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  • 01 Jan 2003
  • News

  • October 1992 (Revised October 1993)
  • Case

MCI Communications Corporation: National Accounts Program (Condensed)

By: Frank V. Cespedes
Concerns the early stages of a major-account program at MCI, a telecommunications firm seeking to penetrate the corporate-account market. Among the issues are: 1) coordination of field sales efforts with national account selling efforts; 2) sales strategy for major... View Details
Keywords: Accounting; Decision Choices and Conditions; Training; Compensation and Benefits; Management Practices and Processes; Marketing Strategy; Groups and Teams; Sales
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  • 02 Nov 2021
  • News

Harvard Business School Professor Alvin J. Silk, Dies at 85

  • 29 May 2013
  • Blog Post

Gaining Career Traction

the holiday break, but also the excitement of FIELD II Immersion! I personally am traveling to Accra, Ghana, and couldn’t be more excited. I’ve never been to Africa before, so I’m excited to not only experience a new country, but an... View Details
Keywords: Nonprofit / Government
  • Web

The Five Forces - Institute For Strategy And Competitiveness

value is divided among industry actors. First described by Michael Porter in his classic 1979 Harvard Business Review article, Porter’s insights started a revolution in the strategy field and continue to shape business practice and... View Details
  • Research Summary

Competitive Arousal

By: Deepak Malhotra
A fourth stream of research examines a phenomenon that my co-authors and I have termed Competitive Arousal. We find that some features of competitive contexts (e.g., time pressure, perceptions of rivalry, and the presence of an audience) can heighten... View Details
  • 06 Aug 2019
  • Working Paper Summaries

Field-Level Paradox and the Co-Evolution of an Entrepreneurial Vision

Keywords: by Ryan Raffaelli and Richard DeJordy; Manufacturing
  • 2021
  • White Paper

Working to Learn: Despite a Growing Set of Innovators, America Struggles to Connect Education and Career

By: Joseph B. Fuller, Rachel Lipson, Jorge Encinas, Tessa Forshaw, Alexis Gable and J.B. Schramm
In the wake of COVID-19 and growing inequality, America needs more pathways that bridge education and career. New research from the Project on Workforce at Harvard draws on data from New Profit's Postsecondary Initiative for Equity to identify opportunities for the... View Details
Keywords: COVID-19; Education; Training; Employment; Personal Development and Career; Health Pandemics
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  • 29 Nov 2011
  • News

What We Really Know About Consumer Behavior

  • Web

Doctoral

New Ideas for a Changing World New Ideas for a Changing World Some of the greatest intellectual challenges of our time are emerging from the broad fields of business management. Harvard Business School together with the Harvard Graduate... View Details
  • 2013
  • Book

The Art of Negotiation: How to Improvise Agreement in a Chaotic World

By: Michael Wheeler
A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger... View Details
Keywords: Negotiation
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  • 14 Mar 2016
  • Working Paper Summaries

The Role of Incentive Salience in Habit Formation

Keywords: by Leslie John, Katherine L. Milkman, Francesca Gino, Bradford Tuckfield, and Luca Foschini; Health
  • 25 May 2016
  • News

Professor John Beshears on how the nudge movement can improve healthy behavior

  • 25 May 2016
  • Video

Professor John Beshears on how the nudge movement can improve healthy behavior

  • October 2009
  • Article

Negotiation Analysis: From Games to Inferences to Decisions to Deals

By: James K. Sebenius
Exemplified by the pioneering work of Howard Raiffa and often expressed in the pages of the Negotiation Journal, the emergent prescriptive field of "negotiation analysis" progressively developed from Raiffa's early contributions to game theory and to his later... View Details
Keywords: Decision Choices and Conditions; Negotiation Participants; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Game Theory
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  • November 2010
  • Article

The Strategy Research Initiative: Recognizing and Encouraging High-quality Research in Strategy

By: Joanne E. Oxley, Jan Rivkin, Michael D. Ryall and the Strategy Research Initiative
The Strategy Research Initiative—a cross-disciplinary group of mid-career, research-oriented faculty—has organized to coordinate activities that promote high-quality research in the field of strategy. This editorial essay summarizes the group's view of the... View Details
Keywords: Strategy; Research; Quality; Personal Development and Career; Groups and Teams
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  • 01 Jan 2004
  • News

  • 11 Apr 2020
  • News

COVID-19, A 360 Perspective!

  • 21 Jul 2015
  • First Look

First Look: July 21, 2015

Watchmaking By: Raffaelli, Ryan Abstract—In this qualitative study, I examine the factors that influence the re-emergence of market demand for a legacy technology in a mature institutional field. I extend previous work related to field... View Details
Keywords: Sean Silverthorne

    Tarun Khanna

    Tarun Khanna is the Jorge Paulo Lemann Professor at the Harvard Business School. For almost three decades, he has studied entrepreneurship as a means to social and economic development in emerging markets. At HBS since 1993, after obtaining degrees from Princeton... View Details