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  • All HBS Web  (1,047)
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← Page 4 of 1,047 Results →
  • 30 Aug 2004
  • Research & Ideas

Mapping Your Board’s Effectiveness

asking an occasional question or offering an occasional comment to show that they are doing their due diligence. Extending the Balanced Scorecard and strategy map framework to board members will enable them to perform more effectively and... View Details
Keywords: by Robert S. Kaplan

    What's the Right Kind of Bonus to Motivate Your Sales Force?

    Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure which incentives provide the best motivation.  Should bonuses be tied to quotas or should they be given unconditionally?  Is... View Details
    • Article

    Selling After the Crisis

    By: Frank V. Cespedes
    Like perishable goods in grocery stores, sales models have a sell-by date. As product standards evolve and new entrants emerge, buyers have more choices and demand more in terms of quality and performance across vendors. Firms that fail to adjust to changing customer... View Details
    Keywords: Sales Model; Sales; Management; Customer Relationship Management; Health Pandemics
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    Cespedes, Frank V. "Selling After the Crisis." Harvard Business Review 99, no. 2 (March–April 2021): 52–57.
    • Article

    Positioning Brands Against Large Competitors to Increase Sales

    By: Neeru Paharia, Jill Avery and Anat Keinan
    We explore the effect of having a large dominant competitor and show the conditions under which focusing on a competitive threat, rather than hiding it, can actually help a brand. We demonstrate through lab and field studies that highlighting a large competitor's size... View Details
    Keywords: Brands; Brand Management; Brand Positioning; Competitive Positioning; Brands and Branding; Marketing; Marketing Strategy; Consumer Products Industry; Retail Industry; Food and Beverage Industry; Air Transportation Industry; United States
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    Paharia, Neeru, Jill Avery, and Anat Keinan. "Positioning Brands Against Large Competitors to Increase Sales." Journal of Marketing Research (JMR) 51, no. 6 (December 2014): 647–656. (Lead article.)

      Positioning Brands Against Large Competitors to Increase Sales

      The authors explore the effects of having a large dominant competitor and show conditions under which focusing on a competitive threat, rather than hiding it, can actually help a brand. Through lab and field studies, the authors demonstrate that highlighting a large... View Details
      • 12 Feb 2015
      • Video

      The Revival of a Salesman: The Importance of Sales and Strategy to Business

      • 03 Oct 2014
      • News

      The Revival of a Salesman: The Importance of Sales and Strategy to Business

      • 22 Feb 2012
      • Working Paper Summaries

      The Dynamic Effects of Bundling as a Product Strategy

      Keywords: by Timothy Derdenger & Vineet Kumar; Video Game
      • December 2016
      • Article

      The Effect of File Sharing on Record Sales, Revisited

      By: Felix Oberholzer-Gee and Koleman Strumpf
      Even as we approach the twentieth anniversary of widespread file sharing, its impact on the sale of copyrighted material remains in dispute. We contributed to this debate with an early study, “The Effect of File Sharing on Record Sales: An Empirical Analysis,” that was... View Details
      Keywords: Crime and Corruption; Copyright; Sales; Retail Industry; Music Industry
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      Oberholzer-Gee, Felix, and Koleman Strumpf. "The Effect of File Sharing on Record Sales, Revisited." Information Economics and Policy 37 (December 2016): 61–66.
      • 08 Feb 2000
      • Research & Ideas

      Building Effective R&D Capabilities Abroad

      "Building Effective R&D Capabilities Abroad," Walter Kuemmerle looks at changes in the research & development function in the global economy. A centralized R&D approach will no longer suffice, says Kuemmerle, for two... View Details
      Keywords: by Walter Kuemmerle

        How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework

        This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details
        • January 26, 2017
        • Article

        Executives and Salespeople Are Misaligned—and the Effects Are Costly

        By: Frank V. Cespedes and Christopher Wallace
        This article discusses the results of a survey of senior executives, middle managers, and sales people from companies across a variety of industries. The survey focused on questions about how well their companies’ strategies informed six critical elements of their... View Details
        Keywords: Business Strategy; Sales; Perception
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        Cespedes, Frank V., and Christopher Wallace. "Executives and Salespeople Are Misaligned—and the Effects Are Costly." Harvard Business Review (website) (January 26, 2017).
        • November–December 2013
        • Article

