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  • All HBS Web  (7,562)
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  • 2021
  • Book

Sales Management That Works: How to Sell in a World That Never Stops Changing

By: Frank V. Cespedes
Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive... View Details
Keywords: Sales; Strategy; Salesforce Management; Change; Adaptation
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Cespedes, Frank V. Sales Management That Works: How to Sell in a World That Never Stops Changing. Boston, MA: Harvard Business Review Press, 2021.
  • 14 Mar 2023
  • Blog Post

How Inclusive Managers Create Glass-Shattering Organizations

and co-author of the book, Glass Half-Broken: Shattering the Barriers That Still Hold Women Back at Work. “They have lots of opportunity to change the structures themselves.” The authors of Glass Half-Broken weave academic research with... View Details
  • October 2020 (Revised February 2025)
  • Technical Note

Reinvention

By: Ryan Raffaelli
This note is designed to introduce students to the fundamental concepts of leading innovation in established organizations. Reinvention is a process whereby organizations respond to changes in the environment that threaten their core business model, technologies,... View Details
Keywords: Innovation And Strategy; Leadership And Change Management; Organizational Ambidexterity; Exploration And Exploitation; Innovation and Management; Innovation Leadership; Leading Change; Technology Adoption; Change Management; Organizational Change and Adaptation
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Raffaelli, Ryan. "Reinvention." Harvard Business School Technical Note 421-041, October 2020. (Revised February 2025.)

    Do Managers Have a Role to Play in Sustaining the Institutions of Capitalism?

    In the latest paper for the Initiative on 21st Century Capitalism, Rebecca Henderson and Karthik Ramanna, professors at Harvard, look to business leaders to ask the important question: Do managers have a role to play in sustaining free and fair capitalism? The... View Details
    • May 2013
    • Teaching Note

    Launching Krispy Natural: Cracking the Product Management Code (Brief Case)

    By: Frank V. Cespedes and Heather Beckham
    This case study concerns a review and interpretation of test market results for a new packaged good product. The purpose of the case is to provide students with practice and guidelines in the analysis of quantitative test market data while illustrating the roles of... View Details
    Keywords: Analytics and Data Science; Analysis; Product Marketing
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    Cespedes, Frank V., and Heather Beckham. "Launching Krispy Natural: Cracking the Product Management Code (Brief Case)." Harvard Business School Teaching Note 913-575, May 2013.
    • September 2018
    • Article

    Discretionary Task Ordering: Queue Management in Radiological Services

    By: Maria Ibanez, Jonathan R. Clark, Robert S. Huckman and Bradley R. Staats
    Work-scheduling research typically prescribes task sequences implemented by managers. Yet employees often have discretion to deviate from their prescribed sequence. Using data from 2.4 million radiological diagnoses, we find that doctors prioritize similar tasks... View Details
    Keywords: Discretion; Scheduling; Queue; Healthcare; Learning; Experience; Decentralization; Operations; Service Operations; Service Delivery; Performance; Performance Effectiveness; Performance Efficiency; Performance Improvement; Performance Productivity; Decisions; Time Management; Cost vs Benefits; Health Industry
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    Ibanez, Maria, Jonathan R. Clark, Robert S. Huckman, and Bradley R. Staats. "Discretionary Task Ordering: Queue Management in Radiological Services." Management Science 64, no. 9 (September 2018): 4389–4407. (Working paper available here. Winner of the 2017 Best Paper Competition of the POMS College of Healthcare Operations Management. Featured in Forbes, Quartz, and Inc.)
    • 12 Mar 2012
    • Research & Ideas

    Crowded at the Top: The Rise of the Functional Manager

    businesses.” In 2008, companies averaged 2.9 general managers, compared to 1.6 in 1986, according to data from several surveys. The average number of functional managers reporting directly to the CEO increased much more dramatically, from... View Details
    Keywords: by Carmen Nobel
    • 12 Oct 1999
    • Research & Ideas

    The Intellectual Underpinnings of Entrepreneurial Management

    those focused on innovation, and those focused on new venture startup. Since Cantillon's time, many arguments have persisted about the risk-bearing aspect of entrepreneurship. Many studies of entrepreneurs (including autobiographies) tend... View Details
    Keywords: by Howard H. Stevenson & Teresa M. Amabile
    • 10 Jan 2018
    • Blog Post

    EXPERTS SHARE 5 TIPS TO BECOME A BETTER MANAGER

    manage. 1. Have a process At its core, good management is all about processes. A process is a series of steps or actions that results in a particular outcome. When you look at... View Details
    Keywords: All Industries
    • 10 Sep 2020
    • Research & Ideas

    The COVID Two-Step for Leaders: Protect and Pivot

    asking questions such as: What is truly necessary? How are things done? At the individual and company levels, how is time spent, and where are there opportunities to make View Details
    Keywords: by Boris Groysberg and Katherine Connolly Baden
    • 24 Apr 2014
    • News

    Training managers in the developing world

    aims to help build a modern professional management class, help create jobs, spark value-added processing of raw materials, and encourage competitive manufacturing. “There are... View Details
    • 08 Apr 2011
    • News

