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  • All HBS Web  (276)
    • News  (65)
    • Research  (136)
    • Events  (1)
    • Multimedia  (4)
  • Faculty Publications  (105)

Show Results For

  • All HBS Web  (276)
    • News  (65)
    • Research  (136)
    • Events  (1)
    • Multimedia  (4)
  • Faculty Publications  (105)
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  • 14 Jul 2020
  • Research & Ideas

Restarting Under Uncertainty: Managerial Experiences from Around the World

Co managed to serve clients profitably, transferring most of the additional costs and getting a bump for improved service-level agreements and number of orders managed similar to the one they usually get during peak times like Black Friday. Once the lockdown was... View Details
Keywords: by Raffaella Sadun, Andrea Bertoni, Alexia Delfino, Giovanni Fassio, and Mariapaola Testa
  • 10 Apr 2014
  • Research & Ideas

John Kotter’s Plan to Accelerate Your Business

book, he follows how the accelerators are used by Paul Davidson, a top sales executive at a B2B tech firm, who was grappling with sales growth decline. Davidson shared four goals at the start of building the company's agile network: work... View Details
Keywords: by Kim Girard
  • 18 Jul 2019
  • Lessons from the Classroom

The Internet of Things Needs a Business Model. Here It Is

in the business-to-business space.” Indeed, the kinds of innovation possible in the B2B world seem limitless. By placing sensors on machinery and connecting them to the internet, companies can capture real-time data on their assets and... View Details
Keywords: by Michael Blanding; Computer
  • 03 Feb 2003
  • Research & Ideas

Web Services

security; routing and messaging; and B2B Web service networks. While the big players such as IBM, BEA, and Microsoft control the platform, start-up opportunities exist with Web services deployment and application development, Bhusri said.... View Details
Keywords: by Julia Hanna; Service
  • 09 Jun 2003
  • Research & Ideas

Incentives and Operational Excellence

certainty of not being nickel-and-dimed," he said. The cost of measurement itself can sometimes override any benefits. For this reason, ABP may be a better bet for B2B interorganizational settings. View Details
Keywords: by Martha Lagace
  • 26 Jun 2000
  • Research & Ideas

What’s an Internet Business Model? Ask a Health Care Professional

to learn from what's gone on before." In class, for example, Applegate said that she forbids students from replying to a question like "What is your business model?" with a statement as simplistic as "A B2B portal." Instead, students must... View Details
Keywords: by Martha Lagace; Health
  • 15 Apr 2002
  • Research & Ideas

In the Virtual Dressing Room Returns Are A Real Problem

electronic commerce than in the B2B segment, since industry standards for characterizing color and fabric are more familiar forms of communication for business partners than for individual consumers. Compounding the difficulty in... View Details
Keywords: by Jan Hammond & Kristin Kohler; Apparel & Accessories; Fashion; Consumer Products; Manufacturing; Retail
  • 20 Mar 2018
  • First Look

First Look at New Research and Ideas, March 20, 2018

contemplating expanding or migrating their model from B2C to B2B in order to achieve scale and profitability faster. The case is an opportunity to discuss the theoretical underpinning of creating impact in public markets, to explore how... View Details
Keywords: Sean Silverthorne
  • 10 Jun 2002
  • Research & Ideas

Reinventing the Industrial Giant

GMBuyPower.com, which enables customers to order cars online. The second is the development of its OnStar technology, which, according to the company's 1999 annual report, will enable the first "Web car." 72 The third change is the development of a View Details
Keywords: by Nitin Nohria, Davis Dyer & Frederick Dalzell; Manufacturing
  • 10 Jul 2000
  • Research & Ideas

IT Links for Boundaryless Companies

information technology as being subject to fashion, but the same thing happens, the network effect. This is important when we start talking about B2B hubs." The third characteristic is differentiated products and prices. Most of the... View Details
Keywords: by Kenneth Liss
  • 02 Apr 2008
  • Research & Ideas

Four Companies that Conquered America

efficiencies, and by having the highly respected CEO of one of the acquired entities lead the combined U.S. organization. Meanwhile, RBS is building its B2B brand with institutional clients on Wall Street. 2. IKEA. IKEA offers a furniture... View Details
Keywords: by John Quelch
  • 24 Aug 2016
  • Research & Ideas

Can Obamacare Be Saved?

market is very different from the B2B market. Yes, competing is hard work and made even harder when a company is entering a new market where the customers don’t yet understand how to make educated purchases. Insurers can better educate... View Details
Keywords: by John A. Quelch and Emily Boudreau; Insurance; Health
  • 04 May 2020
  • Research & Ideas

Predictions, Prophets, and Restarting Your Business

headlines from market-driven data and options. When much of the world economy is shut for weeks and possibly months, cascading bankruptcies and higher debt loads probably mean a tightening of purchasing decisions and capital expenditures in many consumer and View Details
Keywords: by Frank V. Cespedes
  • 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
  • 06 Jul 2015
  • Research & Ideas

Money and Quotas Motivate the Sales Force Best

percentage in B2B firms. The problem for researchers in this area, according to Chung, is that companies are reluctant to tinker with their compensation plan, so it's difficult to come up with subjects to study. So previous research was... View Details
Keywords: by Roberta Holland; Retail
  • 02 Feb 2016
  • First Look

February 2, 2016

revenues equal to that of the B2B side. As Aspiring Minds worked to establish a presence in China, cofounders Himanshu and Varun Aggarwal considered whether a B2B or B2C approach would best help the company... View Details
Keywords: Sean Silverthorne
  • 21 Nov 2016
  • Research & Ideas

It Matters That Your CEO Doesn't Know Much About Sales

negative-return activities requires good links with changing market realities. On average, companies spend 10 percent of revenues on selling activities—often much more in many B2B markets, he says. But if executives don’t understand the... View Details
Keywords: by Michael Blanding
  • 11 May 2011
  • Research & Ideas

Building a Better Board

company insiders, those most likely to understand a company's technology and customers are its competitors and—in the case of B2B enterprises—its customers. But senior executives from such companies are generally discouraged from serving... View Details
Keywords: by Carmen Nobel
  • 30 Oct 2018
  • First Look

New Research and Ideas, October 30, 2018

easily build and deploy chatbots, fueled by artificial intelligence, to interact with their customers. Before unleashing bot-building technology to its B2B customers, HubSpot first needed to develop some best practices for the use of... View Details
Keywords: Dina Gerdeman
  • 26 Jul 2010
  • Research & Ideas

Yes, You Can Raise Prices in a Downturn

especially in B2B companies. Q: What do you mean by "performance pricing," and how does it benefit a company? Ben Shapiro: Collectively, we have worked with hundreds of companies on integrating pricing, strategy, and... View Details
Keywords: by Sean Silverthorne; Retail; Consumer Products
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