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    • News  (158)
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  • Faculty Publications  (232)

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  • All HBS Web  (990)
    • People  (3)
    • News  (158)
    • Research  (696)
  • Faculty Publications  (232)
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  • 01 Dec 2007
  • News

Hi-Ho, Hi-Ho

internship experiences and recruitment; and industry-specific panels featuring various firms that offer more information about different career paths and the recruiting process in that field. “We wanted to ensure that students have a... View Details
  • 01 Jun 2004
  • News

Books

University Press) Walter Friedman’s Birth of a Salesman: The Transformation of Selling in America documents the history of salesmanship, from the days of peddlers to the creation of modern sales forces at companies like National Cash... View Details
Keywords: book review; faculty books; Publishing Industries (except Internet); Information
  • 01 Mar 2004
  • News

Toy Story

developers that couldn’t play by the discounters’ strict rules had fewer sales channels. With all the fun that toys bring to kids, the business is characterized by copycats, empty piggy banks, and aggressive competition that might make a... View Details
Keywords: Susan Young; toys; Amusement, Gambling, and Recreation Industries; Arts, Entertainment
  • 01 Sep 2020
  • News

Road Work

sales below pre-COVID levels, a figure that tracks closely with figures represented by small-business owners overall; yet only one in five of Camino’s members has received some form of government relief. “Credit models have been turned... View Details
Keywords: banking; LatinX; small businesses; COVID-19; Finance
  • 01 Mar 2016
  • News

Faculty Q&A: Price Check

addition, online retailers have a vast amount of data at their fingertips; solving complex problems with data seemed like a natural fit. Tell me about the research you did with Rue La La. Rue La La is in the online flash sales industry,... View Details
Keywords: Julia Hanna; Nonstore Retailers; Retail Trade
  • 18 Feb 2014
  • News

Stick with Plan A

enjoyed the process of creating something that people valued and would pay for." Her birthplace in Africa, combined with her education — boarding school in England, college and graduate school at Georgetown and Johns Hopkins — and... View Details
Keywords: Robert S. Benchley; Waleed Iskandar (MBA 1993); Telecommunications
  • 01 Feb 2000
  • News

New Releases

The book represents a milestone in a lifelong personal spiritual odyssey, a process he likens to climbing a mountain with many paths to the top. Richly anecdotal, the volume provides examples of spiritual journeys drawn from literature... View Details
  • 01 Feb 1997
  • News

Made, Not Born: HBS Courses and Entrepreneurial Management

topics including financing new ventures, deal structuring, valuation, initial public offerings, leveraged buyouts, and financial distress. "Entrepreneurial Finance looks at the acquisition and deployment of resources at each stage of the entrepreneurial View Details
  • 12 Apr 2012
  • News

HBS Welcomes Eleven Alumni Startups

northwestern us ClearCare serves the $60-billion private-pay homecare market in the US using a powerful SaaS technology that provides back-office efficiency and front-facing engagement of families and seniors. The sales View Details
Keywords: Bulletin Staff; Alumni New Venture Contest
  • 01 Sep 2016
  • News

Case Study: Alumni Advice for a Health Care Startup

businesses are switching their benefit packages to establish a selection of coverage and benefits. The model of every person contributing to the cost of a benefit that few need is diminishing. I favor direct-to-C-suite sales as a... View Details
  • 01 Jun 2002
  • News

In VMI Partnerships, the Devil is in the Data

scenario carries a caveat, though, according to research by HBS assistant professor Susan Kulp. Her work suggests that the profit gains of VMI depend on both the retailer's willingness to provide detailed demand information and the manufacturer's ability to View Details
Keywords: Laura Singleton (MBA 1988)
  • 01 Sep 2003
  • News

Andrea Silbert

who took a start-up course at CWE after being laid off from her job as a pet groomer. She now owns Animal Spirits, a successful pet-grooming store in Cambridge. Next to her is Carrie, who came to CWE looking for advice on how to expand her industrial cleaning business... View Details
Keywords: Susan Young; Management, Scientific, and Technical Consulting Services; Professional Services
  • 01 Mar 2011
  • News

Making Their Way

manufacturing process for quality and compliance (including regularly uploading video of work in progress back to McHenry for review). Says Chirchirillo, “It doesn’t matter that it’s being built halfway around the world. Even remotely, we... View Details
Keywords: Garry Emmons; Electrical Equipment, Appliance, and Component Manufacturing; Manufacturing; Fabricated Metal Product Manufacturing; Manufacturing; Rail Transportation; Transportation
  • 01 Jun 2004
  • News

Luxe Redux

approves the hire of every sales associate at each of Thomas Pink’s ten U.S. stores. “It is the most critical position in the company,” she notes. “They mediate the interaction between the customer and the product. If that mediation is... View Details
Keywords: Julia Hanna; luxury; Retail Trade
  • 01 Mar 2010
  • News

Lords of Strategy

the best can be fairly hermaphroditic creatures, one minute exhibiting a professor’s passion for the great clarifying concept, the next displaying sales skills worthy of a street hustler. Among my contentions is that it was this very... View Details
Keywords: Garry Emmons; Publishing Industries (except Internet); Information; Management of Companies and Enterprises; Management; Management, Scientific, and Technical Consulting Services; Professional Services
  • 23 Jan 2020
  • News

Bringing Education Back Home

we attracted 180 students. By now we have over 1,200 students, from elementary school to college. “The way we modeled the school was about getting the students engaged in the learning process and discussing things, which was pretty much... View Details
Keywords: Educational Services
  • 01 Dec 2008
  • News

Lesson from the Fall

both the movement of capital markets and gains in the price of competitors’ stock can provide executives with unearned windfalls for uncompetitive performance and promote unwarranted overconfidence. Awarding stock grants without restricting the amount and timing of... View Details
Keywords: Malcolm S. Salter; Oil and Gas Extraction; Mining; Electric Power Generation, Transmission, Distribution; Utilities
  • 01 Mar 2005
  • News

In the Blood

million. Clay didn’t own the horse, but he makes a standard commission of 5 percent on managing the sale of some 250 horses a year like her. Boarding and sales are two facets of his business, Clay explains;... View Details
Keywords: Hanna, Julia; horse racing; Animal Production and Aquaculture; Agriculture; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment
  • 01 Mar 2023
  • News

Is AI OK?

fixed through better coding or inputs. “There is no more biased instrument than the human brain,” she observes. At HBS, Polli says she witnessed a recruiting process that was rife with bias and bad data. Employers screened job seekers... View Details
Keywords: Alexander Gelfand; Funds, Trusts, and Other Financial Vehicles; Finance
  • 01 Dec 1997
  • News

Making Real Progress in the Middle East: The Bottom-Up, Economic Solution

Below the surface of the roller coaster political negotiations in the Middle East, a new process is quietly being played out. It is a process in which economics, not politics, is the focus, in which... View Details
Keywords: Michael Porter, Yagil Weinberg, and Noreena Hertz
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