Sales Attainment - Publications - Faculty & Research

01 Dec 1997
News

Growing Together

it had adequate financial aresources to attain its diversity goals." * Are we practicing intergenerational equity? According to Herzlinger, a nonprofit should check if present and future generations will be able to benefit equally from... View Details

Keywords: Marguerite Rigoglioso and Nancy O. Perry

01 Dec 1996
News

Starting Up and Starting Over

entrepreneurial and family-held businesses. For his part, Liles became an expert on venture capital and the entrepreneur. In the 1970s and 1980s, as HBS intensified its research and curriculum development in the area of entrepreneurship, the discipline began to View Details

15 Oct 2008
First Look

First Look: October 15, 2008

Jorge Redmond, CEO of Chocolates El Rey, called a meeting with senior management to discuss the company's growth strategy. A relatively small firm with sales of around $14 million, El Rey produced top quality chocolate made with single... View Details

Keywords: Martha Lagace

12 Dec 2018
News

Lesson Plan

Caravia—a store remodel that includes a new seating area, for example, or sales and marketing efforts such as branded merchandise and an increased social media presence. Caravia is a sanctuary of sorts, a space where Cognetti can recharge... View Details

Keywords: Julia Hanna; photographed by Chris Sorensen

16 Sep 2008
First Look

First Look: September 16, 2008

launched, especially so that it is not overly dependent on sales of a particular business like LCD glass. Purchase this case: http://harvardbusinessonline.hbsp.harvard.edu/ b01/en/common/item_detail.jhtml?id=608108 ghSMART & Co.,... View Details

20 Nov 2012
First Look

First Look: November 20

through a third previously unexamined effect: dynamic consumer segmentation. Our results, therefore, contradict prior static models: bundling can be profitable even when consumer valuations for components are highly correlated. In the absence of bundling, both hardware... View Details

Keywords: Sean Silverthorne

01 Dec 2016
News

Alumni Books of 2016

(CreateSpace) Working at Google, El Awar navigated a challenging journey filled with unexpected twists, triumphs, and even heartbreak as she created her own path at one of the world’s most mysterious sales organizations. Despite her... View Details

27 Mar 2012
First Look

First Look: March 27

Publication:Quarterly Journal of Economics (forthcoming) Abstract We argue that social capital as proxied by trust increases aggregate productivity by affecting the organization of firms. To do this we collect new data on the decentralization of investment, hiring,... View Details

Keywords: Carmen Nobel

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Print View - Course Catalog

Fall 2025 Q1 1.5 Authentic Leader Development Organizational Behavior Robin Ely , Monique Burns Thompson Spring 2026 Q3Q4 3.0 Avoiding Startup Failure Entrepreneurial Management DJ DiDonna Spring 2026 Q3Q4 3.0 ^ back to top B Area Faculty Name Term Quarter Credits B2B... View Details

Publications