    Management Matters In Health Care, Too

    The key finding is that improving hospital management practices is a highly effective way to increase quality and efficiency of care. Management... View Details
    Keywords: Roger Thompson; Ambulatory Health Care Services; Health, Social Assistance
    • March–April 2013
    • Article

    Unlocking Innovation Through Business Experimentation

    By: Stefan Thomke
    There is a downside to businesses that focus heavily on standardization, optimization, and driving out variability: Such organizations leave themselves vulnerable to underinvesting in experimentation and variation, which are the lifeblood of innovation. Good... View Details
    Keywords: Experimentation; Innovation Management; Learning And Development; Research; Innovation and Management; Business Processes
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    Thomke, Stefan. "Unlocking Innovation Through Business Experimentation." European Business Review (March–April 2013): 55–58.
    • 05 Dec 2012
    • What Do You Think?

    Should Managers Bother Listening to Predictions?

    but with ability of the people handling this system." Alternatives to the use of predictions in the customary planning process were not ignored. Jean-Christophe Khuries suggested one when he asked: "How do you View Details
    Keywords: by James Heskett
    • 2008
    • Chapter

    Artistic Methods and Business Disorganization

    The idea that artists' work can usefully inform business practice has gained support in recent years. Managers have long described some business activities as "more art than science," but usually they've meant by this that they don't understand the activity and can't... View Details
    Keywords: Business or Company Management; Creativity
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    Austin, Robert D., and Lee Devin. "Artistic Methods and Business Disorganization." In 21st Century Management: A Reference Handbook, edited by Charles Wankel, 490–499. Los Angeles: Sage Publications, 2008.
    • April 2001 (Revised November 2001)
    • Case

    Supply Chain Management at World Co., Ltd.

    By: Ananth Raman, Marshall L. Fisher and Anna Sheen McClelland
    Describes a supply chain with very quick (i.e., two week) response times and allows students to explore how such short response times are achieved. Allows students to explore why other supply chains, with much longer response times, might not be able to replicate this... View Details
    Keywords: Supply Chain Management; Supply Chain; Knowledge Management; Organizational Change and Adaptation; Management Practices and Processes; Performance Improvement
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    Raman, Ananth, Marshall L. Fisher, and Anna Sheen McClelland. "Supply Chain Management at World Co., Ltd." Harvard Business School Case 601-072, April 2001. (Revised November 2001.)
    • June 2016 (Revised April 2018)
    • Case

    Boys & Girls Clubs of America: Driving Impact

    By: V. Kasturi Rangan and Lisa C. Cox
    With $1.8 billion in 2015 revenues, Boys & Girls Club of America had evolved over its 155-year-old history to occupy the lead position in the Youth Development space in the United States. Its new CEO Jim Clark had initiated yet another change process in 2015 to ensure... View Details
    Keywords: Nonprofit Strategy; Planning Process; Transformative Impact; Nonprofit Organizations; Strategic Planning; Change Management; Growth Management
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    Rangan, V. Kasturi, and Lisa C. Cox. "Boys & Girls Clubs of America: Driving Impact." Harvard Business School Case 516-078, June 2016. (Revised April 2018.)
    • 2017
    • Working Paper

    Machine Learning Methods for Strategy Research

    By: Mike Horia Teodorescu
    Numerous applications of machine learning have gained acceptance in the field of strategy and management research only during the last few years. Established uses span such diverse problems as strategic foreign investments, strategic resource allocation, systemic risk... View Details
    Keywords: Machine Learning; Natural Language Processing; Classification; Decision Trees; Strategic Decisions; Strategy; Research; Information Technology
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    Teodorescu, Mike Horia. "Machine Learning Methods for Strategy Research." Harvard Business School Working Paper, No. 18-011, August 2017. (Revised October 2017.)
    • April 1996 (Revised May 2008)
    • Exercise

    Adam Baxter Company/Local 190: 1985 Negotiation Baxter Management Confidential Information

    By: Kathleen L. McGinn and Victoria Medvec
    ncludes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing... View Details
    Keywords: Inflation and Deflation; Compensation and Benefits; Wages; Working Conditions; Management; Negotiation Process; Labor and Management Relations
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    McGinn, Kathleen L., and Victoria Medvec. "Adam Baxter Company/Local 190: 1985 Negotiation Baxter Management Confidential Information." Harvard Business School Exercise 396-324, April 1996. (Revised May 2008.)
    • February 1986 (Revised September 2011)
    • Case

    Donna Dubinsky and Apple Computer, Inc. (A)

    Describes a major conflict within Apple Computer in 1985 over control of product distribution. The founder and chairman, Steve Jobs, proposed a new distribution process which would transfer many responsibilities away from distribution manager, Donna Dubinsky. Dubinsky... View Details
    Keywords: Management Teams; Conflict and Resolution; Computer Industry; United States
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    Jick, Todd D., and Mary C. Gentile. "Donna Dubinsky and Apple Computer, Inc. (A)." Harvard Business School Case 486-083, February 1986. (Revised September 2011.)
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