Filter Results:
(461)
Show Results For
- All HBS Web (461)
- Faculty Publications (78)
Show Results For
- All HBS Web (461)
- Faculty Publications (78)
- Web
Contact Us
our office to learn more about our students and alumni or to develop a customized recruiting strategy. Name* Contact Email* Subject* Employer Name Select Industry Consulting Consumer Products Energy / Utilities Entertainment / Media Government Health Care I-Banking /... View Details
- 22 Apr 2019
- Research & Ideas
Why Salespeople Struggle at Leading
This sad scenario plays out at many firms: Top-performing salespeople get promoted to become sales managers, but don’t actually know how to manage. The result is a disaster—productivity takes a dive,... View Details
Keywords: by Dina Gerdeman
- October 2009 (Revised March 2012)
- Case
Nettwerk: Digital Marketing in the Music Industry
By: John A. Deighton and Leora Kornfeld
How is music marketed in the digital era? Nettwerk Music Group built on its foundation as a social, grassroots marketer of music and artists and emerged as a leader in the Internet-enabled social media environment. For most of the past decade Nettwerk CEO Terry McBride... View Details
Keywords: Music Entertainment; Product Marketing; Network Effects; Sales; Social and Collaborative Networks; Online Technology; Media and Broadcasting Industry; Music Industry
Deighton, John A., and Leora Kornfeld. "Nettwerk: Digital Marketing in the Music Industry." Harvard Business School Case 510-055, October 2009. (Revised March 2012.) (request a courtesy copy.)
- 13 Dec 2011
- First Look
First Look: Dec. 13
whether, when, and for which type of customer the introduction of a new channel helps and hurts sales in existing channels. Our framework separates short- and long-run effects by analyzing underlying channel capabilities. It suggests that... View Details
Keywords: Sean Silverthorne
- Web
South Asia - Global
participants, including alumni and industry leaders. Archive See more News & Highlights New Research on the Region September 2025 Article Journal of Development Economics Using Satellites and Phones to Evaluate and Promote Agricultural... View Details
- 02 Mar 2012
- HBS Seminar
Joe Lassiter/Gordon Jones, Harvard Business School/Harvard University
- 09 Dec 2002
- Research & Ideas
Unilever—A Case Study
1929 by a merger of British and Dutch soap and margarine companies, 1 it has ranked as one of Europe's, and the world's, largest consumer-goods companies. Its sales of $45,679 million in 2000 ranked it fifty-fourth by revenues in the... View Details
- 01 Dec 2023
- News
The Imposter Among Us
Edited by Jen McFarland Flint; Illustrations by Peter Arkle It was their rst day at Harvard and like the rest of his cohort, Edgar Wallner (PMD 22, 1971) will never forget meeting Robert Gaines-Cooper. Frankly, it would have been difficult to miss the Englishman, who... View Details
- 19 Jan 2011
- First Look
First Look: Jan. 18
are not as ethical as we think we are. In Blind Spots, leading business ethicists Max Bazerman and Ann Tenbrunsel examine the ways we overestimate our ability to do what is right and how we act unethically without meaning to. From the collapse of Enron and corruption... View Details
Keywords: Sean Silverthorne
- 06 Jun 2016
- Research & Ideas
Skills and Behaviors that Make Entrepreneurs Successful
the successful management of all financial aspects of a business venture. Sales. Measures skills and behaviors needed to build an effective sales organization and sales channel that can successfully acquire,... View Details
Keywords: by HBS Working Knowledge
- 16 Jun 2008
- Research & Ideas
Seven Tips for Managing Price Increases
the board but only on items selected as your inflation-busters. For cash poor consumers, these promotions should hit the key price points on small pack sizes. For cash rich consumers, encourage multi-unit purchases ahead of the inevitable... View Details
Keywords: by John Quelch
- 18 Mar 2013
- HBS Case
HBS Cases: LEGO
components. While the number of LEGO-branded items grew, sales did not, and in 1998 the company suffered its first financial loss. "Their top-line growth was slowing down but their cost was accelerating, so they were starting to lose... View Details
- Web
Research - Global
Research September 2025 Article Journal of Development Economics Using Satellites and Phones to Evaluate and Promote Agricultural Technology Adoption: Evidence from Smallholder Farms in India By: Shawn Cole , Tomoko Harigaya, Grady... View Details
- 22 May 2024
- HBS Case
Banned or Not, TikTok Is a Force Companies Can’t Afford to Ignore
TikTok is developing an in-app marketplace in some countries that takes consumers “seamlessly from videos and live streams to shopping,” the case notes. Most of the TikTok Shop’s e-commerce sales are, for the moment, in Southeast Asia,... View Details
- 17 May 2016
- First Look
May 17, 2016
based on the color of a person's skin through its “Dark is Beautiful” campaign—endorsed by well-known actor-director Nandita Das. However, despite the recent guidelines on advertising of skin-lightening products, many Indians still aspire to have fair skin. The View Details
Keywords: Sean Silverthorne
- Web
2023 Reunion Presentations - Alumni
in buying and selling, why understanding the difference matters, and the implications for areas such as sales hiring, training, pricing, use of new tools, and performance management. Slides How to Make Hybrid Work Work Associate Professor... View Details
- 13 Jan 2015
- First Look
First Look: January 13
Online Sales By: Teixeira, Thales S. Abstract—Consumers have become avid media multitaskers, moving seamlessly between their TVs and digital devices. Shorter TV commercials have reduced both the quantity and quality of consumer attention... View Details
Keywords: Sean Silverthorne
- 28 Jun 2011
- First Look
First Look: June 28
indicator we document that 1) inflow-driven buying pressure by mutual funds has a pronounced and persistent stock price impact, 2) the probability of an SEO increases by 59%, 3) insider sales increase by 7%, and 4) the probability of... View Details
Keywords: Sean Silverthorne
- 25 Jan 2021
- Book
In a Nutshell, Why American Capitalism Succeeded
How did the United States become the world’s center of business growth following its founding in 1776? Surely a number of nations had powerful natural resources, stable financial and legal institutions, and dynamic entrepreneurs over that same span. Why was American... View Details
- Web
Entrepreneurial Management Curriculum - Faculty & Research
Business Model . Designing organizational structures and processes that allocate responsibilities, promote cross-functional integration, recruit/develop/promote employees, acquire critical resources and financing, and budget/monitor... View Details