Sales Process - Publications - Faculty & Research

01 Feb 1997
News

Shaping the Future of Business: Entrepreneurial Evolution at HBS

and CEO Thompson terms "satellite infrastructure" (technology that enables people to conduct business activity anywhere on the planet). Before reaching its fifteenth birthday this spring, Virginia-based Orbital will have surpassed $450 million in View Details

Keywords: Nancy O. Perry and Susan Young; profiles by Garry Emmons

10 Jan 2012
First Look

First Look: January 10

cost of capital due to the governmental subsidies accompanying loans. Next, examining the selection process through which BNDES' capital is allocated to firms, we find that BNDES apparently selects firms with good operational performance... View Details

Keywords: Sean Silverthorne

18 Feb 2021
Blog Post

SIPs in 2021

concrete skills such as marketing or sales experience, aim to gain insight into one’s influences, family history, and internalized messages: When you're overwhelmed, do you seek support or are you more likely to hide for fear of being... View Details

29 Sep 2008
Research & Ideas

Financial Crisis Caution Urged by Faculty Panel

transparency, and by increasing liquidity by establishing a set of pricing processes that involve the private market as well as whatever this public entity is. "How is this exactly going to work? Nobody knows," Light continued.... View Details

Keywords: by Martha Lagace; Financial Services

14 Nov 2006
First Look

First Look: November 14, 2006

currency. This reduced profitability because Clearwater's costs were in Canadian currency while its sales where largely in other currencies. The case also discusses the challenges of maintaining a sustainable fishery and uses the collapse... View Details

Keywords: Sean Silverthorne

07 Feb 2005
Research & Ideas

How “Career Imprinting” Shapes Leaders

new book, Career Imprints: Creating Leaders Across an Industry, is scheduled to be published in April by Jossey-Bass. Mallory Stark: What is career imprinting? Monica Higgins: Career imprinting refers to the process by which individuals... View Details

Keywords: by Mallory Stark

26 Feb 2020
News

Phoenix Rising

leads the Athens-based multinational producer of cement and other building materials. He ticks through a long list of issues that have made Greece unfriendly to business, from thickets of overregulation and archaic labor laws to the lack of a national land registry—a... View Details

Keywords: Jen McFarland Flint

09 Nov 2006
Research & Ideas

Andy Grove: A Biographer’s Tale

Whereas middle management is actually out there on the front lines. It's middle management, especially salespeople, who, if a sale is lost, they feel it in their pocketbook or in their wallet right away. If you listen to those people,... View Details

Keywords: by Sean Silverthorne; Computer

Publications