Filter Results:
(3,257)
Show Results For
- All HBS Web
(3,257)
- People (5)
- News (660)
- Research (2,128)
- Events (13)
- Multimedia (10)
- Faculty Publications (1,240)
Show Results For
- All HBS Web
(3,257)
- People (5)
- News (660)
- Research (2,128)
- Events (13)
- Multimedia (10)
- Faculty Publications (1,240)
- 12 Dec 2017
- First Look
New Research and Ideas, December 12, 2017
countries for the period 2001–2010. We uncover the following stylized facts: In emerging Asia, real depreciations are associated with faster growth of firm-level total factor productivity (TFP), sales and... View Details
Keywords: Sean Silverthorne
- 24 Jul 2018
- First Look
New Research and Ideas, July 24, 2018
accounting for both personal and social activity, and encourage customers to interact with each other postadoption. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54735 January–February... View Details
Keywords: Dina Gerdeman
- 01 Mar 2018
- News
March 2018 Alumni and Faculty Books
roles and responsibilities, including product management, marketing, growth, and sales to help readers figure out if they want to join a startup View Details
- May 2017
- Case
Promontory, Inc.
By: Frank V. Cespedes and Amy Handlin
Promontory, Inc. is a small, privately owned firm in the promotional products (specialty advertising) industry. After starting the firm two years ago with the intention of pursuing a high-quality/high-price strategy, the CEO is seeking methods of increasing sales... View Details
Keywords: Salesforce Management; Marketing Strategy; Customization and Personalization; Business Model; Sales; Advertising Industry
Cespedes, Frank V., and Amy Handlin. "Promontory, Inc." Harvard Business School Brief Case 917-535, May 2017.
- 26 Sep 2017
- First Look
First Look at New Research and Ideas, September 26, 2017
Business Review What’s the Right Kind of Bonus to Motivate Your Sales Force? By: Chung, Doug J., and Das Narayandas Abstract—Companies typically compensate their sales force by... View Details
Keywords: Sean Silverthorne
- 31 Oct 2017
- First Look
New Research and Ideas, October 31, 2017
forthcoming Journal of Political Economy The Market for Financial Adviser Misconduct By: Egan, Mark, Gregor Matvos, and Amit Seru Abstract—We construct a novel database containing the universe of financial... View Details
Keywords: by Sean Silverthorne
- 06 Sep 2006
- Lessons from the Classroom
Mixing Students and Scientists in the Classroom
five or ten universities in the world where you could teach a course like this. We draw on science from labs across Harvard, and our student teams are tasked with determining if there is a market for the... View Details
- 29 May 2018
- First Look
New Research and Ideas, May 29, 2018
countries for the period 2001–2010. We uncover the following stylized facts: In emerging Asia, real depreciations are associated with faster growth of firm-level total factor productivity (TFP), sales and... View Details
Keywords: Dina Gerdeman
- 18 Dec 2018
- First Look
New Research and Ideas, December 18, 2018
the threshold for research and development (R&D) investment in an economically viable product. Further, the small size of patient populations for orphan drugs, together with the increasing prevalence of biologics among orphan drugs,... View Details
Keywords: Dina Gerdeman
- 12 Feb 2019
- First Look
New Research and Ideas, February 12, 2019
the body of empirical research on entrepreneurial resource mobilization has grown, the literature has become increasingly fragmented. We review the literature on entrepreneurs’ mobilization of resources, spanning human, social, financial,... View Details
Keywords: Dina Gerdeman
- May 2017
- Teaching Note
Promontory, Inc. (Brief Case)
By: Frank V. Cespedes and Amy Handlin
Teaching Note for HBS No. 917-535. The Promontory teaching note covers a) how and why buying processes in Promontory’s market generate the array of selling approaches illustrated in the case; b) the impact of incremental sales increases on the firm’s cost structure and... View Details
- December 1987 (Revised September 1995)
- Case
IDS Financial Services
Scarce managerial talent, sales force turnover, and client attrition were potential problems underlying IDS' disappointing performance at mid-year 1987. The marketing vice president had three potential "fixes": 1) increasing or decreasing the $35 million budget for... View Details
Keywords: Marketing Strategy; Salesforce Management; Performance Improvement; Financial Services Industry
Bonoma, Thomas V., and Minette E. Drumwright. "IDS Financial Services." Harvard Business School Case 588-044, December 1987. (Revised September 1995.)
- 25 Sep 2018
- First Look
New Research and Ideas, September 25, 2018
companies was Pierre Foods, a producer and distributor of processed and precooked protein products that had experienced several years of promising sales growth View Details
Keywords: Dina Gerdeman
- 01 Jun 2018
- News
June 2018 Alumni and Faculty Books
less than $1 million in sales and 28 employees. But by 2007, Barker Steel was one of the largest independent rebar fabricators in North America with 12 locations throughout the Northeast, generating in some... View Details
- 08 Jan 2019
- First Look
New Research and Ideas, January 8, 2019
midst of a deep crisis, having lost a third of its market share over the previous three years. Bill Kozek, the new president of Navistar North America Truck and Sales division... View Details
Keywords: Dina Gerdeman
- 05 Dec 2016
- Research & Ideas
How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)
including face-to-face and online negotiations. In one study, they asked participants to imagine this scenario: Over the last 10 years your sales have grown consistently, but next year you expect View Details
Keywords: by Dina Gerdeman
- 30 Oct 2018
- First Look
New Research and Ideas, October 30, 2018
and service its own customer relationships and manage the effectiveness and efficiency of its sales funnel. Currently, a team of chat... View Details
Keywords: Dina Gerdeman
- 29 Aug 2017
- First Look
First Look at New Research and Ideas, August 29
August 14, 2017 Harvard Business Review Study: More Frequent Sales Quotas Help Volume but Hurt Profits By: Chung, Doug J., and Das Narayandas Abstract—No abstract available. Publisher's link:... View Details
Keywords: Sean Silverthorne
- March 2023
- Teaching Note
Hikma Pharmaceuticals Governance Journey
By: Suraj Srinivasan and Jonah Goldberg
Teaching Note for HBS Case No. 318108. The case opens with Said Darwazah, chairman and CEO of Hikma Pharmaceuticals, the multinational generics company, anticipating the company’s 2017 AGM and reflecting on changes made over the previous year to address concerns... View Details
Keywords: Jordan; Emerging Market; Private Sector; For-profit Firms; Boards Of Directors; Pharmaceuticals; Remuneration; Shareholder Engagement; Corporate Governance; Governing and Advisory Boards; Business and Shareholder Relations; Executive Compensation; Business Growth and Maturation; Pharmaceutical Industry; Jordan
- 01 Sep 2018
- News
September 2018 Alumni and Faculty Books
entrepreneurial powerhouse. Carolyn’s mix of pep talk and tough love got Tyra to where she is today, and here they pay it forward to empower readers. Whether they’re writing... View Details