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  • All HBS Web  (481)
    • News  (82)
    • Research  (310)
    • Events  (1)
  • Faculty Publications  (69)

Show Results For

  • All HBS Web  (481)
    • News  (82)
    • Research  (310)
    • Events  (1)
  • Faculty Publications  (69)
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  • 16 Apr 2001
  • Research & Ideas

Breaking the Code of Change

efforts and occasional spurts of good financial performance, the company's returns to shareholders remained low and well below the cost of capital. Over an extended period of time, Scott Paper had managed to destroy wealth. This was... View Details
Keywords: by Michael Beer & Nitin Nohria
  • 07 Sep 2011
  • First Look

First Look: Sept. 7

practitioners. In this study of athlete endorsements, we find there is a positive payoff to a firm's decision to sign an endorser, and that endorsements are associated with increasing sales in an absolute sense and relative to competing... View Details
Keywords: Sean Silverthorne
  • 24 Mar 2015
  • First Look

First Look: March 24

Provision in a Business Cycle Model By: Begenau, Juliane Abstract—This paper develops a quantitative dynamic general equilibrium model in which households' preferences for safe and liquid assets constitute a violation of Modigliani and... View Details
Keywords: Sean Silverthorne
  • 16 Jul 2020
  • Research & Ideas

Restaurant Revolution: How the Industry Is Fighting to Stay Alive

exceeding that percentage of actual revenue. Other expenses—insurance, credit card processing, marketing, utilities, repairs—mount up. Assuming adequate working capital upon opening, a restaurant’s cash from daily sales is used to pay for... View Details
Keywords: by Michael S. Kaufman, Lena G. Goldberg, and Jill Avery; Food & Beverage
  • 06 Oct 2020
  • Sharpening Your Skills

18 Tips Managers Can Use to Lead Through COVID's Rising Waters

focus are strategic issues, not only sales management tasks. Consider: when commerce resumes, what’s the impact on your business from shortening selling cycles and accelerating time-to-cash by one week, two... View Details
Keywords: by Sean Silverthorne
  • 16 Dec 2014
  • First Look

First Look: December 16

Prior research on coordination in temporary groups describes how roles encode individual responsibilities so that coordination between relative strangers is possible. We extend this research by introducing key tenets from team... View Details
Keywords: Sean Silverthorne
  • 10 Jan 2023
  • Op-Ed

Time to Move On? Career Advice for Entrepreneurs Preparing for the Next Stage

luxury of long breaks between jobs or extended periods of time to think about their transition before they step into the next thing. Additionally, as Bridges points out, we often don’t see when we are in a neutral zone, that time when we... View Details
Keywords: by Julia Austin
  • 31 May 2016
  • First Look

May 31, 2016

Porteus Abstract—We extend the Clark–Scarf serial multi-echelon inventory model to include procuring production inputs under short-term take-or-pay contracts at one or more stages. In each period, each such stage has the option to... View Details
Keywords: Sean Silverthorne
  • 08 Aug 2005
  • Research & Ideas

A Balanced Scorecard Approach To Measure Customer Profitability

summarizes customer profitability. Consider the situation faced in the 1990s by one of the nation's largest distributors of medical and surgical supplies. In five years, sales had more than tripled to nearly $3 billion, yet selling,... View Details
Keywords: by Robert S. Kaplan
  • 07 Jan 2002
  • Research & Ideas

How Marketing Can Reduce Worldwide Poverty

on-the-ground advocacy—to go get a free eye exam or a blood pressure check-up. Easy. Your basic principles of sales and promotion will carry the day. If your charge is minimizing smoking or drug use, well, your job becomes rather more... View Details
Keywords: by Martha Lagace
  • 11 Aug 2003
  • Research & Ideas

Why Budgeting Kills Your Company

tool for achieving strategic alignment. How Fixed-performance Contracts Ensure Underperformance At its simplest, a company's budget process consists of each unit producing a sales forecast (assuming it's a profit center) and a capital... View Details
Keywords: by Loren Gary
  • 23 Nov 2021
  • Research & Ideas

The Vinyl Renaissance: Take Those Old Records Off the Shelf

Streaming accounts for about 85 percent of today’s music consumption, but sales of vinyl records have grown steadily over the past decade, owing to their rediscovery by members of Gen Z who view them as a timeless medium that offers... View Details
Keywords: by Christine Pazzanese, Harvard Gazette; Music
  • 09 Oct 2001
  • Research & Ideas

Driven: How Human Nature Shapes Organizations

in this primary group have interlocking tasks, their bonds of trust will facilitate their joint task performance and they can be officially recognized as a work group or team. The more extended bonding drive of employees will also... View Details
Keywords: by Paul Lawrence & Nitin Nohria
  • 12 Dec 2011
  • HBS Case

HBS Cases: Clocky, the Runaway Alarm Clock

follow-up case, "Nanda Home," which Ofek began teaching this fall, revisits Nanda and her company, Nanda Home, a few years into Clocky's tenure, when sales had begun to flatten. Revenues in 2009 were $990,000, down from $1.5... View Details
Keywords: by Carmen Nobel; Consumer Products
  • 18 Aug 2003
  • Research & Ideas

How New Managers Become Great Managers

she set store standards, instituted training programs, and rejuvenated performance. Due to her success in operations over the next two years, this manager received two more challenging assignments. First, she became director of sales for... View Details
Keywords: by Linda Hill
  • 26 Nov 2001
  • Op-Ed

Why Corporate Budgeting Needs To Be Fixed

able to realize the sales before the end of the quarter and thus fulfill their budget goal and make their bonuses. But the high cost of assembling the goods at a distant location—it required not only the rental of the warehouse but also... View Details
Keywords: by Michael C. Jensen
  • 11 Apr 2011
  • Lessons from the Classroom

Teaching a ‘Lean Startup’ Strategy

doing that, and waste a lot of money on sales and marketing trying to sell that wrong product," says Tom Eisenmann, a professor in the Entrepreneurial Management Unit at Harvard Business School. "It takes a lot of time, time... View Details
Keywords: by Carmen Nobel; Technology; Computer
  • 25 Aug 2003
  • Research & Ideas

Why IT Does Matter

tracked the number of MIPS or CPU cycles on the network from 1990 to 2002. Even using a log scale on the vertical axis would be barely enough to tilt a vertical straight line enough to create something resembling the curves of the other... View Details
Keywords: by F. Warren McFarlan & Richard L. Nolan
  • 10 Oct 2011
  • Research & Ideas

Retailing Revolution: Category Killers on the Brink

increased at an impressive pace in the early 2000s even though Internet sales in the United States grew dramatically. Retail sales advanced from $2.87 trillion to almost $4 trillion between 1999 and 2007.... View Details
Keywords: by Rajiv Lal & Jose B. Alvarez; Retail
  • 16 Aug 2022
  • Op-Ed

Now Is the Time for Entrepreneurs to Play Offense

For the past six months, there has been a lot of handwringing about the market downturn. Most everyone has been advising entrepreneurs to marshal their capital, cut costs, and extend their runway. In essence, play defense. Many investors... View Details
Keywords: by Jeffrey Bussgang
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