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  • 26 Sep 2013
  • Research & Ideas

Behind India’s Economic and Political Woes

of all, I'll say that this isn't a crisis, but a significant correction. It's the result of a general reduction in confidence in the Indian economy and, in turn, has fed further angst. The fall of the rupee comes at a time of corrections to other emerging View Details
Keywords: by Zeenat Potia
  • Research Summary

A Strategic Rationale for Having Overconfident Managers, 2004

We analyze whether it might be desirable for a firm to hire an overconfident manager for strategic reasons. We analyze a tournament type version of Bertrand competition and a linear demand Cournot model. In each case there is an R&D stage where firms can invest in cost... View Details
  • 17 Jul 2023
  • Research & Ideas

Money Isn’t Everything: The Dos and Don’ts of Motivating Employees

wouldn’t otherwise do, and good incentive systems create a market of sorts inside companies with a series of pressure points, Hall says. Whether it’s raising your hand for extra work, prioritizing innovative projects, or staying with a... View Details
Keywords: by Avery Forman
  • Web

Unique Value Proposition - Institute For Strategy And Competitiveness

proposition expands the market . For example, until the iPad came along, customers didn’t realize they wanted tablets—but Apple effectively created a new demand. While the value chain focuses internally on operations, the value... View Details
  • 13 Jul 2016
  • HBS Case

How Uber, Airbnb, and Etsy Attracted Their First 1,000 Customers

find first—the customer chicken or the service egg? “As a small company you cannot afford to focus on both with the same amount of effort. You may need to prioritize one side.” Preparing to teach a new course on e-commerce marketing next... View Details
Keywords: by Michael Blanding; Retail; Service; Transportation
  • Web

Browse All Articles, Research, & Case Studies - HBS Working Knowledge

earned strong support from the local community, and by early 2023, Holyfield and Matkins employed 17 people across two coffee shops. The two entrepreneurs must now decide how to grow their business to create... View Details
  • 22 Mar 2017
  • Research & Ideas

What's the Ideal Frequency for a Sales Quota?

spend more than $800 billion annually on those efforts. Sales compensation plans are at the center of all this activity, the primary tool managers use to motivate and incentivize salespeople. Sales reps feed on two forms of compensation:... View Details
Keywords: by Carmen Nobel
  • Blog

HBS Online and Executive Education Leadership: Q+A with Patrick Mullane and Luis Viceira

to, in some cases anyway, components of integrated blended offerings. It made sense to think of it all as a unified whole rather than two separate lines of business. Luis Viceira (LV) (Senior Associate Dean, HBS online and Executive... View Details
  • 13 Apr 2011
  • Working Paper Summaries

The ‘IKEA Effect’: When Labor Leads to Love

Keywords: by Michael I. Norton, Daniel Mochon & Dan Ariely; Consumer Products
  • 18 Mar 2001
  • Research & Ideas

Want to Be an Entrepreneur? [Part I]

Founded in 1997 to revolutionize the mundane printing business with new display technology, the company had its eye on multibillion-dollar markets like electronic newspapers. But to realize that vision, its scientists had to get into... View Details
Keywords: by John S. Rosenberg
  • 27 Apr 2015
  • Blog Post

2+2: Building on Business Basics at HBS

training from HBS is invaluable when going to places to conduct business where what you are doing has never been done before.Where did you work before coming to HBS?I worked for Walmart Marketing, as an Assistant Marketing Manager, for... View Details
  • January 2007
  • Exercise

Multifactor Models

By: Malcolm P. Baker
Students evaluate the performance of four mutual funds and compute the cost of capital for two companies using fixed benchmarks, the CAPM, and a multifactor model of returns. View Details
Keywords: Cost of Capital; Performance Evaluation; Business Model; Investment Funds; Investment Return; Motivation and Incentives; Markets
Related
  • September 2013
  • Case

SafeBlend Fracturing

By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
The CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the last two years, SafeBlend has been the sole provider of... View Details
Keywords: Information Technology; Customer Relationship Management; Price; Negotiation; Competitive Advantage; Environmental Sustainability; Energy Sources; Sales; Energy Industry
Related
  • 25 Aug 2003
  • Research & Ideas

Should You Sell Your Digital Privacy?

in a recent working paper, Market Solutions to Privacy Problems? And what would consumers get in return for their personal information? Money perhaps, or price discounts, better customer service, maybe products tailored specifically to... View Details
Keywords: by Manda Salls & Sean Silverthorne; Advertising
  • 22 Mar 2017
  • News

What's the Ideal Frequency for a Sales Quota?

  • January 1999 (Revised November 1999)
  • Case

Metapath Software: September 1997

By: G. Felda Hardymon and Bill Wasik
In September 1997, John Hansen called together his board to debate an interesting choice that his company had to make. Hansen--the CEO of Metapath Software, a provider of software and services to wireless carriers--had two offers to describe. The first was an offer to... View Details
Keywords: Private Ownership; Mergers and Acquisitions; Private Equity; Decision Choices and Conditions; Governing and Advisory Boards; Management Teams; Stocks; Public Ownership; Negotiation Deal; Telecommunications Industry; Information Technology Industry
Related
  • 24 Apr 2019
  • HBS Seminar

Dimitris Papanikolaou, Kellogg School of Management, Northwestern University

  • 22 May 2018
  • First Look

New Research and Ideas, May 22, 2018

https://www.hbs.edu/faculty/Pages/item.aspx?num=54476 Trust and Disintermediation: Evidence from an Online Freelance Marketplace By: Gu, Grace, and Feng Zhu Abstract—As an intermediary improves trust between two View Details
Keywords: Dina Gerdeman
  • Web

Strategy - Doctoral

Typically, the first two years are spent on coursework, at the end of which students take a field exam, and then another three years on dissertation research and writing. The program requires a minimum of 13 semester long doctoral... View Details
  • 07 Nov 2023
  • Research & Ideas

When Glasses Land the Gig: Employers Still Choose Workers Who 'Look the Part'

platforms and realizing the contrast with the real world, where we don’t usually share our pictures when we apply for a job,” Troncoso says. She recalls wondering, “Why do we need them?” Two million applications on Freelancer.com The need... View Details
Keywords: by Scott Van Voorhis