        The Dynamic Effects of Bundling as a Product Strategy

        By: Timothy Derdenger and Vineet Kumar
        Several key questions in bundling have not been empirically examined: Is mixed bundling more effective than pure bundling or pure components? Does correlation in consumer valuations make bundling more or less effective? Does bundling serve as a complement or substitute... View Details
        Keywords: Product Strategy; Bundling; Complementary Goods; Marketing; Strategy; Video Game Industry
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        Derdenger, Timothy, and Vineet Kumar. "The Dynamic Effects of Bundling as a Product Strategy." Marketing Science 32, no. 6 (November–December 2013): 827–859.
        • 2014
        • Book

        Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling

        By: Frank V. Cespedes
        There are many books that provide strategy advice and selling methodologies. But there is a gap in the management literature when it comes to linking sales efforts with strategy. Part 1 of this book provides data indicating how and why sales remain (by far) the biggest... View Details
        Keywords: Strategy; Sales
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        Cespedes, Frank V. Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling. Boston, MA: Harvard Business Review Press, 2014.
        • 09 Nov 2021
        • Research & Ideas

        The Simple Secret of Effective Mentoring Programs

        Old-fashioned mentoring may be one of the most effective ways to improve job performance, but many mentorship programs don’t reach new hires who need guidance most, new research suggests. Newly hired employees at a United States call... View Details
        Keywords: by Jay Fitzgerald
        • December 2022
        • Article

        Conflicting Interests and the Effect of Fiduciary Duty: Evidence from Variable Annuities

        By: Mark Egan, Shan Ge and Johnny Tang
        We examine the variable annuity market to study conflicts of interest and the effect of fiduciary duty in brokerage markets. Insurers typically pay brokers higher commissions for selling more expensive annuities. Our results indicate that sales are four times as... View Details
        Keywords: Variable Annuity; Brokers; Fiduciary Duty; Finance; Investment; Insurance; Conflict of Interests; Financial Services Industry; Insurance Industry; United States
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        Egan, Mark, Shan Ge, and Johnny Tang. "Conflicting Interests and the Effect of Fiduciary Duty: Evidence from Variable Annuities." Review of Financial Studies 35, no. 12 (December 2022): 5334–5386.
        • 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
        Keywords: Announcements; Business Earnings; Sales; Retail Industry
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        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.)
        • Article

        From TV to Web: Content Strategies for Ads That Drive Online Sales

        By: Thales S. Teixeira
        Consumers have become avid media multitaskers, moving seamlessly between their TVs and digital devices. Shorter TV commercials have reduced both the quantity and quality of consumer attention during prime-time viewing hours. In this new media environment, can TV... View Details
        Keywords: TV Advertising; Multitasking; Infotainment; Television; Prime Time; Advertising; Online Advertising; Advertising Industry
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        Teixeira, Thales S. "From TV to Web: Content Strategies for Ads That Drive Online Sales." IESE Insight, no. 23 (Fourth Quarter 2014): 54–61.
        • Forthcoming
        • Article

        The Effect of a System for Sharing Best Practices Within Pre-existing Peer Networks

        By: Shelley Xin Li and Tatiana Sandino
        Peer networks, such as enterprise social networks (ESNs), can facilitate knowledge transfer across employees. However, such systems can also lead to information overload or difficulty in finding useful information. We examine data from a natural field experiment where... View Details
        Keywords: Retail; Best Practices; Enterprise Social Media; Management Accounting And Control Systems; Social and Collaborative Networks; Communication Technology; Knowledge Sharing; Sales; Social Media; Retail Industry
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        Li, Shelley Xin, and Tatiana Sandino. "The Effect of a System for Sharing Best Practices Within Pre-existing Peer Networks." Management Science (forthcoming).
        • 05 Jul 2006
        • Working Paper Summaries

        Advertising and Expectations: The Effectiveness of Pre-Release Advertising for Motion Pictures

        Keywords: by Anita Elberse & Bharat N. Anand; Entertainment & Recreation; Advertising; Motion Pictures & Video
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