Circuit City discovered a good business model and started rolling it out across the United States. The company was growing very, very fast-20 to 30 percent a year. Best Buy, which... View Details

Keywords: by Michael Blanding

23 Jun 2003
Research & Ideas

Building a Better Buyer-Seller Relationship

increased sales over time. "If you get in with fewer customers for a long time, you get a greater share of wallet from the fewer customers" (as opposed to more mass market customers), he said. 2) Manufacturing costs went down.... View Details

Keywords: by Martha Lagace

February 2021
Case

Yellow Digital Retailers: Providing Solar Electricity to Transform Rural Africa

By: Lynda M. Applegate, Frank V. Cespedes and Michael Norris

In 2020, Mike Heyink and Maya Stewart, co-founders of the Pay-as-you-Go Solar company Yellow were considering how to grow their startup. They had achieved some success in their first market, Malawi, and had recently entered Uganda, where business was slower. What did... View Details

Keywords: Solar Energy; Business Model; Business Startups; Developing Countries and Economies; Alternative Energy; Renewable Energy; Social Entrepreneurship; Green Technology; Salesforce Management; Diversification; Expansion; Energy Industry; Africa; South Africa; Malawi; Uganda

Citation

Educators

Purchase

14 Jul 2020
Research & Ideas

Restarting Under Uncertainty: Managerial Experiences from Around the World

client-centric approach. It intensified virtual interactions with customers, merged sales and customer service, and boosted integration of all databases, which had been spread across functions, into a single customer resource management... View Details

Keywords: by Raffaella Sadun, Andrea Bertoni, Alexia Delfino, Giovanni Fassio, and Mariapaola Testa

20 Mar 2000
Research & Ideas

Incubators: The New Venture Capitalists?

talk of a couple of the new incubators going public themselves. Four leaders in the evolving incubator space — Timothy Rowe of Cambridge Incubator, Toby Corey of Intend Change, Flip Filipowski of Divine Interventures and Jeff Crown of Lycos Labs — came together to... View Details

Keywords: by Kenneth Liss

24 Jan 2025
News

The Network Effect

Karan Mathur (left) and Dina Model (Illustration by Gisela Goppel) When Dina Model and Karan Mathur (both MBA 2015) met through mutual friends during their first year at HBS, neither was envisioning a future business deal. “We didn’t realize that we had shared... View Details

Person Page

Press / Media

By: Karim R. Lakhani

Can America Invent Its Way Back?

BusinessWeek, by Michael Mandel, 12 Sept. 2008

Today, researchers are focusing on ways to make those... View Details

20 Oct 2003
Research & Ideas

Gaps in the Historical Record: Development of the Electronics Industry

worldwide in high-tech industries. The technological and institutional infrastructure of the new consumer electronics industry was determined in the crucible of international competition between four companies in the 1970s and 1980s—RCA, Sony, Matsushita, and Philips.... View Details

Keywords: by Alfred D. Chandler Jr.; Consumer Products

30 Jul 2013
First Look

First Look: July 30

schools choose to display on their websites. First, the data strongly rejects patterns predicted by classic models of voluntary disclosure. In contrast with the traditional unraveling hypothesis, top schools are least likely to display... View Details

Keywords: Anna Secino

22 Feb 2022
News

New Urban Order

expected to grow. Those combined forces present an existential challenge—and a megalopolis-sized opportunity—for entrepreneurs. “As population growth and weather-related pressures increase, the necessity of using our existing resources more efficiently will make the... View Details

Keywords: Kathleen Fu, Deborah Blagg, Julia Hanna, and Maureen Harmon; illustrations by; energy; environment; sustainability; entrepreneurship; Transit and Ground Passenger Transportation; Transportation; Water, Sewage and Supply Systems; Utilities; Construction of Buildings; Construction; Waste Management and Remediation Services; Corporate Services

Publications