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  • 23 Aug 2019
  • Sharpening Your Skills

Has the Corporate Mission Just Been Disrupted?

their “agency” at every level will be in the best position to create change. Corporate social responsibility in action Activist CEOs Are Rising Up—and Their Customers Are Listening Are product sales affected by the CEO's stance on... View Details
Keywords: by Sean Silverthorne; Green Technology
  • 19 Jul 2016
  • First Look

July 19, 2016

organizations with widespread crime are treated more leniently compared to senior female perpetrators or compared to senior perpetrators in organizations with isolated cases of crime. These results suggest... View Details
Keywords: Sean Silverthorne
  • 14 Oct 2014
  • First Look

First Look: October 14

new ideas and approaches within certain zones of privacy. Organizations allow them to do that by drawing four types of boundaries: around teams of people (zones of attention), between feedback and evaluation (zones of judgment), between... View Details
Keywords: Sean Silverthorne
  • 01 Oct 1996
  • News

Leading In a New Era

have today's senior executives, trained in the days when the pyramidal organization and domestic markets held sway, made the transition to a global, technology-driven economy? For three 1971 classmates and corporate leaders, Donald J.... View Details
Keywords: Nancy O. Perry
  • 03 Sep 2009
  • What Do You Think?

Are Retention Bonuses Worth the Investment?

provide monetary incentives" (as opposed to) when something like uncertainty amidst a pending sale threatens the employees' motivation ." One irony here is that if the argument for retention bonuses is that the View Details
Keywords: by Jim Heskett
  • 27 Sep 2004
  • Research & Ideas

IBM Finds Profit in Diversity

company's Small and Medium-Sized Business Sales and Marketing organization from $10 million in 1998 to hundreds of millions of dollars in 2003. Another result of the task forces' work has been to create... View Details
Keywords: by David A. Thomas
  • 01 Apr 1999
  • News

WSA Conference Focuses on Reaching Goals

centerpiece event of the WSA, a fifteen-year-old organization whose mission is to foster a supportive environment for women at the Business School and to provide services that help them to succeed as students and in their careers. The... View Details
Keywords: Eileen K. McCluskey
  • October 1993 (Revised November 1994)
  • Case

Becton Dickinson & Co.: Multidivisional Marketing Programs

By: Frank V. Cespedes
In response to a potential competitive inroad at a key account, managers at Becton Dickinson are considering a multidivisional marketing effort. View Details
Keywords: Marketing Communications; Accounting Audits; Management; Supply Chain Management; Organizations; Sales; Change Management; Health Industry
Related
  • 14 Dec 2016
  • Blog Post

Career Paths: From Finance to Social Enterprise

thought business school would be my savior, prior to applying to business school, I ended up being “rescued” by an international opportunity to work in Chile at a non-profit called Endeavor that mentors and supports high-impact entrepreneurs in emerging markets. After... View Details
  • 02 Jun 2014
  • Research & Ideas

Excerpt: ‘A Social Strategy’

these actions actually translate into dollars and cents." That answer usually stops budget increases in their tracks; soon after, social efforts become just another box to check in the company's marketing manual. In the second instance, companies have behaved very... View Details
  • December 1993 (Revised November 1995)
  • Case

Wetherill Associates, Inc.

By: Lynn S. Paine
Top managers of Wetherill Associates, Inc., a small, privately held distributor of electrical parts to the automotive aftermarket, are considering whether to modify the company's compensation system for its salesforce. The management wants a compensation system that... View Details
Keywords: Ethics; Business or Company Management; Organizational Structure; Compensation and Benefits; Salesforce Management
Related
  • 15 Jul 2025
  • News

Bringing Business Insights to Micro-entrepreneurs

Every day, more than one million hawkers and other food and beverage vendors across Southeast Asia use the Grab delivery service to operate their small businesses—and grow them for the future—with a little help from Grab’s new AI Merchant Assistant. Via the company’s... View Details
Keywords: April White
  • 01 Jun 2012
  • News

A Better World, One Idea at a Time

commission-based, door-to-door sales organization while reinvesting profits to expand and provide employee benefits in Haiti. In addition to the judges’ picks, the “Audience Choice” award went to Essmart, a... View Details
Keywords: contests; awards; cosmetics; Crop Production; Agriculture; Chemical Manufacturing; Manufacturing; Nonstore Retailers; Retail Trade
  • 29 Apr 2014
  • First Look

First Look: April 29

Allocation Theory By: Bower, Joseph L. Abstract—This article considers the process of resource allocation, whereby an organization determines how best to apportion its factors of production between the various productive activities in... View Details
Keywords: Sean Silverthorne
  • 04 Oct 2016
  • First Look

October 4, 2016

https://www.hbs.edu/faculty/Pages/item.aspx?num=51680 forthcoming Journal of Financial Economics What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns? By: Froot, Kenneth A., Namho... View Details
  • 01 Sep 2018
  • News

Case Study: A Good Fit

billion in disability benefits a year, Eldridge says. Gain Life’s existing wellness market has good prospects, although it’s highly competitive, “almost to the point of commoditization,” he adds, and the sales cycles can last up to a... View Details
Keywords: Jen McFarland Flint
  • 12 Apr 2016
  • First Look

April 12, 2016

company examples such as eBay, Lending Club, and Airbnb to offer practical advice for avoiding those hazards. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50940 April 2016 Harvard Business Review Culture Is Not the Culprit: When View Details
Keywords: Sean Silverthorne
  • 16 Apr 2012
  • Research & Ideas

The Inner Workings of Corporate Headquarters

corporate staff units: a corporate headquarters and a corporate sales force. When the researchers applied a complex statistical analysis to the e-mail data, they found exactly what theories suggest: corporate staff had broader networks... View Details
Keywords: by Michael Blanding
  • Web

Launching Tech Ventures - Course Catalog

a startup organization intended to effectively execute on running startup experiments? When should a seed stage startup recruit its first sales professional and what hiring criteria should they use? The... View Details
  • 14 Feb 2017
  • Blog Post

Why I Love My Job: Leticia Tavares On Marriott's Management Acceleration Program

Annual Atlanta Community Food Bank Big Dish, as a restaurant manager, as a housekeeper, as a server, and have spent time learning Marriott’s sales processes in our Southeast sales office. My next role will... View Details