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Show Results For
- All HBS Web
(995)
- People (1)
- News (172)
- Research (735)
- Events (5)
- Multimedia (3)
- Faculty Publications (266)
- 07 Nov 2017
- First Look
New Research and Ideas: November 7, 2017
contexts (Coase, 1937; Williamson, 1981; Ouchi, 1980). The underrepresentation of democratic models compared to hierarchy would thus seem to reflect, in part, a triumph of this economic logic (e.g., Hansmann, 1996). What does the balance... View Details
Keywords: Carmen Nobel
- 19 Jun 2007
- First Look
First Look: June 19, 2007
alignment in supply/demand planning. We model the interaction between a sales and a manufacturing function within a firm, or between an upstream and downstream firm. We claim that misalignment is costly both... View Details
Keywords: Martha Lagace
- 28 Feb 2005
- Research & Ideas
How to Harness Auction Fever
Want to create a high-profit auction? One strategy is to create "auction fever" around your sale by generating lots of hype, having strict rather than flexible deadlines at the end of auctions, and making sure winners and losers... View Details
- 13 Mar 2018
- First Look
March 13, 2018
especially those with widely diversified product portfolios, are a dominant and critical enterprise model in emerging and developing economies and have lately attracted much attention in academic circles and business presses,... View Details
Keywords: Sean Silverthorne
- 06 Oct 2020
- Blog Post
2+2 Where Are They Now Spotlight: Curtis Wu (MBA 2018)
kind of disposition, I never thought I could end up in the sales organization of a beer company after college. While many of my classmates used their pre-application years to craft their resumes, I felt empowered to take a big risk... View Details
- 17 Apr 2019
- Blog Post
Coming Home to HBS
consider myself lucky to have met them. After HBS, I left the East Coast for California, joining the Tech world for the first time, straight in the heart of Silicon Valley. While developing my career at Microsoft, I was learning about the commercial and go-to market... View Details
- 01 Mar 2017
- News
Swimming with the Stream
some point.” Release day Old Model: Use videos to build buzz New model: Use videos to make sales When she was working as a digital analyst at Interscope Records before HBS, Gandhi identified a common pattern: Labels would first release a... View Details
Keywords: Dan Morrell
- 08 Aug 2023
- Research & Ideas
The Rise of Employee Analytics: Productivity Dream or Micromanagement Nightmare?
example, behavioral data can help sales teams optimize their outreach tactics. It could highlight bottlenecks in engineering, product development, and factory operations. “The idea here is that organizations can help employees use their... View Details
Keywords: by Ben Rand
- 01 Apr 1998
- News
Plunging Into the Net
studies, course notes, journal articles, and a forthcoming book - Marketspace - by Rayport. In addition, HBS is delivering human capital. "Our graduates are going into established industries and creating new models that are changing the... View Details
- 15 Aug 2016
- Research & Ideas
Black Swans and Big Trends Can Ruin Anyone's Internet Prediction
paragraphs to Google, which, by 2001, already was the 15th largest website in the United States. Despite this traffic, Google’s ecosystem impact was still modest at the time. The company was still a year away from adopting the paid search View Details
- 12 Apr 2004
- Research & Ideas
Waking Up a Sleeping Company
issue of Medtronic's performance standards, I found that goals and deadlines were routinely set, missed, and then simply adjusted. Poor performance was rationalized by excuses. Even incentive payments were adjusted upward to reflect these excuses. As a result, View Details
Keywords: by Bill George
- 01 Mar 2016
- News
Case Study: Paper Chase
operates four sales kiosks in the Boston area, with mobile retail teams that visit local fairs and markets. The kiosks offer a valuable in-person experience with a high conversion rate for the $8–$13 cards. The split between in-person and... View Details
- 01 Sep 2015
- News
Case Study: Golden Ticket
platform of options beyond ticketing, including licensed merchandise sales and CRM for sporting events and dedicated event feeds that will ping relatives and friends about upcoming games and recitals. Expansion is a question of dimension:... View Details
- 08 Nov 2011
- First Look
First Look: Nov. 8
Warmth and competence represent the central dimensions of group stereotypes, the majority of which are ambivalent-characterizing groups as warm but incompetent (e.g., older people, working mothers) or competent but cold (e.g., model... 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
- 13 Sep 2011
- First Look
First Look: September 13
Advertising (DTCA), detailing, and Meetings and Events (M&E). We then propose an alternative choice model specification that relaxes the IPS property-the so-called "flexible substitution" logit (FSL) model. The (random... View Details
Keywords: Sean Silverthorne
- 27 Aug 2013
- First Look
First Look: August 27
organizational adoption of practice variants that differ in their degree of customization. Working Papers X-CAPM: An Extrapolative Capital Asset Pricing Model By: Barberis, Nicholas, Robin Greenwood, Lawrence Jin, and Andrei Shleifer... View Details
Keywords: Sean Silverthorne
- 01 Jun 2014
- News
Alumni and Faculty Books for June 2014
in the Networked Age by Reid Hoffman, Ben Casnocha, and Chris Yeh (MBA 2000) (Harvard Business Review Press) The employer-employee relationship is broken. The old model of guaranteed long-term employment no longer works in a business... View Details
- 22 Mar 2010
- Research & Ideas
One Strategy: Aligning Planning and Execution
deep culture of direct sales to corporate customers, the company was slow to take advantage of a rapidly emerging consumer market—at least until founder Michael Dell returned to shake things up. "Our past is littered with firms that... View Details
- 23 Jun 2015
- First Look
First Look: June 23, 2015
Abstract—Sarcasm is ubiquitous in organizations. Despite its prevalence, we know surprisingly little about the cognitive experiences of sarcastic expressers and recipients or their behavioral implications. The current research proposes and tests a novel theoretical... View Details
Keywords: Sean Silverthorne