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Show Results For
- All HBS Web
(1,038)
- News (188)
- Research (760)
- Events (2)
- Multimedia (1)
- Faculty Publications (280)
- 16 Aug 2010
- Lessons from the Classroom
HBS Introduces Marketing Analysis Tools for Managers
financial projections for the firm. Profitability analysis begins with calculating the revenue the firm will generate from sales of its products. Then, an analysis of variable and fixed costs is undertaken. Finally, these numbers are used... View Details
Keywords: by Sarah Jane Gilbert
- 01 Sep 2005
- News
London Forum Highlights the Best of HBS
of People magazine sales discovered that newsstand purchases jumped 20 percent every time a bride appeared on the cover. That nugget of information led to the launch of a brides’ magazine and development of a separate business unit... View Details
- September 2005 (Revised March 2007)
- Case
Lifefont: The Case for RetailDriver
Examines how Lifefont (pseudonym), a multidivisional consumer packages goods company, develops a system to manage and measure the impact of promotional events in retail outlets. View Details
Keywords: Framework; Change Management; Compensation and Benefits; Cost vs Benefits; Growth Management; Management Analysis, Tools, and Techniques; Customer Relationship Management; Product Marketing; Salesforce Management; Advertising; Management Systems; Information Technology; Retail Industry
Martinez-Jerez, Francisco de Asis, and Karim Fakhry. "Lifefont: The Case for RetailDriver." Harvard Business School Case 106-005, September 2005. (Revised March 2007.)
- 28 Aug 2012
- First Look
First Look: August 28
while more equal ones dislike competitive groups and do not necessarily respect them as competent. Unequal societies may need ambivalence for system stability: income inequality compensates groups with partially positive social images.... View Details
Keywords: Sean Silverthorne
- 22 Apr 2014
- First Look
First Look: April 22
more profitable lending, their power is muted by both deferred compensation and the limited liability typically enjoyed by credit officers. Second, we present direct evidence that incentive contracts distort judgment and beliefs, even... View Details
Keywords: Sean Silverthorne
- 01 Jan 2003
- News
Daniel L. Vasella, M.D.
primarily based on a narrow definition of 'good business,'" says Vasella. "If you can improve the way medicine is practiced, I believe you will also make money." With sales up 21 percent to $5.7 billion in the first quarter of 2003,... View Details
- 28 Oct 2020
- Blog Post
Keep Your Weary Workers Engaged
observed: “Keeping spirits high in a sales environment. At the moment our sales force has to work twice as hard for a quarter of the results. We have reduced the expectation of... View Details
Keywords: All Industries
- 08 Dec 2020
- Blog Post
Keep Your Weary Workers Engaged
observed: “Keeping spirits high in a sales environment. At the moment our sales force has to work twice as hard for a quarter of the results. We have reduced the expectation of... View Details
- 12 Jun 2006
- Research & Ideas
The Promise of Channel Stewardship
program. They discover that the distribution channel is not aggressively pushing the new product. Their own sales force resources are constrained. The few available salespeople must stay focused on... View Details
- 01 Jan 2009
- News
Jorge Paulo Lemann, A.B. 1961; Carlos A. Sicupira, OPM 9, 1984; Marcel H. Telles, OPM 10, 1985
those at home. Jorge Paulo Lemann, A.B. 1961 Board Member, Fundação Estudar Chairman, Lemann Foundation Jorge Paulo Lemann is the leading force behind Banco Garantia, Brazil’s most prestigious investment bank. His own commitment to hard... View Details
- 01 Jun 1997
- News
Blockbuster Deals
industries - aerospace, banking, communications, entertainment, manufacturing, railroads, retailing, and health care - opting to join forces with their former competitors? Is this a repeat of the Eighties or something altogether... View Details
Keywords: Garry Emmons and Nancy O. Perry
- 26 Jun 2007
- First Look
First Look: June 26, 2007
subsidies by permitting them to use Foreign Sales Corporations to exempt a fraction of export profits from taxation. Share prices of American exporters fell sharply on this news, and its implication that the WTO might View Details
Keywords: Martha Lagace
- 10 Mar 2021
- News
New Releases: Alumni and Faculty Books, Podcasts
in doing more good with your limited time on the planet, and experience greater satisfaction in the process. Sales Management That Works: How to Sell in a World That Never Stops Changing By Frank V. Cespedes, MBA Class of 1973 Senior... View Details
- 01 Jul 2014
- First Look
First Look: July 1
force. Students must analyze the factors contributing to turnover as well as the role of the field sales force in Clef's profitable business strategy. Among other things, the Clef case illustrates that... View Details
Keywords: Carmen Nobel
- 01 Jun 2020
- News
Inside Out
restaurants, stores, gyms, and airplanes. For kids, this looks very different. By the time they graduate from high school, they will have spent 15,600 hours inside a school. (Incidentally, as Harvard professor Jack Spengler likes to point out, schools are one of two... View Details
- 17 Jun 2002
- Research & Ideas
Entrepreneurship in Asia and Foreign Direct Investment
Singapore and Malaysia. Capital in Taiwan and Hong Kong went to the most efficient firms, including small, start-up entrepreneurial firms, and was not based on the political or ethnic status of such firms, he said. Extremely attractive View Details
Keywords: by Martha Lagace
- 01 Jun 2009
- News
Letters to the Editor
election but the “employer doesn’t have the right to force one.” The reality is that the only thing companies can “force” is the union’s hand. Does the union truly represent a majority of employees, or are authorization cards obtained... View Details
- 08 Jan 2014
- What Do You Think?
Do Productivity Increases Contribute to Social Inequality?
that assumption hold? Increased productivity from whatever source—investments in technology, better methods, or just more effort—without compensating growth will naturally lead to fewer labor inputs (and jobs) per unit produced. For... View Details
Keywords: by James Heskett
- 03 Jul 2018
- First Look
New Research and Ideas, July 3, 2018
design tools is a powerful force that is leveling the global technology playing field. It democratizes innovation and makes future competition more challenging. This paper describes the knowledge flows through production and design tools,... View Details
Keywords: Dina Gerdeman
- 10 Apr 2006
- Research & Ideas
American Auto’s Troubled Road
dominance. Toyota, shunning these approaches, took advantage of this Detroit "blind spot." While less generous in its compensation packages for workers, Toyota "strives to use its labor force... View Details