Sales Process - Publications - Faculty & Research

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

01 Dec 2016
News

Alumni Books of 2016

making the process too complicated and focusing on the BSC process rather than the outcome. Dead Eye Trilogy by Burt Avedon (MBA 1950) An action-adventure retelling of Avedon’s life, chronicling almost 100... View Details

01 Sep 2004
News

Promise & Perils

turn back. “This historic reform process will not stop,” Long observed. Advice for Business and Investors The rapid pace of change not only creates new opportunities, it shapes new ways of doing business. In a session titled “Modes of... View Details

Keywords: Roger Thompson; Colleges, Universities, and Professional Schools; Educational Services

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

18 Feb 2009
First Look

First Look: February 18, 2009

selection, and creating separate committees for professional practice, ethics, and compliance and operations; and enhancing its ethics and compliance program through human resource processes (e.g., recruiting, orientation, training, and... View Details

Keywords: Martha Lagace

24 Oct 2017
Research & Ideas

Tax Reform is on the Front Burner Again. Here’s Why You Should Care

value-added tax. We're the only developed economy that doesn't do it. We have state and local sales taxes, but we don't have any broad-based value-added tax. I think most tax economists have long thought it's a strange arrow to have kept... View Details

Keywords: by Sean Silverthorne

03 Nov 2015
First Look

November 3, 2015

is not enough to offset the average deviation penalty. To develop our results further, we explore two common ordering heuristics: shortest expected processing time and batching similar cases. We find that choosing the shortest cases first... View Details

Keywords: Sean Silverthorne

02 Jul 2013
First Look

First Look: July 2

positive earnings surprises and positive analyst revisions in the months following passage of the bill, as well as significantly higher future sales and profitability. We show that the more complex the legislation, the more difficulty the... View Details

Keywords: Anna Secino

01 Apr 1996
News

Stewards of the Seventh Generation

processing techniques that have eliminated or greatly reduced hazardous waste contaminants. In recent years, for example, the company has invested $100 million to improve fundamental paper pulp processes and... View Details

Keywords: Marguerite Rigoglioso, Garry Emmons, Linda Goodspeed, and Elaine Gottlieb

Publications