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(1,414)
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Show Results For
- All HBS Web
(1,414)
- People (2)
- News (329)
- Research (955)
- Events (7)
- Multimedia (4)
- Faculty Publications (319)
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity... View Details
Using AI to Adjust Your Marketing and Sales in a Volatile World
Why are some firms better and faster than others at adapting their use of customer data to respond to changing or uncertain marketing conditions? A common thread across faster-acting firms is the use of AI models to predict outcomes at various stages of the customer... View Details
- February 2010
- Supplement
Real Property Negotiation Game (CW): Excel Model
By: Arthur I. Segel, John Vogel and Justin Seth Ginsburgh
This Excel model is used to analyze the deals made in The Real Property Negotiation Game, which simulates the experience negotiating the sale, purchase, or financing of a property. View Details
- Web
B2B Sales and Distribution - Course Catalog
hire and manage first line sales managers, define a sales culture and create scalable compensation systems. The go-to-market design module will address how to choose an appropriate View Details
- 17 Jun 2019
- Working Paper Summaries
The Comprehensive Effects of a Digital Paywall Sales Strategy
- November 2022
- Case
Ajax Health: A New Model for Medical Technology Innovation
By: Regina E. Herzlinger and Ben Creo
This case teaches key success factors for both startup and established MedTech firms. It examines how to structure a firm to maximize innovation and financial returns with organizational structures that better align the incentives for the different skill sets... View Details
Keywords: Business Startups; Success; Innovation Strategy; Mergers and Acquisitions; Market Entry and Exit; Financial Strategy; Business Model; Partners and Partnerships; Entrepreneurship; Private Equity; Technology Industry; Medical Devices and Supplies Industry
Herzlinger, Regina E., and Ben Creo. "Ajax Health: A New Model for Medical Technology Innovation." Harvard Business School Case 323-043, November 2022.
- 02 Apr 2024
- Research & Ideas
Employees Out Sick? Inside One Company's Creative Approach to Staying Productive
chances of filling needed jobs. Applying a mathematical model to these relational contracts, the researchers found that the optimal number of connections among managers was seven or eight. Those relationships could boost productivity by... View Details
- November 2021
- Article
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that... View Details
Keywords: Salesforce Management; Recruitment; Selection and Staffing; Compensation and Benefits; Resignation and Termination; Training; Behavior; Analysis
Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training." Management Science 67, no. 11 (November 2021): 7046–7074.
- 30 Jun 2019
- Working Paper Summaries
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
- July 2017
- Article
What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?
By: Kenneth A. Froot, Namho Kang, Gideon Ozik and Ronnie Sadka
We develop real-time proxies of retail corporate sales from multiple sources, including approximately 50 million mobile devices. These measures contain information from both the earnings quarter (within quarter) and the period between that quarter's end and the... View Details
Froot, Kenneth A., Namho Kang, Gideon Ozik, and Ronnie Sadka. "What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?" Journal of Financial Economics 125, no. 1 (July 2017): 143–162. (Revised from NBER Working Paper No. 22366, June 2016, Harvard Business School Working Paper No. 16-123, April 2016.)
- 13 Mar 2017
- Research & Ideas
Hiding Products From Customers May Ultimately Boost Sales
copyright 2016 by Kris Johnson Ferreira and Joel Goh Ferreira and Goh launched the research after a conversation with an executive at flash sales boutique Rue La La, with whom Ferreira had conducted previous research on product pricing.... View Details
- Web
Entrepreneurial Sales 101: Founder Selling - Course Catalog
Sessions Paper/Project ‘Nothing happens until a sale is made’ Nothing happens until a sale is made. That simple point underlines the critical importance of sales. Every operating View Details
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model takes into account many of the key elements that constitute a realistic... View Details
- 20 Nov 2006
- Research & Ideas
Open Source Science: A New Model for Innovation
In a perfect world, scientists share problems and work together on solutions for the good of society. In the real world, however, that's usually not the case. The main obstacles: competition for publication and intellectual property protection. Is there a View Details
Keywords: by Martha Lagace
- April 6, 2023
- Article
A New NFT Launch Strategy: The Wave Mint
By: Scott Duke Kominers and 1337 Skulls Sers
In an NFT project, the mint—the process by which tokens are initially allocated—largely determines who your community is and how they and the broader market view the project going forward. In this piece, we review a new minting strategy recently introduced by 1337... View Details
Keywords: NFTs; Mechanism Design; Sales Management; Sales Model; Crypto Economy; Non-fungible Tokens; Networks; Product Launch; Auctions; Market Design
Kominers, Scott Duke, and 1337 Skulls Sers. "A New NFT Launch Strategy: The Wave Mint." a16zcrypto.com (April 6, 2023).
- April 2020 (Revised November 2020)
- Case
Ping An: Pioneering the New Model of ‘Technology-driven Finance’
By: Feng Zhu, Anthony K. Woo and Nancy Hua Dai
In mid-December 2018, Peter Ma, Chairman and CEO of Ping An Insurance (Group) Company of China, Ltd. was considering whether the company should grow a fifth ecosystem of Smart City Services. Established in 1988, Ping An was one of the top 10 global financial... View Details
Keywords: Business Ecosystems; Fintech; Finance; Information Technology; Business Model; Expansion; Competitive Strategy; Financial Services Industry; Technology Industry
Zhu, Feng, Anthony K. Woo, and Nancy Hua Dai. "Ping An: Pioneering the New Model of ‘Technology-driven Finance’." Harvard Business School Case 620-068, April 2020. (Revised November 2020.)
- 1980
- Working Paper
Components of Manufacturing Inventories: A Structural Model of the Production Process
By: Alan J. Auerbach and Jerry R. Green
This paper presents a structural model of production and inventory accumulation based on the hypothesis of cost minimization. It differs from previous attempts in several respects. First, it integrates the analysis of input inventories with output inventories, treating... View Details
Auerbach, Alan J., and Jerry R. Green. "Components of Manufacturing Inventories: A Structural Model of the Production Process." NBER Working Paper Series, No. 491, June 1980.
- 25 Jul 2023
- Research & Ideas
Could a Business Model Help Big Pharma Save Lives and Profit?
there is not more equity?” Voluntary licensing unlocks overlooked, less-understood markets Gilead’s tiered model combined branded product sales at prices based on disease burden and per capita income of 140... View Details
- 12 Nov 2024
- HBS Case
Inside One Startup's Journey to Break Down Hiring (and Funding) Barriers
wrong. So really cracking that narrative.” Stretch the timeline for success. Many venture capital models plan on a five- to seven-year timeline to succeed or fail. But purpose-built companies might need longer. “You want a founder who... View Details