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- All HBS Web (1,175)
- Faculty Publications (446)
- 01 Mar 2007
- News
Daniel Vasella
Vasella Illustration by Dennis Balogh Twenty years ago a young doctor with a hankering for business experience gave up his clinical practice in Bern, Switzerland, and moved to East Hanover, New Jersey, to try his hand at drug sales with... View Details
- 15 Sep 2009
- First Look
First Look: September 15
than 350 interviews in 20 countries to identify the leadership practices and operating methods of major companies seeking profitable growth through innovation that benefits society. For example, when the tsunami and earthquake struck... View Details
Keywords: Martha Lagace
- 29 May 2012
- First Look
First Look: May 29
Publication:Stanford Social Innovation Review (summer 2012) Abstract An abstract is unavailable at this time. Read the paper: http://www.ssireview.org/articles/entry/in_search_of_the_hybrid_ideal Coordinating Marketing and Sales in B2B... View Details
Keywords: Sean Silverthorne
- 01 Oct 2008
- Research & Ideas
How Much Time Should CEOs Devote to Customers?
Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing KnowHow, for Harvard Business. It is reprinted on HBS Working Knowledge.Customers are the source of all cash flow. Organic growth depends on... View Details
Keywords: by John Quelch
- 27 Jul 2023
- Blog Post
Buy Big, Sell Small
least 75 percent of India’s consumer goods sales despite the significant inefficiencies of an outdated business model. “Kiranas are limited-inventory, 2,000- to 5,000-square-foot shops that don’t always get on-time deliveries or access to... View Details
- 01 Dec 2015
- First Look
December 1, 2015
vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the... View Details
Keywords: Sean Silverthorne
- 04 Oct 2016
- First Look
October 4, 2016
https://www.hbs.edu/faculty/Pages/item.aspx?num=51680 forthcoming Journal of Financial Economics What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns? By: Froot, Kenneth A., Namho... View Details
- Web
Leadership with purpose: Redefining success and impact with Satpal Singh (SELP—India 4, 2019) - Recruiting
taught me invaluable lessons in resilience and Later as CEO at Numeric I learned the power of collective strategy, growth mindset and Inspired Teams. Now, as Sales Director for Legrand India, I’m excited to... View Details
- 26 Mar 2019
- First Look
New Research and Ideas, March 26, 2019
required that they act rapidly. However, they had divergent views on the path forward. Should they stay the course and focus on their core competencies, or should they rethink their approach to sales and drive profitability via spot... View Details
Keywords: Dina Gerdeman
- Profile
James Reinhart
to think secondhand first,” Reinhart said. And Reinhart will not be content with a slow-growth model. The startup has already raised more than $50 million in venture capital, including more than $27 million in a recent Series D round, and View Details
- 05 Nov 2024
- Book
Building the Road to 'Small Business Utopia' with AI and Fintech
great sense of their cash flow, the sales they might make, when customers will pay, or what cash needs they could have based on the season or a new contract. Small businesses have low cash buffers, and a miscalculation, late payment, or... View Details
- 19 Jun 2007
- First Look
First Look: June 19, 2007
are held longer than want DVDs. Download the paper: http://www.hbs.edu/research/pdf/07-099.pdf Growth and the Quality of Foreign Direct Investment: Is All FDI Equal? Authors:Laura Alfaro and Andrew Charlton Abstract In this paper we... View Details
Keywords: Martha Lagace
- 01 Apr 2001
- News
The Small Business Difference: How Smaller Companies Manage with Less
Management Déjà Vu,” by asking his audience about their concerns, as owners and operators of small businesses. A number of issues were voiced: sales and marketing; cash flow; hiring and motivating employees; smooth succession within... View Details
- 08 Jan 2008
- First Look
First Look: January 8, 2008
Global Pond Harvard Business School Case 708-472 Describes the economic development of Iceland since 1945, focusing in particular on the years since 2000, when Iceland experienced strong growth and Icelandic companies aggressively... View Details
Keywords: Martha Lagace
- 06 Dec 2016
- First Look
December 6, 2016
sales industry was created using this idea as a cornerstone of its business strategy. In this paper we identify and investigate a new reason why frequent assortment rotations can be valuable to a retailer, particularly for products where... View Details
Keywords: Sean Silverthorne
- 22 Feb 2010
- Op-Ed
Tragedy at Toyota: How Not to Lead in Crisis
before getting better. Just as the seeds were sown over the past ten years by placing growth ahead of customer concerns and quality, digging deep into problems will likely uncover more quality concerns that will take years to resolve.... View Details
- 19 Mar 2008
- Research & Ideas
Finding Success in the Middle of the Market
It's not that Toyota only sells in the middle market. Far from it. They sell to all segments (except the luxury segment which they address with Lexus). But midfield is where the bell-curve distribution of auto buyers by price of car reaches its peak. View Details
- Web
Private Equity Finance - Course Catalog
HBS Course Catalog Private Equity Finance Course Number 1440 Senior Lecturer Ted Berk Fall; Q1Q2; 3.0 credits 28 Sessions Exam Overview This is an advanced corporate finance course focused on private equity (PE) investing. The course offers a deep dive into View Details
- 18 Jul 2018
- Blog Post
Amira Rashad: An Ambidextrous Mind Meets Consumer Needs in the Middle East
There, she arrived at a crucial insight: "CPG brands were spending big on equity advertising, but they could not directly link sales and ad buys to show ROI. I really felt there was a need we had to address – for an ecommerce platform... View Details
- 01 Jun 2018
- News
Case Study: Tip the Scale
last year—led to a partnership with a bank, which has since helped them acquire two more locations. Where they are today: The growth trajectory was slower than Kimmel may have wanted, but it’s still pointing upward. “We had $2 million in... View Details